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Actual for You - 5 Easy Steps to Closing the Sale: Step I
An essential step in managing the performance of salespeople is that of establishing a sound and agreed contract between manager and the salesperson. A contract in this context is simply an agreement between the manager and the salesperson as to how best they are going to
What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all about asking good questions.
Copyright 2006 Susan Adams
5 Good Reasons To Take The 'Price Negotiation' Burden From Your Sales Team
If you are working in a traditional repeat-business company, you probably have a field based sales team. If so, the team are probably calling on the same customers on a monthly (maybe more frequent) basis. Because your sales team is well trained and enthusiastic, as well
Marketing brings prospects to your door.
It’s sales skills that make them paying customers.
So, what do you do about your lack of sales skills? Read a book? Take a class? Attend a seminar? All decent options, but these types of classes are targeted at people who already know how to sell. That’s probably not you.
This is the first part from a series of articles will address the 5 steps to closing the sale. By the time you finish, you’ll have some ideas on how to approach prospects and turn them into paying customers.
STEP 1:
Put Yourself in Your Customers Shoes
It sounds easy enough, but what does that mean? It’s quite simple. You need to find out what’s going on in their world. You have to remember the old saying, “It’s about ME, ME, ME!” That’s especially true for your sales prospect. I spent 21 years in sales, and what was the one question I was asked in a first meeting with a prospect, “Are you my new rep?” They just wanted to know what happened to the last person, and that was the last time anything about me usually entered the conversation. Prospects aren’t interested in me (or you). They’re interested in their business and their particular set of problems. And, each prospect has a different set of problems. You could sell the same product to the same type of customers, and each will have something unique that’s going on in their business.
It’s up to you to find out what concerns they have that might relate to your product or service. You can do this by asking them a lot of questions. Most people are happy to talk about themselves and their business. A few questions should get this rolling.
What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all about asking good questions.
Copyright 2006 Susan Adams
Seven Key Qualities of Successful Entrepreneurs
A recent poll conducted by Forbes magazine shows that majority
of its readers would prefer to become a billionaire rather than
a Nobel peace prize winner, a great scientist or a famous athlete.
There is no secret that most of the average people dream about
getting es of classes are targeted at people who already know how to sell. That’s probably not you.
This is the first part from a series of articles will address the 5 steps to closing the sale. By the time you finish, you’ll have some ideas on how to approach prospects and turn them into paying customers.
STEP 1:
Put Yourself in Your Customers Shoes
It sounds easy enough, but what does that mean? It’s quite simple. You need to find out what’s going on in their world. You have to remember the old saying, “It’s about ME, ME, ME!” That’s especially true for your sales prospect. I spent 21 years in sales, and what was the one question I was asked in a first meeting with a prospect, “Are you my new rep?” They just wanted to know what happened to the last person, and that was the last time anything about me usually entered the conversation. Prospects aren’t interested in me (or you). They’re interested in their business and their particular set of problems. And, each prospect has a different set of problems. You could sell the same product to the same type of customers, and each will have something unique that’s going on in their business.
It’s up to you to find out what concerns they have that might relate to your product or service. You can do this by asking them a lot of questions. Most people are happy to talk about themselves and their business. A few questions should get this rolling.
What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all about asking good questions.
Copyright 2006 Susan Adams
How to use Mind Map Tool for making Great Presentations
In the current globalized world of business, Presentations have become an intrinsic part. Not a day goes without making a Presentation to the CEO or the Chairman, or the Angel Investor, or banker, or any one else for that matter, for clinching a deal, or for raising a fune simple. You need to find out what’s going on in their world. You have to remember the old saying, “It’s about ME, ME, ME!” That’s especially true for your sales prospect. I spent 21 years in sales, and what was the one question I was asked in a first meeting with a prospect, “Are you my new rep?” They just wanted to know what happened to the last person, and that was the last time anything about me usually entered the conversation. Prospects aren’t interested in me (or you). They’re interested in their business and their particular set of problems. And, each prospect has a different set of problems. You could sell the same product to the same type of customers, and each will have something unique that’s going on in their business.
It’s up to you to find out what concerns they have that might relate to your product or service. You can do this by asking them a lot of questions. Most people are happy to talk about themselves and their business. A few questions should get this rolling.
What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all about asking good questions.
Copyright 2006 Susan Adams
Hiring a Graphic Designer? Here are 10 Quick Things You'll Want to Consider
1. Their guarantee. Only work with designers that stand 100% behind their work.This is an easy way to identify if the designer is an expert and a reputableartist - ask how he/she stands behind the work and service.2. Their current portfolio - Does theie conversation. Prospects aren’t interested in me (or you). They’re interested in their business and their particular set of problems. And, each prospect has a different set of problems. You could sell the same product to the same type of customers, and each will have something unique that’s going on in their business.
It’s up to you to find out what concerns they have that might relate to your product or service. You can do this by asking them a lot of questions. Most people are happy to talk about themselves and their business. A few questions should get this rolling.
What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all about asking good questions.
Copyright 2006 Susan Adams
Medical Transcriptionist Training Expectations
The medical transcription field continues to grow in conjunction with the demands on the health care industry. For those who are suited to this job, there are some good opportunities. But isn't it just a case of listening to the voice of a health care professional and typi You can do this by asking them a lot of questions. Most people are happy to talk about themselves and their business. A few questions should get this rolling.
What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all about asking good questions.
Copyright 2006 Susan Adams
www.susanadamshome.com
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