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Suggest You - Did You Sell Something Today
1. Establish Key Performance IndicatorsThese Key Performance Indicators should measure a variety of financial areas in your business e.g. value of an average transaction, cost per sale, profit margins, cost per inquiry, the lifetime value of a client etc. In this way you will have some very clear yardsticks or benchmarks on which you can base any future profit enhancement initiatives.Write down 4 initiatives against each Key Performance Indicator that you and/or your people can do to improve on these figures. Then write down some action steps and delegate these tasks. It is important that these KPI’s are monitored on a regular ongoing basis so that you can assess the performance.2. Revisit your Client Nurturing program. Make sure that it addresses the following points:• You will need to have a telephone or email contact with each client at least every two months. This will de
Search engine submission tools make it easy for webmasters to submit their website URLs to search engines. Most webmasters would have one or two of these search engine submission tools in their arsenal for website promotion. Without them, search engine submission does not reach its full potential as a traffic generation technique. This article would explain why search engine submission is critical to a website’s success and why search engine submission tools are must-have tools in every webmaster’s toolkit.What is search engine submission? Webmasters since the start of the internet age saw the importance of search engines as a free source of traffic. Having your website listed, ie indexed in major search engines is like listing your home in the street directory so that people may find you. People only hear of the big names such as Google, Yahoo and MSN, but they do not know that even these big searc
“Not one dang thing”, retorts Joe, “The competition is killing us!”
I just wonder how many salespeople and sales mangers have similar days? A recent list of stats on salespeople from www.JustSell.com is as follows:
62% fail to earn the right to ask for a commitment!
86% ask the wrong questions and miss opportunities!
82% fail to differentiate themselves from competitors!
99% do not set the right objectives for the sales call!
95% talk too much and listen to little!
Now they did not supply the source of these stats, yet I would say they may be reasonably accurate. I talk to customers and business owners where similar concerns are expressed.
So let’s assume the numbers are fairly accurate and take each one and examine cause and cure.
1. 62% fail to earn the right to ask for a commitment!
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of
Technological advancements have brought many benefits not only to people from all walks of life but also to different businesses and organizations, whether big or small. In the past, companies and other business firms rely on job interviews and written examinations when pre-screening applicants. But nowadays, these tools are not enough to determine the accuracy of the information provided by job applicants such as educational background and work experiences. Good thing, companies and private investigation agencies now conduct thorough background checks by using employment screening technology.Employment screening technology continues to advance as more and more companies find the need to obtain detailed and accurate reports regarding the applicant's background. Although employers can already make use of this during the hiring process, they prefer private agencies to do background checks using this t
62% fail to earn the right to ask for a commitment!
86% ask the wrong questions and miss opportunities!
82% fail to differentiate themselves from competitors!
99% do not set the right objectives for the sales call!
95% talk too much and listen to little!
Now they did not supply the source of these stats, yet I would say they may be reasonably accurate. I talk to customers and business owners where similar concerns are expressed.
So let’s assume the numbers are fairly accurate and take each one and examine cause and cure.
1. 62% fail to earn the right to ask for a commitment!
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of
Every business needs to find a way to become recognizable. Whether this be a household name or a product that has a niche' market only to a select group of people, it's important to have a good brand to your target customers, and a positive vibe among your repeat customers.One way this can be accomplished is by creating a philosophy that you do business by, and sticking to it for all customers/clients. Especially treating all customers/prospects equally. How many times have you bought something only to have another person get a better price than you? How did it feel knowing you were not as "important" as the other buyer?Everyone has been "taken" before in business. It could be something huge like buying your dream house, that new car, a tiny island out in the pacific, or even cold french fries.The point being, either way, when you walk away feeling angry, ripped off, stepped on
Now they did not supply the source of these stats, yet I would say they may be reasonably accurate. I talk to customers and business owners where similar concerns are expressed.
So let’s assume the numbers are fairly accurate and take each one and examine cause and cure.
1. 62% fail to earn the right to ask for a commitment!
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of
All professional salespeople have to be involved in a presentation at some time in their sales career and Top 5 % players present their proposals every time.Presentations allow us to : -• Influence a group of important people.• Gain consensus and commitment.• Find out who the real players are and the real status.• Set ground rules for a major sale.• Make a lasting impression of professionalism.When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories, (as I highlighted in a previous article - :”When It Comes To Making Presentations, The Very Best Salespeople Are Seekers”)The Avoider:An Avoider does everything possible to escape from having to stand in front of an audience; in some drastic cases salespeople may seek positions that do not involve making presentati
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of
Many people are astonished at the cost of outsourcing tasks in their Internet business. However, every smart entrepreneur knows that outsourcing is crucial to the success of an online business. If you do everything yourself, you may just burn out yourself and not achieve all that you can!However, there have been a few horror stories where entrepreneurs have been scammed by freelancers. Freelancers either don’t provide the work they were paid for, or provide shabby work that is not fit to be published.An Internet entrepreneur still needs to remain in control of the process unless the freelancer is doing the work. After all, it’s the entrepreneur’s business and not the freelancer’s business. A ghostwriter’s name, for example, often does not appear on the finished work, but the work will be represented by your business.Communication is crucial in the outsourcing process. You need to be cl
First they must earn the trust of the customer. This can be accomplished in several ways such as genuinely listening and understanding the customer and their situation. This creates trust, understanding and creates the basis for a business relationship. Now that there is some level of understanding and trust the salesperson has the basis for asking.
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In preparing for a recent call on an executive a salesperson invested one hour on the web. He found the executives home address, wife and children’s names and ages, the marathons he had recently ran, the colleges he attended, where he was born, his high school, several recent news articles that quoted him along with other information. This actually bothered the sales person that he could find that much information, but there it was! How did this change the sales call?
2. 86% ask the wrong questions and miss opportunities!
This I see in our training programs every time. Toss sales people into a mock sales interview and it becomes product puke or 20 simple questions. For what eve
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