Tags |
|
|
Links |
|
|
Suggest You - Sales Trap - We Love to Talk, But Need to Listen
Ever thought about turning your hobby or talent into extra cash? You could. Here are a few quick tips.1. Teach What You Know and LoveThere is money to be made in teaching others about something that you are familiar with and have some expertise in. You do not have to be the world's most renowned violinist in o
As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.
The secret to selling li
It is so much easier to have and run a business today then it was 60+ years ago. The Internet has opened a whole new level of business opportunity. There is millions and millions of dollar circulating online no matter where you would go, ex: ebay, google, amazon...etc. Today you don't need so much computer skills or programming skills to ma
So what do you think happens in most sales encounters? That's right… we tell 'em what we do.
Problem #1 - Clients don't really want to know what we do.
Not to start with anyway. Usually they first want to know that they can trust us and that we comprehend their situation. They also want to understand 'how' we can help them. This is different to knowing exactly 'what' we do. To achieve this we need to look at what they want to achieve, and what their concerns are.
Problem #2 - When we're talking we're not listening.
It's a fact. People can think many times faster than they talk. This means that when you're talking, your client can think about lots of other stuff (like their next appointment, or your unpolished shoes). So keep your client focused by getting them to do the talking.
Control the sales encounter with questions. By using a structured questioning sequence you can move from initial exploratory questions to high-impact outcome oriented questions. When done properly this creates a harmonious exchange between the seller and the client. It's not a matter of interrogating the client, or forcing them to make a quick decision.
As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.
The secret to selling lik
When you enter your office space, are you overwhelmed with the amount of papers stacked on the desk, chairs, and floor? Even in this age of computers and electronics, the quantity of paper that we are printing, receiving and filing has grown substantially. Add to that the mail that we receive daily that needs to be acted upon or filed. Is t
Not to start with anyway. Usually they first want to know that they can trust us and that we comprehend their situation. They also want to understand 'how' we can help them. This is different to knowing exactly 'what' we do. To achieve this we need to look at what they want to achieve, and what their concerns are.
Problem #2 - When we're talking we're not listening.
It's a fact. People can think many times faster than they talk. This means that when you're talking, your client can think about lots of other stuff (like their next appointment, or your unpolished shoes). So keep your client focused by getting them to do the talking.
Control the sales encounter with questions. By using a structured questioning sequence you can move from initial exploratory questions to high-impact outcome oriented questions. When done properly this creates a harmonious exchange between the seller and the client. It's not a matter of interrogating the client, or forcing them to make a quick decision.
As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.
The secret to selling li
First off let me say that Mike Dillard, the author of Magnetic Sponsoring gets one thing right.That is, network marketing businesses are promoted by people who have absolutely no idea how to market!I agree with him totally on that point...But if you were thinking about buying Mike Dillard's ebook so you
It's a fact. People can think many times faster than they talk. This means that when you're talking, your client can think about lots of other stuff (like their next appointment, or your unpolished shoes). So keep your client focused by getting them to do the talking.
Control the sales encounter with questions. By using a structured questioning sequence you can move from initial exploratory questions to high-impact outcome oriented questions. When done properly this creates a harmonious exchange between the seller and the client. It's not a matter of interrogating the client, or forcing them to make a quick decision.
As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.
The secret to selling li
Forming methods of ceramics are sometimes classified as wet or dry. Dry forming refers to pressing operations from dry or perhaps damp powders. Wet forming includes slip casting and plastic forming methods. For a review of industrial forming methods see Ceramics: Industrial Processing and Testing by John T. Jones and M. F. Berard, Io
As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.
The secret to selling li
Data entry outsourcing is contracting with outside consultants, software houses or service bureaus to perform systems analysis, programming, and data center operations. In the U.S. in 2003, the term took on extra meaning, often referring to jobs being given to people in companies located in India and other countries. The main reason behind
As the salesperson (whether you be a consultant, partner, owner or manager) the overriding temptation is to start explaining what you do. Often this includes mentioning previous clients and interesting outcomes you have achieved. But does the client care? Not always. And not ever if what you are saying is not relevant to them.
The secret to selling like a professional is to listen closely to the client. Find out as much as possible that might be relevant to your service. Ask questions about their expectations. Then when you have that knowledge, discuss only the aspects of your service that have a direct bearing on your clients stated needs. Use this 'inside knowledge' during your presentation to highlight why you are the best choice as service provider.
And when you finish your presentation and need to gain a commitment from the client, ask another question, or suggest the next step. "Would you like to sign the agreement tomorrow?" or "Can we meet next week to finalise these last few issues?"
With a bit of practice you can replace your old sales monologues with a meaningful exchange of information that leaves your client wanting to work with you.
(c) 2004 Stuart Ayling
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.suggestyou.com/article/40266/suggestyou-Sales-Trap--We-Love-to-Talk-But-Need-to-Listen.html">Sales Trap - We Love to Talk, But Need to Listen</a>
BB link (for phorums):
[url=http://www.suggestyou.com/article/40266/suggestyou-Sales-Trap--We-Love-to-Talk-But-Need-to-Listen.html]Sales Trap - We Love to Talk, But Need to Listen[/url]
Related Articles:
Travel Nurse Staffing: Can I Start My own Agency?
5 Principles of Attraction for the Entrepreneur
Points For Great Presentations
Bookmark it:
|