Wednesday, October 17, 2012
Wednesday, February 10, 2010
The Skill Of Selling - Part 5
A sales presentation can be delivered to your warm prospect through print, through a presentation, through a website, or various other ways depending on your creativity. We say "warm prospect" because this prospect has been sorted and filtered, and does know a little about what's going on from your mini-marketing message. He is receptive to continuing in the process so you deliver a detailed sales presentation to him.
The detail given should be at a medium level, not too high and not too low. You can tailor the sales presentation to the type of prospect or you can give a higher or lower-level amount of detail depending on the responses the prospect gives. A self-service platform like a website allows scaling of detail by presenting at a high level but allowing the prospect to get more granularity with the click of a button.
Make sure to review the following resources for more information:
The detail given should be at a medium level, not too high and not too low. You can tailor the sales presentation to the type of prospect or you can give a higher or lower-level amount of detail depending on the responses the prospect gives. A self-service platform like a website allows scaling of detail by presenting at a high level but allowing the prospect to get more granularity with the click of a button.
Make sure to review the following resources for more information:
Signing Off Blog
We have moved... our URL still works but this site is our old site. See us at http://www.bigfishmlm.com.
Thank you blogger for the temporary home. We still have another blogger blog at http://bigfishrants.blogspot.com. Thank you.
Thank you blogger for the temporary home. We still have another blogger blog at http://bigfishrants.blogspot.com. Thank you.
The Skill Of Selling - Part 7
Asking for the sale, or closing the sale, is simply about asking the customer to make a purchase in some way. This relates to product sales more than recruiting, because in recruiting we want people who are self motivated, not somebody who must be asked to make the next move. That may mean that we don't sponsor as many people as the next guy, but people we do sponsor are motivated, hard-working distributors. You would only care about recruiting if you are a headhunter (job recruiter) or multi-level marketing distributor.
Now back to selling a product and closing the sale... Usually in selling a product the customer needs just a little nudge at the end for a go or no go decision. If it is no go, we are back to answering customer objections or perhaps we will just have to wait until the customer decides he or she is ready. Otherwise, we have an order and we make the sale. Not asking for the sale is a mistake and can lead to all kinds of bad consequences. Perhaps the customer will shop around and find somebody who will ask for the sale... so it is important to do this at the end.
Asking for the sale can take on different forms: "Can I wrap this up for you?", "I can offer a 10% discount if you will purchase today", "Would you like to place an order?". You can use your imagination and come up with several other ways of asking that do not place too much pressure on the customer.
Here are some resources to review about asking for the sale:
Now back to selling a product and closing the sale... Usually in selling a product the customer needs just a little nudge at the end for a go or no go decision. If it is no go, we are back to answering customer objections or perhaps we will just have to wait until the customer decides he or she is ready. Otherwise, we have an order and we make the sale. Not asking for the sale is a mistake and can lead to all kinds of bad consequences. Perhaps the customer will shop around and find somebody who will ask for the sale... so it is important to do this at the end.
Asking for the sale can take on different forms: "Can I wrap this up for you?", "I can offer a 10% discount if you will purchase today", "Would you like to place an order?". You can use your imagination and come up with several other ways of asking that do not place too much pressure on the customer.
Here are some resources to review about asking for the sale:
Raising Capital For Your Business
The only real experience I have with raising capital is when I sold shares of stock to myself and when I went to the bank to ask for a loan. Both cases are easy, especially when you can prove how much money your business makes and how much inventory you have. Now if you want to go off and borrow money by selling shares to other people or selling off a portion of your business in another way, I am not really an expert. I do know that you typically have to prove a market for your product by having a decent amount of sales or commitments for orders, and you have to be able to present a good business and marketing plan. This is a good place to start. I can tell you that if you have proof your business will work, you will be able to find people to invest.
Here are some resources on raising capital that may be useful to you:
Here are some resources on raising capital that may be useful to you:
The Skill Of Selling - Part 6
Answering objections is about working with the customer to solve the problems they truly have. If they say they cannot afford the product, are concerned with it's safety, don't know if it has the features they want, or they like your product but have additional problems to solve, you are there to listen and help them through the process. Often marketing will script sales objections with answers but you must listen to the customer so that you truly understand the nature of their problem in order to offer the best solution.
Many of the objections people would have about buying the product or buying from us, we had answers. We also had the flexibility to tell the customer that they don't need our product or to truly customize a solution for them. I think that having prepared responses is great but there are often gaps that need to be filled, and a salesperson should have the flexibility to truly offer real help for any customer situation.
Please review the following resources about answering customer objections:
Many of the objections people would have about buying the product or buying from us, we had answers. We also had the flexibility to tell the customer that they don't need our product or to truly customize a solution for them. I think that having prepared responses is great but there are often gaps that need to be filled, and a salesperson should have the flexibility to truly offer real help for any customer situation.
Please review the following resources about answering customer objections:
Good Quality Information
Business of all types run on good quality information. Information can be true, false, or subjective and sometimes you can actually prove when factual information is true or false, but often times you are looking for information that is true without being able to determine, for sure, whether it is true or false. All you can do is make a judgement call about the quality of the information based on it's source, how it was derived, and whether the assumptions it was based on are valid. People, including scholars, disagree about the validity of certain data. Often Republicans and Democrats disagree about the meaning of data. CNN often has a more liberal interpretation of data than Fox News. So data, and the meaning of data, is often subject to the interpretation of the interpretor. Subjective information is just that, an interpretation of factual data.
When we go out and look for information, we are looking for the factual data and not the subjective interpretation of the data, because when we collect enough factual data it paints a picture of reality for us. Our reality may be somewhat subjective in nature based upon what factual information goes into it, but we can test our realities by creating our own study. My favorite study is a real life analysis of customer behaviors or a real life analysis of other data, based upon data collected within a computer system. For instance, a website analysis tool can show where visitors to your website go, how often they are on your order page, what percentage order, how often they visit, and what searches placed them on your website. This is useful so that a website can be modified to fit the visitor, the visitor can be collected differently to get the right kind of visitor, or the website routing can be changed to make it more useful to the visitor.
Information Technology (computer system) information can also tell many things about your customers buying habits, can help you order the right products at the right time, and can help you improve your operational efficiency.
Please review the following resources for more information about good information:
When we go out and look for information, we are looking for the factual data and not the subjective interpretation of the data, because when we collect enough factual data it paints a picture of reality for us. Our reality may be somewhat subjective in nature based upon what factual information goes into it, but we can test our realities by creating our own study. My favorite study is a real life analysis of customer behaviors or a real life analysis of other data, based upon data collected within a computer system. For instance, a website analysis tool can show where visitors to your website go, how often they are on your order page, what percentage order, how often they visit, and what searches placed them on your website. This is useful so that a website can be modified to fit the visitor, the visitor can be collected differently to get the right kind of visitor, or the website routing can be changed to make it more useful to the visitor.
Information Technology (computer system) information can also tell many things about your customers buying habits, can help you order the right products at the right time, and can help you improve your operational efficiency.
Please review the following resources for more information about good information:
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