Archive Monthly Archives: April 2008

Scarce Posts

I am sitting at the Hong Kong airport waiting for a departure to the Middle East. It is likely these posts will be feew and far between for a few weeks but I will do my best.

Jordan here I come.

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Quote of the day

If you are not happy with a company’s service TELL THEM and then go somewhere else.

Steve Hilliar

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Malaysian HIFI Show

The Malaysian Hifi show will be held again this coming July and there will be many people making major sales. The organizer is Dick Tan (seen below) and he has been running this wonderful event for many years. It is held in the Marriot Hotel in Kuala Lumpur over the last weekend of July.

The place is buzzing and there will be many expensive toys on display. Big Plasma screens, high definition projectors and very expensive loudspeakers. There is always an official opening address attended by the minister of trade and industry along with other invited guests.

This show provides the people of Malaysia to keep up to date with the very latest technology and as there are many suppliers and retailers fighting for their share of the ringit many will be practicing their sales skills.

Dick Tan organizer

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Quote of the day

Behold the Turtle. He makes progress only when he sticks his neck out.

James B Conant

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Honesty and demonstration

We have talked so far about customer acceptance and confidence. The top of the list however has to be honesty. Honesty to your company and your customer will pay off in the long run.

If you are in retail tell the customer about your store and it’s reputation for fair dealing. Make absolutely certain you are familiar with your products. Show your customer you are working in their interests. Truthful straightforward answers to any customer questions or concerns. If you do not know the answers tell the customer you will find out.

If you sell intangibles such as insurance the same rule applies. The goal must surely be to have the customer leave after having bought or confident enough in your ability to meet again and continue any further negotiation.

One other tip, if you make another appointment for some reason such as a demonstration make certain you summarize your discussion. Ask the customer if they will make a purchase providing you complete a satisfactory presentation when you next meet.

When that meeting or demonstration does take place  do not launch into the demo as soon as the prospect arrives. Sit them down and once again discuss the criteria that will provide the solution. Find out if anything has actually changed since you last met. It is possible something else may have influenced the person and unless they tell you there will be no deal.

Once again ask the customer if they will buy if you can satisfy their needs. Write on a flip chart all the solutions you need to satisfy in the demo.

Cross each one out when you have confirmed it has satisfied the customers need. Under no circumstances do you show the customer anything other than those outlined on the flip chart.

When you have finished the customer will sign as there is no reason not to. Only after the deal has been sealed may you then show any other fancy things your product is capable of.

Doing so beforehand is likely to confuse the prospect and you risk losing the sale.

All the customer wants is a solution to those very explicit needs that you have managed to extract during the initial interview. Don’t blow it by showing features that are of no concern or interest.

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Customer Relationship

What kind of relationship do you have with the people you are dealing with? I have been thinking about this issue a lot today and have decided this is really quite a big deal if you are are a professional salesperson.

Humans are very strange creatures, we all have different belief systems, we have been conditioned by our parents, conditioned by our schooling, conditioned by our peers when we were growing up and by nature we are usually selfish.

We all have different opinions on just about everything and I guess this is a good thing as it would be a pretty boring world if we were all the same.

However I feel that when it comes to dealing with people like customers we need a high level of empathy. We must respect the way they feel and we need to discard our own personal feelings and try to understand our customer or prospect in a genuine manner.

It is all very well trying to sell our product or service but it is only right and proper to sell a real solution.

I am dismayed and disapointed how a big fat commission drives certain sales people to stitch up a client with something they don’t need.

There is nothing like repeat business and a great reputation rather than gain a bad name for being a shonky merchant. If you can honestly walk with your head in the air and look your customers directly in the eye convinced you have done the right thing for them you have done your job.

If not it will eventually return and bite you where it hurts.

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Relationship with phones

Here is a very good sales tip or two:

There is only one thing worse than a salesperson entering an interview with a customer and a live mobile phone. That happens to be a salesperson who does not call a client back after making a promise.

In my experience the worst offenders are real estate agents. They cannot live without that cell phone glued to their ear. Every time you see them in their car or in the street that little transmitter is pumping out surperlatives in no uncertain manner.

The very first rule in selling is listening, therefore there is no room for a mobile phone when meeting with a prospect. When you leave that prospect after the interview and another contact is required make certain you contact that person when you said you would. “I will phone you back” is a most common phrase, if you say it and mean it, make certain you do it. Do it when you say you will not a week later like some people.

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Check out my video

Take a look at the video I have done here:

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A New Website

There is a new free membership website for Sales Managers.

The address is:

http://www.salesmanagement20.com

I suggest this is well worth while investigating as Sales Management is another arm of the selling profession that is quite often overlooked. Different skills are required such as; motivating sales staff, monthly budgets, sales training and achieving goals are all part of it.

There is a wealth of experienced people available to contact and it is a welcoming and friendly community. Take a look and join up.

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Quote of the day

Success seems to be a matter of hanging on after others have let go.

William Feather

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