What is a major sale?
I have been asked this question a lot, naturally this applies to all industries and there are many examples regardless of what business or vocation you are involved in.
For instance, if you are retailing television sets, a simple sale could be new batteries for the remote control unit. Also a making a major sale normally could involve more than one interview with a client.
Selling a property usually always means many discussions with the prospective buyer and one of the things most sales people forget is that time between appointments can be lethal.
The reason is because it is very common for clients to change their needs or requirements and guess what? The salesperson just normally assumes nothing has changed since the last appointment and once again yaps their head off giving the client information that has very little effect on a successful outcome.
It can be the same when buying a car, it is very rare a person makes an instant decision to buy a new vehicle when they first visit a car dealer. A simple sale for a car dealer could be a tin of polish or tire cleaner. Selling the vehicle is a totally different kettle of fish.
If only the average car salesperson really understood this; unfortunately the average sales person does not. When someone walks onto a car yard there is normally a little seed in their mind. It is likely they may be thinking of changing their car, or in fact they may fully intend to change their car. It is the job of a sales person to find out what that person’s intentions are, not sit in their little office tied to the phone or eating their lunch. I have seen so many car salesmen simply ignore customers and leave them to wander off to their competition next door.
The skill is to have that client expose that intention, uncover whether it is either implied or explicit. gathering this information takes a lot of practice, while this is very natural for a sales star it can be extremely difficult for the inexperienced or someone who has just entered the sales profession.
The real estate industry and the car sales business has to be the two professions where sales people come and go like the wind. Only those who are well trained usually last for the long term. In fact real estate must surely be the most transient sales profession there is.
We are currently compiling a very intensive sales course dedicated to both of these popular sales professionals. The focus is entirely on making major sales. In both cases we explain in detail how to ask questions that will expose those implied needs and how to ask further questions that will expose explicit needs. These explicit needs are vital to making major sales. You will be quite surprised to learn that an implied need rarely results in a sale.
Keep on learning, keep on selling.
I am not sure how lucky you are if you sell high value items or services door to door however many people choose it as a profession. Some people sell cleaning products etc that may be of fairly low value and traditional sales methods may work well in these cases.
However if you sell high value goods it is what we call a major sale. The skill set required is very different and there are many reasons why. Research has shown some people have natural skills making major sales and others need to learn those skills. Selling door to door requires great discipline and if your items are expensive it is possible there may be more than one call required to any prospective customer. There are good courses available on making door to door sales out there but you really can’t go past the book “Spin Selling” by Neil Rackham.
Here is a paragraph taken from Sales Effectiveness Inc, it was written by Carlos Quintero the president and founder of the company. It is very interesting reading and without any doubt he is right on the button. However there is very little talk of why high achievers making major sales are so good at what they do. Training people to be like these achievers is not easy because the old traditional sales training methods do not cut it any longer.
Research has shown these high achieving sales people have a totally different behaviour pattern, they are few and far between and changing a persons behaviour is not an easy task. However I suggest you read what Carlos has to say as his company understand what sales organizations need these days.
here is the article:
“Sales teams have always been about vim and vigor, effort and drive, but in this economy, sales people can’t depend on their friendships or gift of gab,” Quintero said. “Customers are no longer buying on relationships alone. They’re making business decisions and looking for business value.”
Successful sales forces have to be well educated. “They need to do their homework and align their offerings with the strategic needs of the customer. Their aim is to become a trusted advisor,” Quintero said. With more analysis going into sales decisions and longer buying cycles, sales people need to practice patience and resilience. “They also need the technical acumen to make use of all the rich information that the Internet and social media networks can provide,” he said.
Everywhere you look there are discounts. The consumer electronics industry is just one place where you see week after week big discounts on TV screens, DVD players and the like.
Who is responsible for these discounts? We know the retailer is giving away margin and in fact many of these retailers are going out of business very quickly. Some retail outlets advertise their prices will not be beaten. The owners of these companies always complain about lack of margin or their competitors when something goes wrong. With all of the research carried out world wide the real problem lies with the sales people. It is a known fact that people generally do not make a purchased based on price alone. There are many other factors that determine the motivation for a purchase.
However we also know there is very little sales training provided to retail sales people. Product training yes, Sales Training no. Why is this?
We believe the real reason for this is simple. The business owner really does not understand there is a serious difference in skill set between selling something simple like an audio lead and selling a sixty inch Plasma TV panel. If you are involved in retail selling big ticket items you will find many hints and tips on this blog on making major sales.Continue reading
Who has the client support job at your company? You can have the best items, the best promotion or the best income strategy, but if your client support group is not able to provide stages of assistance that your clients anticipate, you are not going to be (or stay) a innovator in your industry. Customer assistance that drops below your consumer’s objectives will be expensive for you, whether their objectives are affordable or not, and no matter how those objectives were set. That is a client support concept.
Our grocery’s assistance is so bad, its basically disparaging. The individuals manning the two cash signs up always discuss to each other when they are looking at clients. Do they say hello to you? If you are fortunate. Check out success often prevents during an interest part of their discussion. And a thank you? Never. The cashier drops your change into your side while looking the other way, holding on with their discussion. And the prices are not inexpensive, either, so that’s no reason. When I sometimes shop to choose up a carton of egg or some sponges I think supermarket! I will go an additional 5 kilometers just to prevent purchasing there. I actually realized out that this rubbish has price that shopping around $32,500 of my company and I cannot be alone.
When I was last on vacation in Montego Bay I realized there was something different about the assistance at a hotel where my spouse and I went for evening meal. I was bowled over when I saw a indication published over the bar designed to be seen by workers rather than visitors. It was the hotel’s “10-5 Rule.” When two or more workers of the Half Celestial satellite Resort are discussing, they must stop discussion when a visitor comes within 10 legs of them. The worker must discuss with a visitor when they get within five legs. This client support concept makes a big distinction in a very aggressive industry.
Here is the issue. I listen to from many income VPs who grumble that their salesmen do not have enough promoting time because they spend too plenty of your energy and energy being client support repetitions. Sometimes items do not work as predicted. Sometimes clients need hand-holding. Perhaps a dedication was damaged. I understand all that. But whatever the situation, if client support cannot handle the situation, income are affected. First, the salesman needs to be promoting, not solving. Second, a disappointed client is less likely to buy from you again. Third, term gets around, so it becomes more complicated to area new account company.
Marketing initiatives also experience when client support is lacking. For example, I’ve seen companies make uncomfortable discounts just to encourage a client into offering a evaluation or a review for an argument. It’s bad company when promotion usually spends their short while doing harm control rather than utilizing outstanding client fulfillment stages as a aggressive differentiation.
Ask yourself, what amount of your squad’s time is invested doing client service-related actions and what is that charging you with regards to missing income or improved expense? Put a company situation together and bring it upper level to the CEO. If there is a product issue, it needs to be set. If your client assistance individuals are not looking after for clients, that has to be set.
We promotion and advertising experts have challenging enough tasks to do. We must force the job of client support back to the client support division or we’ll never get our job done—creating new ones.Continue reading
Did you know there is a significant difference between making a simple sale and making a major sale? We believe this is the biggest kept secret in the field of selling. Can you sell big items like houses, cars, or even aircraft?
Why is it in most companies there is always a salesperson who is a cut above the rest? Research has proven these star sales people are few and far between. However the great news is that special skill can be achieved by almost anyone.Continue reading
Selling a real estate property can be a difficult process. Determining the list price, performing repairs, staging and the listing the home are just a few of the concerns that any potential home seller will face. This article contains the key tips and tricks any real estate seller might need.
If you are selling your home, be sure to increase curb appeal by keeping the yard, walkways and drive clutter free and well-groomed. If you have already moved to your new home, check your old home from time-to-time to make sure it looks inviting. If you have moved far away, hire a service to keep things tidy.
Know the value of your home. You may want to have the value assessed professionally every few years to make sure that you have enough home owners insurance to cover the cost of rebuilding the home if it should ever be destroyed. In many cases the value of a home goes up with time so you will need to increase the coverage accordingly.
The first step in selling your house is to grab paper and pencil, and examine your home with a critical buyer’s eye. Start at the curb, and note any repairs to be made or clutter to be cleared. Walk up to the entrance, and feel the first impression a buyer may feel when approaching your house. Make notes about anything you think might catch a prospective buyer’s eye. Repeat the process with each room in your home.
While preparing your home for sale, plan some renovations. This will improve the value of your home and help make it more attractive to potential buyers. In times when construction is slow, it is easier to get a bargain on labor, as well. You can save money by renovating when the housing market is weak.
Most potential buyers see colored bathroom fixtures as outdated. Glazing the bathtub, shower, or sink in something more sleek or modern is often preferred to a color that is or soon will be old-fashioned.
When you need a home appraised, be sure to pick an appraiser who will not have a conflict of interest. You should look for an appraiser who has five or more years of experience and is either state-licensed or state-certified. You should avoid having an appraiser who is referred to you by a real estate agent.
If you have textured walls or popcorn ceilings in your home then it might be a good idea to change that before trying to sell your home. Many home buyers are turned off by these two things, so changing them will get many more people interested in your property.
Take a good look at all the furniture pieces that you have out in your room. Even though you may thing that you need all of them, try to get rid of some of them. You want to be able to create a bit of empty space in the room so that the room appears bigger.
As this article discussed previously, selling real estate can be challenging, particularly when considering the number of decisions any real estate seller will need to make. Selling a property can be much easier when you have the right knowledge and advice. Apply the tips from this article and you’ll be on your way selling your property.Continue reading
This is for any sales people currently working as a sales person in the consumer electronics industry.
The consumer electronics industry is a tough market. The audio and video section of that industry is cut throat. Unfortunately most sales people selling loudspeakers and high quality audio products are passionate about what they do, passionate about the industry but don’t have the real skills to sell. I have compiled this book solely for these audio sales people to enhance their sales. After nearly thirty years in the AV business my passion for good loudspeakers has never wained.
The book “How to Sell Loudspeakers” will be released early in 2012 and will only be available in physical format. If you are selling high end audio products and you want to increase your sales contact us and we will advise you the minute this book is off the press.Continue reading
by: Geoff Ficke
Making a Minor Product Usage Change Can Propell Major Sales Advances
In the middle of the 20th century pre-packaged foods and mixes were not as ubiquitous as they are today. Typically, a middle class home had a housewife present and preparing her families meals from scratch. The advent of mass-market consumerism would rapidly change this tradition.
General Mills was a pioneer in developing and selling prepared food products. The Company Marketed first offered a line of dried cake mixes in the 1940’s and the convenience that these products provided was thought to be a sure fire winner. Sales were initially acceptable but not sensational. General Mills Marketing Managers could not understand what the missing element was that would make sales sizzle.
The great Marketing Guru, the Austrian Ernest Dichter was hired by General Mills to analyze the prepared cake mix business. Mr. Dichter is credited with creating such Marketing breakthroughs as the Focus Group and Behavioral Science as applied to Consumerism. He began his analysis of the products and housewives reaction to them in his normal analytical fashion.
Immediately he noticed that though the cakes baked utilizing the mixes were acceptable, they were dismissed by many housewives as not being as tasty, or velvety as cakes baked from scratch using natural ingredients. General Mills was very aggressive in promoting that the cake mix powder contained dried eggs. Mr. Dichter saw an opportunity.
Copyright (c) 2007 Drew Stevens PhD
Many selling professionals and even entrepreneurs are constrained with trying to meet their weekly and annual goals. Times are difficult and challenging and the need to meet quota goals is stressful. There are a number of things one can do to help ease the pressure and ensure they meet goals.
Feedback – One of the necessary rules of selling is constant feedback from management. It is flabbergasting to me when employees do not understand their goal placement midway through the year and even more disconcerting when management communication only occurs in the fourth quarter. Feedback is vital for continued success.
Metrics – It is interesting to view how sales are measured, some in calls per day, earned commissions and goals by management. It is vital that selling professionals must be involved in this strategic process. Management derives numbers based on stakeholder value yet might not be familiar enough to denote territory growth. Second, sales must never be measured in calls per day. Once former client drives its sales team to make 50 calls per day. Professionals are prohibited from making personal calls. One will get stressed and burn out quickly. To combat attrition, sales cannot be measured in call production but rather the true value- sales. If a selling professional makes quota after five calls does this denote failure. Rethink your selling metrics.
Selling as Sport – Selling your business or your firm’s product required unending passion. It is baffling to find selling professionals that believe they work an eight-hour day. Selling is a profession and a sport. You must love what you do and love what you sell. The latter denotes that selling is a twenty four hour 365-day process. While it does not mean you cannot turn off and relax in order to be the best in your field you must be selling all the time.
Differentiation – Today’s selling professional must be more astute and different from the competition. There is way too much of it. To be heard over the pandemonium, it is paramount for selling professionals to be different. For one, refrain from cold calling everyone does it and no one is successful. When was the last time you noticed a wealthy cold calling insurance agent? Refrain from networking events. Too many professionals frequent events to visit old friends. That is for the weekend. Attend events that will garner opportunities for business. Be artful and discover new opportunities to be different from the crowd.
Reach Decision Makers – The greatest challenge of any business professional is meeting with the person that can make the ultimate purchase decision. Refrain from spending too much time with people that will not or cannot provide opportunities. Your first question during the prospecting stage is to decipher who the decision maker is. Ask the question, “How is a decision made within the organization”. Or, “Who in your organization is responsible for making the ultimate decision?”
Closing – Too many professionals find it difficult to ask the question, “Do you want to buy one”? Sales are made with closing. Get immediate commitment. It is vital that you ask the question. “Is there anything preventing our working together at this point?” or “How quickly are you ready to being once you review the proposal?” Gain commitment and close quicker.
Value – Prospects are more willing to accept you if you come prepared to assist them with value. Speak to them from the understanding of the value you provide that corrects the current client condition. Prospects seek remedies to current pains and better and faster sales will come by illustrating how your product/service improves the condition.
Customer Loyalty – Loyal customers return, consistently and regularly. Loyal customers tell others and loyal customers make your job easier. When you service clients from inception through sales to service you enthrall them with opportunities that create memorable emotions. Consumers act on emtion, the kind that makes the experience acceptable and memorable. Prospective clients will flock due to word of mouth and the buzz that surrounds you.
Selling today is similar to climbing a mountain with swim trunks while carrying a tiffany glass. You must be more agile than you competitors and more aggressive too. Differentiation sets you apart from competitors. Dissident attitudes and behaviors garner attention and instigate change. If sales are stalled, instill change and create new results!Continue reading