Some very extensive research discovered there is a phenomenal difference in skill set required to make a “Big Ticket Sale” As opposed to selling basic items such as pens and pencils. A large proportion of people selling high value goods and services are not aware of it and they seriously need to know. Many sales people are big talkers just like me. However I multiplied my sales ability when I discovered this secret. If you are having trouble engaging customers and closing those big sales, go and grab the summary available by just putting your details in the box on the right.
Do you feel customer service training is important? What about sales managers training? if in fact you don’t think it is that important I still recommend you download the free report. You may be very surprised.
Here is a sensational interview with Neil Rackham the founder of “Spin Selling”
Neil is my mentor and I believe he was the first person in the world who really understood the sales process. Neil discovered there was difference in skill set required to make a major sale over making a simple sale. There is no doubt there is a set of behaviour displayed by the super stars of selling and they understand this difference.
There are many companies and sales people out there who have absolutely no idea they are missing opportunities when it comes to selling high ticket items or high value services.
Sales Managers training is most important before a sales course is introduced to sales classes. In my opinion Real Estate Sales People take heed, you are one of a crowd who need to understand what Neil has to say.
you can read more about it right here:Continue reading
Every shop owner fears the internet, yet they forget one GREAT benefit their shop has over the internet:
The customer can see and talk with real people!
These people are known as their team. If everyone liked buying from the impersonal internet then the streets would be empty. We like to buy from people whom we can see and talk with at the same time.
We know if they lying (or at least we think we do) because we can see it in the faces and their body language. As individuals, most of us have questions we cannot find answers on the internet, especially when it comes to electrical goods. the reason, for example, we may not know the right terminology. This allows a store’s team to talk to customers, get to know them, build a relationship with them and if the sales person is worth their salt sell them the product. Often, if a customer walks away and buys on the internet, it is because the sales person has not done a good enough job of selling.
Therefore the responsibility of business owners to offer sales classes and customer service training is absolutely imperative in today’s market.Continue reading
We do not normally show video on Sales Training unless it is relevant to “Making Major Sales” However this video from Noah Hammond is something all Sales Trainers should be teaching their salespeople.
We are astounded at the amount of organizations who do not offer any type of sales classes to their staff, Sales manager training is vital if there happens to be a sales manager running the sales team.
How many businesses offer customer service training? Are you a sales person who has to search the internet to find out how to sell? If that is the case we suggest you talk with your employer and ask about some type of sales program that suits specifically what you sell. If you are in car sales, you need automobile sales training. It must be a sales class in making major sales.
Christmas madness continued.
I intend writing a post for real estate agents soon about “how to sell a house”. However it is prudent to continue the story about trying to purchase a Nespresso coffee machine in a retail store.
I mentioned about my experience at Farmers Trading Company in Nelson New Zealand where locally the company was advertising the product on television, however the retail sales person on the floor told me they did not carry stock in Nelson, nor did they offer to get one in. Who runs this outfit?
Anyway I left the store and drove to Noel Leeming appliances in Trafalgar Street, low and behold they had a full range of Nespresso machines and also a demo unit.
Was I in luck? I don’t think so.
Can you believe it? There was no-one in the store who knew anything about the units. They had no idea about how to operate the demo unit and a salesman told me “we will match any price”.
My reaction was “I want the right machine, and I would like to speak with someone who understands and can demonstrate the sample unit”. “Price is NOT the consideration here”.
Next they got someone to get some milk and attempt to make me a coffee. The person admitted they had no experience in using this demo machine.
Needless to say the coffee was undrinkable and naturally no sale.
All this took at least thirty minutes of my time and I was no further advanced in securing a coffee machine.
After all I had seen George Clooney on TV waxing miracle about this product.
Next trip was along to Harvey Norman in Nelson, I was getting used to slack service and people with no training now.
Harvey Norman surprised me, they had a full range of Nespresso machines on display and the advertised prices were much lower than in Noel Leeming.
However there was no demo unit. A young lady by the name of Brooke could sense that I was interested in a Nespresso machine and asked if she could explain about them.
First and foremost she asked why I was looking at Nespresso machine ? A great start as retail people normally never ask these kind of questions.
As the interview unfolded it was obvious to me this young lady had been well trained, she not only asked questions but convinced me that she truly understood these machines and despite the fact i could not see one in action and sample the goods I was sold on the type of machine I needed for the specific purpose I wanted it for. If you missed the earlier post is is here: Christmas madness
No guesses who got the sale here!
Making Major sales at Christmas
Madness in retail goes on all year however it seems to get much worse the closer to the end of December.
I visited Farmers Trading Company a major department store in Nelson New Zealand a few days ago. My intention was the purchase of a small Nespresso machine I had seen advertised on Television the night before. This product looked as though it was great for travel as well as ideal for a small flat.
At this point I was not a 2012 type customer who normally does their research with the help of Google, I had been convinced by the high cost of the television advertisement it could be worth checking out.
Once I found the area where the coffee machines were displayed I could find no sign of Nespresso. When I eventually found a staff member for that area she had no idea whether they were stocked or not. She went off to check with a supervisor and duly arrived back with some bad and astounding news. The Farmers Trading Company had spent thousands advertising on peak time television but the only Farmers Store in this town of 70,000 people did not carry the Nespresso coffee machines.
On my way out I observed more madness, a couple were very interested in purchasing a set of garden furniture, yes a major sale in my book. The sales person showed them the product but displayed no sign of asking for an order. The couple were hot to trot, they asked to buy it.
“Oh but we do not have any”, was the answer the couple received from the sales person. The couple asked if the could buy the floor stock. “But we do not like to sell or floor stock” was the answer from the sales person. After hearing this I called out in a loud voice “A sales is a sale”.
The couple in unison said “we agree” and I then received the dirtiest look from the sales agent. At last the sales agent went off to see what she could do and as far as I could ascertain reluctantly agreed to sell the floor stock.
Why is it so hard to buy? Why is it a company would spend good money on nationwide television and not carry the advertised product in the store?
Well in my opinion it all comes down to training, staff must be properly trained, sales people must be aware of how to treat customers, what motivates them to make a purchase and above all, understand the difference between making a simple sale and making a major sale.
Things get worse in Nelson, wait until you read the next post. Coming soon.
In fact it is right here: More Christmas Madness
– Posted using BlogPress from my iPadContinue reading
Everyone involved in selling loves talking about features.
Features are the integral part of products or services and what many people involved when making major sales.
Many sales people are not aware that just talking about features can destroy their sale.
In a very simple low cost sale features are usually important however the opposite is true when making big sales.
Most sales managers tell their sales people to get out there and talk about all the great features of their product or service.
In most cases these sales managers have no idea what they are talking about.
Research by the Huthwaite group in the early 1970’s found in the bigger sale talking of features had little or no effect on the outcome.
The art of asking questions is by far the most important factor and understanding these questions and being able to analyse the answers correctly is far more important.
Being able to uncover explicit needs and requirements of your customer and help find a solution is far more important.
If you think you have what it takes go and register on our home page in the appropriate category you are currently involved in. We hope you are really doing well making major sales.Continue reading