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