My company is implementing a new sales training program and I am trying to think of a creative name for it. One of our sister companies uses “Success Express.” Any help would be great.
Archive for Sales Pro’s
Friday,
October
3rd,
2008
I am putting together a program for a professional speaker that has over 40 years experience in the industry of customer service and sales training. I have a great respect for learning from the accomplishments of others. I am curious if anyone else has the curiosity of what he learned in all that time working with hundreds of companies in numerous industries? If you could sit down with him for 30 or 60 minutes, what would you ask and what would it be worth to you?
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Tags : Sales Pro's
On a recent trip to Nelson in
The day was sunny and lots of people were out and about in town. I had lunch at the local Turkish restaurant where the Coffee is excellent and the mezza even better.
Opposite I spied the colorful sign of a children’s store by the name of Crackerjacks. It was 2.30pm and I quickly finished my coffee and headed over to Crackerjacks with the purpose of finding a suitable present for the adorable Poppy.
Well, what a surprise, the door was ajar but when I entered a woman looked at me and shouted “We are closed.”
“What” I replied, in this economy how on earth can you be closed at 2.30pm on the busiest day of the week!
All I got was a smile and “Sorry”.
Now looking back at this I am still in shock, and disappointed I was turned away from what was going to become a certain sale. Maybe a toy store only makes simple sales but it is also possible they carry high end costly toys that require a little more thought before a prospective buyer makes a purchase.
Regardless it was obvious that Crackerjacks was prepared to pass up business of any kind and without doubt in a current economy where most retailers are moaning and bleating.
If you own a retail business I strongly urge you to look at your trading hours, make certain you are open as advertised and make sure you have capable staff employed to secure any type of sale, whether a major sale or a simple sale.
Take a look at when the public actually do their shopping and open accordingly.
If you are making major sales, IE: A sale that normally requires more than one interview with a prospect, make certain your staff are well skilled in the process.
If you are in business and making any kind of sales how serious are you?
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These tips will help on how to make certain you get it right from the start.
When you first visit a customer or prospect you are probably bursting with enthusiasm and just cannot wait to start talking about your product.
What can go wrong?
Well it is very simple really, if you start talking about your product (like most sales people do) it is quite possible your client may just say they are not interested.
This means you may walk away not only without an order but also without understanding a thing about the persons business.
This issue is one of the biggest problems many sales people have. It is absolutely vital you find out who your customer is? Where they come from? Where are they are going?
Who is the decision maker? Are you speaking with the right person? How many branches do they have? How many people do they employ? What do those people do?
What motivates them?
All of these questions are ONLY questions about the customer’s situation. They are not questions about any other issues. These questions must be asked for two reasons.
To give you a clear and concise understanding about your prospects business and how it works.
To give you a solid base and platform to ask questions that may possibly uncover potential problems, which in turn will give you a further platform to ask more questions to find out what those problems mean and what solutions may be available for solving them.
Without the correct answers you may miss the opportunity for any business at all, and even if you do by some sheer chance secure some business there may be other orders left sitting on the table.
Get it right from the start when making major sales.
If you are a professional salesperson ask your regional sales manager if he or she understands the difference between making simple sales and making major sales.
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Here is a paragraph or three I saw in the London paper City A.M.
<The threat of recession is an excellent excuse for retailers to blame someone else for their poor performance. Things are certainly getting tougher out there, but retailers whose sales are falling faster than average are losing market share. Simple as that.
Monthly retail sales are are widly volitile, but look at it this way-in the second quarter, UK sales were still 2.2 per cent higher than the previous year.
Marks and Spencer became the poster child for the struggling retailers with lasts months profit warning and a 5.3 per cent drop in UK same store sales for the quarter.
Sir Stuart Rose CEO of Marks and Spencer shrugged off the declines as a symptom of the fact that Marks and Spencer is a “smoke detector” for the rest of the sector.>
Well my take on all this is “I wonder what these people are smoking”?
I am certain the majority of CEO, Regional Sales Manager, Sales Managers etc world wide just do not understand there is a difference between making simple sales and making major sales.
If these people bothered to invest a few dollars in the fantastic books written by Neil Rackham they would soon understand that the lowest price is not the issue here. It simply is correct Sales Training and knowing the serious differences between making a simple sale and making major sales.
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