This has to be the single biggest problem any sales person has. Stop Talking! Most of the sales training I have seen lately seems to focus on “overcoming objections”, “how to handle difficult customers” and “How to close sales”.
The reality is most sales people yap, and they yap too much. Just think for one moment, if you ask the right questions you will not get objections. Now wouldn’t that be good?
What “No Objections”? If you think that is impossible in sales well think again. Most sales are lost simple because the salesperson is too tied up with their product or service and just do not think about what their customer needs and requirements are. The cartoon above says it all.Continue reading
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.Continue reading