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Other Added - Sell More Using Sales Psychology
There's a time and place to network with people in order to generate leads, build rapport and form meaningful relationships. The change room at your gym, spa or country club isn't one of them. It's a lousy place to do any networking. Things dangle, imperfections are visible and being naked means that you're vulnerable.If the person is a yapper, you're stuck listening to him since you won't be able to scurry away to your car in your birthday suit. If the person is a looker, you may feel embarrassed asking her to keep her eyes focused on your own.If you bump into someone you've been trying to get in touch with, and he's standing in front of you half-naked, here's some tips to remember to avoid embarrassment.Don't stare. At a networking event, it's perfectly fine to look at what someone's wearing and even comment on how they look. In the change room, this is a no-no. Whether the person has a mole on their butt or a rash on their thigh, resist the temptation of eyeing that spot. Also, never ask how they got it. Instead, glance at the spot quickly, then return your focus to the person's eyes.Keep your eyes at eye level. While networking, it's common for people to make eye contact then let their eyes fall down to your chest area to read your nametag. Don't do this in the change room. Nothing is more embarrassing then dropping your eyes to scan the person in their birthday suit. Your best bet is to pretend the person is wearing a full body chastity suit and that you can't see anything below his or her neck. Don't have a long chat. At a networking event, it's okay to engage people for at least 5-minutes to find out who they are
In my seminars, I ask people to think about these questions:
•Why is it urgent for the prospect to ACT NOW?
•What is the incentive?
•How can you create meaningful deadlines?
•How is buying both an important *and* an urgent issue?
Again, I’m not going to supply you
No matter what marketing tactics you use to generate and develop leads, nothing is more important than your prospect list. There are seemingly endless options for buying prospect lists – some a lot better than others and the better ones priced accordingly. But, very often the best sources of a list are right inside the company. Before you spend a dollar on buying or renting an outside mailing list, it pays to check out the following commonly overlooked in-house sources. Most companies can find enough prospects to fill the funnel for a while.1. Your Sales and Marketing Database. This is by far the largest source of hidden prospects in just about any company. It may be your CRM application. It may be your Outlook database. It’s wherever your company stores (or perhaps more accurately “dumps”) names of contacts that weren’t ready to buy at that moment.One company we worked with had a well-organized telesales effort that included 5 sales assistants identifying and contacting a minimum of 10 new prospects a day. This resulted in 250 new prospects added to the database every week. In most cases, these prospects weren’t ready to buy immediately, so the sales assistants made a note to re-contact the prospect in a few months. More often than not, the second phone call never took place. When we got involved, the database contained over 15,000 prospects who were in the right positions and the right companies to be potential buyers.2. Current, Former and Inactive Customers. Even though everybody knows it’s far easier and cheaper to get additional business from existing customers, a surprising number of companies don’t actively cultivate this additional business. Ask yourself
The psychology of urgency
Another typical sales scenario involves the salesperson doing everything right – until after the first appointment. Then, suddenly, the emails stop, messages don’t get returned, and the lead runs cold, leaving you scratching your head wondering how that nice, friendly, responsive, involved prospect dropped off the face of the earth.
Does that ever happen to you?
What you’ve just experienced is a good sales process gone bad for the lack of a key ingredient: urgency.
As Stephen Covey says, there is a big difference between the “urgent” and the “important.”
In everyday business, the urgent category includes soothing angry clients, “putting out fires,” production stoppages, surprise inspections or audits by regulators, labor problems, media blowups, and things of that nature.
The important category includes things like making employees feel appreciated, upgrading to new office technology, listening to someone’s ideas, increasing your industry knowledge, developing good corporate citizenship (charitable, environmental, etc) and so on.
Guess which category is at the top of every executive’s agenda each morning when they walk in the door?
If you’ve positioned the product or service you’re selling as a “nice to have” instead of a “have to have,” – or even better a “have to have now” – your leads will run cold. Simply put, buying from you (even if it’s important) takes a backseat to the urgent matters of the day.
If you as a salesperson haven’t identified the pain, then you will get a less than urgent response. If you walk up to someone on the street and they have a nail sticking out of their knee- they would have a high sense of urgency to have the nail removed. This is the same with the prospect. When you can identify their “nail” they will want to move on it quickly.
In my seminars, I ask people to think about these questions:
•Why is it urgent for the prospect to ACT NOW?
•What is the incentive?
•How can you create meaningful deadlines?
•How is buying both an important *and* an urgent issue?
Again, I’m not going to supply you w
Are you thinking of establishing your own profitable business venture? If you are, then you might want to consider buying an already-established business rather than starting from scratch. Buying a business is a very important investment decision, so you should definitely spend time and effort in choosing what kind of business you want to invest in. You will find that there is an array of business opportunities you can choose from: start-ups, franchises, home-based businesses, manufacturing businesses and a lot more.One of the most promising business opportunities you can go into is a manufacturing business. Buying an established manufacturing business has both advantages and disadvantages. The most important advantage is that most of the work has already been laid out for you. A business plan or formula is already in place and you already have a market. However, there are also some disadvantages. You will most likely invest a large amount in a manufacturing business. Expect to invest a bit more, especially if the business is going through rough times.If you have decided that you want to acquire a manufacturing business, then you can start looking for a business to buy. There are many sources of information that provide a list of manufacturing businesses for sale. For instance, you can check out national and local newspapers for advertisements of businesses for sale. You can also look into trade associations in the particular industry or sector you are targeting. With the Internet, you can quickly and conveniently look for manufacturing businesses for sale online.You can save time and effort by looking for business for sale through the Internet. There are a number of websites
Does that ever happen to you?
What you’ve just experienced is a good sales process gone bad for the lack of a key ingredient: urgency.
As Stephen Covey says, there is a big difference between the “urgent” and the “important.”
In everyday business, the urgent category includes soothing angry clients, “putting out fires,” production stoppages, surprise inspections or audits by regulators, labor problems, media blowups, and things of that nature.
The important category includes things like making employees feel appreciated, upgrading to new office technology, listening to someone’s ideas, increasing your industry knowledge, developing good corporate citizenship (charitable, environmental, etc) and so on.
Guess which category is at the top of every executive’s agenda each morning when they walk in the door?
If you’ve positioned the product or service you’re selling as a “nice to have” instead of a “have to have,” – or even better a “have to have now” – your leads will run cold. Simply put, buying from you (even if it’s important) takes a backseat to the urgent matters of the day.
If you as a salesperson haven’t identified the pain, then you will get a less than urgent response. If you walk up to someone on the street and they have a nail sticking out of their knee- they would have a high sense of urgency to have the nail removed. This is the same with the prospect. When you can identify their “nail” they will want to move on it quickly.
In my seminars, I ask people to think about these questions:
•Why is it urgent for the prospect to ACT NOW?
•What is the incentive?
•How can you create meaningful deadlines?
•How is buying both an important *and* an urgent issue?
Again, I’m not going to supply you
It is paramount that your advertising and marketing in your company that you put out into the public talks to the customer. So often, small business brochures and advertising talks about the company and not about what is in it for the customer. You may have a great company and you may be very proud of this fact. But your customer cares what you can do for them not which you can do for yourself. Let's face it you are asking the customer to come to your store and buy something from you or to purchase services.When the customer does business with you it will cost them money and for this exchange of currency they want to know what they're going to get and what benefit it is to them. They are not interested that your company has been in business since the creation of religion or that your company has 30,000 ft. or that your company has 10 delivery vehicles. As a matter of fact if you make your company sound too big you will make it sound like you charge too much and you might actually turn away your customer.You need to make sure that your marketing materials and brochures, as well as all your advertising and marketing communicates a clear message to the customer of what is in it for them. You need to do this in a clear and concise fashion and you should avoid using industry buzzwords. Please consider all this in 2006.
The important category includes things like making employees feel appreciated, upgrading to new office technology, listening to someone’s ideas, increasing your industry knowledge, developing good corporate citizenship (charitable, environmental, etc) and so on.
Guess which category is at the top of every executive’s agenda each morning when they walk in the door?
If you’ve positioned the product or service you’re selling as a “nice to have” instead of a “have to have,” – or even better a “have to have now” – your leads will run cold. Simply put, buying from you (even if it’s important) takes a backseat to the urgent matters of the day.
If you as a salesperson haven’t identified the pain, then you will get a less than urgent response. If you walk up to someone on the street and they have a nail sticking out of their knee- they would have a high sense of urgency to have the nail removed. This is the same with the prospect. When you can identify their “nail” they will want to move on it quickly.
In my seminars, I ask people to think about these questions:
•Why is it urgent for the prospect to ACT NOW?
•What is the incentive?
•How can you create meaningful deadlines?
•How is buying both an important *and* an urgent issue?
Again, I’m not going to supply you
If you are planning a long holiday, moving house or offices or you need an area to store stock or personal items, the option of being able to rent your own dry, clean and secure space within a ware house, with free unlimited access would be extremely beneficial, saving you time and money, putting your mind at rest. Many self-storage facilities will offer you all these benefits, allowing you to continue with your plans and not worry about storage space issues.Professional storage facilities will not only allow you unlimited access to your own storage area, with the only key, but your stored goods and items will be protected with either 24 hour CCTV security and top of the range security systems such as gated access with pin codes and security response teams assigned 24 hours. You can rest assured that your goods are in safe hands at all times.If you need to get appropriate storage for your personal items and goods, find a professional storage company to offer the perfect solution to meet all your security needs and requirements. Surf the internet to find a storage facility to suit your needs and deliver top storage services.Most storage facilities can offer comprehensive storage solutions for various items such as household items, stock and merchandise, business records and archiving, boats and vehicles. Your chosen storage facility should deliver top storage solutions for your individual needs. Many storage facilities now offer a new service, which is mobile storage, this is where your chosen storage facility will deliver a container to your desired location, you can load and store items at your leisure and call the storage company to pick-up and store. This service also allow
If you as a salesperson haven’t identified the pain, then you will get a less than urgent response. If you walk up to someone on the street and they have a nail sticking out of their knee- they would have a high sense of urgency to have the nail removed. This is the same with the prospect. When you can identify their “nail” they will want to move on it quickly.
In my seminars, I ask people to think about these questions:
•Why is it urgent for the prospect to ACT NOW?
•What is the incentive?
•How can you create meaningful deadlines?
•How is buying both an important *and* an urgent issue?
Again, I’m not going to supply you
As an experienced business consultant, thought I would risk the wrath of my peers and show you how to use one of the consultant’s most powerful and useful tools – The SWOT Analysis. SWOT stands for Strengths, Weakness, Opportunities and Threats.Strengths and weaknesses are the internal factors of your business. Opportunities and threats are external factors that affect your business.First of all get a large writing pad and put a large ? in the center of the page. Then put the titles Strengths, Weakness, Opportunities and Threats around the cross – one in each sector.Now strengths and weaknesses are internal factors as we said above. They are found in the following:1. Management structure: such factors as relying too much on the owner. Needing more managers etc.2. Your workforce: including employee turnover and difficulty of finding skilled staff.3. Sales: strength of sales, how reliant your sales are on external factors (think ice cream seller), cyclical sales.4. Operations: your internal efficiency, speed of manufacture or delivery.5. Financial: cash flow, time to collect on invoices, ease of obtaining loans.Your opportunities and threats can be found in the following categories:1. Threats of new entrants to your market: Could a big box retailer open up near your business. Do you hold a patent that puts a brake on competitors?2. Supplier’s bargaining power: Can you suppliers force you to take large deliveries. Are suppliers difficult to find? Is supply readily available.3. Customer’s influence: Do you rely on just a few customers? Can some of
In my seminars, I ask people to think about these questions:
•Why is it urgent for the prospect to ACT NOW?
•What is the incentive?
•How can you create meaningful deadlines?
•How is buying both an important *and* an urgent issue?
Again, I’m not going to supply you with gimmicky stock phrases or clever comebacks, but rather suggest that you spend some time and energy thinking about how to intelligently and professionally address legitimate buying obstacles such as “We have no budget,” “We have no need for this product/service,” “We’re happy with who we’re using,” and “This is bad timing for us.”
I don’t believe in the process of “overcoming objections” – sounds too much like fighting. And if salesis a battle, you’re going to lose.
One method I like to use is simply turning objections into objectives. In other words, if you can intelligently address the objection in terms of reaching a goal, agreement, or solution that addresses the problem, you will be well on your way to collaborating with your future customer on buying your solution.
For example, if the objection is “it’s too expensive,” you can show, in clear dollars and cents terms (and using numbers supplied by your future customer!) how your solution will save money, generate sales, increase profits, reduce costs, etc.
You’re turning the price objection into a value objective.
The psychology of time
A lot of sales trainers suggest using the personal touch: handwritten notes, personalized gifts, etc.
We think these are powerful tools, but for different reasons. Whether a note is typed or handwritten makes little difference in and of itself. Whether the note comes with a small gift (personalized or not) also doesn’t really matter.
It’s really about giving time and attention. That is what makes you distinctive.
Let me give you an example. As you may have guessed by now, I’m a speaker, author, and seminar leader. As such, I’m a prospect for a wide variety of businesses – presentation equipment, publicity, advertising, direct mail, courseware, and e-learning suppliers all wa
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