Archives for "Sales"

Salespeople are valuable and expensive resources whose talents lie in direct customer contact. Periodically reviews and revise the paperwork the sales staff must read and complete. Eliminate red tape to free salespaper for selling and customer support.

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There is no law that says you must stick with the tried and true in selling products or services. To be one up in the competition, be willing to test new approaches. Here’s some tips:

1. Feature irresistable guarantees. A good, liberal guarantee will give your prospects more confidence in buying from you, ultimately resulting in more repeat business. Examples of guarantees:

• Money-back-if-not-satisfied. This should go together wirh a specified time limit.
• The-buy-back. Guarantee complete satisfaction with your product or you will buy it back for the same price the customer paid for it.
• Double-your-money-back. This may not be popular with your partners or investors, but it can substantially increase your sales.
• Pay-the-difference. If your customer buys your product and then finds the same product advertised elsewhere at a lower price within 30 days, you will pay the difference between the price paid and the competitive price.
• Lock-in-the-price. The idea is to get the commitment now, before the price goes up later. For example, a purchasing agent could commit to buy your product and lock in the current low price, but take delivery on or before a later date.

2. Put sales messages on your invoices and statements. Promote your business in your general correspondence – which is in effect targeted advertising that costs you virtually nothing. Some retailers and marketers have reported excellent results when they incorporate promotional messages on packing slips, reminder notices, instruction sheets, warranty notices, purchase order confirmations, newsletters and bulletins.

3. Offer express delivery. Customers are willing to pay for this optional service. And this can make the difference between a sale and no sale, especially to customers who need something immediately.

4. Unadvertised store specials. This approach helps generate in-store traffic and boost sales of merchandise other than the specials. Offer several items each day at substantial discounts and install bright yellow signs that shout: “Save on these unadvertised specials”. The only way customers can find these treasures is by visiting the store. Display the specials throughout the store so customers are forced to browse.

5. Volume buying discounts. Try a special mailing to customers who have the potential of buying in volume, letting them know loud and clear how much they can save when they order in quantity. Encourage them with special terms , such as delayed billing or layaway (you store the paid order for a period of time).

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Finding out what the other person really wants is the real secret to making any kind of sale. Salestalk should in fact be 80% listening and only 20% talking.

But when you do talk, as you probe, keep the conversation going by using these lead-ins: How, Why, What, What else should I know?, For example.

If a buyer seems irritated, frustrated, anxious, excited, or surprises you with this response, it might help to say this: I sense that…

Or if he hesitates, why not ask this: Why do you say that?

On the other hand, avoid questions that start with these words: How much, Who, When. These three are used for when a deal is closed.

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