Sales! maximizing your turnover!

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Comment by Rob Willox on August 5, 2009 at 7:20pm

Selling is important; we all have to do if we're in business and want to stay in business.

But sometimes we can try too hard to make that sale and frighten a prospective client off by not listening to them of their concerns and just keep throwing those "power" words at them hoping it will impress them enough to make the sale themselves.

In most cases not very likely. Here is a link to an article on RainToday.com - Closing: The One Sales Skill You Must Master

Comment by Iain Matchett on July 30, 2009 at 2:23pm

Further to the Blog post on copy writing - from a sales point of view you can spot the "power" words from a mile off! (there are loads of them too!)

When used correctly these words can win a sale, BUT it's not about what you say - its about how many times in the same breath someone suspects you of selling!

Comment by Iain Matchett on July 28, 2009 at 1:14pm

sales scripts can be brilliant, they can help you ensure you say everything that you want to say - but they can also be counter-productive as no-one likes being sold to

Comment by Iain Matchett on July 25, 2009 at 9:59pm

All the way through the sale you need to presume the sale and ask open questions -So......
"what specifically do you like about product x?" instead of "do you like product x?"

In my experience this both saves time and helps to get the sale.

Comment by Iain Matchett on July 24, 2009 at 6:56pm

Remember it isn't about how much you know about your product, Its about how well you listen to what your customer says.

Comment by Iain Matchett on July 23, 2009 at 5:48pm

I have actually decided to do two entries for today...

...Features have never sold anything, to clinch the sale you must make a connection with the customer as a person. All too often I have seen salesmen talk about the features of a product and then being perplexed when it ends as a no - sale! talk about benefits!

your next customer isn't thinking "what does the product do?" they are thinking "what does the product do for me??

Comment by Iain Matchett on July 23, 2009 at 3:59pm

So for today...
When closing a sale (or at any point during a sale) if you are discussing an exchange (ie. to get coffee while they look over the contract) always phrase it "if I....will you.." or "while I....why don't you..."
for example -
" ok, so while I get us a coffee why don't you have a look at the contract"

Comment by Iain Matchett on July 22, 2009 at 10:22pm

remember use AIDA!
Attention
Interest
Desire
Action
Get your clients attention - get them interested in your product and the build that interest into desire and close it into an action!

Comment by Iain Matchett on July 21, 2009 at 6:00pm

today's golden sales rule is:
Keep
It
Simple
Stupid

Sometimes the best approach is to simplify your pitch down to just the "key points" and forget about long-winded spiels.