The funny thing about presenting and public speaking is that the majority of people will tell you they don't enjoy it and/or aren't very good at it. And yet regardless of who they are and what they do, most of the speaking they do on a day-to-day basis IS public speaking.
You're Always Public Speaking So Be Prepared
The funny thing about presenting and public speaking is that the majority of people will tell you they don't enjoy it and/or aren't very good at it. And yet regardless of who they are and what they do, most of the speaking they do on a day-to-day basis IS public speaking.
Keeping Your Cool When The Customer Gets Hot
A day in the life of a business person can be filled with joy and satisfaction or it can be frustrating and stressful. When things go wrong, some people lose control. Holding emotions in check and reacting professionally under fire are not always easy. It is particularly difficult to be nice to people who are not being nice to you.
Video: Customer Service Training, Follow Ups
Great video on following up with customers. This training video can be very helpful to go along with our discussion on following up with customers to close a sale.
Follow Up with Your Customers
Closing a Sale requires you to do one thing, that many sales people over look… following up. All too often sales professionals will go through their pitch with a customer, and if they do not buy, then they will move on, never once thinking about following up, and so that pitch is wasted. Closing a sale are equal parts contact, pitch, and following up. Three reasons you should follow up with your prospect are:
Selling Secrets: What did you promise your customers today?
Large promise is the soul of promotion. Stay awake too late on any night of the week and the masters of large promise will dazzle you. They'll promise that you can lose weight, slice through cans, clear your skin, buy $0 down real-estate and other small miracles among a blizzard of ads that make large promises.
10 Things You are Not Doing in Your Advertisements
Closing a sale can be a lot easier if you have positioned yourself and your product right, and marketing is the best way to do that. Here, are the 10 things you are not doing in your advertisements that will get you to start closing a sale!
Video: How to Get Passed the Gatekeeper
Interview with Keith Rosen, AllBusiness.com's Sales Adviser on Getting past the gatekeeper
Quit Talking to The Gatekeeper, Idiot!
Closing a sale starts with reaching the real decision makers and thus getting past gate keepers. One of the most critical steps in learning how to start closing a sale is in understanding how to get around gate keepers.
Closing a Sale? Give them a Reason to Buy
Very often when sales professionals sell, they never give a reason why a customer should buy. Maybe you have or have heard one of your sales reps say “can I send you a quote?” (passive and all about price) They never gave a reason why they should get your product now.
The Power of Knowing Your Customer
Often times we believe the depth of our customer does not extend beyond that of the business they do with us.
Videos of Anaphora Examples
Here are some spoken examples of anaphora in speeches to
help give you a better understanding of how it is used.
Anaphora, What is it Good For?
Anaphora is a tool that sales profession should use when making their pitch to a prospect. Anaphora is not euphoria towards people named Anna; it roughly means “carrying back” in Greek.
Networking, Get off your Butt!
How to close more sales? Leave your office! I had a saying once; I looked all over my office and couldn't find a single prospect. It is pretty painless to make more sales, you just need to network! You're far more likely find a potential customer through a friend or networking event than through cold calling. If closing a sale is what you want, make more friends and contacts. Meet people to expand your pool of potential prospects and people who may know potential prospects and customers, and you are not going to do that by sitting in your office. Hereis a list of places and things you can do to expand your friend list.
1) Take a class, or a workshop…you will improve and meet other who are like you.
2) Join a trade or professional association…even better if it is your customers.
3) Volunteer somewhere… you will meet excellent people, and you will be one of them.
4) Chamber of Commerce event… it is the best local networking you can get.
5) Go to Happy Hour…At a different Bar than you normally do
6) Go to sporting events… does not matter of its Pros or minors be ready to network
7) Spend 70% of your time talking to people you do not know.
These helpful tips should help you expand your friend and thus expand your client pool. Think about how many friends you have made cold calling. Humans or predictable we do the same things and have small groups of friends, the only way to meet new people is by doing new things. Closing a sale is the end game; you need to network first by having a pitch, dedicating some time to go to different events, and a plan of what you want to accomplish.
1) Take a class, or a workshop…you will improve and meet other who are like you.
2) Join a trade or professional association…even better if it is your customers.
3) Volunteer somewhere… you will meet excellent people, and you will be one of them.
4) Chamber of Commerce event… it is the best local networking you can get.
5) Go to Happy Hour…At a different Bar than you normally do
6) Go to sporting events… does not matter of its Pros or minors be ready to network
7) Spend 70% of your time talking to people you do not know.
These helpful tips should help you expand your friend and thus expand your client pool. Think about how many friends you have made cold calling. Humans or predictable we do the same things and have small groups of friends, the only way to meet new people is by doing new things. Closing a sale is the end game; you need to network first by having a pitch, dedicating some time to go to different events, and a plan of what you want to accomplish.
Selling Benefits Not Features
Following up on the article about knowing your product,
where it is very important to know you product and the features it has, closing
a sale is more about the benefits of your product not the features themselves.
Making Your Own "Yes" Questions, the Power to Close
We went over earlier that if you want to close your sale you have to get your customer to say yes early and often. So being a studious sales professional you are wondering how to make yes questions on your own.
Know Your product before You Sell It
Product knowledge is by far the most important key ingredient to posses when it comes to selling your product.
Before you sell your product, make sure you know it inside and out, you wouldn't want to be caught without an answer if your prospect had a specific question.
Before you sell your product, make sure you know it inside and out, you wouldn't want to be caught without an answer if your prospect had a specific question.
Video on Mirroring to Build Rapport
The first video is by Carol Kinsey Goman
Author of The Nonverbal Advantage
Author of The Nonverbal Advantage
Who is The Fairest Salesmen of Them All?
Mirror, mirror, on the wall who is the fairest salesmen of them all? The answer of course is your prospect is the best salesmen. Why? Well he likes everything he does, he likes everything he says, and he likes how he says it. In fact, your prospect would buy from himself 100% of the time.
Be Prepared, or Lose to Someone Who Is
closing a sale? You must be prepared! This is some great life advice not just sales advice and it had a profound impact on me. “Prepare to win, or lose to someone who is.” Jeffrey Gitomer wrote that in the Little Red Book of Selling.
Closing with Presuppositions
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| Don't think to hard, use Presuppositions Photo by Graur Razvan Ionut |
5 Yes Questions you Can Ask Now
Here are 5 quick yes questions you can ask your prospect to start closing a sale
1) "Don’t you just love the weekends?"
2) "Would you like it if my product saved you money?”
1) "Don’t you just love the weekends?"
2) "Would you like it if my product saved you money?”
Be a Yes Man
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| Be a Yes Man Photo by Graur Cordin |
Sealing The Deal Over The Business Meal
Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. These business meals are essentially business meetings. Knowledge of your product or your service is crucial to the success of the meeting, but so are your manners. Too many people jeopardize an opportunity because they fail to use good dining etiquette. Here are a few basic rules to make the experience pleasurable and profitable.
Always Say Their Name
Perhaps this has happened to you, you go meet a client or a potential customer, and you shake hands and make introduction. A few minutes later on a plant tour you realize you have no idea what this person name is. You will hope one of their colleagues’ say their name, so you can remember, but eventually you will ask again. What do you think your chances are of closing a sale with a person who’s name you can not remember? I would say not terribly likely, can you say good-bye money.
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| "Hello my name is ?????" |
Another point to remember their name is because people like hearing their name, it tells them that they are significant enough to remember. Talk about a confidence boost to that person! Your prospect will like you better just because you remember and use his name.
Try to use their name as often as you can. It will help you remember it, and it shows that you think they are important enough remember who they are. So instead of asking “how long have you been purchasing manager?” say “Sahara how long have you been purchasing manger?” It is a slight difference that will have a tremendous impact when it comes to closing a sale.
I know this seems straightforward but think how often you do not do it. By using their name, you already stand above 70% of her other sales reps that will forget it. Secondly it will tell them that they are relevant to you and everyone like to feel important. Finally, use their name often, it will help you remember, and they will like it too! Remembering and saying their name is a solid basic first step to help you more in closing a sale and make you more money, and that is the name of the game.
video tips on how to remember names
http://closing-a-sale-from-a-z.blogspot.com/2012/03/tips-on-how-to-remember-names.html
http://closing-a-sale-from-a-z.blogspot.com/2012/03/tips-on-how-to-remember-names.html
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