Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Training | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
What You Can Learn From The Movie Business
Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking. Collin slouches into his chair. "Everyone lies in this business. It's all big Cheshire cat smiles - but essentially people have the 'Enough about you - more about me' mentality."After our conversation I thought about his last statement. Are You On A Blind Date With Your Customer? We tend to love what we do. So we get all excited about it and then proceed to tell everything about ourselves to the potential customer. It just reminds me of a really bad date! A one-sided conversation becomes tired pretty quickly. Customers feel like they are on a bad blind date with you if there isn't a connection to what they need. Minus the cynicism, our clients are also thinking like the Hollywood set, "ENOUGH ABOUT YOU blabbing about all the wonderful things about your company, your product, your requirements. MORE ABOUT ME - and what I need to survive and thrive!" The Helium Test Are you talking your face off when you are speaking with your client? When they ask you on the phone what you have to offer - do they hear a massive intake of air and then you giving your best "I just sucked in helium and can talk really fast" act? If so - you aren't making a connection with your customer. You sound like everyone else, you act like everyone else and you aren't positioning yourself as someone who can help. Because at the end of the day -what you really do is HELP PEOPLE. The only way this is accomplished is by discovering what your customer needs and researching other areas of need - areas your customer may not even have thought of yet! Questions Are The Answer! Sounds like a paradox doesn't it? In order to help your customer you first find out what they need. Or THINK they need. Carrie Fisher, the actress who played Princess Leah in Star Wars said "Instant gratification doesn't come fast enough. " Now for a girl with cinnamon buns attached to the side of her head this is a pretty profound statement. Your customers are demanding instant gratification. They want their needs met. In most cases, it just isn't happening. The first thing out of your mouth should be "May I ask you a few questions?" Remember W5? Who, What, When, Where, Why and How are the foundation of selling. Customers buy when they feel an emotion NOT when they've had information dumped on them. How do you do this? By asking questions! Our customers become engaged when they feel curiosity?NOT boredom. Our customer contact should be handled with this premise - Create Curiosity With Questions. Would the Academy Want You? Create your own Academy award winning sales success by talking less and listening more. As Collin says, the best agents ask a multitude of relevant questions. Then they listen to the answers and make it happen. Are you acting like a star with your clients or are you being an agent? Your success lies in the answer. Copyright© 2005 Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com
MORE RESOURCES: Sales Training - Google News GNTO plans to launch online training programme for Indian travel trade this year - TravelBizMonitor
Rainmaker Releases Latest Enhancement to B2B e-Commerce Solution - MarketWatch (press release)
Graduates wanted for Bauer Radio Academy - Radio Today
Trained Realtors help deal with foreclosures - NorthJersey.com
Nissan opens new training center in Irving - Fort Worth Star Telegram
ONTILITY Solar Training - March 1st NABCEP Exam Prep Class in Los Angeles - RenewableEnergyWorld.com
Sales Performance International Launches China Website - EON: Enhanced Online News (press release)
|
 |
|
|
RELATED ARTICLES
Nine Competencies of the Complete Sales Professional Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?To be a complete sales professional, your daily activities should be in support of creating customer satisfaction and loyalty. What are these daily activities?My Ph. 3 Steps To Immediately Increase Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting. Sales Trap - We Love to Talk, But Need to Listen My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what we do. Finding the Need is Only Part of the Sale Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Shout At Your Customers - Theyre Hard of Hearing! Some people say we live in the Information Age.I call it the Distraction Age. The Canned Sales Pitch Myth Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling.Studies conducted by the public opinion researcher, social scientist and author Daniel Yankelovich in the late '70's and the Stanford Research Institute's VALS (values, attitudes and life-styles) study that assessed buying motives in the early '80's, indicate that there are at least five distinct categories of purchasers or individual buying modes. How to Sell a Feeling To be totally in tune with the needs of your customers or prospective customers you have to listen to them. Listen to them - it sounds easy enough to do but not everybody gets it right. The Golden Week of Selling Have you ever heard of the Golden Hour? I live with a paramedic - so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."The first 60 minutes after someone has been injured are critical in EMS. How To Get Clients To Take Immediate Action Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment. 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. Better Listening Skills = More Sales Today's business environment is intrinsically tied together byongoing information exchanges between two people. This personalcommunication is most often facilitated by the spoken word. Qualifying vs closing The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. Whats Your Sales Training Goal - Exposure or Behavioral Change? When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior?Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested to accomplish behavioral change. Sitting in a class for a couple of hours or days is a good way to expose salespeople to new skills and techniques. The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge. Dramatically Increase Sales With The KISS Test We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not. Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests - in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day.Read on:1. Sales Techniques to Help the Customer to Buy Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
