Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Training | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
Acquired Expertise: Attitude and Confidence
"I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed. As the client agreed to the purchase, the clerk smiled, offered other services, recommended the service package with the product, and completed the sale, earnestly convincing the client she was meeting her need. At the check out, because the clerk had quoted regular pricing, discount pricing was available so the client saved an additional significant amount of money on this product. Another client enters the store, met by another sales clerk. The client describes his need and the clerk says, "I think this 5.8 GHz Digital Phone will do what you're asking. It says here on the box that it works everywhere, stops interference, and has places to store your important numbers." The client responds, picking up another box and reading the side of it. None of them promise significantly different promises from any other, and the clerk appears unsure of his product. The client finds a cheaper 5.8GHz phone and purchases it, refusing the last minute offer of a service package, and walks out of the store feeling let down. Two days later, he comes back to the store, the phone not out of the package and returns it, saying he isn't sure its what he wants, and leaves with the phone the first clerk attempted to sell, but after talking to a different clerk. The more confident clerk also sold him the service package and the second handset. The client leaves happy, knowing he got the deal he wanted because the clerk he spoke with was an "expert" on phones. The place is Radio Shack, both clerks received the same sales training, had the same knowledge behind them, and had a good solid understanding of the way all cordless phones work, and which areas of the community work best with specific phones. It does make a difference, because various phones have power variations making them work better under specific conditions. Both clerks knew this. One portrayed confidence, understanding of her product, and solid knowledge of the area, presenting all information in a way that led the client to believe she knew what she was talking about. The other clerk counted on the product packaging to sell the product for him. All things being equal (though we know they are not), knowledge, confidence, and attitude bring a sense of power to the person resulting in expertise projected to others. In the words of the Assistant Manager of a local Radio Shack, Brenna VerHoeff, "It's all in those two little words 'I recommend', a customer will buy what you recommend, if you present the product in a manner that tells them you know what you are talking about. I make a point of knowing my products, knowing the value of any additional products the customer needs to meet their needs, and listening to the customers so I understand their needs." Brenna, a college student, has moved up steadily since her employment at Radio Shack nearly a year ago, because she listens to the sales training offered, presents her product to her clients with confidence, and is willing to go the extra distance to meet the customers needs offering additional Radio Shack services. Jan Verhoeff combines 27 years of service in the Free Enterprise domain and a lifetime of education in business development to bring expertise and understanding of basic business principles to new business owners. An expert in the field of business development, Jan presents conceptual information through publications, live presentations, and Power Launch, a weekly live conference chat for business developers. For more information see her site at: http://wahopportunity.blogspot.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
How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. 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. The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!If you don't have one, you should let us know - we'll send you a picture - just pop an email to leanpipeline@aweber.com with "Send Me The Pipeline - I'm Missing Out!" in the subject line!You know how it is, sometimes, even when everything else seems to fit, you'll pick up a prospect that really isn't suited to you. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. Selling Yourself - Its Not About You I recently found myself suffering from a lousy cold; all thecoughing, snuffling and sneezing symptoms which send otherpeople running for cover.I also found myself apologising to people I'd come intocontact with - "You must excuse me, I'm suffering from the cold" would be my obvious statement. Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. Small Business Computer Consulting Freeloaders? and How to Avoid Them If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders.Regardless of whether you call these folks moochers, tightwads, cheapskates, tire-kickers, cherry-pickers, or time vampires, left unchecked these vultures can wreak financial and emotional havoc on virtually any small business computer consulting firm. How Do You Use Your Sales Commissions? What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. Sales Letters - How to Write Them You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter.Personalise - Using the person's name in a sales letter willgive you the greatest success. The "Shocking" Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way.Contrary to popular belief - it isn't a symbol of an inept postal service. How To Give Your Sales Job A Strategic Tune-up In happens every year in June.Six months down and six months to go. Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. The Road to Achieving Training Success: What Holds the Key? As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. A Great Sales Technique: Be Aware of Sales Myth #5 A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". Boost Your Sales With These Proven Responses When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. Increase Your Selling Confidence 1. Be on time.
|
|
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 |
|
