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Image via WikipediaThere was an article posted in the news about four sales people being arrested in Yamhill County in Oregon. In the article it says authorities received dozens of complaints from citizens over aggressive sales techniques.
This kind of press makes my blood boil. It’s one of the reasons sales people get a bad name and people are so afraid we are going to try to sell them something they don’t need or want.
The article goes on to say, “large passenger vans drop off the salespeople in a residential area, and police say the young people aren’t picked up until they meet their sales quota”.
These kinds of sales practices are unnecessary. If sales people are taught the right way to sell and to put the prospects needs ahead of their own, our profession would take on a different view in peoples eyes. We would have a much easier time reaching people with the products and services that can make their lives so much more enjoyable.
A time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It’s time well spent. If you’re not taking time to plan your like a tumbleweed blowing in the wind.
“Planning is bringing the future into the present so you can do something about it now” - Alan Lakein
The first step of this time management technique is GET ORGANIZED. If you need everything filed and marked specifically then do it. If your best work is accomplished by leaving things in piles, then do that. Forget how others tell you to do it and organize your way.
The second part of this time management technique is SET GOALS. Goals give our lives meaning and point the direction we’re traveling. To quote Denis Watley “The reason most people never reach their goals is that they don’t define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them.”
The third part of this time management technique is PRIORITIZE. One reason why prioritizing works is the 80/20 Rule. The 80/20 Rule states that 80 percent of our typical activities contribute less than 20 percent to the value of our work. So by determining the most valuable 20 percent you can then concentrating on those activities with the most value, you will increase your income and have more time to enjoy life.
The fourth part of this time management technique is USE A TO DO LIST. In my experience and that of many other successful people a “to do list” is a must. Before you go to bed or even better before you quit work for the day, write down a list of the important things to do the next day. Then prioritize them in order of importance. A to do list is a great way to plan your day.
The last part of this time management technique is ALLOW TIME FOR INTERRUPTIONS AND DISTRACTIONS. Plan for interruptions and unexpected emergencies, you know they will happen during your day. Don’t plan your day so tight that you don’t allow for distractions. You’ll have less stress.
You found a prospect and got the appointment, now what? It’s time to decide if this person or organization is in need of your product or service. It’s time to find the problem you can solve with your product or service.
Selling Tip #1: Find the prospects problem
The BEST way to implement this selling tip and discover the true needs or problem of a prospect or client is with proper questions. Questions allow us to gather important information, which enables us to help our clients. When we ask questions in a professional manner we establish the most important aspect of the sales process - TRUST. When you ask questions that show a sincere interest in the prospect they’ll learn that you’re not just another salesperson trying to take their money. They’ll discover that you are truly interested in helping them.
When you ask questions to uncover the prospects problem, you should ask the question and then shut your mouth and listen for the answer. Tom Hopkins says “you have two ears and one mouth, you should listen twice as much as you talk.” Keep asking probing questions until you and the prospect are clear about their specific problem.
When using this selling tip, don’t rush through this part of the process. It’s important you both understand the problem before you present the solution. Unless the prospect sees, understands and believes there is a problem, there is no problem and no need for your solution.
Selling Tip #2: Show how your product or service will solve their problem
Now that you know their problem you can provide them with the solution. When you provide solutions you show them the benefits not the features of your product or service. A feature is what the product or service is. A benefit is what the product or service does.
An important point to remember, every prospect is interested in WIIFM (which stands for: What’s In It For Me?).
“Antilock brakes” mean very little to the average driver until you explain they may prevent dangerous skids on slippery highways. Six inches of insulation mean nothing until you translate it into lower heating and air conditioning costs. People want to know what benefit they’ll receive when they purchase your product or service.
The most important part of this selling tip is pick the single biggest benefit that your product or service provides and lead with it. If you lead with the best first you will get the prospects attention immediately and many times it’s the only one you need.
In closing I want you to answer two very important questions about your product or service.
What do you sell?
What do your prospects buy?
I encourage you to take the time to give these simple questions some serious thought. The answers you come up with may determine your degree of success or failure in sales. And by the way, if your answers match, then you are miles ahead of your competition.
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Image via WikipediaThere was an article posted in the news about four sales people being arrested in Yamhill County in Oregon. In the article it says authorities received dozens of complaints from citizens over aggressive sales techniques.
