What’s “THE” Recipe for Consistent Sales Success?
Aspiring sales people must strive to become sales professionals. Sales figures on self-improvement ‘helps’ are astounding. There is a definite awareness that in order to better themselves, salespeople MUST continue improving their personal selling skills, in order to stay ahead of the sales game.
To IMPROVE in any selling scenario, you must have confidence. Confidence comes from knowledge and training. You must be confident about yourself and CLEAR about your sales goals. One of the biggest mistakes salespeople experience is that they FAIL to recognize and accept weaknesses and special talents. This demands a personal honesty not everybody is capable of assessing. Excuses won’t cut it when you depend on sales to FEED your family!
You must also keep learning about people. You should focus on being kind, forgiving and compassionate with others. Accept people as they are; changing them is highly unlikely. NEVER be impatient with prospects or customers who are slow to understand how to make a decision. The successful salesperson handles these situations in a caring manner.
Learn everything you can learn about your products and services. YOU must be able to make a clear pitch to qualified prospects. Closing more sales is a lot easier if you KNOW everything about your sales offers! You have to determine your own capabilities and shortcomings! Imagine this: If you had a student who asked a TON of questions, would you believe they really understood what YOU were teaching? KNOW what you are trying to sell.
Selling surrounds us. From sunrise to sunset, advertising moves the globe. We move up or stand still in direct relation to our sales efforts. Since TRAINING is everything, there’s no such thing as a “born” salesman. We all begin at the same beginner level, and we all have the same finish line as our goal – making a successful sale.
Anyone can sell anything to anybody. It’s true that some things are easier to sell than others, and some people do work harder and longer hours, so they do sell more than other people. The fact STILL remains that “IF” you make your sales pitch to enough people, you’ll grab a buyer. If that’s true then what’s the problem?
Well, most people try to make some sales contacts – by getting their sales offers or propositions seen by, read by, or passed onto enough “other” people. Since we are all sales people in some way or another, we sell ourselves when we ask to be moved up from bag-boy to cashier. We attempt to move UP every time we make a pitch about ourselves, don’t we?!
Get up early in the morning. Stay up late. Work weekends if you have no sales. Do what NEEDS to be done in order to sell more of your offers. Yes, keep business records, update your tasks to be done. Map out a DAILY plan of direction to increase sales efforts. LEARN more about making sales. You must BUILD your own knowledge base! This stuff WILL definitely require a TON of personal motivation, self-discipline, and a lot of energy.
The rewards of determination go straight into your wallet so don’t allow yourself to get LAZY or discouraged! REMEMBER This: the selling profession is considered to be the highest paid career in the world! BIG commissions CAN skyrocket you to financial stress!
Selling can be challenging. It demands the utmost of your time, creative talents and innovative thought processes. The more success you crave, the more dedicated you must become to achieving your goals. The more you sell, the less financial strain surrounds you. Millionaires have been created just through selling. Some of them were penniless and unable to find a job when they started selling. Other people have done it, SO…. you can do it too!
SELLING is the BEST way to GRAB all the wealth you could ever want or need. Sales Professionals get paid according to THEIR own sales efforts, sales-skills, and knowledge of persuading people. If you’re really ready to get on the path to wealth, think seriously about selling a product or service. ( If you can create something exclusively yours, something that you personally “ZAP” out of your own brain, go for it. It should be something that you write, create or construct for the benefit of other people. ) If this isn’t possible…e-companies are very ambitious AND excited to GET new salespeople. Start and study. Learn from experience, and move UP in the sales profession.
Here are a Few Help Tips to Guide You Into Making Sales…..
1. Get the offer you’re selling, as soon as possible, into the buyer’s hands! You are aiming for a REPEAT buyer.
2. ALWAYS point out the important advantages of your product or service.
3. Determine IF and when you should go for the close.
4. With prospects who just won’t respond to you: IF you get no feedback to your sales pitch, dramatize your presentation with a phone call…. get the person more involved.
PAUSE….Stop. Ask questions such as, “Wouldn’t you agree that this product (or service) CAN help you OR would be of benefit to you?” After you ask a question like this, stop talking and wait for the prospect to answer. Following with a question like this, usually the one who talks first will lose, so don’t say anything until after the prospect answers you. Wait for an answer!
5. Some prospects ARE sales people, and these prospects can imagine they know a lot more about selling than you do. They can present difficult selling objections, especially for the novice salesperson. But sometimes, these prospects can be the easiest of all to sell to. Give your sales pitch, but instead of trying for a close, hand over a challenge such as, “I don’t know, Mr. Salesman – after seeing your reactions to what I’ve been showing and telling you about my product, I’m doubtful as to how this product could truthfully be of real benefit to you.”
Then wait a few seconds for him to say something. Then, appear to be ending your pitch. Sometimes, your “tough cookie” will ask you, “Why?” These types of sales people are generally so stuffed up with themselves that they just have to TRY to prove you wrong. When they begin THIS approach, they often sell themselves. What takes place here is that the more doubtful you become, regarding their ability to make your product work for their own benefit, the more they’ll insist that you DO sell it to them.
If you find this challenge approach doesn’t work, quickly end your pitch. Some of these types of people are so convinced of their own elevated importance that it’s a waste of your valuable time to try to convince them. In sales, time is always money! Spend only so much time with each contact. The contacts who keep asking you to call back, or those who want to mouth off about similar products, prices or previous personal sales experiences, cost you money. Get your prospect interested. Make them want your product, then systematically present your sales pitch up through the close. When they reach out to pay you….pat yourself on the back!
Call-backs and additional email alerts should be only for re-orders, or to sell this buyer related products from your line. In other words, you can waste an introductory call or email on a prospect to qualify him, but you’re going to be wasting money if you keep calling on him to re-sell him the first type product you previously sold him.
When you get a reply like, “Your product looks pretty good, but I’ll need some time to think about this. Quickly jump in and ask him what exactly about your product, does he feel he needs to give more thought to? Let him explain, then return TO your sales pitch and make everything crystal clear for him. If he still whines like a ninny, tell him that you DO think the product will be very beneficial.
You MUST train yourself to spend as much time as possible calling on NEW contacts. Your first contact should be a sales pitch email or phone call with follow-up calls by email, postal mail or telephone. SELL these people re-orders and NEW items from your product line.
6. Try to use an “e-door-opener” to arouse interest and force a purchase, on the first “GO” around. This could be a cheap 3 buck interest simulator so that you can show your full line, or use a special discounted, marked-down price, on a popular offer. The point is to GET the contact ON your “buying customer” list, and then follow up with email, postal mail and/or phone calls with associated, but more profitable products and services in your product line.
Remember: Salesmen are not born but MADE. Training is everything in sales. Buyers PAY your bills!
