In any business, when you can establish a sense of urgency, people will be more proactive in working with you. When you can establish a sense of urgency in others, it will pay off in increased sales.
Customers don't want a knee jerk reaction. They don't want the rehearsed response. They want to invest their time with people who are prepared, who are ready to engage in high impact conversations about their businesses.
To be successful as sales professionals we have to believe in ourselves. We have to have confidence in working with our customers, in our abilities to bring value to and influence our customers.
Upselling is the art of helping a customer understand that they can't live without something they didn't know they wanted. It's about awakening the sleeping giant of desire with a non-aggressive, gentle nudge instead of an obnoxious air-horn.
As if keeping up with emails isn't challenging enough, I find my inbox filled with new promotional messages (SPAM) every day. And, no, I'm not talking about scams from overseas con artists. I'm talking about North American companies and start-ups that believe their products and services will be valuable to me as a blogger/marketer.
Insight is the starting point. Our Insights should create a dialogue or conversation. It should begin a collaborative process, where we and the customer evaluate what it means for them. If our Insight doesn't start a conversation, we have failed. If we can't sustain the conversation, we have failed.
One of the basic tenets of sales you should keep in mind is that people don't want what something is, they want what it does. As the famous example goes, nobody wants a quarter-inch drill; what they want is a quarter-inch hole. People want what your product or service does, not what it is.
The shift in perspective is small, but its impact on our results is profound. Stop looking for people to sell your products, services, and solutions to. Look for the people who have the problems you solve.
So many people get caught up in talking, especially salespeople, about features. Someone comes into your store, or on the telephone, or across the desk, and you are so focused on what your product does that you don't talk about the benefits they are going to get from it. So remember to talk about the features and the advantages of those features, and the benefits that your customer is going to receive.
We all love to hear more yeses and Yes is the key to more sales in any direct sales business. Here is a simple system to boost your number of yeses so that you can increase sales and make more money from home.