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Sales Techniques In China

My husband and I have just returned from a 7 night tour to China

The Sales Techniques Common To Each Place Visited Were:-

  1. We were only taken to government- owned centres so we could be confident that  their goods were authentic.We were told the prices were fixed, so there was no need to bargain.
  2. They had excellent English speakers as guides who were interesting, credible and they educated us first before selling.
  3. They all used the same selling technique of creating fear of what would happen to you if you did not  purchase their offer. They knew they had a target market of over 60s who would be interested in preventing death, heart attack, high cholesterol, arthritis  etc. Therefore they customised their message to their market well.


The Visit To The Silk Factory China – Best Sales Experience Ever!

We were privileged to hear the Manager of the silk factory who spoke superb English, give a great rendition on how silk is made and how authentic their silk is.


Here was her sales process

  1. Educate first
  2. Pick a problem that most of the audience would either have or would get in the future if they were over 60. In our case it was arthritis.
  3. She put fear into us about having this disease and how it would get worse unless we chose to sleep in silk sheets and doonas which ease and prevent arthritis because they do not absorb moisture. In fact what she did was to go around the room and tell each person whether they already had arthritis or would be prone to getting it in the future by looking at the back of their hands.  She was correct with her prognosis about those that already had it so she won credibility.
  4. She then aggravated the problems with having arthritis and did a practical demonstration of how silk repels water. Not sleeping in a damp environment helps arthritis enormously she told us.
  5. She then made a great sales presentation that made almost  everyone on our tour spend $750.
    She explained answers to objections that we might have had running in our head before we could verbalise them and handled them beautifully.
  6. She quoted a price of $650 for a silk duvet and cover sewn into one and an under mattress. We all gasped but then what she did was add massive value so the price no longer looked expensive.

We would get  one extra duvet cover free, 2 free pillow slips, a silk scarf and it would all be shipped for free. Not only that we all thought we might as well buy 2 silk pillows too which bumped the price up to $750.

I consider that experience was smart selling and I still feel I have great value.  How could you apply this strategy to your own product or service?

Click here for more sales techniques

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How To Close A Sale

How To Close A Sale – Try these ideas

After you give your Sales presentation, it’s too soon to ask a closed question “Do you want to go ahead?” You can reassure the prospect with:-

“In the event you decide to give this a try, then I am confident you will thank me later“” or

“When you do a trial with us, I promise you won’t be disappointed

What most people do is ……….  e.g. order the middle option to start and then they increase the order when they need to.” (The prospect is reassured knowing what “most people” do.

Never ask what the prospect would like to do – you tell them ” What happens next ….” (as if there is no doubt they will proceed in ordering)

When The Prospect Deliberates

If the prospect is deliberating, you can clear any negative energy out of the conversation and move them forward by saying

The good news is you already know that what you are doing now is not working so there is no harm in giving us a try, is there?”

Before you make your mind up, let’s make sure you know exactly what is included …”.(list the value you included)

When The Prospect Says He Is Not Going Ahead

That’s okay,” or “Don’t worry” and continue with one of the following questions to keep the prospect talking to you.

Just one more thing, If I were able to e.g. make it easier for you to pay for this, would you change your mind?”

Just out of curiosity,what makes you say that? (Gets down to their real objection)

For more tips on closing the sale https://telesalestraining.com.au/closing-the-sale-too-early/

 

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Closing The Sale Too Early

Closing The Sale Too Early

Do you ever stop after each sales call or phone call to reflect on what went wrong that made the customer refuse your offer? Sometimes it can be because you did your presentation and straight afterwards, you tried closing the sale with “So would you like to go ahead then?”That is a closed question that can get a “Yes” or “Nö”.

It is important to remember that while you are talking through your presentation, the customer is thinking up objections which need to be handled before you ask them to buy.  A better question after the presentation is called a trial close.  It must not be a closed question that could get “No””so it needs to be an open-ended question begining with What, Why, Where, Which, Who, When to test the ground or it can be a question that gets them inspired to buy so they  say “Yes”.

Before Closing The Sale Do These Trial Closes (All start with Open-Ended Questions)

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Sales Performance Sydney

12 Ways To Improve Sales Performance

“Oh Gosh”, I hear you cry, “it’s the end of the financial year again. What am I going to need to do to improve sales performance in the next financial year?” You could start by asking yourself 2 profound questions like:-

“Which of my behaviours must I change to become a better salesperson?”

“Which of our company’s sales strategies need to change to get more business?”

Well, if you don’t know the answer to either of those you could get me to come in and review your current strategies online and offline to come up with a plan for you. Have a free 15 minute chat with me on 02 9427 3479 this week. Afternoons are best to reach me this week.

12 Ways to Improve Sales Performance

Give yourself a mark out of 10  for each of these statements:

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Sales Conversations

Better Words For Sales Conversations

1. Never use the word “BUT” to counter an objection in Sales Conversations

This one little word is often used when responding to an objection and it can spoil everything else you say. “But” negates everything you say before it so disagreement is all the customer hears in sales conversations.

If a customer comes up with an objection, acknowledge it and follow with the word “and” not “but“.

Customer: This software sounds like it would take a long time to install.

Salesperson: Yes, it does take a long time to install and that challenge is taken care of by our own expert consultants who set the whole thing up for you as part of the service.

Customer: It’s very expensive

Salesperson: I understand you thinking that and that’s why I would like to include a free service contract in the price for you for 5 years. How does that sound?

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Telesales Appointment Setting

Why Some Appointments No-Show?

Why do some Appointments no-show? I have had a couple of interesting in-house consulting and training jobs just recently. In both, the telephone sales team were cold calling to make appointments for the salesperson. The first company were making appointments for a face to face sales presentation and the second were making appointments for a teleconference by phone.

First Scenario

In the first scenario, the telemarketers were saying they wanted to make an appointment for a sales consultant to say “Hi and drop off some samples”.  Was that a compelling reason for anyone to feel they had to keep an appointment?  If the prospect had something important to do at the time set, I am sure they would have felt it unnecessary to keep the appointment. After all, the sales consultant could just leave samples at reception.

Second Scenario

In the second scenario, the prospect was not turning up for the teleconference call,. I believe this was  because the telemarketer, on the initial cold call,had not given enough compelling reasons for the prospect to make sure he kept the appointment;  He had not created enough pain for them telling them what they were missing out on if they did not attend. In some cases, he had not reconfirmed the appointment the day before  or even given the prospect a number they could call in case they had to reschedule. There is considerable cost in having salespeople scheduled to do presentations to prospects. It is beyond my comprehension why Managers are not watching what is going on with their telesales team. Perhaps the telesales team needs to be rewarded for making the appointment only when the appointment shows up?

Third Scenario

Today I had a call from someone wanting to make an appointment with me to help me with my IT.  He told me he wanted an appointment so he could spend just 15 minutes telling me what his company could do for small business owners.  What the heck would I waste 15 minutes of my time when I already have IT help? He never told me once what he could do for me which was all I was interested in . He just talked about him and his company without asking me a single question. Then at the end,to add insult to injury, he asked me what the name of my company was! Didn’t he know whom he was calling? Why do Managers waste their time employing people like this without training them?

Ten Ways To Ensure Appointments Show Up

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Building rapport

Building Rapport Technique For Sales Success

This building rapport technique requires you to listen for your customer’s language patterns. This is a challenging skill to acquire but if you can start to be aware of your own communication style and that of others, you will quickly become a great rapport builder. When we use our customer’s preferred language style, we become like them, and we all know that people buy from people they know like and trust.

We communicate in 3 ways but we generally have a preference for one or a combination of 2 of the following ways.

1. Building Rapport Technique with Auditory People

These people communicate through their ears.  They use  language like “I hear what you are saying, Tell me more about it”, “Explain to me how it works”, “It sounds good”, “That rings a bell, “I hear what you are saying”.

2. Building Rapport Technique with Visual People

These people communicate through their eyes. They use language like “I see what you mean”“Can you show me how to do that”, “It looks like I will be going ahead with that appointment” , “I see what you mean”.

3. Building Rapport Technique with Kinaesthetic People

These people communicate through their feelings. They use language like,  “I get the feeling this is not the right product for us”, “I would have to experience it to get to grips with what it is about”, “I need to grasp the concept”,  “How do you feel about that?”.

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Great Questions On A Telephone Sales Call

Great Questions On A Telephone Sales Call

Why Ask Questions?

It is important to ask great questions on a telephone sales call to build rapport early. That way  you find out people’s needs before you start telling them what you have to offer.  Ideally they should begin with What, Why, Where, When, How, Which and Who so that the customer has to expand on what they want and they cannot answer “no”. They should create pain with the customer or give them pleasure because those are the two reasons people want your services.

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Calling Inactive Customers Creates Sales

Calling Inactive Customers Creates Sales

Inactive customers are people who may have bought only once from you or placed a small order. Never think they are not worth calling. It is a vital sales strategy to stay in touch with these customers as well as with your existing customers because you will be able to make more sales from them. Here’s how …

Maybe at the moment inactive customers might not justify a face to face call but you can certainly pick up a phone to stay in touch. You might be afraid to call them because they might tell you that they have gone to another supplier or they had a bad experience with you.

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Sales Strategy

Strategies To Retain Existing Customers

In order not to miss out on sales, it is important to change our strategies from time to time, particularly strategies to retain existing customers

I remember in the recession, when the training side of my business slowed down, I realised how important it was to retain existing customers.  I made the decision to call some of my past in-house training clients to give them ideas of what they could be doing to get more sales at that time.

As a result of asking them good strategic questions, (And not just “How are you going?”) they realized what they were not doing and should be doing. Recognizing the extent of my experience in sales and marketing many hired me to review their marketing material, write their sales systems and strategy, (something they had never documented before) create their inbound and outbound call scripts, document the tasks of each salesperson’s role and create a training manual so that anyone new starting the role could start training themselves. The number of consulting jobs that resulted from this exercise replaced the reduction in training jobs I was experiencing at the time.

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