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!

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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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Persistence Wins in Sales

We were sitting at the Port in Buenos Aires  last week  having a coffee and a street seller came up to me to show me his wallets for sale.  I interrupted my conversation with my husband to say “No thank you”.  He then proceeded to bring out some bracelets and again I said “No thank … Read more

How To Sell In December

December is your chance to become even more active on the phone.

Here are 3 Actions you can take:-

A)  Call your best clients to say “Thank You” personally, give them your best tip for next year and wish them a happy Christmas.

 

B)   Ask them how you can help them next year giving at least 3 suggestions.

 

C)  Call all the people to whom you have sent quotes in the past year.  I will be doing that myself and can guarantee from experience that you will convert 20% of them into sales when done professionally.

 

If you cannot reach them, here is what you do:-

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Don’t Get Hung Up! – Now a Best Seller

(How to Sell Products And Services By Phone And Get Any Appointments You Want!) Order Now In one book you will find The Telephone Selling Tips You Need To Increase Sales by 30-100% Immediately! These skills are vital for all sales people, call centre staff, network marketers, mortgage brokers, advertising salespeople, insurance salespeople, recruitment and … Read more

How To Do The Follow-Up Call

Whenever you mail information out, only 1% on average will call you back.. You must follow up the mail-out or you will be missing the opportunity to make a sale with 20 – 25% of the people you have mailed. Your job is to inspire them and invite them to buy.
For many sales people, the follow-up call is much harder than the initial cold call, prospecting or lead generation call. It requires the skill of getting the customer into a conversation before asking for the order.
In recent trainings I have done I have heard this kind of thing on a follow-up call; (It’s the postal inspector check which goes nowhere)
Example 1
Salesperson: Did you get the information (or the quote) we sent?
Customer: No, I have not seen it.
Salesperson: Okay, I’ll send it again.
Example 2
Salesperson: Did you get the information (or the quote) I sent you?
Customer: Yes, I did and I am not interested
Salesperson: Oh, okay then bye.

In the first example, the customer could be saying he did not get it, just to get rid of you and he succeeds. What you could do is answer with “That’s okay, if you are online now, we could run through the information together on the website” or “That’s okay, are you sure it is not sitting in your in-tray? If it is, we could run through it together over the phone and I can answer any questions you might have.”
In the second example, the salesperson could have used an objection handling technique like an open-ended question “I’m curious, what would we have to change to make it of interest to you?” By doing that you may get the customer into a conversation about what he is looking for.
THE 2 BIGGEST MISTAKES
The biggest mistake in both examples is that the salesperson starts the call with a closed question which can only get a “yes” or “no” answer so the conversation can never get started.
Another mistake is when the sales person starts the call with “I’m just following up on the information I sent you”. “Just” belittles what you are about to say and you never want to say “follow-up”. Simply say, “I’m calling to get your feedback on the information I sent. What specifically was of interest to you?”
THE FORMULA FOR A PROFESSIONAL FOLLOW-UP CALL.

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