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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Online Telesales Course – Become a Telesales Superstar

“The Most Practical Online Telesales Course Ever Written” I promise that every salesperson who undertakes this 12 week course online will be making more sales by the end than ever before. Yes, it is my 20 years of research and practical experience in one course  I leave this legacy for you. There are 6 modules which I recommend … Read more

How To Engage A Prospect In A Conversation

As the leader in telesales training in Australia I am constantly looking for more effective ways to do cold calling and telephone sales generally.  I was blown away by the information I learnt from a speaker called Sam Richter at the National Speakers Association  conference in San Diego which I attended a couple of weeks ago. I can’t wait to share this with you as it can relate so well to sales.

1. You know, if you have read any of my newsletters,  that  I advocate finding out something about the prospect before calling so you can make a cold call a warm call. Well, now it’s easy to find out about a company or a person by using google filters.
For example search in google for a company name like “Trend Micro”.  If you write it in inverted commas it will come up top and save you time going through all the irrelevant searches that come up.  Then click on “News” at the top, then click on “Search Tools” at the top for most recent news and all the latest articles written about the company or by the company will appear.  You can then start your call with “I just did a google search on your company and saw your latest article about _____.  That’s really interesting.  I’m curious, how did that affect you?”  or “What happened exactly?” Often the prospect has not even seen the article himself and will be asking you more about the content. You are then engaged in a conversation about them which is just what you want to build rapport.

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Never Delete People Off Your Database

Happy New Year! I hope you made some good New Year’s resolutions.

One of my major messages to people I train is “Never delete people off your database”. You see, you never know when people are going to be ready to buy from you in the future.  Their situations change and they are going to do business with the salesperson who keeps in touch with them, the salesperson who shows they care about them, the salesperson who demonstrates consistency so they know they can rely up them.

Let’s look at the idea of a telesales person selling new cars calling 10 people. Probably only one person is interested in looking for a new car right now and the other 9 are not.  However if this person were to call the same people in 6 months time, they might get another person interested out of the remaining 9. If they were to call again in 12 months time, yet another person might be interested. It is worth keeping all these people on the database then isn’t it?  That’s how telemarketing works. My favourite saying is “No” means “No, not now, not forever”.

When I was working in the seminar industry promoting Tony Robbins, Brian Tracy, Tom Hopkins and Jim Rohn I worked in a team of 10. Everyone except me used to delete people off the database if they said “No, not interested” on the first call. I was aware that they might not want to see the speaker I was calling about but I realised that there would be other speakers to offer them in the future that might interest them.  I was in business for the long term so why delete people with whom you have already started to build rapport? You can put your initial “Nos” into a separate folder in your database to be brought out for the next time you have something to offer. 

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A Christmas Gift for my Telesales blog readers

Best Wishes for a Happy Holiday Season and New Year I wanted to take a moment to wish you all a very happy and safe holiday season and give you 2 gifts.  You can download the Telemarketing Tips App for FREE for the next 4 weeks and have on the go inspiration from me on … Read more

Secrets to Getting Your Sales Emails Opened

So how many of the sales emails that you write get deleted before they are read? If the subject line doesn’t grab your prospects immediately, it will certainly get deleted.

A recent survey resulted in the 2013 Adestra Subject line Analysis Report . It reviewed over 2 billion corporate emails and discovered the words in the subject line that are most likely and least likely to have your emails opened. Here they are below :-

Words that increase the open rate of corporate emails

Alert                                         Report
Free Delivery                     Forecasts
Bulletin                                  Intelligence
Daily                                         Weekly
News                                         10% (i.e. specific figure) discount
Breaking

Words that decrease the open rate

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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 Create A Sales Presentation

PART 6 QUICK VIDEO TIPS – HOW TO CREATE A POWERFUL SALES PITCH If you prefer to read an article, please click on the SHOW MORE button IN YOUTUBE to get the transcript and print it off.   Here is  the link:- How To Create A Powerful Sales Presentation

Questions To Use On A Telephone Sales Call

QUESTIONS TO USE ON A TELEPHONE SALES CALL TO BUILD RAPPORT If you prefer to read an article, please click on the SHOW MORE button IN YOUTUBE  and print it off. Here is  the link:- How To Ask Questions  

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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