Business and Money Tips

In our Sales Power and How to Close Every Sale courses, people often asked if there are some techniques that can be applied to all industries, all products and all levels of salespeople.  There are actually 27 common sales techniques, but today let's look at 7 first: Never Sell, but put Service to Others as Your Highest Purpose .  This means taking care of the customer's interest more than your own, like you would rather lose the sale than push the customer to buy something that is not suitable for him. Sales Manager's Close . Here the 'Sales Manager' would help the Sales Executive by highlighting to the customer that the whole process is very simple.  All the customer needs to do is to just sign on the form and everything will be settled Choices of Three , and put the choice you want them to take in the middle.  This is because most people like to take the middle Take the customer's 'No' as 'Need to Know more' and not 'No Opportu...

Ambitious people tend to give people the impression that they are too focused on their own success and will manipulate others to achieve their own goals.  Many such people, including some poor salespeople, tend to look upon every transaction as an opportunity to make a sale and get out. On the other hand, Empathy people are those that have a long term perspective. They always think of others before thinking of themselves. They do not think of closing the sale as much as they think of opening long-term customer relationships. A good salesperson balances between ambition and empathy.  Because he knows that if he is too ambitious, he will frighten away customers; if he is too empathetic, he will not be assertive enough to ask for the sale. There are 5 ways that good salespeople balances between ambition and empathy: Ask Questions and Never Make Any Assumptions .  When you ask questions and listen to the answer, you put yourself into the other person's shoes. ...

You know, people only take salespeople seriously when they think that the salesperson can really make a difference to their lives. Many salespeople are trained on how to ask questions to get the sale, but few are trained on how to ask 'Tough' questions that get you the sale immediately. In our sales training (eg Selling Ice to the Eskimos or Winning Sales Strategies ), we often teach the following 3-stage questions: 1st stage: make a factual statement that can’t be refuted E.g. “Most sales staffs rarely meet the sales targets set for them by their company”; E.g. “Most businesses tend to do well in the initial years and falter as the years go by” 2nd stage: make a personal observation that reflects your experience and creates instant credibility E.g. “My experience has shown me that when there is a lack of training there is often poor staff attitude and an absence of goal-setting and goal-achievement goals. Interestingly the sales staffs tend to blame their inability to sel...