Business and Money Tips

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

Interview any customers and they will tell you that Over-Promise Under-Deliver is the number 1 reason that they don't trust and like salespeople.  In fact, over 55% of salespeople that we trained confessed that they have to resort to Over-Promise Under-Deliver in their bid to close the sale. If you too want to have long-term relationship in business, you need to avoid Over-Promise Under Deliver at all costs.  The following are the 7 Ways: Know Your Product and Your Customer's Expectations Well  and you will only be promising what your can deliver; Lead the customer and not let him lead you .  Many a times customers lead salespeople to say yes to their requests and that's how over promise happen.  Instead a salesperson could take back control by simply asking a question like, "What do you think?" Deliver + 1 , that is, over deliver on your promise and you'll end up with "Over Promise, Over Deliver" Go the Extra Mile , better than Deliver +1