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  • How to Build a Repeat Client Base in Automobile Sales

     
    Here is a question I recently received from a young automobile salesperson: "I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. It is hard for me because I am very young. The rest of the sales guys are at least 40 with many years of experience. I would like to ask you for some personal tips so I can surpass these guys. I don't have a repeat client base quite yet, but I'm working up to it. I would appreciate if you wrote me back." Here is the answer that I provided to this young go-getter: You can really set yourself apart if you focus on learning how to ask questions to determine the key factors behind your prospects' buying decisions....
     

    Customers Do Not Know How To Ask Good Questions - That Is Your Job

     
    Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales. It is your product knowledge that keeps getting in the way. Not that you do not have enough product knowledge - trust me you have plenty. It is that you are not listening to what your customer is truly asking you. You are taking their questions or statements literally instead of trying to clarify what it is they are truly asking you. If you are able to focus your presentation on the customer and how the customer will benefit from a product and your competition has focused their presentation on product knowledge;...
     

    Top 7 Psychological Triggers For Unlimited Sales

     
    Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling? By knowing and using these psychological triggers you willhave an edge on your competitions and make more sales in the process. Here are 7 psychological triggers you can start using in your sales letter today! Psychological trigger #1: BE SPECIFIC It's important to be as specific as possible. Why! Becauseit make your information more believable and credible....
     

    Instant Rapport: The Key to Sales Success

     
    Rapport means harmony between people. When people share rapport, they speak the same language. When people don't have rapport, it is as if one person is speaking Greek and the other person is speaking Chinese. There is no common understanding. RAPPORT AND SELLING Before we can try to talk about how we can satisfy our prospect's needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport. BUILDING RAPPORT How do we develop rapport? Most independent insurance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to "...
     

    "The Close" is sales jargon for the bit where you ask thecustomer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feeluncomfortable when they ask someone to make a decision.

     
    The reason people find it difficult is that they hate theword "no" or "I don't want to do it" or even - "I'll thinkabout it." We take it as rejection and most humans just haterejection. I'm reminded of the salesman whose wife asked him how wellhe'd done that particular day. "I got three orders today" hereplied - "Get out, stay out and don't come back." If you've made a good job finding out the other person'sneeds and presenting how your product or service or ideameets their needs, then closing will be a natural step inyour dialogue....
     

    Increase Sales By Flying Under Your Prospects Radar Defenses

     
    How do you persuade someone to do what you want them to do? Yellow page ads Newspaper and magazine ads Postcards, catalogs, and direct mail circulars in your "snail mail" box Radio pitches interrupting the flow of your favorite songs TV ads - about 20 minutes worth per hour now Hundreds of storefronts, "mega" malls, and strip malls Highway billboards by the thousands Circulars hung on your doorknob Illegal signs on stop signs and telephone poles Legitimate email messages Spam email or UCE (unsolicited commercial email) Just these 11 sources can overwhelm your brain with marketing messages....
     

    In Sales You Get What You Expect

     
    If your mind is set, you will be unable to change your mindset. For example Christopher Columbus... He was born in 1451 in Genoa, the son of a wool merchant and weaver. Do you recall what the conventional thinking or "Mindset" was about the shape of the globe at that time? It was believed to be flat. Not too many sailors sailed too far from shore fearing the worst. Columbus' mind was set. It was set for taking risks and exploring new worlds. Columbus discovered the New World on October 12, 1492 at 2:00 a....
     

    Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

     
    Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with the key word of selling and 4,700 titles with the key words of sales and marketing. Extensive research conducted by the American Society for Testing and Development (ASTD) discovered direct training expenditures were 2% of payroll costs with another 10% of more in indirect costs....
     

    3 Basic Secrets That Will Explode Your Sales This Year

     
    In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product. These secrets are still valid in real world as they are online. The main mistake most entrepreneurs do is to create a product and then they WORK HARD TRYING to sell it. Wrong! Wrong! Wrong! SECRET NO. 1 Always create a product ONLY if there is a market for it! How can you find out if there is a request for your product? Quite simple, read the forums, search them for terms like "I wish there was a thing that....
     

    The 12 Dumbest Things Salespeople Do

     
    We all make mistakes and some salespeople seem to make a lot ofthem. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! Maybe this list will serve as a helpful reminder. Maybe it won't. But at least you're curious to learn what these blunders are or why would you keep reading this? In any case here's my list of the 12 Dumbest Things Salespeople Do: 1. Relying on one relationship to protect your account....
     

    Got Sales Objections? Wheres Your Value?

     
    A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." Time and money are the most critical resources that everyone has - whether we are speaking of an individual or a business. Both time and money are abstractions that measure the amount of resources that we have available to expend....
     

    The Truth About Sale Success!

     
    Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: A sales or service industry professional's personality has little or nothing to do with his or her sales success levels....
     

    Visual Science of Selling

     
    Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy....
     

    Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

     
    Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Cold calling is now about rejection, getting rejected call after call until many salespeople, especially B2B salespeople, just get fed up and quit. There are other methods of generating business leads without cold calling, and many of them inexpensive and not too time consuming. Here is my list of getting more sales leads and selling more without cold calling: 1. Create a website and advertise it....
     

    The Quickest Way To Increase Your Sales

     
    The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. The strategies in detail "How" you're planning to achieve your objectives. The key to developing strategies is to have enough of them. Remember strategies and so the question "How." How #1 How #2 How #3 How #4 How #5 As you develop your strategies keep asking this very important question. What's the probability of success if I only do How #1? What's the probability of success if I only do the How #1 and How #2?...
     
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