The Definition of Sales - Professional Selling Defined
Before I define professional selling. Let's look at some of the related professions. Below are some definitions of professions/occupations that relate to professional selling from Wikipedia: Marketing is defined as an ongoing process of planning and executing the marketing mix (Product, Price, Place, Promotion) for products, services or ideas to create exchange between individuals and organizations Advertising is defined as a form of communication that typically attempts to persuade potential customers to purchase or to consume more of a particular brand of product or service. Public relations is defined as the practice of managing the flow of information between an organization and its audiences.
Selling to Procurement
Question: Why bother? No really, why bother? Even during the best of times procurement or purchasing specialists are a reality sales people would rather not deal with. As the economy tightens and companies reexamine their spending, reclassify things in terms of crucial or discretionary, the role of these professionals becomes even more critical and frequent. They make more decisions in a vacuum where value is a distant second to price, Procurement Specialist wield more power than ever before. There is no minimizing the impact they have on sales and the success of sales professionals. Sales professionals are constantly looking for ways to sell to these procurement folks, that special technique or special words that will help them overcome this perceived hurdle.
33 Killer Sales Generating Lead-In Phrases
Experienced sales career people have the knack of adjusting their sales messages. By keying in on lead-in phrases, they can involve their prospect in a fascinating journey. All the while, the prospect is keep off guard by words not typical of the average salesperson. The skilled sales pro already understands how the prospect will react, there by avoiding almost any objection. As a result, with constant honing of effective word phrases, sales figures continue to increase. 1. Finally the code has been unlocked 2. I was not going to mention this, but 3. All the obstacles are eliminated 4. You probably won't believe it 5.
Win - Win - What it Really Means and How it Can Help You Become a Better Salesperson?
The concept of 'Win / Win' is not new. It is a timeless principle that has stood the test of time. But even today in the 21st century, many salespeople ignore it (to their peril). But firstly, some background. Stephen Covey wrote a classic business best seller called 'The Seven Habits of Highly Effective People' in 1989. One of the habits is Think Win / Win. In the book, Covey talks about how there are two fundamental views of the world when it relates to resources. One view is based on the concept of scarcity. In essence, if you get something, then I lose out. This view of the world is based primarily on the emotion of fear.
Car Sales 101 - A Case Study
The time had come for my wife to get a new vehicle. Let's take a look at the good, bad and ugly of her experiences. What occurred during her visits is a microcosm of what happens in automobile dealerships every day. My wife decided to look at several different vehicle options. She visited three dealerships to look at vehicles. At two of the three, the sales people seemed to ignore her as she looked at vehicles on the lot. Maybe it was because my wife had just been at the gym and had gym clothes and a sweatshirt on - Mistake No. 1. At two of the dealerships, the sales person never asked my wife's name - Mistake No.
The Six Pillars of Persuasion Knowledge That Could Save Your Pocketbook
Have you ever purchased something and then immediately realized you wish you hadn't, or tried to figure out how that salesperson at the store or door got you to purchase something you never really wanted in the first place? This recently happened to a friend of mine named John. You see, he recently got his carpets cleaned for free. After having hung up the phone and trying to figure out what he got himself into when he signed for the free carpet cleaning he knew something was up because one never gets something for free, not from a total stranger anyway. Those nagging doubts were nothing compared to the regretted purchase of a $2, 000 vacuum that left him scratching his head thinking.
Your Customers First Impression Could Be Your Parking Lot
A client's first impression of your business or organization occurs before even stepping within the walls of your office. Take a look outside. The maintenance of your parking lot, drop-off area, and any through ways has an immediate impact upon prospective patrons. A clean and well-marked parking lot provides a sense of comfort and safety, preparing customers for a similar experience indoors. Whether you are designing a new parking lot or refurbishing an old one, consider the newest innovation in traffic safety: rubber. Rubber is a highly effective alternative to standard concrete curbs and speed bumps, not to mention a solution both economically and environmentally friendly.
The Number One Currency in Sales
To me F.E.A.R. as defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the prospect has a dozen good reasons why they should do business with you, they even admit it, but still no deal. There's a hesitance, a pause, then more questions, a couple stalls and more meetings hesitations and stalls. Often it's an undefined sense of uncertainty. It's emotional intuitive issue, they don't trust us, or they don't trust a number of factors that influence their business that are related to the transaction.
Lose the Staples and Increase Sales
Being in sales means that you must continually meet new individuals. As you separate the wheat from the shaft (qualified prospects from the suspects) and then build those critical relationships, you may eventually have to deliver a proposal or what I prefer to call a statement of work. Proposals are common especially for products so that buyers can do the price and feature comparisons. Within the service industry, proposals are often the accepted norm to ensure that there are not cost overruns as well as the scope of work stays within the agreed terms. Imagine for a moment that the day has arrived to deliver your sales proposal.
Are You Suffering From Sales Rage?
Road rage is pretty common to most people. The folks behind the steering wheels of their vehicles honk their horns, cut people off, speed, weave in and out of traffic all with the goal of getting somewhere faster and quicker before someone else without any consideration to anyone else. We have all witnessed these behaviors. Our impressions for the most part are these types of drivers are ego driven and self centered idiots who are accident creators. The other day while watching one of these road rage drivers I realized that some professional sales people are continually engaged in their own version of road rage - sales rage.