Have and maintain a positive attitude, your livelihood depends on it
Set and achieve goals. Develop a plan. A goal is a dream with a plan. Commit the goals to writing and re-visit them frequently.
Learn the scripts Read, go to seminars, listen to podcasts; then mould the techniques to suit your style and personality. .
Use your car as a learning centre, listen to a podcast or audio book take the time to learn something rather than music.
Visualise the sale taking place before it happens.
Match and Mirror, to build rapport and be likeable, become like them.
Be conversational in your sales presentations, speak as though you’re talking to a friend.
Develop better telephone skills, the phone is the most effective weapon in sales.
Don’t prejudge your prospects, for instance a millionaire could still wear a ripped pair of jeans and scruffy t-shirt.
Understand your customers’ needs and wants and meet them. Question, and listen to the prospects, to uncover their true needs.
Qualify the buyer, don’t waste time with non-decision makers.
Use the A4B checklist to see if you can help (interest) the prospect.
Take notes as the prospect or customer is talking. It makes the prospect feel important and captures information you might need to clinch the sale.
Listen with the intent to understand. When you feel you understand, then respond. Listening is more important than talking.
Communicate to be understood. Be clear, concise, and brief.
Sell to help. Sell to assist your prospects; don’t sell for the money.
Establish long-term relationships. Get to know your prospects and concentrate on their best interests.
Believe in (and be enthusiastic about) your A4B and its products. If you don’t, neither will your prospect… guaranteed!
Be prepared. Preparation is the lifeblood of professional salespeople. Be ready to make the sale with brochure, cards , blanks bits of paper, books etc.
Know your prospects, their businesses, and their industries before you attempt the sales process. Homework, homework, homework!
Become a resource for your customers. Ideas and industry information make you a resource. Go to a sales call with an idea you think your prospect can use.
Establish rapport before starting to sell. Get to know your prospects and their company before you start your sales pitch.
Use humour. It’s the greatest sales tool. Laughing signals approval, so make the prospect laugh.
Be sincere. Sincerity shows… and so does insincerity.
Be the master of your product. Know A4B benefits your customers. Become an expert. Thorough product knowledge frees you to focus on selling and gives you the confidence to make the sale.
Understand the power of the question. You can qualify the buyer, establish rapport, eliminate competition, build credibility, identify needs, find hot buttons, get personal information, and close a sale… all by asking questions.
Use questions to create a buying atmosphere, not a selling one.
Sell solutions (benefits), not situations (features). Customers don’t care how it works… they want to know how it will help them.
Understand the power of testimonials. The strongest salesperson on your team is a reference from a satisfied customer.
Use testimonials to overcome objections. Get letters from satisfied customers that overcome standard objections.
Deliver on all promises… on time, every time!
Learn to recognise buying signals. Prospects often “signal” when they’re ready to buy… but they mightn’t necessarily voice it. Pay attention and look for all of the buying signals…verbal and nonverbal.
The biggest buying signal in the world is “How much is it?” Don’t reveal the price until the customer asks.
Understand that objections often indicate buyer interest. Satisfy the objection, and then confirm the sale.
Know the difference between a stall and an objection. Excuses like “I want to think it over” aren’t objections.
Uncover the real objection. Customers often won’t tell you their true objection(s)… you have to dig.
Incorporate answers to common objections into your presentation. Don’t wait for them to be raised.
Overcome objections. This is a complex issue. It’s not just an answer; it’s understanding the situation. Listen to the prospect and think in terms of a solution. You must create an atmosphere of trust strong enough to make the sale.
Tell the Truth,
Never put down the Competition. If you can’t say anything nice, don’t say anything at all. Set yourself apart from others with preparation and creativity… not by putting the competition down.
Close the Sale using the exact same words the prospect gave you when answering his or her “biggest need” question. This is powerful closing technique.
Ask for the Sale Sounds too simple, but it works. Many salespeople just forget.
After asking a Closing Question, Shut Up.
If you don’t make the Sale, make a Firm Appointment to Return. Make some form of “sale” each time you call.
Never, ever Argue with a Prospect or a Customer. Even if you win, you lose.
Follow up, follow up, Follow up. You need between 5 and 10 exposures to a prospect to make a sale.
Avoid Giving in to Negative Emotions.
Redefine Rejection. They’re not rejecting you… they’re just rejecting the offer you’re making them.
Follow the system it works!
Get your Staff to work as a Team. Making sales is never a solo effort. Working as a team to serve the customer in the best way possible.
Surprise your Prospects so they’ll talk about you.
Treat every Prospect as though he or she was the Most Important Person in your life.
Treat Others the way You want to be Treated.
Satisfy Customer Complaints in less than 24 hours. Positive recovery leads to added sales and a great reputation.
Don’t blame Others when the fault is Yours. Take full responsibility for your actions and do so promptly. Then go to work on a recovery plan.
Understand that Hard Work makes Luck.
Find Your Success Formula through Numbers. Determine your own numbers for success… how many leads, calls, appointments, presentations, and follow-ups does it take to get to the sale. Then follow the formula.
Harness the Power of Persistence.
Develop and Practice Networking Skills – the most powerful business tool.
Spend more than 10 hours a month networking. The only way to get results is to be in the loop.
Develop your A4B 30-second “Personal Commercial”.
Take advantage of every second of your time. Once time has passed… it’s gone!
Evaluate yourself every month in terms of your presentation, your sales and personal goal achievement, your education, and your attitude.
Do it down to the last detail. Go the extra yard at all times… for you, for the customer, for your company.
Learn to make effective decisions. This means taking risks. Don’t be afraid to be wrong – fear inhibits growth.
Make it easy for anyone to do business with you. Fill out the forms yourself.
Do something “non-business” with a customer. A meal, sports event or theatre tickets help turn customers into friends – and people buy from friends.
Help others get business. This powerful relationship-builder puts them in an implied position of obligation.
Don’t force the sale. It usually turns out to be a big hassle.
Keep physically fit. It improves your performance by 20 percent.
Get unsolicited referrals on a regular basis. Ask yourself, “Have I done what it takes so this person will refer me to someone else?”
Do it passionately. Give the best effort you can – every time, every day.
Be memorable in a creative, positive, and professional way. What will they say about you when you leave? You are responsible for the memory you leave behind.
Don’t be a “Nosey Parker.” Before you interfere with everyone else’s problems, solve your own. In other words, “butt out!”
Become great at everything you do. Be known as the best.
Speak in public. It will improve your presentation skills and position you as an expert. Join an organisation such as Apex, Lions or Toastmasters. It will also improve your confidence.
Get involved in your community. Give back a portion of what you receive.
Find mentors and use them. If you have the desire to succeed, others will help you. Just ask.
Hang around successful people. It’s the best way to be successful yourself. At the same time, avoid people who are not successful.
Realise the biggest obstacle to your success, is YOU?
Always be on the lookout for opportunity. Don’t overlook it.
Always deliver more than your customers expect… the day before it’s due.
Rule 87 is one of the most important: Have fun and be passionate about what you are doing! A passionate, zestful approach is contagious… it results in time passing faster, it results in sales, it results in tremendous personal satisfaction.
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