Miscommunication is often the result when people say one thing and yet mean another. It is critical that we clearly articulate what we really mean. It is hard enough in the communication process to ensure that the message sent is the one received. If the message sent is further complicated by a lack of clarity and a failure to state the real message, there is almost no chance of the intended meaning being received. Since people dislike communicating bad news, they often beat around the bush and the intended message is not received.
Always remember who you are talking to. Communication must be audience-appropriate to be effective. Using technical terms and jargon is okay with people in your trade or profession, but not always with customers or the general public. Check for understanding. Don’t just take it for granted your audience gets your message. Find out. Ask questions. Solicit feedback. Study audience reactions. Remember, if your listeners look confused, they probably are. Never assume understanding. Make sure it happens.
Bonding is a term that psychologists use to describe the change that takes place when a mother first touches her newborn baby. A bond develops between the two that never goes away. If you can learn how to bond with your customers, you will be a far more successful salesperson.
Creating and maintaining customers’ bonding is not an easy task, however a possible task. One of the classical approaches that salespeople used over the years is ability to move a conversation from business-related to personal-related. This is based upon the concept that it is easier to sell to a friend than a total stranger.
The secret to capture your customers attention is to stand tall and don’t hide from addressing the “value” question. The value question is on the mind of every customer. Whether the question is stated as “What are your discounts?”, “What specials are you offering?” or “I know those are the list prices but what can you do for me”, the underlying theme is all the same: sell me on why this is the best value in the market. Your answer should show confidence and your willingness to quantify your product value.
If you still follow traditional way of selling, most probably you are currently left behind by your competitors. The world has changed and so do needs of your customers. You need to apply contemporary way of selling to be on top and ahead of your competitors. Today, your sales process must be based upon “trust”. Hard selling is the thing of the past, so gear up towards fulfilling inner needs of your customers.
Work on increasing your products perceived value. Identify underlying reasons why your customers are willing to pay premium price for your products. Let your customers compare your products based upon value delivered and not price differences. Build the trust of your products in your customers’ mind and fine-tune it endlessly. Continue to work on differentiating yourself from your competitors and continue to learn new approaches towards selling.
With globalization, selling has becomes competitive, with buyers loaded with greater choices where products or services can no longer be easily distinguished. Buyers see it as commodity rather than specialized products or services. Hence, to sell successfully in today’s competitive market environment, you have 2 choices to differentiate from your competitors.
First, differentiate in terms of lower price. This is the easy and common route that many salespeople adopted, however it only leads to lower profits. Price war is a thing of the past. If you are still practicing it, chances are you will be out of business very soon. Second, differentiate in terms of the value you provide to buyers. This is much harder and more challenging for salespeople, however it’s rewarding. You will enjoy higher profits. You will attract higher potential buyers. You will enjoy your selling job.
The most common mistake that salespeople made is to push and manipulate their customers to make buying decision based upon their needs and not needs of their customers. Understanding the needs of your customers is more important than making countless numbers of sales visits. Hence, you must learn the tools and techniques of how to profile your customers and their buying needs. Always remember, people buy when they are ready to buy, not when you need to sell.
To sell effectively to your customers require you to sharpen your persuasive skills. It is simply because you need to persuade them to believe in your products perceived value. On one hand, you will try very hard to persuade them to buy your products whereas on the other hand, they will try equally hard to make you believe that they can’t afford it, do not need it or can get it for a better bargain somewhere else. So, will you end up as the persuader or the persuadee?
Hence, to sell effectively in competitive and price-conscious marketplace, you need to stay a top-notch salesperson to capture bigger market share than your competitors. Presenting to your customers may not be an issue at all; however closing the deal will always be a great challenge. Therefore, to close a deal, you need to get them to feel that they gain value-added solutions from purchase of your products. You have to sell your products benefits and not features. Always remember, benefits sell and features tell.
The 5 Vital Elements of Top Salespeople.
Character #1 – Results Focused
One of best things about being a salesperson is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you.
Character #2 – Courageous
We all experience fear at one time or another. Great salespeople are courageous in that they are able to act and move forward even in the presence of their own fears. Fear is the reaction we have when you know that you need to do something that you are not prepared for.
Character #3 – High Energy
The true top-performers got that way by working long and hard to beat out their competition while the other guys were enjoying themselves on the golf course. In short, you must be able to do “Whatever It Takes” to get to the top.
Character #4 – Knows People
The ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible people can adapt and establish rapport with others from a multitude of backgrounds and cultures.
Character #5 – Committed To Growth
Great salespeople got that way by always looking for a better way. They are always improving their approach, their techniques and their attitude. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can use.
FGJ
2 September, 2010.
Always remember who you are talking to. Communication must be audience-appropriate to be effective. Using technical terms and jargon is okay with people in your trade or profession, but not always with customers or the general public. Check for understanding. Don’t just take it for granted your audience gets your message. Find out. Ask questions. Solicit feedback. Study audience reactions. Remember, if your listeners look confused, they probably are. Never assume understanding. Make sure it happens.
Bonding is a term that psychologists use to describe the change that takes place when a mother first touches her newborn baby. A bond develops between the two that never goes away. If you can learn how to bond with your customers, you will be a far more successful salesperson.
Creating and maintaining customers’ bonding is not an easy task, however a possible task. One of the classical approaches that salespeople used over the years is ability to move a conversation from business-related to personal-related. This is based upon the concept that it is easier to sell to a friend than a total stranger.
The secret to capture your customers attention is to stand tall and don’t hide from addressing the “value” question. The value question is on the mind of every customer. Whether the question is stated as “What are your discounts?”, “What specials are you offering?” or “I know those are the list prices but what can you do for me”, the underlying theme is all the same: sell me on why this is the best value in the market. Your answer should show confidence and your willingness to quantify your product value.
If you still follow traditional way of selling, most probably you are currently left behind by your competitors. The world has changed and so do needs of your customers. You need to apply contemporary way of selling to be on top and ahead of your competitors. Today, your sales process must be based upon “trust”. Hard selling is the thing of the past, so gear up towards fulfilling inner needs of your customers.
Work on increasing your products perceived value. Identify underlying reasons why your customers are willing to pay premium price for your products. Let your customers compare your products based upon value delivered and not price differences. Build the trust of your products in your customers’ mind and fine-tune it endlessly. Continue to work on differentiating yourself from your competitors and continue to learn new approaches towards selling.
With globalization, selling has becomes competitive, with buyers loaded with greater choices where products or services can no longer be easily distinguished. Buyers see it as commodity rather than specialized products or services. Hence, to sell successfully in today’s competitive market environment, you have 2 choices to differentiate from your competitors.
First, differentiate in terms of lower price. This is the easy and common route that many salespeople adopted, however it only leads to lower profits. Price war is a thing of the past. If you are still practicing it, chances are you will be out of business very soon. Second, differentiate in terms of the value you provide to buyers. This is much harder and more challenging for salespeople, however it’s rewarding. You will enjoy higher profits. You will attract higher potential buyers. You will enjoy your selling job.
The most common mistake that salespeople made is to push and manipulate their customers to make buying decision based upon their needs and not needs of their customers. Understanding the needs of your customers is more important than making countless numbers of sales visits. Hence, you must learn the tools and techniques of how to profile your customers and their buying needs. Always remember, people buy when they are ready to buy, not when you need to sell.
To sell effectively to your customers require you to sharpen your persuasive skills. It is simply because you need to persuade them to believe in your products perceived value. On one hand, you will try very hard to persuade them to buy your products whereas on the other hand, they will try equally hard to make you believe that they can’t afford it, do not need it or can get it for a better bargain somewhere else. So, will you end up as the persuader or the persuadee?
Hence, to sell effectively in competitive and price-conscious marketplace, you need to stay a top-notch salesperson to capture bigger market share than your competitors. Presenting to your customers may not be an issue at all; however closing the deal will always be a great challenge. Therefore, to close a deal, you need to get them to feel that they gain value-added solutions from purchase of your products. You have to sell your products benefits and not features. Always remember, benefits sell and features tell.
The 5 Vital Elements of Top Salespeople.
Character #1 – Results Focused
One of best things about being a salesperson is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you.
Character #2 – Courageous
We all experience fear at one time or another. Great salespeople are courageous in that they are able to act and move forward even in the presence of their own fears. Fear is the reaction we have when you know that you need to do something that you are not prepared for.
Character #3 – High Energy
The true top-performers got that way by working long and hard to beat out their competition while the other guys were enjoying themselves on the golf course. In short, you must be able to do “Whatever It Takes” to get to the top.
Character #4 – Knows People
The ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible people can adapt and establish rapport with others from a multitude of backgrounds and cultures.
Character #5 – Committed To Growth
Great salespeople got that way by always looking for a better way. They are always improving their approach, their techniques and their attitude. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can use.
FGJ
2 September, 2010.
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