7 tips to sell with less effort
Many people think that selling requires a lot of effort. The reality is that it is easy to waste time on the sale, and it is easy to do, much harder than it should be. There are in fact simple tips you can apply, will not only save you a lot of work but also speed up your sales cycle. Here are just seven of these tips.
Tip # 1: Not as a seller
The moment you start talking like a salesman or your perspective is barriers. They will think that you are trying to sell them something, and the automatic and natural response is to defend themselves against being sold. Once a prospect is on the barriers to the sale of them requires much more effort on your part, and it is also much more difficult than need be.
Tip # 2: Sell only to those who buy them
sell only to those who buy it It sounds so obvious, I know, but if you want to buy to your list of prospects, how many can you say? Do you have them, and the possibility to filter or your qualifications? Do you have a formal, written, filter or qualification process, the e-mail address to me directly off? If you answered "No" to any of these questions, chances are that you are wasting a lot of trouble selling to people who are not for sale.
Tip # 3: diagnosis and then prescribe
Suppose you went to see your doctor and the moment you walked in the door they hand you a prescription - to declare before you even had a chance to know what was going on with you. Even if the prescription was exactly what we needed, would you trust the doctor and the prescription? is often spoken in the sale of prescription (solution) before understanding the problem to be solved. From this perspective the results automatically resist the prescription - no matter how "perfect" it is for them. The solution is simple: diagnose and then prescribe. Do this and watch how your sales process to help a lot.
Tip # 4: Have to sell the outlook
Remember to concentrate on selling your products and services to your prospects. Instead, discussions and questions have to understand their problems, the specific impact of these problems and the specific value they receive from the solution of these problems. As a result of to make this kind of talk and the right questions, of course, your chances of selling itself. This approach requires much less effort on your part, and increases your chances of success.
Tip # 5: Crafting a solution together
In the sales process when you step on the formulation of the solution, the tendency is to do this and then in the insulation, go back and present it to your prospect. If you want to sell, with less effort and increase your sales success, working with your views on the solution together craft. If your prospect involved in the formulation of the solution, they are naturally the possession of it, and it will create minimal resistance to the final solution, that it helped.
Tip 6: Be trustworthy
If your prospect does not trust you, they will always ask for a variety of information to back up what you say, and they are constantly Substantive objections are raised. They will feel they need to get everything for themselves, because they can not trust what you say. Also it makes no assumptions about you, your company or your products and services. Conversely, if they trust that you will be just the opposite. So if you want to speed up the sale and have a lot less effort, which are trusted. Be your word, which are open, honest and have the best prospects to your interests at heart.
Tip # 7 Increase the value of the sale
If a prospect has decided to buy from you, ways to increase the value of the first sale with a "if / then" scenario. For example: "If you commit to two years maintenance contract at the same time as you buy this software, I will also be an additional module." This is a very powerful technique, and I have personally used it to a U.S. $ 5000000 for sale in a U.S. $ 10000000 Sale with very little effort. This is also very effective for obtaining large commitments from your current satisfied customers.
I suggest you focus on the implementation of the above tips in this week and then next week will focus on another, and so on. I have a hunch you will see quite a change in the relationship you have with your customers and prospects throughout the sales process and requires much less effort on your part. Try it and see.
(C) 2007, Tessa Stowe, Sales Conversation. Wish to use this book in your e-zine or website? Yes you can, if you all live links and this copyright line and below.
Tip # 1: Not as a seller
The moment you start talking like a salesman or your perspective is barriers. They will think that you are trying to sell them something, and the automatic and natural response is to defend themselves against being sold. Once a prospect is on the barriers to the sale of them requires much more effort on your part, and it is also much more difficult than need be.
Tip # 2: Sell only to those who buy them
sell only to those who buy it It sounds so obvious, I know, but if you want to buy to your list of prospects, how many can you say? Do you have them, and the possibility to filter or your qualifications? Do you have a formal, written, filter or qualification process, the e-mail address to me directly off? If you answered "No" to any of these questions, chances are that you are wasting a lot of trouble selling to people who are not for sale.
Tip # 3: diagnosis and then prescribe
Suppose you went to see your doctor and the moment you walked in the door they hand you a prescription - to declare before you even had a chance to know what was going on with you. Even if the prescription was exactly what we needed, would you trust the doctor and the prescription? is often spoken in the sale of prescription (solution) before understanding the problem to be solved. From this perspective the results automatically resist the prescription - no matter how "perfect" it is for them. The solution is simple: diagnose and then prescribe. Do this and watch how your sales process to help a lot.
Tip # 4: Have to sell the outlook
Remember to concentrate on selling your products and services to your prospects. Instead, discussions and questions have to understand their problems, the specific impact of these problems and the specific value they receive from the solution of these problems. As a result of to make this kind of talk and the right questions, of course, your chances of selling itself. This approach requires much less effort on your part, and increases your chances of success.
Tip # 5: Crafting a solution together
In the sales process when you step on the formulation of the solution, the tendency is to do this and then in the insulation, go back and present it to your prospect. If you want to sell, with less effort and increase your sales success, working with your views on the solution together craft. If your prospect involved in the formulation of the solution, they are naturally the possession of it, and it will create minimal resistance to the final solution, that it helped.
Tip 6: Be trustworthy
If your prospect does not trust you, they will always ask for a variety of information to back up what you say, and they are constantly Substantive objections are raised. They will feel they need to get everything for themselves, because they can not trust what you say. Also it makes no assumptions about you, your company or your products and services. Conversely, if they trust that you will be just the opposite. So if you want to speed up the sale and have a lot less effort, which are trusted. Be your word, which are open, honest and have the best prospects to your interests at heart.
Tip # 7 Increase the value of the sale
If a prospect has decided to buy from you, ways to increase the value of the first sale with a "if / then" scenario. For example: "If you commit to two years maintenance contract at the same time as you buy this software, I will also be an additional module." This is a very powerful technique, and I have personally used it to a U.S. $ 5000000 for sale in a U.S. $ 10000000 Sale with very little effort. This is also very effective for obtaining large commitments from your current satisfied customers.
I suggest you focus on the implementation of the above tips in this week and then next week will focus on another, and so on. I have a hunch you will see quite a change in the relationship you have with your customers and prospects throughout the sales process and requires much less effort on your part. Try it and see.
(C) 2007, Tessa Stowe, Sales Conversation. Wish to use this book in your e-zine or website? Yes you can, if you all live links and this copyright line and below.
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