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10 Lessons for Every "Shoestring" Entrepreneur
Starting a business requires adequate capital. However, many entrepreneurs are finding that capital alone is not a guarantee for success. Some businesses start out with millions in the coffers, yet end up in the dumps. While a few businesses...
A Real CRM Strategy or Just Tracking Customers?
An increasing number of companies claim to have adopted the principles of Customer Relationship Management (CRM), but in many cases they are simply paying lip service to what has become one of the latest ‘buzzwords’ Carried out correctly, CRM is an...
Don't Shoot the Sales Team
Revenue is down. Sales are slowing. The CEO looks up from the business plan and realizes that the company won’t meet analysts’ expectations. Focusing on the organization’s sales leader, the stage is set for sacrificing a scapegoat.
Upon who...
PPC Management: When To Give Up On A Loser
Pay per click (PPC) advertising can be a dream come true. You can get traffic almost immediately from some PPC search engines. And it can be mighty cheap too. Next to joint ventures, PPC search engines have been responsible for most of my online...
The Millionaire's Favorite Author
YOU WON'T FIND W.G. HILL ON ANY BEST SELLER LISTS, BUT IT'S HARD TO FIND A MILLIONAIRE WHO HASN'T READ MOST OF HIS $100 "SPECIAL REPORTS".
Hill's Low Profile -- The name W.G. Hill isn't bandied around much in the book-publishing world. No...
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Sales Success – The 5 steps
It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.
Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results…
Step 1: Goals
Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.
First aim to improve your last years’ income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.
Step 2: Prospecting
The level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.
Put a system in place to regularly find new customers from referrals, past customers etc.
Build up your database of loyal customers that you can sell time after time.
Step 3: Qualifying
Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with
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unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.
Step 4: The Sales Process
The key to a successful sale is the ability to build rapport and trust with each customer.
Meet, greet and build rapport, settle them on a model, garment or product to demonstrate.
All the time check by asking trial-closing questions then asks for their business.
Remember to sell the benefits of your product speaking in their own linguistic modality. For example talking to an auditory person about a car engine you would say.
“Listen to that engine, doesn’t it sound great?”… Or to a visual person your could say, “You see how smooth that engine is”…
Step 5: Follow up
This is the first step to the next sale to your customer or to obtaining referrals from them… First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals… All you have to do is ask
Remember… Do what you most fear to do, and you will have the results you most want to have…
About the Author
Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation
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