Ten Top Sales Tips for Sales Success - Adrian Miller

Excellent sales tips from Adrian Miller. Don’t do the bulk of your business prospecting during prime business hours. Often the call that is placed at 8AM or 6PM will be received by a decision-maker that has more time to talk. And don’t under-estimate the value of leaving voice mail messages at night. These will be the very first messages that your prospect will hear in the morning, thereby increasing the odds of them placing a returned call. If you want to present products and services that are of value to the prospect and that meet their needs, you have to ASK questions. Ask the right questions and the prospect will tell you what they want and how they need to be sold. Too many sales reps launch into a conversation by discussing the features of their products and services. Features never sold anyone. The only thing that a prospect cares about is what these features will do for them. In other words, speak in terms of benefits and your prospect will be more pre-disposed to listening to your presentation. There’s no magic bullet. Prospecting takes time and if your sales pipeline isn’t always filled with prospects in various stages of being worked, then you are in for a future sales slump. Don’t underestimate the power of faxes. In these days of email, faxes have taken a back seat. Because of that, faxes get noticed. Carefully position faxes as part of your prospecting efforts. Follow-up and follow-through are keys to prospecting success. Just like gardening, if you don’t water the seeds, the garden will languish. And so it is with prospecting… if you don’t remain in contact, you will never break through. Give a prospect something for nothing. An article that would be of interest and value, information that you received online etc. and transferred to the prospect with a note "just thought you might be interested in this" indicates that you are thinking of them and wish to be a resource. Periodically tape-record a random sampling of your cold calls. Listen to the tape and assess your tone and voice. How did you sound? Would you want to speak with a person who sounds like you? What about your words? Were they clear and benefits oriented. Taping gives you the opportunity to self-correct your presentation. Pace yourself. Prospecting is a very time-consuming and arduous task. Allocate a specific amount of time each day (week?) and keep to the schedule. It is always easy to put something ahead of the prospecting activity but make an appointment with yourself and don’t break it. Last but definitely not least, maintain a good sense of humor. Make the prospect smile and you’re halfway there!

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12 Tips for Psychological Selling - Dean Rieck

1. People make decisions emotionally - what is the emotional hot button here?

2. People justify decisions with facts

3. People are egocentric - “What’s in it for me?” On a deeper level, the question might be “How does this give me feelings of personal worth?”

4. People look for value - You must demonstrate a value that seems to be equal to or greater than the asking price. The greater the value relative to the price, the more likely people are to buy.

5. People think in terms of people - Your copy, therefore, should feature people through names, personal pronouns, quotes, testimonials, stories, photos of satisfied customers, etc.

6. You can’t force people to do anything - This means your job is to show how what you’re offering meets your prospect’s needs.

7. People love to buy - Instead of “selling” to people, try to “help” them. Sell good products, make appealing offers, and treat people fairly. That’s a surefire formula for success.

8. People are naturally suspicious - so it’s usually best to back up all claims with evidence, such as testimonials, survey results, authoritative endorsements, test results, and scientific data.

9. People are always looking for something - At its simplest, writing good copy is a matter of showing people how a particular product, service, or cause fulfills one or more of their needs.

10. People buy “direct” because of convenience and exclusivity - That’s why it’s wise to emphasize the convenience and exclusivity of what you wish to sell.

11. People like to see it, hear it, touch it, taste it, or smell it before they buy it - Think about how people buy things in stores and ask yourself if there is some element of that sensory experience that is missing from your sales message.

12. Most people follow the crowd - This is why testimonials and case histories are so influential.

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Sentiasa bersedia membantu anda memulakan karier baru dalam unit trust/takaful, hubungi 019-985 5546 @ email nafandi@gmail.com