11 Great Sales Ideas For 2011
1.Prepare Yourself To Excel not just to Sell
1.Prepare Yourself To Excel not just to Sell.
Use a checklist to prepare your mind, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call.
2.Manage Your Sales Reputation.
Determine today how you want to be thought of tomorrow. Specify the reputation you want, and then work a plan to earn it piece by piece.
3.Improve Your Sales Skill, Not Just Your Product Knowledge.
Dont rely on product knowledge to make you more persuasive. Sharpen your skills in reading people, describing your offer in compelling ways and in asking for the order at the right time.
4.Know Your Competitive Advantage.
Study your company and your products and services in relation to what your competitors offer. Know where and how you stand out, and where you dont. Be prepared to discuss these comparisons at any moment.
5.Know What To Wonder About.
Know in advance what questions to ask by knowing what answers you need. Cultivate a strategic curiosity. Learn to be curious about the things that will advance your chance of making a sale.
6.Notice What Is Working.
Study yourself, your product or service and your company to know what is working now. Reinforce the actions and tools, which are generating results. Learn from your successes as well as your failures.
7.Target The People Who Are Your Best Prospects.
Best customers have patterns. Most will fit the same pattern, so prospect among those who fit the pattern. Calling on people with similar needs, circumstances, and interests makes you more likely to create another best customer.
8. Ask For Specific Referrals.
Tell people what your ideal customer or prospect looks like. Ask them who they know who fits this description. Then ask them to take a specific action to help you meet the prospect; a telephone introduction, a testimonial letter, arrange a luncheon or coffee shop meeting, etc.
9. Manage Tension During The Sales Process.
As tension rises, trust falls. Be aware of the ebb and flow of tension as the sale unfolds. Learn to reduce it when it gets in the way and to momentarily increase it to add urgency to the decision process.
10. Look Like Good News To Your Customer.
The way you are perceived by your customer determines how much resistance you will encounter as you sell. Learn to project a positive feeling among those you communicate with. Become a partner in problem solving, not a sales persuader.
11. Build A Selling Style That Uses Your Sales Strengths.
Use the combination of online communication, in person calls, telephone contacts, trade show attendance, and public speaking, which allows you to shine. Build a mix of activities to diminish your sales weaknesses and amplify your strengths.
by: Jim Cathcart
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