BizAssist.co.za is proud to present the 99 Sales Tip Archive brought to you by The Little Red Book of Sales Answers written by Jeffrey Gitomer. New sales tips are added every Tuesday and Thursday and with a total of 99 great sales tips to assist your small business in achieving sales, we hope to see you returning to the archive regularly.
The BEST way to get information to a prospect is to make the information a “must read” once it is in the door. Bring them an idea that helps them build their business.
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The gatekeeper, a person everyone in sales needs to “get past” in order to enter a company and potentially find a decision maker, is one of the biggest barriers in sales. And the reason is, salespeople think they are smarter than the gatekeeper – when actually the reverse is true.
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The best, fastest, and most accurate way of getting information on a customer is on the Internet.
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Instead of using traditional methods, here is 1 method that is sure to get you a meeting with the CEO.
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Too often salespeople start too low and have to beg their way, or worm their way, up the ladder. Never start at the lower level person.
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How many times have you made an appointment with a customer or prospect, only to arrive and be told that he or she is not available, or had something else come up?
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You must try and understand why they did it. determine whether it's a money lie or a business lie. But realise that all lies are bad. Some are just worse than others.
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The key to questioning lies in the ability to differentiate from those who have preceded you. What can you ask that none of the others have asked?
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The biggest cause of sales rejection in the mind of the salesperson is, “My price was too high.” It is also the easiest excuse for a buyer to give in order to make the salesperson go away.
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The last ten sales will show you the eleventh. Capture and repeat your success habits.
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Develop a strategy, develop an approach, and develop the ability to engage the other person in a way that grabs his/her interest. Build a structure and a strategy.
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Fear of loss is greater than desire to gain. People don't want to make mistakes, especially on a large purchase.
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There are certain questions a sales person should not be asking his prospects, and many struggle to get the sale when they ask one of these three questions.
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The best way to control a phone conversation is by asking the questions. The person who asks the questions will always be in control.
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Price objection always suggests the buyers interest; If a prospect asks you how much the product is, take it as your biggest buying signal.
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A stall is when a prospect says to you, “I want to think about it.” An objection is when a prospect says to you, “Your Price is too high,” or “We have a satisfactory supply.”
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You have probably had the same 10 objections since your career began. You know the objections your customer is going to throw at you – why not cover them in a presentation?
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