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.
Salespeople hate rejection, so much so that they are only willing to take it once per sale. As soon as the customer says, “I'm not interested,” the salesperson quits.
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Salespeople spend hundreds of hours doing non-sales things and only minutes in front of decision makers. Reverse this and your sales won't double, they'll triple.
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If you asking that question to yourself, the answer should be: Me. But when asked that question, some people might hesitate.
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Invest as much as you can and more than you think you should. While advertising gives you brand recognition, and may build awareness, it does not build value in the mind of the potential customer. And, does little or nothing for your existing customers.
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You should already know that answer. Ask yourself this: How do I help my customer in the area of sales, profit, productivity, loyalty, morale, and other areas important to them?
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Loyalty begins after a sale has been made, and a product has been delivered.
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More than you could ever imagine. Do you have a hot prospect list? Sure you do. Do you think your competition has a hot list? Sure they do. You know who is on it? Your biggest customers.
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Want to get ahead? I'm going to give you the Realities and Strategies of Sales Success – your job is to make an implementation plan for each one.
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How much do you hate automated (computer) answering systems? Do you use automated answering systems?
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How important is friendly? To me, if there are 100 qualities of a successful customer service person or salesperson, friendly is in the top three, and may be the top one.
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The best way to win the sale is to first win the prospect. If you find common subjects or interests with a prospect, you can establish a business friendship. People are more likely to buy from a friend than a salesman.
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Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.” Your mother never told you to use the alternative of choice close or the sharp angle close on Johnny. She just said make friends. That may have been one of the most powerful sales lessons you ever got.
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Network where your customers go. It's likely you'll find more prospects there, just like them. And, your customers are right there to be testimonials for you.
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Often referred to as an elevator speech or a cocktail commercial, I named it a 30-second personal commercial because I felt you would understand it based on all the personal commercials that you've seen on television. Some of which grab your attention. Most of which make you grab you remote.
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The amount of time you spend networking should be in direct proportion to the number of relationships you want to enhance, and the number of customers you want to build relationships with.
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Many people go to networking events. Very few actually know how to network effectively. Below are some techniques and tools you can use to be a more effective, productive, and profitable networker.
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