Posts Tagged sales
Common objections every salesperson must overcome
Buyers think that because you’re a salesperson, by nature, you’re a liar. It’s not their fault that they see you this way. It’s probably not your fault that they see you this way. I’m sure all of us have worked with people who will say anything and do anything to get a deal. As a result good people who would never lie to their wives or neighbors think its all right to lie to you. After all, you’re a salesman…if you lips are moving you must be lying. It’s a challenge that you’ll have to overcome.
As St. Francis directed; “Seek to understand, rather than be understood.” Follow this good advice, at least initially. You’ll separate yourself from the pack that only knows how to sell features and benefits. And by listening and asking the right questions; the prospect will teach you how to sell them.
You’ll have to uncover, discover and discard objections until the truth and the pain are revealed. Here are 9 objections that Brian Tracy believes you’ll need to be prepared to answer:
Posted by eBrand Media Research Department in Sales Discussions on December 22nd, 2010
Think you follow up on sales calls often enough? Probably not!
48 % of Sales People never follow up with a prospect
25% of Sales People make a second contact and stop
12% of Sales People only make three contacts and stop
Only 10% of Sales People make more than three contacts
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
Posted by eBrand Media Research Department in Strategy on September 30th, 2010
Seven Ways to Increase Revenues
To grow any enterprise, you must continually seek ways to turbo charge it’s engine. You must develop strategies that will drive sales to ever-higher levels while ensuring that your growth in revenues translates into higher cash flow and profits. Essentially there are seven ways to increase revenues. Mastering any one of the seven will produce significant results. Success in all seven will lead to dramatic growth.
Make More Sales
The first and perhaps most obvious way to increase revenues is simply to make more sales. Of course, one of the best ways to accomplish this objective is by expanding your customer base. If you own a restaurant, how can you attract more patrons? If your business supplies parts to OEM’s, what strategy will allow you to sell to a greater number of manufacturers? If you run a print shop, what steps can you take to bring more customers in the door? What new strategies will allow you to attract more customers?
Sell More Often to Existing Customers
In addition to expanding your customer base, you can also make more sales by selling more often to the same customer. Customer acquisition costs can be enormous. Once you have developed a customer, look for ways to increase the number of times you sell to him in any given period. In addition to increasing your sales revenues, such sales will also be more profitable.
Posted by eBrand Media Research Department in Growing a Business on August 25th, 2010
How Many Telemarketing Calls Does It Take to Initiate a Lead Gen Conversation? (More Than You Think)
SUMMARY: Marketers have so many fancy online options at their fingertips, they forget how useful (and successful) telemarketing can be for lead generation. So many don’t follow the right rules or give up too soon.
We have exclusive new data and strategies to help you to make the right calls in your next campaign. Includes:
-> How many attempts it takes to complete a conversation with a C-level executive
-> Nurturing a lead through the entire process
-> A sample voicemail message
Business-to-business telemarketing has survived every technology that’s come along in recent years. Even with the development of the Web, email and now Web 2.0 as marketing tools, the telephone still remains a crucial piece of a B-to-B lead generation strategy.
Why? Telemarketing works. Business prospects surveyed by eBrand Media earlier this year were surprisingly positive about the telemarketing experience:
o 53% said they added a technology vendor to their database for consideration after receiving a cold call
o 40% said they invited vendors to provide additional information by phone or electronically
It’s clear that prospects respond to a well-conducted telemarketing effort. But with so much pressure to try sexy new lead generation tools, some marketers might not be paying enough attention to this old-school tactic. “People are using telemarketing, so how can you make sure you’re doing it right?” asks Kathy Rizzo, VP Marketing, TeleNet Marketing Solutions. “What are some things you need to look at to make sure you’re not becoming complacent?”
To answer these questions, Rizzo and her team conducted a survey of 205 B-to-B marketers in Q4 2006-Q1 2007 and analyzed thousands of telemarketing campaign records in their database. Based on some key findings of this research, we have identified five tips to help you tweak your own telemarketing campaigns for maximum effectiveness:
Posted by eBrand Media Research Department in Marketing on November 6th, 2009
Sell more effectively: Listen! People will teach you the best way to sell to them.
By Brian Tracy
Everyone likes to buy, but no one wants to be sold. People don’t like to feel that they are the recipients or the victims of a sales presentation. Most customers are independent in their thinking, and they don’t like to think that they are being manipulated, pressured, or coerced into doing anything. They like to feel as though they are making up their own minds based on good information that has been presented to them.
Sales Helper
The best salesperson is perceived as a helper who assists prospects in getting what they want and need. Remember, it is the perception of the customers that, more than anything else determines how the customer behaves toward a salesperson. You must do everything possible to appear to be helping rather than selling.
Posted by Tom Polanski in Careers, Growing a Business on September 28th, 2009