Don't Waste My Time!Get Boost Sales on boost-sales.net. Don't Waste My Time! topic will increase your understanding on Boost Sales. We at boost-sales.net only provide news, articles, information in Boost Sales. Boost Sales at boost-sales.net provides the most up to date news and articles. If you have questions please do not hesitate to contact us.
Time wasters come in every shape and form but they usually possess a few consistent characteristics - they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything. Most sales professionals know they are supposed to ask questions to learn about their customer's needs but I have learned that the majority of sales people tend to be more comfortable responding to questions rather than asking them. After reading one of my weekly sales tips a sales person emailed me (for the second or third time) and said he had been focusing on his needs rather than mine in his previous correspondence. His reply, 'Oh, it won't.' He had now just wasted almost 15 minutes of my time - valuable time that could have been used to work on one of the many projects on my de Article: Many participants in my programs ask how to deal with people who rise to be seeking information and nothing more. In many environments these individual's are named time wasters. Time wasters come in every shape and form but they usually possess a few consistent kind - they ask a continuing stream of questions, take up loads of our time, and seldom end up hire purchase anything. What is particularly interesting here and there these situations is that many time wasters don't set out to be that way. It is usually our fault that this happens since we don't control the sales process. And in many cases, we do over the time waster. Most sales professionals know they are supposed to ask questions to learn regarding their customer's needs but I have learned that the majority of sales people tend to be more relaxing responding to questions rather than petition them. Here is a simple fact…the person who asks the questions is the one in control of the sales process. I have conducted hundreds of sales training workshops in the last ten years and I consistently have people tell me they know the importance of interrogation questions. As the discussion continues I usually discover that they do in fact ask questions - adapted to they encounter objections or resistance from the trader or customer. But that means it's too late. Now it will be visible that you are trying to justify your product, service, price, etc. Sales people hear this, but it seldom sinks in. Here is a personal example. After reading one of my weekly sales tips a sales person emailed me (for the second or third time) and said he had been focusing on his needs rather than mine in his previous correspondence. He presented a couple of good points so I assenting to a telephone conversation. When we connected he immediately launched into a ten-minute monologue back and forth his convoy and its services. At this point it still wasn't absolute what he wanted from me so I asked. He went on to say that he wanted me to endorse his product to my clients and newsletter subscribers. I then stated that my target market is mostly specialty retailers and asked how his product would help them. His reply, 'Oh, it won't.' He had now just wasted bordering on 15 minutes of my time - valuable time that could have been used to work on one of the many projects on my desk. As a sales person, he had just resolve into a time waster. If he had asked one simple question in his email he could have saved us both time as long as he would have learned that our companies were not compatible. In not the same situation, I listened to a sales person pitch his product by reading PowerPoint slides. His slides discussed his company, their financial backing, their products, their clients, blah, blah, blah. Not once did he ask me what I wanted in a solution. Instead, he kept his respects focused on his agenda, once again, wasting my time by talking close by something that had no relevance to my situation or business. Professional selling means helping someone make an educated marketing decision. That means you need to determine how your product or service fits into their situation. I was once asked by an promotion sales rep what to do if the prospect's publication targeted a different demographic that the advertisers. My temporary expedient was simple, 'Move on.' In some cases, your product or service may not be needed by your prospect or may not fit into their plans. This means you move on to the next prospect. Don't waste their time and yours trying to reconfigure everything hoping something will work out. Virtually everyone I know is pressed for time. Respect that fact. Save your customers time by challenge a few well-thought out questions erstwhile you suggest a product or service. That way you won't grow a time waster. But, how do you control a customer who is a time waster? There are a couple of ways… First, ask a few high-quality questions early in the sales process to determine exactly what your customer is looking for and what their criteria are. One of these questions should be something that identifies the time-frame that your customer is working with. The second thing you can do, particularly if the other person has indicated that they aren't making a decision in the near future, is to direct them to your website or offer other printed materials for them to review. Third, ask them to make a purchase decision. This fetch is effective being as how the time waster will turn back uncomfortable and will often end the sales discussion himself. The fourth strategy is to drop them like a hot potato. Don't waste your time trying to correct them. Be pleasant, firm and direct. Tell them that you must take care of other customers and move on. You only have a perfectly sure number of hours of prime selling time in any given day. Don't waste your time selling to people who have no intention of ever buying. And, reel back wasting the time of your customers. © 2005 Kelley Robertson, All rights reserved Contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com Smart Bet Wizard. - How To Bet On Horses & Win Everytime! Cellulite No More! - New! Melt away cellulite in no time! Guaranteed results! Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 |
More Articles:1. Selling to the Sellers -- A Lesson in Feminine Wisdom Summary:Basically speaking, anyone you are trying to sell to, is also a seller themselves, or at least a want to be seller.So how do you sell to the seller?Well, I'm glad you asked.Method #1 -- The Wisdom of a WomanSellers are interested in buying those things that can help them become better sellers. In this manner, they are not really buyers, but 'investors' making a capital purchase which then allows them to immediately become sellers of what … 2. The Myth of Persistence Summary: The truth is that the very prospect who scorned you will likely become a qualified prospect at some time in the future. Newsletters, postcards, reports, information of value, audio tapes, video tapes and other items that help them to do what they do even better are some great ways to stay in front of prospects in positive, productive and powerful ways.The real secret is to give prospects a chance to respond to your varied offers. Be sure… 3. One Short Story, Three Very Important Lessons Summary:I buy a lot of books online. If you sell anything online that hasto be shipped, pay close attention here...'Shipping And Handling Charges Deter 63 Percent Of Consumers>From Buying Online...''...Survey reveals that 73 percent of consumers evaluate thetotal price of products, including S&H, before making an onlinepurchase.''...Companies that are profiting on S&H run the risk ofincreasing distrust among consumers.''New research indicates tha… 4. Sell With KISS, As In "Keep It Simple, Stupid" By Stan Rosenzweig Summary: These are all KISS names that don't require you to think too much to figure out what the products are about.If your product or service is not already a household word in your vertical niche market, rather than rely on words like fast and easy, what you really need to convey is a word that you can brand that tells it all.Which brings us to your message. Here's are four steps for simplifying your marketing message and defining your market … |