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For instance, there have been times where clients have asked me, 'Do you think a press release would be effective?' In many of these cases, the answer is 'Yes' and I will tell them so. However, there are also cases where a press release WASN'T appropriate, and even though it meant losing the sale, I made sure to let them know that they wouldn't get the results they were looking for and that I wouldn't recommend it. Of course, you have to remember to add the equivalent of a 'but I'll find out' statement. Article: then entering the world of marketing, I spent many years as a college instructor. One of the most important lessons that I ever learned most teaching was the fact that saying 'I don't know' as a response to a student question wasn't necessarily a BAD thing -- in fact, the truthfulness of the action did more to mould my credibility with my students than any lame, improvised, off-the- cuff re-echo could. Of course, I also realized that you have to follow up that 'I don't know' with a firm 'but I'll find out for you.' In other words, when I didn't know the exact answer, I would make sure to do my research to see what I COULD offer the student in the form of an answer. I sense this principle also holds true for sales. As a salesperson, you have to remember that you are selling YOURSELF as much as you are selling a PRODUCT, especially if you are looking for any kind of return sales or long-term relationships with your customers. That means that you should be truthful with your clients and customers, even if means that you might not make the immediate sale. For instance, there have been times where clients have asked me, 'Do you think a press release would be effective?' In many of these cases, the undo is 'Yes' and I will tell them so. However, there are also cases where a press release WASN'T appropriate, and even though it meant losing the sale, I made sure to let them know that they wouldn't get the results they were looking for and that I wouldn't recommend it. Of course, you have to remember to add the equivalent of a 'but I'll find out' statement. In the case of sales, this is usually in the form of 'but here is something else that I think WOULD work for you.' Just make sure that you are body truthful here as well -- otherwise you're doing nothing more than bait-and- switch! My point here is simple: Show the customers that you are interested in making sure they are satisfied, rather than just being interested in the sale. The result? Your customers will be grateful for new told the truth, and even though they might not buy NOW, they know who to go to when they have of sorts project that needs to be done. You'll probably get some good word-of-mouth publicity too! It may seem counter-productive, but knowing when NOT to sell to your customer can be a great way to create an image that will eventually lead to MORE sales. If you are in your contract for the long run, creating a reputation for honesty, caring, and personal alertness will do more than any 'hard sell' could ever achieve.
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More Articles:1. 6 Steps to Closing the Sale Summary: You can close the sale at any time. I have seen many salespeople with a prospect who is ready to buy, money in hand, waving it in the air, however, the salesperson stops them and says wait, I haven't finished my presentation yet, let me tell you how great I am. They've been taught to go through all the steps so they keep talking and many times talk themselves out of a sale. At any point during the sales process the prospect is ready to b… 2. How to Build A Steady Stream of Customers--Step One By Al Hanzal Summary: The success of a small business depends upon a steady stream of good customers. To build that stream of customer a business owner must examine five critical points in their business operations. Other things can be less than perfect with your business, but without a steady stream of good customers, your business will eventually die.If you worry about getting more customers to your business, you are not alone. (As a small business owner… 3. What Is Direct Sales? By Don Hayes Summary: Here are a few reasons why consumers enjoy buying from Direct Sales Representatives:Direct sellers can arrange their calls to fit the consumer's busy schedule and can deliver their purchases directly to them.Direct salespeople are knowledgeable about their products and take the time to personally demonstrate and explain their products to the consumer.Since the products are going directly from the source to the consumer with only the Dire… 4. If I Wanted To Sell For A Living, I Would Of Majored In It In College By Jerry Hocutt Summary: anybody can do it.' It's for the money.' It looks like fun and you get a lot of time off.' I like people.These people don't understand what selling is all about and will not make it in sales.What do people who are not in sales think about salespeople? (Could it be because professors are theorists and don't have a clue about selling?) After all, marketing is at least respectable and you don't have to get your hands dirty.A friend once t… |