Bloggy Business Today

There is one thing that seems generally true during period of economic difficulties and the belief that things are really bad.   Successful salespeople believe otherwise.  They have done and are doing activities during slow periods to maintain and even improve their sales. Read the rest of this entry »

A survey was conducted among hundreds of top performing salespeople from different areas and industry.  As a result, here are some of the best ways to get and keep new customers: Read the rest of this entry »

Among the headaches that most Chin Chin sales personnel encounter is to have a product like the Black Gulaman and Power Bits Sports Drink, properly placed in retailers and outlets where consumers buy the item. In most cases, the system that most of these retailers follow, sometimes too strict that the waiting time experienced is actually equivalent to opportunity lost. The time for the needed exposure for the said product usually the investment time that passes, most of the time contributing and providing losses on the part of organizations that want the ball rolling continuously as much as possible.

Ideally, requirements are always asked here and there, and unless these requirements are submitted, then products are placed on hold and will need to complete these requirements to be approved. The proper presentation is crucial as well.

Effective communication, proper feel and understanding on the part of the salesperson like that of the Chin Chin Black Gulaman and Powerbits Sports Drink, will more or less help in convincing people on whether the a product or service is as good as it is. The sales people are the representatives of the company and they more or less project a company towards their clients. A poor representation of the company in most cases will not be given much attention and unless support, such as grooming, presentation materials, sampling and proper diction is done, a company will never get off its feet.

To influence a prospective customer to buy a product or service, the salesperson must first possess the following qualities:

• Innovative. Have the ability to build and give a clear and mental picture of the benefits that the prospective customer can get from the use of a product or service.
• Knowledgeable. Have thorough knowledge about the product or service in order to give advice to the prospective customer intelligently.
• Determined/Persistent.  Have determination and drive to get ahead through hard work that will enable him to achieve goals and objectives.
• Pleasant personality and with positive attitude.  Remain pleasant and continue having positive attitude about selling as a profession.

In addition to the aforementioned qualities, the following principles in salesmanship can be applied:

1.)    Prospecting. Identify potential customers for the production or service to be offered.  The sources for prospects are plenty, these are friends, referrals, business associations, active   customers, old or inactive customers, from directories, computerized data base and others.

2.)    Preparing.   After acquiring list of prospects, be ready to meet the customers.  Make sure that all important paraphernalia are available and properly arranged in the sales kit, if there is any.

3.)    Approaching. Capture the attention by stimulating the interest of the prospective customer.  Pleasantry can amplify the sales approach by making the customer comfortable, alert and keep his attention.

4.)    Determining the customer’s wants and need.  This can be done by listening attentively to the customer to be able to determine exactly what he wants.  Also, by asking leading questions that will help identify the kind of product or service “tailored fit” to the customer’s need.

5.)    Actual offering of the product/service. The salesperson must be adequately prepared, the sales presentation should be perfect, discuss all information the customer wants to know about the proposal which should be clear that can win the prospect’s confidence.

6.)    Responding to queries and objections.  A salesperson must consider objections as well-intentioned indications that the prospect is venturing to resource various questions as he moves toward deciding to buy.

How to respond when a salesperson encounters objections:

• When the customer is not quite convinced that the value justifies the price asked – Increase its value.
• When the customer complains on the quality or feature he is not clear about the concerns he raises – Provide relevant facts.
• When the customer has had unpleasant experience which causes objections – Reassure the customer about the best features and benefits.
• When the customer cannot decide – Suggest the advantage of buying now but avoid pressuring the customer.

7.)    Closing the sale.  Technique in closing a sale should be done effectively and with style. It may be done by asking a definite question requiring a “yes” decision or assume that a decision has been reached and proceed as if verbal acceptance has been given.

Build customer goodwill and profitable business relation by either sending thank you note or make a phone call to customer for doing business.

A survey was conducted among hundreds of top performing salespeople from different areas and industry.  As a result, here are some of the best ways to get and keep new customers:

• Thorough knowledge of the job and keep up with commitment when something has to be done.  A salesperson must know his basic functions and products.  Provide prompt solution to customer problem.
• Sell the product/s based on customers’ need, satisfaction and value not on price consideration.  A lot of customers buy products based on benefits they get and not primarily on its price.
• Always say “thank you” after booking the orders.  Thankfulness is a gesture that can motivate the buyer’s sensibilities to reorder from a grateful salesperson.
• Should there be unavoidable delays in delivery, the customers must be informed properly but give guarantee on immediate action or feedback.  Every disappointed customer can be a loss in business.
• Learn to know more about the customer.  Any relevant information will be a big help in identifying other needs that may result to expanded business deals.
• Be ready to be a good listener and a good conversationalist by focusing on the interest of the customer for the products or services needed.
• Determine the decision maker and make necessary arrangement for presentation of the business proposal. This will shorten the negotiation process and closing of sale.
• Avoid expressing negative comments about competitors. Instead, focus on the products and be able to compare intelligently its features and benefits.

Happy customers could mean more business, more profits and a lot of monetary benefits and recognition to the sales person.