Sales: Cardinal Rules of Selling
Recently I was reading an article about sales sins. Since I like to work in a positive manner as much as possible, here are a few helpful pointers about sales that we must keep in mind when we are in the marketplace:
- Listen between the lines – instead of running your mouth, try to figure out what your prospect or client is implying in their conversation with you.
- Sell benefits and value proposition from the customer prospective –look at the need of the client. You must ask yourself, what benefits will he experience and what is the value proposition in the eyes of the client…not your eyes.
- Be proactive in your sales process – always ask for the order.
- Make sure you are talking to a prospect and not a suspect – If you have done your homework, you will know:
- Who the final decision maker is
- What products and services to present
- How you are going to present the recommendations and justifications that fit the prospects needs.
- Create client advocates – an advocate is someone who will promote, talk about, recommend you to others. In Carl Sewell’s book, “Customers for Life” he talks about under promising and over delivering is just one way to create those life-long advocates.
“Getting ‘THE EDGE’ over Your Competition!!!”
Peggy P. Edge © 2014
Sales: Face-to-face interaction
“Rapport is not developed over the telephone. Face-to-face interaction develops long-term business relationships.” Byrd Baggett.
In sales, building and developing long-term relationships are critical to growing your business. Consequently this statement about face-to-face interaction by Baggett back in 1997 is still so very relevant today to your success not only in sales but also in life.
With everyone using electronic devices to communicate these days, our society is becoming a group of people who do not know how to carry on an intelligent conversation with another person.
In an article by Virginia Acacio, “The Benefits of Face-to-Face Communications” she talks about the fact that when we communicate directly with one another, issues get handled and decisions made much faster than trying to exchange a multitude of emails or texts. There are some things that simply can’t be relayed accurately, accomplished over the telephone or through an email or text.
Further, Acacio, discusses the merits of being able to determine the non-verbal communication that goes on when you are face-to-face. Obviously you can’t discern much of anything unless you get in front of a client or prospect. “It’s said that over 90% of how we communicate is through nonverbal cues like gestures and facial expressions.”
Recently a friend of mine was talking about her pre-teen son who had a friend over to their home for a visit. They were both sitting on the sofa texting to each other! I was absolutely amazed at this behavior.
What can we do to turn this around?
We have a responsibility to teach our young people to put down their electronic devices and engage one-on-one with one another. We must teach them that being face-to-face, carrying on a conversation is still the most effective way to build and develop strong relationships.
Peggy P. Edge (c) 2014
Excerpts taken from: “The Pocket Power Book of Performance” by Byrd Baggett ; Article by Virginia Acacio, “The Benefits of Face-to-Face Communication” (http://bluejeans.com/blog/benefits-face-to-face-meetings)
Business Networking: What is it exactly?
What exactly does the term Business Networking mean? Over the many years that I’ve been involved in a B2B networking organization, I have been able to narrow the definition down to 5 Key pointers:
–It is: Being Passionate about Giving First.
–It is: Building and Developing Synergy Partners.
–It is: Sharing your expertise and talents.
–It is: Being a resource and connector of people.
–It is: You’re EDGE over your Competition!
When you can incorporate and accomplish all of these elements in your sales activities, you will not have to cold call again. For 15 years that I have owned my packaging company, I have worked strictly off of referrals.
Networking is not about selling at all. It is about making connections and developing those relationships so that you create your own sales advocates in the marketplace.
Peggy P. Edge (c) 2014
