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  • Top ways to Improve Sales Techniques

    Like any self-improvement endeavor, working on growing your sales skills is an ongoing journey.

    Having spent years being both a salesman and a sales manager, I've been fortunate to have worked with many talented, hard working people. Recognizing both good habits and shortcomings has been an invaluable learning experience.

    Even if your sales team is delivering great results, it's still important to look for opportunities to coach and build on. None of us is perfect; we all have shortcomings and foibles, Here are five simple tips

    Five Simple Steps to Better Sales
    1
    Talk less; listen more.
    During the average customer interaction, most salespeople talk 80 percent or more of the time and let the prospect speak little. Usually salespeople start out with a long sales pitch about their own favorite products or current specials. That's a mistake, because the salesperson may not have the same favorite product as the customer, and the customer may not be interested in current specials. The first step to good salesmanship is to get the customer talking about what they want, when they need it and (most importantly) why they want it. This gets the customer involved and active in the sales practice and gives the salesperson important information for developing an effective pitch.

    2
    Ask open-ended questions.
    The trick to getting the customer to tell you more is, of course, to ask good questions. This is best accomplished with open-ended questions. By this we mean questions that cannot be answered with a "Yes" or "No." Open-ended questions not only generate useful information, but they also help the customer think his way through what he really wants to buy. "Can I help you today?" is an overused question in the retail world, for instance, and rarely generates any more information than, "No, I'm just looking." Try "Which of our products are you looking at today?" instead. This begins a conversation that provides a salesperson with important information.

    3
    Learn the "why."
    Why would the customer consider giving you her money? It's not just because she might want to buy one of your products or services. It's because that product or service will bring her something she wants. For instance, does she want a new car primarily to look stylish, to save money on gas or to carry the kids and their soccer gear? Does he want a new MP3 player to download music or to watch movies? These answers tell you how to structure your final sales pitch, but you can only obtain this kind of information by asking your prospect, "Why?"

    4
    Create a sales pitch based on what he's told you.
    After you've spent a bit of time asking questions, and after you've spent a bit more time listening intently to the answers, only then are you ready to deliver the sales pitch. Using information you've obtained from the customer to craft a personalized pitch is key to helping your customer believe you care about her needs and are looking out for her best interests. At this point, you're not so much a salesperson as you are a consultative partner, educating your customer and helping him come to the right decision. The pitch might start along the lines of, "So you say you're looking for a budget computer, suitable for kids to use, with Internet access but without a lot of bells and whistles you don't need to pay for. Am I understanding you fully? Great, then may I recommend...."

    5
    Be proud of what you're selling.
    By this point, you should have created a targeted message for your customer and shown her how a certain solution will meet all her needs. If you've done this properly, there's no need to look or sound awkward, uncertain or apologetic, even if your solution is a bit on the expensive side. You'll never see a salesperson for a high-end sports car apologize for its price, and you'll never see a high-end coffee shop blush to sell you a $7 cup of coffee. Why not? Because they truly believe their product is a good value for the price and the only way a customer can satisfy a certain need. Be confident about your product.
    Global B2B buy sell trade marketplace www.bytrade.com

  • #2
    Re: Top ways to Improve Sales Techniques

    Tanks for sharing with us , really appreciated!
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    • #3
      Re: Top ways to Improve Sales Techniques

      This sales improvement steps really help to us and that is right self-improvement needed for sale your product and you having confidence on your product and proud also.
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      • #4
        Re: Top ways to Improve Sales Techniques

        Thanks for giving us additional information on how to help us improve our sales but usually to improve sales must have to do with how we satisfies our customer.
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        • #5
          Re: Top ways to Improve Sales Techniques

          Hello Friends,

          People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer.

          Focus on the customer goes far beyond the words coming out of your mouth. Your focus directly affects your body language, your tone, and your message. These are three of the key factors that customers use to determine if they like you and if your product can solve their problem.

          Focusing on your customer means that you are actively listening and that you personally care about the customer. These things cannot be faked. You must truly want to listen and you must truly care about helping the customer. That is the only secret to closing the sale.

          Body language will show you are focused on your customer. Your customers detect your body language even if they are not aware of it. There is no ‘secret’ way to ensure that you have effective body language. When you are engaged in a conversation with a customer and you remain focused, it can be nothing but positive body language.

          The same is true for your tone of voice. If you are listening with the intent to understand, instead of listening with the intent to respond, then that amount of personal attention will reflect in the tone of your voice. The tone of your voice, like your body language, plays a role in how well someone receives your message.

          The content of your message will naturally be in-line with what the customer would like to hear if you focus on the customer and nothing else. When you are in-sync with the customer, then the customer will guide the conversation all the way to the commitment to buy.

          Here are eight ways to ensure you are focusing on your customer:

          1. Relax.

          2. Find out something personal about your customer.

          3. Call them by their first name often.

          4. Find out WHY they are interested in your product and refer back to that reason often.

          5. Listen to understand the meaning of what it is they are saying.


          Thanks
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          • #6
            Re: Top ways to Improve Sales Techniques

            thanks.The post is worth studing for me.
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            • #7
              Re: Top ways to Improve Sales Techniques

              "If they bring a knife to the fight, we bring a gun.”

              - President Obama
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              • #8
                Re: Top ways to Improve Sales Techniques

                Sales is very important in the business because with the good sales we can earn good profit. So I think this information about the sales technique is really very important and useful for sales.
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                • #9
                  Re: Top ways to Improve Sales Techniques

                  I've read books on sales technique.
                  There's so many good books in the library.
                  If someone is interested in this subject. You have to try to walk into the library.
                  There are a lot.
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                  • #10
                    Re: Top ways to Improve Sales Techniques

                    Originally posted by allanswagger View Post
                    Hello Friends,

                    People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer.

                    Focus on the customer goes far beyond the words coming out of your mouth. Your focus directly affects your body language, your tone, and your message. These are three of the key factors that customers use to determine if they like you and if your product can solve their problem.

                    Focusing on your customer means that you are actively listening and that you personally care about the customer. These things cannot be faked. You must truly want to listen and you must truly care about helping the customer. That is the only secret to closing the sale.

                    Body language will show you are focused on your customer. Your customers detect your body language even if they are not aware of it. There is no ‘secret’ way to ensure that you have effective body language. When you are engaged in a conversation with a customer and you remain focused, it can be nothing but positive body language.

                    The same is true for your tone of voice. If you are listening with the intent to understand, instead of listening with the intent to respond, then that amount of personal attention will reflect in the tone of your voice. The tone of your voice, like your body language, plays a role in how well someone receives your message.

                    The content of your message will naturally be in-line with what the customer would like to hear if you focus on the customer and nothing else. When you are in-sync with the customer, then the customer will guide the conversation all the way to the commitment to buy.

                    Here are eight ways to ensure you are focusing on your customer:

                    1. Relax.

                    2. Find out something personal about your customer.

                    3. Call them by their first name often.

                    4. Find out WHY they are interested in your product and refer back to that reason often.

                    5. Listen to understand the meaning of what it is they are saying.


                    Thanks
                    where's the other three?

                    -- For me personally, as a sales person, one should always make sure to "create the need" for your prospective customer.
                    You see, no matter how great a product is, fact is, if i don't need it, I wont buy it. Unless you've been featured on the lifestyle of the rich and famous or MTV cribs. So it's up to you to paint a picture for your customer on why they would possibly need whatever it is you are selling.

                    Regards
                    Angelo Brian Cartagena

                    TeamSpan Global Solutions
                    Direct Line: 1.203.659.4778

                    Visit us at: www.teamspan.com

                    Comment


                    • #11
                      Re: Top ways to Improve Sales Techniques

                      Originally posted by allanswagger View Post
                      Here are eight ways to ensure you are focusing on your customer:

                      1. Relax.

                      2. Find out something personal about your customer.

                      3. Call them by their first name often.

                      4. Find out WHY they are interested in your product and refer back to that reason often.

                      5. Listen to understand the meaning of what it is they are saying.


                      Thanks
                      I think you must have forgotten to copy the other three items in your post.

                      Anyways, these are all good points. Thanks for sharing and I'm sure many will benefit from this.
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                      • #12
                        Re: Top ways to Improve Sales Techniques

                        Thanks for giving us additional information on how to help us improve our sales but usually to improve sales must have to do with how we satisfies our customer.
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                        • #13
                          Re: Top ways to Improve Sales Techniques

                          Increase sales can direct affect to the profit of the company. there are some tips to increase the sales techniques such as motivating the prospects, reaching decision maker through voicemail, gaining commitment and improve communication skills.
                          Last edited by raffesrty; 09-20-2011, 07:37 AM.
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                          • #14
                            Re: Top ways to Improve Sales Techniques

                            Thanks for sharing this good ways for increase sales techniques and one other thing I would like to share that is advertising. It is also important for increase your sales, promote your product and service online. Because most of people spend their time on internet and you can also increase your buyers and sell your product online.

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                            • #15
                              Re: Top ways to Improve Sales Techniques

                              All great sales people have a few things in common.

                              1. they are constant and avid learners
                              2. they are more interested in making sure the customer's needs get met than closing the sale
                              3. their focus is on what's in it for the customer, benefit oriented
                              4. they invest in their own development through courses, books and more

                              We are creating a product and woud love your insights and questions. Go to howtosellanyone.com and submit them. You will automatically be entered in a drawing to win the product.

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