No matter what your job is, or what industry you’re in, you have to be able to sell. You sell your products, your ideas, and your experience every day (whether to a client or a co-worker)
Here are some basic sales tips that will help you succeed:
• Reject rejection. Even veteran salespeople dread the possibility of rejection. To counter this fear, keep reminding yourself that when prospects turn you down, they’re rejecting your ideas, or the product you sell, or even your company—not you. Never take rejection personally. It may just be the wrong time or product for them.
• Build rapport without wasting time. A common mistake many salespeople make is spending too much time “making friends” with the prospect. Though building rapport is useful and important, making friends doesn’t automatically translate to making sales. Simply find one thing you have in common with the prospect, and talk about that one thing for a couple minutes. This helps everyone to relax. Then, move on to your prospect’s needs. People don’t want to waste time any more than you do and most will be happy to deal with someone who is friendly, but also wants to get down to business.
• Don’t mail more pieces than you can follow up on. If your strategy is to mail promotional letters to prospects and then follow up with a phone call, watch how many pieces you mail. You’re better off mailing in small batches and following up each piece with a prompt phone call while the piece is fresh in prospects’ minds. Otherwise, you run the risk of your prospects forgetting what you mailed them by the time you reach them. Know your schedule and don’t over-commit on follow-up or you’ll drop the ball (and frustrate yourself).
• Rate each of your prospects. Whenever you meet with prospects, assign them a rating based on three questions:
1) Do they have a motivation to buy?
2) Is there an urgency to buy now? and
3) Do they have the resources to buy? Put each prospect on a scale of 1 to 10, and spend a lot of time only with your highest-rated prospects. This doesn’t mean to discount people that aren’t ready to buy right now – it merely is a way to help you determine where to focus efforts now. You’ll find that by rating prospects right off the bat, you can quickly disqualify people and move on before you waste a lot of their time and yours.
In my presentation, I asked as many questions as possible (as well as playing a game of Telephone so they could have some fun). Some of the answers . . . well, they just plain surprised me. I keep up on social media trends & have done presentations about it – but it’s always been from a business-owners standpoint.
If you have kids (or nieces/nephews), you MUST watch this quick video I put together.
Who doesn’t love a freebie?! Businesses have been using give-aways since time immemorial. Companies give away everything from free samples of their products and services to a whole host of other corporate gifts to entice the business of potential clients or to encourage repeat business.
Of course, in order for any type of freebie to achieve its aim, it has to be valuable to the recipient, and one thing that most people have in common is that they value knowledge, which is why offering free e-books on a subject related to the product or service that your business sells can be so effective in terms of marketing.
Like well-written company blogs, e-books are a great way for a company to build its brand and to raise confidence and trust in its expertise, not to mention being superb tools for driving high volumes of traffic to its website and generating sales leads. As those who visit your site to download the free e-book are already specifically interested in what you have to offer, the leads that you generate are mostly of high quality.
If you are not a budding author or simply don’t have the time to write your own e-book, then the services of a freelance writer can be procured for very little money (check out elance.com – I’ve used them several times). All your business then needs to do is promote the e-book through e-book libraries and freeware sites and follow up on all those valuable leads.
Let’s be adults and face it: Some days it may feel like your business is kicking your butt. And on those days, it might be best to just get out. Cut your losses and call a friend to meet you for shopping or dinner. Shift your focus to something more positive, or use your friend’s shoulder to cry on. Your friend will probably know what you need and be more than happy to help you out. After all, part of the joy of a good friendship is being there for the other person when life gets rough—and it does get rough at times for everyone.
If you can’t leave the office and you’re feeling overwhelmed, maybe you can call your friend or e-mail her or him. The point is you probably need to feel that someone “gets” you and is in your corner. With all the push, pull and tug that can go on in the workplace (and it happens everywhere, folks, even the good places), you have to develop your own outside support systems—and friends can be invaluable. Good ones are like rocks; they keep us anchored during our personal storms.
If you’re the shy and introverted type, no one can blame you. But it might be good to get out there, take a risk and develop a friendship or two you can rely on. And being there for another person can offer you huge rewards psychologically as well.
It’s probably good to keep in mind the words of Abraham Lincoln—someone who probably needed friends along the difficult path of his presidency: “The better part of one’s life consists of one’s friendships.”