SELLING FACTS YOU SHOULD KNOW One of the key elements to successful selling is to understand and implement the basic “building blocks” of winning new sales which are included below. SOLVE PROBLEMS Every sale is really a solution to a problem. QUESTIONS A high performance salesperson asks good, pointed questions (probing) to uncover problems and needs. In the classic sales presentation, the salesperson actually listens 65% of the time and talks only 35% of the time. The vast majority of salespeople talk 80% of the time and only listen 20% of the time because they have not realized the importance of probing. PERSISTENCE Approximately 80% of all sales occur between the second and fifth call. However, the vast majority of salespeople quit after the first call. Furthermore, only 20% of any sales force makes the third call…and that is when the majority of sales occur. TRUST Approximately 80% of sales are lost because the salesperson failed to establish an element of trust and credibility with the prospect. THANK YOU Always thank the person for their valuable time. The two most important words in our language are “thank you!” (The least important is “I”) EMOTIONS Approximately 65% of all buying decisions are emotionally based. We all have a tendency to make purchases from an emotional perspective…and then justify those decisions somehow from a rational perspective. Sell to the heart first; the head second. DECISION MAKERS Approximately 65% of all sales calls in any industry are made on the wrong person. Be sure you are presenting to the correct decision maker. SALES OBJECTIONS Successful sales presentations contain approximately 50% more sales objections than non-successful presentations, so welcome the objections and then overcome them. VALUE Professional salespeople sell value, not low price. A study concluded that in business to business sales, only 14% of all buyers considered the lowest price to be the primary reason for making a purchase. PLANNED APPROACH In over 50% of the sales presentations made in any industry, the salesperson does not use a planned approach, but rather “shoots from the hip.” HIGHEST PAID The highest single paid career in the U.S. is sales, even exceeding law and medicine. WINNING According to considerable research in the sales profession, the high-performance, achievement-Directed salesperson possesses two outstanding characteristics—ego drive and empathy. A salesperson’s ego drive is the self-motivation that a person intrinsically has to win, and which stimulates them to pay whatever price they have to in order to achieve their personal goals. Empathy is the ability to be sensitive and understand other people’s needs (i.e. the customers). ASK In more than 65% of all sales calls made in the U.S. today, the salesperson will never ask for the order, but wait for the prospect to “buy.”
Posted on: Thu, 27 Jun 2013 20:00:49 +0000
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