The Treasury
By steve | May 16, 2008
Here is what I came to Jordan for. The main purpose was to visit Petra and believe me it was well worth while. The lost city is sensational and quite frankly one of the best sights I have ever seen.
This photo has been cropped and resized for the web but I used a Lumix (Panasonic) FX36 digital camera in 16×9 format.
I hope to get back to making some posts relating to making major sales soon but I am overwhelmed by the sights and scenes in Jordan at this time.
By the way, traders here are good sales people, they know how to close simple sales very easily and the tourist is an easy touch especially when these sales people are so nice. They can actually teach us a thing or two.
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Jordan
By steve | May 12, 2008
In two days time I will achieve another life time goal; visiting the lost city of Petra in Jordan.
I am currently in Amman and leave tomorrow for the south. Petra is regarded as one of the new wonders of the world. What has this got to do with making sales?
Well nothing really except if I had not been successful at making major sales and earning high income I would never have been able to visit this sensational country.
Hopefully in the next week or so I can post a photo or two and relate some of the sales experiences I have seen in this part of the world.
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Quote of the day
By steve | May 12, 2008
Vision is being able to see the invisible
Anon
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Responsibilty for sales
By steve | May 4, 2008
I am in
Nothing happens until someone sells something. My last eleven years has been spent selling to clients throughout Asia and this is my very first visit to the
Salespeople all over the world seem to be basically the same. There are those who are extremely enthusiastic about their products and try to push them to anyone and everyone. There are street vendors who just hassle every person who walks past and all they can sell on is price because there are so many competitors on either side. What does all this have to do with the purpose of this website?
Well it just reinforces in my mind what a rare commodity professional sales people really are. I am absolutely convinced the majority of companies out there really have no idea how important their sales force is.
Companies manufacturing very expensive items that are very rarely sold on one client interview must take note. Where does the responsibility for sales start?
Who is responsibility for sales in a company?
Surely it must start from the top. If a company makes no sales it cannot survive, yet there are untold companies out there just shooting sales pitches wildly into oblivion hoping the law of averages will be enough to provide the results they need.
My take on this is that making major sales is a skill just like any other skill. It takes commitment and practice just as playing a musical instrument.
Companies can no longer take their sales force for granted. There is too much competition and believe me it is in every country I have ever visited.
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Cairo
By steve | May 1, 2008
Well I have arrived in Cairo, hot and lot’s of sand. I am sitting at the airport waiting for the next flight.
I hope to be able to add some worthwhile posts as soon as I get my head back in order.
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Scarce Posts
By steve | April 30, 2008
I am sitting at the Hong Kong airport waiting for a departure to the Middle East. It is likely these posts will be feew and far between for a few weeks but I will do my best.
Jordan here I come.
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Quote of the day
By steve | April 28, 2008
If you are not happy with a company’s service TELL THEM and then go somewhere else.
Steve Hilliar
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Malaysian HIFI Show
By steve | April 27, 2008
The Malaysian Hifi show will be held again this coming July and there will be many people making major sales. The organizer is Dick Tan (seen below) and he has been running this wonderful event for many years. It is held in the Marriot Hotel in Kuala Lumpur over the last weekend of July.
The place is buzzing and there will be many expensive toys on display. Big Plasma screens, high definition projectors and very expensive loudspeakers. There is always an official opening address attended by the minister of trade and industry along with other invited guests.
This show provides the people of Malaysia to keep up to date with the very latest technology and as there are many suppliers and retailers fighting for their share of the ringit many will be practicing their sales skills.
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Quote of the day
By steve | April 25, 2008
Behold the Turtle. He makes progress only when he sticks his neck out.
James B Conant
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Honesty and demonstration
By steve | April 24, 2008
We have talked so far about customer acceptance and confidence. The top of the list however has to be honesty. Honesty to your company and your customer will pay off in the long run.
If you are in retail tell the customer about your store and it’s reputation for fair dealing. Make absolutely certain you are familiar with your products. Show your customer you are working in their interests. Truthful straightforward answers to any customer questions or concerns. If you do not know the answers tell the customer you will find out.
If you sell intangibles such as insurance the same rule applies. The goal must surely be to have the customer leave after having bought or confident enough in your ability to meet again and continue any further negotiation.
One other tip, if you make another appointment for some reason such as a demonstration make certain you summarize your discussion. Ask the customer if they will make a purchase providing you complete a satisfactory presentation when you next meet.
When that meeting or demonstration does take place do not launch into the demo as soon as the prospect arrives. Sit them down and once again discuss the criteria that will provide the solution. Find out if anything has actually changed since you last met. It is possible something else may have influenced the person and unless they tell you there will be no deal.
Once again ask the customer if they will buy if you can satisfy their needs. Write on a flip chart all the solutions you need to satisfy in the demo.
Cross each one out when you have confirmed it has satisfied the customers need. Under no circumstances do you show the customer anything other than those outlined on the flip chart.
When you have finished the customer will sign as there is no reason not to. Only after the deal has been sealed may you then show any other fancy things your product is capable of.
Doing so beforehand is likely to confuse the prospect and you risk losing the sale.
All the customer wants is a solution to those very explicit needs that you have managed to extract during the initial interview. Don’t blow it by showing features that are of no concern or interest.
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