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Thursday, April 24th, 2008We 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 [...]
Establishing Customer Interest
Saturday, March 29th, 2008How do you establish if a prospect or customer is interested in your product or service?
It is quite simple really…….LISTEN!
Never interrupt the customer while they are talking, if the customer interrupts you let them finish. If you do all the talking and the customer says nothing you are talking yourself out of a sale.
Encourage your [...]
Selling on Price
Friday, March 28th, 2008Even though selling on price may be easier and faster you always end up the loser. I am dismayed how retailers in certain commodities are price driven.
The Asian market particularly suffers from low margins and many retailers and customers can just talk price.
Many customers however are very reluctant to buy poor quality and many [...]
Retail Merchandise
Monday, March 24th, 2008I have traveled all over Asia, many parts of the USA, Australia and New Zealand and observed retail displays.
You may not be responsible for the care of display in your store but because their purpose has a strong bearing in generating customer interest any indifference on your part may affect your earnings.
Make certain you ensure [...]
Follow the lead
Wednesday, March 19th, 2008How many times do you buy an expensive product from someone and never hear from them again?
Would it not feel great if you got a phone call a couple of days later from the person who sold you that new car or new Plasma screen?
Customers love to feel important yet we sales people want to [...]
Double your income
Tuesday, March 18th, 2008You can double your income as a salesperson.
Most people take the work of a salesperson for granted, yet the wealth of most countries has been created by people who have understood that selling is not “just a job”, but a wonderful and profitable occupation.
We keep hearing the expression “Salespeople are born, not made.” Do not [...]
Customer Interpretation
Thursday, March 13th, 2008Do you really understand your customers? Are you interested enough to find out their concerns and problems? If so do you know how to interpret what they mean?
A lesson I learned a number of years back is the danger of making assumptions. If a customer or prospect says “I am thinking of buying [...]
A guide to launching new products
Wednesday, March 12th, 2008The last product launch I went to was for company releasing a vast amount of new consumer products for the retail sector.
This product release had many visitors from the USA Canada and in fact other countries. They were made up of distributors or sales representatives specializing in the consumer electronic industry.
It was most interesting observing [...]
Product Knowledge
Tuesday, March 11th, 2008If you are just starting out in sales it is important you attain good product knowledge about what you are selling. It is also very important to understand the products and services your competition is selling.
When I was at Xerox we used to invite our competitors sales people to our showroom for demonstrations. The company [...]
How important is ego in selling?
Thursday, March 6th, 2008I have seen some forum posts in big sales forums such as www.salespractice.com where many sales people believe ego is important if you are employed in sales.
In my opinion ego is destructive in selling; the dictionary describes ego as self importance, conceited, opinionated, self importance and vain. Surely this is different than self confidence.
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