Persuade
Undecided Customers More Effectively.
Uncover the cause of
resistance. Increase desire to buy sooner. Ask for the order early and often.
Train Your Salespeople
Your salespeople are the foundation of your sales success. You have entrusted
your future to them. Have you heard anyone say, "I just can't find good
salespeople."? I hear it everywhere. At the same time, I have yet to see a
great training program. Good salespeople are not found, they are trained. Many
of you will spend a fortune bringing new customers into your stores only to have
them served by people who are unprepared to serve them well.
Invest money in high quality
training! Raise your close rate from 40% to 50% and your sales will go up 25%.
This is the single greatest opportunity you have to distinguish yourselves from
your competitors and to increase your sales.
Build Customer Trust
Earning customers trust is the first step in a successful sale. People are 10
times more likely to buy from a person and/or store they trust. Trust is built
one question at a time. The more a customer believes that the salesperson
understands their unique needs, the more likely they are to trust them. Don't
allow your salespeople to begin the sales process until they have a complete
understanding of your customers needs.
Make It Easy for People to
Buy
When customers buy products, they buy ease of use, convenience, timesaving, and
so on. Why should they have different expectations of a salesperson? They buy
from salespeople who are easy to deal with, creative, reliable, honest and
responsive.
Empower Your People to
Solve Problems
Help your people by giving them the power to serve the customer completely,
without running to someone else to make decisions for them. Train them,
then trust them to make the right decisions.
Use Risk Reversal
Here's a really powerful way to increase your sales, but you have to think this
one out carefully or you might lose your shirt! The idea is to offer your
products or services as risk free as possible to your customers. You may offer a
full 30-day money back guarantee, as opposed to most companies that offer only 7
days. You may offer other types of guarantees, some as long as one full year, if
the product is of the type that lends itself to this sort of guarantee.
The rule of thumb is to keep the
risk to your customer as low as possible. You'll see immediate benefits in
increased sales. Returns on quality products have proven not to increase
proportionately with sales, so don't worry about being overwhelmed by returns,
it won't happen!
Anticipate and Prepare for
Common Objections
Train your salespeople not to be caught flat-footed when they hear a common
objection. Provide them with strategies to handle them
