How to let your customers know you care.

How to let your customers know you care! A great video… if I do say so myself (0:

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Why is selling an important skill for you to learn?

Selling for many years has been considered an ugly profession to be involved with. When you went to school and your teacher asked “What do you want to be when you grow up?”  I am sure you never answered, “I would love to be a professional salesperson”. However selling today is still an underestimated skill that can lead you to great things.

We are concisely selling ourselves on the stage of life to our friends, family and work colleagues. As a result I believe selling is one of the most important subjects of life. Whether we like it or not we are all natural born salespeople and the only difference is that some of us sell consciously and others sell unconsciously. We sell our friends trying to convince them that the company Apple is the best. Why others have their counter argument that Windows are still head of the Monique.  We voluntary recommend people to restaurants, destinations we went on holiday, only to justify our own actions are correct. This is all in the name of selling. Let me state this here: if you can’t sell then you will be sold.

If we engage with people unconsciously in selling and not get paid for it, why don’t we engage with people and get paid for it? And I am not necessarily talking about monetary gain. Your commission could be a stronger relationship with a friend, spouse, loved one or work colleague. Being able to sell and learning that skill is a huge advantage for you in life. Don’t get left behind!

I wish to share with you what I consider to be the most important skill of selling, which is listening. Now there are four steps to this process and no doubt you have heard the difference of hearing and listening. Most people just hear but I wish to show you how professional listening is done. The number one skill in selling:

Step one: Listen Attentively

When you are speaking with another treat that person as if they are royalty. Listen with all you heart and don’t interrupt. When I am listening to someone I would picture in my mind that I am either speaking with a King or Queen. This will ensure you don’t interrupt.

Step Two: Pause

You must learn to practice the pause. Once the other has stop talking you want to leave a two or three second gap before you then start to respond. This will show your respect to the other and you are actually listing to them. This will also give the other time to think and make sure they have covered all they wish to say.

Step Three: Clarify by question

Once the other has finished speaking and you have done the pause you will then clarify by question. What I mean is when the other has finished speaking you simply ask “How do you mean exactly?” This will make the other elaborate on what they have been speaking about to make sure you are no misunderstanding them.

Step Four: Paraphrase

This is the final step in the listening process. Once the other has finish from the clarification by question you would then paraphrase what they have just said. You would say, “Just so I completely understand you, what you are saying is………” and then you would fill in the blanks.

Please feel free to leave any comments as I would love to hear from you.

This is to your selling success.

John Lockyear

http://www.johnlockyear.com

 

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The Key to Selling

If you found some information that transformed your ability to sell successfully, would you use that information? Selling is a huge topic and can be quite overwhelming for most people. If there was one key that could unlock the door for success in selling it would have to be… “the ability to agree”.  If your prospect says she feels the price is too high for your product or service you can say “I agree Mrs Prospect that the price is high. This is because that good things are not cheap and cheap things are not good” If your prospect were to say “I feel your company has treated me badly” you respond with “You are right Mr prospect… my company has treated you badly. What can we do to put things right? Your customer is king and is always right. If you disagree with her you are putting space between you and closing the deal. People like to do business with people that are like minded.

Most salespeople focus on closing techniques, effective questioning, and objection handling and so on. These are important elements to the sales process but without agreeing with your prospect first, then you are trying to build a house on sand. Even if you customer has made a bad purchasing decision in the past and you think it was wrong, you still have to agree. This is your prospects perspective. “Mr prospect, you couldn’t of made a better decision based on the information that you had access to at the time and I would of done the same thing”.

Agree with your customers and this will open doors of opportunity for you.

Here is to your selling success.

http://www.johnlockyear.com  

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Are you a salesperson?

How can being a salesperson impact your life in a positive way both personally and professionally? When most people think about selling they think of a pushy salesman persuading a prospect to buy something they don’t need. Granted this type of salesperson still exists today but he is becoming an endangered species. The reason I say this to you is because becoming a salesperson to most people is very unattractive. However this skill is more needed today than ever due to how small the world has become with the internet. Particularly if you are in business, no longer is your competition just the corner shop in your local high street but also every teenager with an idea, laptop and internet connection. The only thing that’s going to separate you from the competition is you and your ability to sell yourself. OK, so where do you start?

Get focused! Successful salespeople are extremely focused people and know exactly what they want. A common mistake – with most people – is concentrating on activity and not results. Activity is talking with colleagues about the weather, what’s happening on the latest TV reality show, playing with FaceBook, etc. Truly focused salespeople focus on results. A question you can yourself to help focus on results is: is what I am doing right now contributing directly to the end result I am trying to achieve? This will steer the ship (you) in the right direction. Remember, successful salespeople are paid for results and not activity. Get focused on what’s important to you and watch mountains move out your way.

Here is to your selling success.

JOHN LOCKYEAR

http://www.johnlockyear.com

 

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People buy People!

People buy People! This is an expression in sales that has been through around for many years. An expression that true sales professionals understand. It has been said in sales that prospects don’t care how much you know until they know how much you care. I believe this to be true and why so many sales managers, entrepreneurs, business owners are so frustrated with poor sales. They believe that if they train their sales guys on the product that this will create more sales. You have to understand that the selling industry is a peoples business.

I upgraded my iPhone to the iPhone 5 yesterday and went into only two shops only. The first shop I walked into the sales guy was clearly not interested in speaking with me. Unshaven, poorly dressed, no enthusiasm and confusing the hell out of me with different tariffs etc. He wrote down so many different figures, different options and different phone options. I left the shop feeling dizzy. He was giving me all the tech talk and knew his products inside out. The result… I put the brochure in the bin 2 meters outside his shop.

I walked into the second shop and a lady greeted me. She was in her late forties and had a warm glow about her and she addressed me with a big smile. She reminded me of a caring mother. She asked me several questions and engaged with me in conversation. She even made me laugh. Now this is critical for you to understand. Today I have completely forgotten what both those salespeople said but they haven’t made me forget how they made me feel. The result in shop number two…. what do you think happened? That’s right, I walked out with the iPhone 5 and upgraded my tariff by an extra thirty Euros per month. This woman’s product knowledge was OK but not the best. What she did understand is people are important and no doubt why her boss hired her.

If you can grasp this concept you will leave your colleagues behind. Remember, people buy people. Get to know your prospects and I promise you this will change your life.

Here is to your selling success.

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Sales in your business and Two tips to keep money rolling in.

You’re today in an interesting position. Why? Because times have changed… the internet and other forms of media give your customers easy access to information more easily than a few years ago. Things that worked for you a few years ago are just not going to work today. A few clicks on the internet and your customers can find out about you and your company in a heartbeat, especially, compared to your competition with regards to value and price.

No doubt you understand the above and as a result you have invested into marking campaigns, spent thousands of pounds on a website, money in local papers, appearing at trade shows, and so on. You get the attention you need to drive revenue through your marketing efforts.  GREAT! What a lot of business owners don’t understand (not you of course) is all this effort is useless unless their sales teams can execute sales by closing business and get money through the door. Sales are the only thing that makes profit and everything else is a cost, so it makes sense to fine tune the area of sales also.

Your sales teams are the heartbeat of your business. If the heartbeat stops, the rest of the organismwill not work and will die. You can have some other parts of the business not work so well – marketing, value creation, and so on. If you don’t have strong sales teams with the proper skills, then you’re just trying to push a stone up a hill.  

Tip One: Buy each member of your sales team a book on sales (I would recommend Zig Ziglars: Secrets of closing the sale) and you, or, the manager of the sales team to read a small part (this needs to be delivered with energy) of a chapter that creates inspiration and to implement this strategy from the book into the sales team.  This breaks monotony and keeps the job fresh and interesting for your sales teams.

 My point and Final thought: If you or your sales manager cannot name three titles of sales books and the author on the spot then this exercise is a must!

 Tip Two: Hire a sales coach. You need a professional from outside your business to help point out areas of improvement within your sales teams. Tiger Woods, Mohammed Ali, Michael Jordon, David Beckham, and many other great athletes all had / have coaches. These sportsman where the best in the business but still needed help to point out areas of improvement to beat the competition. You need the same and this should be looked on as a must do investment into your company. The ROI (return on investment) will be tenfold should you get a professional who knows what they’re doing. Don’t let your pride get in the way of good advice. Everyone needs help (even you) and a good consultant should be part of your team.

Don’t be fooled because you made x amount of revenue to date through sales that you don’t need a coach. You want to make sure that your success in sales in related to accurate skills that can sustain the test of time, and not down to luck or market conditions. Example: In the 2005 when we had the property bubble, many estate agents became incredibly wealthy over night through excess sales. This was nothing to do with accurate sales but down to both luck and market conditions. This was because of the excess fiat money (if this is the first time you heard this, my point is clear) created by the governments that was in circulation, and the public were able to get 100% mortgages, easier, than getting a credit card. Estates agents fees went through the roof and the majority of excess sales were made because of excess fiat money. However, in 2008 when the recession hit property prices began to fall as the banks stopped lending. As buyers became less available property prices froze or even dropped – leaving untrained estate agents scratching their heads – as the markets started to correct themselves and dishing out pain to untrained individuals.

My point and final thought – Get a coach!

Here is to your selling success.

JOHN LOCKYEAR

 

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