Sales Tips and Marketing Strategies

Your Offer is not Compelling

What this means is that your prospect has determined that your voice mail message carries no value to them. There is no overt benefit or solid reason that motivates a return telephone call. To receive an immediate callback from your sales prospect you need to create enough interest and you do so through answering the one question in every prospect’s mind which is: “What’s in it for me?”

Sound of Your Voice

In 1967, communication researcher Albert Mehrabian, found that 93% of our communication is non-verbal (body language and the tone of your voice) and only 7% of our communication is verbal (the actual spoken word). What does this mean when you’re leaving messages for your sales prospects? This means that you need to consciously place more emphasis on how you sound over the telephone.

Length of Your Voice Mail Message

Remember that your message is just one of many “other” messages. Any voice mail message greater than 30 seconds puts you at risk of message deletion. In this case, less really means more so make sure that your messages are short and to the point.

Continue reading ‘6 Reasons Why Sales Prospects DO NOT Call You Back!’ »

Your Offer is not Compelling

What this means is that your prospect has determined that your voice mail message carries no value to them. There is no overt benefit or solid reason that motivates a return telephone call. To receive an immediate callback from your sales prospect you need to create enough interest and you do so through answering the one question in every prospect’s mind which is: “What’s in it for me?”

Sound of Your Voice

In 1967, communication researcher Albert Mehrabian, found that 93% of our communication is non-verbal (body language and the tone of your voice) and only 7% of our communication is verbal (the actual spoken word). What does this mean when you’re leaving messages for your sales prospects? This means that you need to consciously place more emphasis on how you sound over the telephone.

Length of Your Voice Mail Message

Remember that your message is just one of many “other” messages. Any voice mail message greater than 30 seconds puts you at risk of message deletion. In this case, less really means more so make sure that your messages are short and to the point.

Continue reading ‘6 Reasons Why Sales Prospects DO NOT Call You Back!’ »

The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede easily from his position.

Objections that are raised to price are probably the most frequent of all honest reasons for prospects refusing to buy. It’s important to understand where the price objection is coming from, before you can handle it effectively.

Sometimes a prospect will object to price because it is simply more than he can afford to pay. The products or services are too expensive and the buyer can only afford something of a cheaper grade. As the salesperson, it is your duty to enrich the prospect with the knowledge of how the purchase of a quality item will be more economical in the long-term as opposed to buying the cheaper article of a lesser grade.

Scripts:

* “Compared to what?”
* “You know that our quality is the highest you can find, which means that you pay much less over the life of the product. The higher quality saves you money in the long run. Why not order today?”
* “If our products were cheaper, would you want it? If yes, let’s find the way you can afford it!”

Continue reading ‘Become an Expert at Handling Price Objections’ »

The act of sales has metamorphosed over time both in nature and application. Today, sales have taken more of a technical dimension. It involves more of presenting your products and services as recipes and solutions to people’s desires than an act of making money. Selling involves building rapport with the prospect, presenting your offer, qualifying the prospect and closing the sales. The knowledge of this and its direct usage is key to effective sales. To understand how to sell effectively, let’s compare the old and new models of selling.

Years ago, the selling system takes the shine off the prospect. They are almost intimidated by the sales person who dangles sort of a carrot before them and demands a ransom. All emphasis is placed on the product and the sales person. In the old system of selling, if graded in percentages, it will look thus:-

* Building rapport with the prospect-10%
* Qualifying the prospect to ascertain if the person is capable of purchasing the offer-20%
* Presenting all that the product or service can do for the prospect-30%
* Closing the sales, ie getting the prospect to pay-40%

Continue reading ‘How to Sell Effectively in a Down Economy’ »

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