said to the beginning and end of each companies by countless business coaches and experts that "you do not have work until you make your first sale." - Sales I personally would like to add to this statement, saying: "We will not keep your business open, if you can not keep selling." Every day thousands of small business owners across the country have failed because they have resigned sale (or because they have not learned how to in the first place). In fact, according to the US Small Business Administration 0.9 fail out of 10 small businesses within the first one year. They failed for a variety of reasons. Some of these companies not to blame the economy. Some of these companies not to blame the marketing conditions. Some of these companies blame poor marketing campaign, or the supply chain system is weak, but at the end of the day (having worked with many companies as a trainer Personal business) seems to be that companies that are struggling and struggling all because they can not sell anything.
are sure to have a great product. Make sure you have a great idea. Oh yes, they might even have a brilliant team of some of the most brilliant marketing people there. Public Relations by a team is usually a solid and office usually looks professional. When you walk on their property may even be greeted secretary that will serve you a cup of freshly brewed coffee as you wait in their pristine lobby / waiting. Their properties look good. I have some good space rental. But do they sell anything? Usually, unfortunately, the answer is no.
Most of these companies that saw the collapse because of lack of sales usually have a lot of college graduates all over. They have a marketing degree, they have a degree of public relations, they have a degree of Business Administration, so they have people on staff who have an MBA and doctorate in various aspects of business systems and management. However, the world of academia and business long-winded articles and theories does not mean a lot of business that are struggling to make sales. So what is an employer to do when surrounded by a team of people that can not be sold? I would recommend either hiring an ongoing sales coach or at least make a daily or weekly sales training deeply entrenched part of the culture of your company.
weekly or bi-weekly team looking for salary and that a week or once every two weeks, your sales team needs to sharpen its sales calls with the role played by the method of training and powerful sales training and one-on-one. My friend think about this for one second. The division of labor mainly to the following four categories and then on the subject.
sales - if your company can not be sold, then you will not be in business very long.
leadership - if you can not build a team of people motivated by focusing on major investigation clearly AIM then your business model is not sustainable.
accounting - if you do not know how much you make and whether you make money or not, it will be very difficult for you to stay in business is growing much lower. It is difficult to improve what is not quantifiable.
investment - if you spend half of your profits to pay the government, "stupid tax" because you have no idea how to invest in commercial or residential real estate then it will be very difficult to ever get out of the rat race.
even if the work is very simple, and it all starts with the sales ... Why is not there more formal training available for those who want to improve their selling skills? For those of you reading this that have already left the campus, and entered into the world of unforgiving entrepreneurship and capitalism, you've probably found yourself wishing that you know more about sales and negotiation art of persuasion. And to help bridge the gap between academia and the real world of entrepreneurship, here is the "Entrepreneur of the Year" for training in sales abbreviated 101. read and apply the information below and can change your career sales forever.
Step 1 (in any offer for sale) - build a sales scenario for you, and the entire team. If you are the boss, it is absolutely essential that you take the time to display the text of a phone call / face-to-face that works. For example, in the world of commercial real estate, and I have found that if the majority of the time, and I'm going to be talking with the Minister of investor wealthy seniors on the phone almost every time before I get to speak with the construction of prospective or current owner. Almost every time, I am going to be talking with the Minister before I reach the prospect. Think about it. Almost every time is the same. In your business, and certain aspects of each call sales are almost the same every time. People like you and me to be crazy enough to start and own businesses or have your sales presentation, and simply making it up as we go. We are improving our call almost every time. With all the rejection we refine our presentation. Even when I was in the end do not know how to get through the "guard dog" (Minister), would not it make sense to take the time to write the system and the way it works. Do you really want your sales commission people to spend two months learning how to get a rejection, when you know what works? No. making scenario. A sales scenario is nothing more than a recipe for sales success. It takes a little bit of this and a little of that and I want to say this here and say that there and then asked this question here and then boom, you have a deal. Take the time to make a script. Take the guess work out of your sales team offers.
Step 2 - Make sure that your sales presentation includes the following four variables in this system (regardless of your business) field.
harmony - make sure that the sales presentation has questions to build a relationship that works and that stimulate good conversation.
· favorite subject everyone is themselves, so keep that in mind when building your scenario.
· Conversation practice generosity. Your prospect must spend the majority of time talking. 70% of the time your prospect should be talking and 30% of the time, you should be listening to you. Make sure that you have enough questions to build a relationship line for you to be successful in achieving the ratio of 70/30.
needs - make sure that the sales presentation needs accurately pin point your prospect. If you do not know what your prospect wants, then how can you possibly think in precisely what they want. Unless you want to become an expert mental telepathy before closing the first deal, you had better ask some hard questions to determine their needs before you start giving them the benefits of your product.
make sure that you have at least 10 "need to find the questions" in your scenario. Your sales people should never run out of good questions to ask.
Make sure that your scenario is not supported by the belief that selling is telling. Selling is not the words, it is listening. Listen to the needs of your prospect, and then sell them a solution to their problems.
Make sure that you have a "need to find the questions" revealed dissatisfaction that the likelihood of him with their current product, service or way of life. Should your product and then offers a solution to this problem.
benefits - make sure that the benefits of text sales of your sales, not features. No one cares what was the use of a type of technology this or that to make. No one cares about the number of your product model. No one cares unique one hand and put what, not who went to make your product so you know what product or service can do for them.
make sure that the script provides your sales team with at least five solid benefits that explain clearly to the possibility of why this product will provide a solution to their products.
make sure that your own benefits are based on facts and not on the basis of flattery. No one wants to hear that your product is "best," or that you "number one." They want to know what the product can do for them. They want to know how the service will enhance their lives and makes them feel better.
make sure that your benefits and focus on making a connection "win" with every customer. You must explain your benefits your prospects how this product can clearly will benefit them and you, or they will become very skeptical too quickly.
to induce labor / Close - Make sure that your script includes a call to action. If you meet with someone and you do not come home with a "sale" then you've accomplished something. The number of sales professionals we would not believe there is a final presentation an hour and a half with, "and even if you are only just getting back with me want to, then I would love to work with you." This statement is false. No one wants to meet with you for an hour and a half for anything. If you're going to spend an hour and a half of the time needed to interview someone had closed the deal as well. You might ask, as well as for their business. If you do not ask, certainly you will never be told you yes. If you live in fear of rejection, and then life will reject you by default. Go ahead and go for Otheiq every time.
make sure that almost private, backed by the belief that one should eat a small piece of one cow at a time.
Make sure your script asks the customer first, "Does this make sense?"
Make sure your script then ask the prospect, "which package do you think would be best for you and all based on what we talked about? Either this or that?"
make sure that your script and then asks, "Are we all want to pay for it by check or credit card?"
my friend and needs to be university degrees there in every college on "Salesology." However, there is not and probably will never be there. If you would like more information about sales, then I would highly recommend that you read-Napoleon Hill "Success Skills" or various audio books and training courses of Brian Tracy. Read those books, and the application of the "moves" find in these books and make it happen. I was born to succeed. I was born to go to the top, but you must learn to sell and convince people before you can do anything.
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