Sales Help NEEDED!!!

Didn't I just answer this same question Seth? Please re-read the above posting again.

Originally Posted by Dougd55 Seth, it depends on what her product/service is. You make notes about the benefits of the product/service, prepare a written outline, ask pertinent questions, and study this before you make calls. If you are passionate about your product/service, and you know your 'stuff,' the words will flow, with practice. I don't advise my students to 'jump in and wing it.' You have to practice Seth. Professional athletes practice daily, and so do professional salespeople...Coach Doug

Originally Posted by Dougd55 Didn't I just answer this same question Seth? Please re-read the above posting again.

I read your post but I didn't see where you suggested what Liz should actually say to her prospects when she makes contact.

Hi Seth: What Liz needs to say must come from her making notes about her product, creating an outline for her phone conversations with questions, and practicing her delivery from this information. I don't know what her specific product/service is, so I couldn't give her specific instructions. She must create these on her own based on her notes and outline.

And she should create these notes and outline based on her desire to help other people make their lives better or easier. Never try to make a sale based on what you will get out of it, or how much money you will make. Always make a sale based on how you are helping others. When you satisfy other people's needs and desires instead of your own you create 'raving fans' who will send you more business. You build 'customer equity' in your business.

Does that make sense? Hope so. Thanks Seth..Coach Doug

p.s. Seth, if you would like to see what my training is about I justed posted an article about the law of attraction and selling on the SELF IMPROVEMENT category.

Originally Posted by Dougd55 Does that make sense?

Not really.

Originally Posted by luth0110 nyone want to help me build up some confidence and write a script???

Knowing what to say when you call will give you great confidence and make cold calling less intimidating.

This excerpt from one of Jacques prospecting articles gives an idea of what to say.

Top 10 Tips for Prospecting Success

3. Present a “prospecting offer” of no more than 45 words that clearly states who you are, what you are selling, and two features of your product or service. Finish up with “Is that what you want?” Each time you call, change the two features. That will prevent most prospects from getting annoyed. It will also eliminate most of the rejection that is caused by traditional cold calling.

I was also looking for advice to selling to retail stores...I have sold person to person for years and now have the opportunity to do both. I have never sold to a business, so I was wondering if there is a professional approach that is expected......

Do you phone first...?
Make an appt....?
Stop by the shop?

For those that have done this, maybe you could help...

Hi Marcy: No matter if you're selling one-on-one, or selling to a large retail store chain. The bottom line is it's all about 'relationships.' You must build a relationship with the person/s who will be making the buying decisions.

Put yourself in the place of the person you are going to contact. Ask yourself what type of person and what actions would 'open you up' to speak with this salesperson? If it's a large retail operation, it's tough to get by the 'gatekeepers' and make personal contact with decision-makers. If the business is small to intermediate, you have a chance to do a 'walk-in' and speak with the right person. But not always.

A method that works well is to find out who the decision-maker is, then find something that would be valuable to them and send it to them. It could be an article, report, or book about their business or industry, a great website related to their business, or even better...a free sample of your product/service.

You must stand out from the 'crowd' that they deal with on a regular basis. You must make yourself 'unique.' A newsletter you create about your industry is also a great free gift if it contains up-to-date, valuable information.

If you don't get an immediate response or appointment, continue to send valuable 'items' to this person. Your competition will not be doing this. Your name will be remembered over time. You will eventually secure an appointment, and you will have made an impression.

Once your foot is in the door, you then build a relationship with this person. You may not get an immediate sale, but you continue to provide valuable service and information. And you also have the chance to provide your product/service once a relationship is created.

Much of your relationship planning will depend on your product/service Marcy. Some are designed to be a first-call, one-time-only sale, and others will be on-going sales that require a consistent relationship be built and cultivated.

Whether you see the buyer once, or on an on-going basis, you must establish a 'relationship' with this person.

...Coach Doug

Liz,

I would sit down an make a script of open ended questions for myself to follow. Develop some open ended questions (relevant to your prospect and industry) and make some calls using those questions. Don't call your best prospects first. Wait until you get more comfortable. Ask your open ended questions, listen to the responses and go from there.
Record the calls. You can get a digital phone recorder for under $100.
Listen to the recordings. you should be able to 'hear' things that you're not picking up when you talk to people.
Hope that helps.

Susan

Thanks Doug, I appreciate the feedback....

That helps....

Find out what the previous appointment done then contact your clients and find out how they want to work with you?