What would you have done?

Quote:

Originally Posted by rwilfong

Skip

...it is my job as a professional sales person to get them interested in my particular products/services when they decide it is time.

TOP OF THE MIND AWARENESS!

Rory Wilfong

In my opinion, the way to "get them interested" in you is for you to first "get interested" in them.

Skip Anderson

Mitch

The sale always begins at NO....If someone tells you YES there is no need to sell!!

As long as there are sales reps and consumers....objections will always happen for various reasons. Some have more objections than others, but they still exist. This is why objection handling (role playing) is an essential part of ongoing sales training.

The sooner you get to the true objections of your prospect....the sooner they will become a client.

Success,

Rory Wilfong

Skip

Very True....The only way to get interested in them is to know everything about them as they are in your territory however, you need to know what kind of prospect they are easy, moderate, hard. You should know how your closing skills are going to be utilized for each of your prospects.

Success,

Rory Wilfong

Skip

Another thing....no matter how much you have interest in them, you must never let them forget you.

Success,

Rory Wilfong

"The sale always begins at NO....If someone tells you YES there is no need to sell!!" -- Rory

We live in different sales worlds, Rory. If the infinitive "to sell" means the infinitives "to overcome objections, to convince, to uncover hidden needs, and to get them interested" then what you call "to sell" is an activity geared around those kinds of conditions.

My infinitive "to sell" means "to find people who are already convinced, to find out if that person is trustworthy, to determine if mutual conditions of satisfaction can be met, and to complete the sales process and transaction at every stage of the buying decision.

My sales most of the time begin with a YES then comes the heart of the selling process which is much more than a simple transaction - it's a serious communication process that has to happen before the transaction takes place. The psychology of this process is dynamic and in line with age old selling techniques and practices even though it's also been called a new process - its newness is only a result of comparisions and or over sights.

All of that being said. my point here is to not disparage anyone who is finding success using what they use in making a sale; rather, it's to further a discussion that is important for those new at sales to view and ponder.

MitchM

MitchM

I could not agree with you more and these exchanges are for the sole purpose of relaying professional sales skills.

With that being said, I am curious....if someone is already convinced then exactly what type of selling do you need to do. It sounds more like Customer Service if you are working off of an immediate Yes??

I would enjoy knowing more about what you sell and exactly what you mean in your last comment.

Success,

Rory Wilfong

Rory -

A common interpretation of what I posted is that with a simple YES comes a simple "key in code, collect exchange units, hand over the goods." Not so!

I sell unique nutritional supplements. The first YES is that the person wants what I offer already sold on the value of nutritional supplementation and it's health/wellness necessity.

So someone says "YES I want to feel better and I believe nutritional supplementation can help people feel better so I want your products."

This happened a couple of weeks ago when my wife's brother called saying a gal he'd met was sick and wanted to try our nutrition. We called her and she said she wanted to try our products.

Next, we - mostly my wife in this case - go to know her to find out if she was sincere and there was trust and respect that could be mutually estabished through an honest question and answer dialogue.

Also, Shirley gave her information she wanted to validate she was making a good decision and in turn Shirley was "reading her" to determine that what we had could deliver what she was looking for - that's crucial. You could call these things mutual conditions of satisfaction.

In that process which can take a couple of phone calls we use live introductions to satisfied customers for further all around validation - this also further identifies the potential customer's commitment by engaging in our process.

In other words a "YES I want that" doesn't cause us to make the sale to Order Entry to process a quick sale. There has to be a commitment to our process for us to go forward with a potential customer and likewise, the customer has to know that we are equally comitted.

Following the sale - once the products have been shipped by our company - we do a minimum of thirty days follow-up the customer has agreed to do with us. Without that commitment we make very few sales. Our follow-up process is calling back to make sure products are being used properly, answering questions and supplying more information when necessary, and making a few more introductions to satisfied customers to validate the products.

Using that system for twelve years now with our company has proven itself, Rory.

MitchM

Quote:

Originally Posted by rwilfong

Houston, for example, you have a need for what I was talking to you about however, you may not have an interest....my job is to show you the value so that you get interested.

Who says I have a need?

Quote:

Originally Posted by Houston

Who says I have a need?

Bingo! Excellent, Houston.

In selling, "a need" is not a need if it exists only in the mind of the salesperson.

Skip Anderson

Houston
As I stated before most people have the need....they may not be interested however, that is the purpose of the sales person is to create interest by showing a way that benefits their business model and end goals.

Success,

Rory Wilfong

What would you have done?

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