Sales: Cardinal Rules of Selling
Recently I was reading an article about sales sins. Since I like to work in a positive manner as much as possible, here are a few helpful pointers about sales that we must keep in mind when we are in the marketplace:
- Listen between the lines – instead of running your mouth, try to figure out what your prospect or client is implying in their conversation with you.
- Sell benefits and value proposition from the customer prospective –look at the need of the client. You must ask yourself, what benefits will he experience and what is the value proposition in the eyes of the client…not your eyes.
- Be proactive in your sales process – always ask for the order.
- Make sure you are talking to a prospect and not a suspect – If you have done your homework, you will know:
- Who the final decision maker is
- What products and services to present
- How you are going to present the recommendations and justifications that fit the prospects needs.
- Create client advocates – an advocate is someone who will promote, talk about, recommend you to others. In Carl Sewell’s book, “Customers for Life” he talks about under promising and over delivering is just one way to create those life-long advocates.
“Getting ‘THE EDGE’ over Your Competition!!!”
Peggy P. Edge © 2014
Networking: Connecting Through Social Media
For many years, face-to-face networking has been the primary way for sales executives to connect with potential buyers. Many of us are still a little slow to embrace social media to its fullest as a means to grow our business.
I will be the first to admit that I’m still a neophyte at social media but I work on it every day. Like they say, “I ain’t there yet but I’m getting there little-by-little.”
Let’s face it, social media is here to stay. We might as well roll up our sleeves, cinch up our belt and get savvy with every possible way to make connections and seize opportunities.
To improve your overall effectiveness as a networker, here are a few tips that I have recently learned on how to improve my own social media:
- Make sure that all of your social media profiles say the same thing.
- Give yourself a title that is descriptive of what you do. For example, I am the owner of my company. However, I am a Business Networking Expert, Speaker, Author and Industrial Packaging Specialist. Therefore, list what you do as your Title, not the position that you hold within your company.
- Create a Summary that includes who you are and what products or services provided. Again, make sure they are consistent on each media.
- Write a short statement, one paragraph, about each job that you have held.
- Toot your own horn by including all Awards and Honors that you have accumulated over the years. People really read this stuff when they are checking you out.
- List all continuing education or self-improvement coursework that you have taken.
- Write short, to-the-point, articles or 1-2 sentence posts on your social media. This will qualify you as an author.
- Comment on posts by others. This will get better ratings on Google because it draws attention to you and what you are up to.
- Connect periodically with your tribe to let them know you are still alive and kicking. Send them a link to your most recent blog post.
Other places where you can connect with me include:
Facebook Business Page: https://www.facebook.com/PeggyEdgeFanPage
Peggy P. Edge (c) 2014
Sales: Face-to-face interaction
“Rapport is not developed over the telephone. Face-to-face interaction develops long-term business relationships.” Byrd Baggett.
In sales, building and developing long-term relationships are critical to growing your business. Consequently this statement about face-to-face interaction by Baggett back in 1997 is still so very relevant today to your success not only in sales but also in life.
With everyone using electronic devices to communicate these days, our society is becoming a group of people who do not know how to carry on an intelligent conversation with another person.
In an article by Virginia Acacio, “The Benefits of Face-to-Face Communications” she talks about the fact that when we communicate directly with one another, issues get handled and decisions made much faster than trying to exchange a multitude of emails or texts. There are some things that simply can’t be relayed accurately, accomplished over the telephone or through an email or text.
Further, Acacio, discusses the merits of being able to determine the non-verbal communication that goes on when you are face-to-face. Obviously you can’t discern much of anything unless you get in front of a client or prospect. “It’s said that over 90% of how we communicate is through nonverbal cues like gestures and facial expressions.”
Recently a friend of mine was talking about her pre-teen son who had a friend over to their home for a visit. They were both sitting on the sofa texting to each other! I was absolutely amazed at this behavior.
What can we do to turn this around?
We have a responsibility to teach our young people to put down their electronic devices and engage one-on-one with one another. We must teach them that being face-to-face, carrying on a conversation is still the most effective way to build and develop strong relationships.
Peggy P. Edge (c) 2014
Excerpts taken from: “The Pocket Power Book of Performance” by Byrd Baggett ; Article by Virginia Acacio, “The Benefits of Face-to-Face Communication” (http://bluejeans.com/blog/benefits-face-to-face-meetings)