Stop Talking and Start Selling!

by blogadmin 11. September 2018 01:14

We have all heard the saying, "we have one mouth and two ears." Thus, we should listen twice as much.

Do you know how to actively listen? To engage with the person speaking? Making eye contact, listening and jotting down a note or two shows your sales prospect that he or she is your sole focus.

Additionally, if you come prepared for the appointment, you will be able to ask the correct questions in order to help them solve their problem. Be sure to give the person a chance and enough time to answer. Invite them to expand on the information, by asking, "how so? why? tell me a little more about the situation." Using open ended questions invites more information and more trust.

Conveying interest using body language such as leaning  in to the conversation and putting your pen down also shows intent and interest.  

Try practicing these active listening skills at home. Your family will be amazed with the interest you are showing with these small techniques. Who knows? You may learn something about the teenagers in your life!

Your sales will increase as your listening increases. So, stop talking and start selling!

Best Wishes,

John 

No Follow-Up? No Deal.

by blogadmin 15. August 2018 02:29

 

John Karle | Sales Edition | August 15, 2018

The sale starts with the initial contact. Did you make a good first impression? When does the sale end? Is it when you close the deal?

No, the sales process does not end when you close the deal as it should conclude with a follow-up.

I recently met with a contractor at my home. He was on time, came prepared, and answered all my questions satisfactorily. Then, that was it. No follow-up at all. It has been six months and I wonder if his quote is still good. 

It also makes me wonder, how many sales he would have completed if he would only follow up after the presentation? He might learn something if he had asked, "Did you like my presentation?  Did I decide to go ahead with the job? If you are not going with me, who did you go with? And most importantly, why? Was it the product, price, workmanship, word of mouth or another reason?

When you follow-up, ask questions. Ponder the answers. Why wasn't I selected? What should I have done differently to earn the business? Why was my competitor selected instead?

A few follow-up questions will give you great insight and take your business to the next level! 

Personal Challenge:

-What organizational method would help you to schedule follow-up calls?

-What is a set of standard follow-up questions that you could ask your clients that would give you the best insight? 

All The Best,

John 

Do's & Don'ts of Selling to Millennials

by blogadmin 5. April 2018 01:17

"Do you know Millennial is a word we don't like being called?" blogs Hayley Salyer of Sage, a creative software and promotional solutions firm. She believes it's a word some generations say with a little bit of cynicism. But, hey, maybe you don't have any feelings on the subject either way. But, the one thing you can't ignore is the fact that Millennials buy differently. 

Let's look to Hayley and a few of Sage's millennnial marketers to see how they weigh in and what they look for (and avoid) when making their purchasing decisions. With millennials expected to account for $1.4 trillion is spending in the U.S. by 2020, companies are adjusting their sales and marketing strategies to meet the expectations of this world's most empowered spenders.  

1. Reviews matter above all else.

When this generation entered the world, it became bombarded with more advertisements than any generation in history. Millennials know they they have options available to them, so they do their research, and when the time comes, they will either confidently make a purchase or walk away.

"I always compare pricing and read customer reviews. I do consider the scope of the reviews available because I understand one or two people having a bad experience does not equate to a bad product/retailer. However, if you have a lot of negative reviews, I will go elsewhere - even if it means paying a little more." ~Jansen M. 

2. The Millennial's first impression of a brand often revolves around website design and functionality.

My family suggested a resource that's been around for years and while I can appreciate their credibility, their website was incredibly difficult to navigate, and their mobile app was just an afterthought that hadn't been updated for 2 years. So, I went with the new kid on the block. The website I found offered a seamless user experience, a convenient mobile app, and email alerts on price drops of my saved items.

"In my opinion, the most successful websites and apps have easy navigation, but keep it interesting with every button you click. I base my purchase on whether or not the website is up to date and if it has secure payment options such as PayPal, just so I know it's legitimate." ~Brittany B. 

3. Avoid the hard sell. The Millennial craves personalization and collaboration.

Millennials are spending all their time online, so online advertising is a no-brainer, right? So wrong. Only 6% of Millennnials consider online advertising to be credible. Ouch. The Millennial's trust is hard to come by, so put an end to the hard sell. Brands are finding empowerment through social media influencers - a more down-to-earth, relatable way to tell their stories. Add those stories with a chance to collaborate with customers through personalization, and you've got a winning recipe to gaining the Millennial's business. 

"A brand keeps my interest when they share insight about their industry or stories about their products (they're not just pushing products on me). Brands build trust with me through transparency and relationships. If I have a positive, personal interaction with a brand, I'm going to remember it and tell someone about it. Sharing in our generation comes at a premium - we value our time and space." ~Jeff. T. 

4. Don't underestimate the Millennial's dedication to social causes.

 Millennials will immediately abandon those companies receiving "bad press" and take their business elsewhere. Authenticity is paramount to Millennials, with 72% of them willing to spend more on brands that support causes they care about.

"I want to know I'm getting the best product for my money and that I'm not being wasteful or harmful to the environment, people, and animals. I do my research, and if a company has a good product, is transparent, practices social responsibility, they have my loyalty." ~Rebecca H.

Click HERE to read Hayley's entire post and to view her informational sources. 

Challenge:  Scan each of the tips again carefully. Rank them in order from weakest to strongest. What can you do to attract and retain the Millennial? Ask for and post more reviews? Update your websitea nd app? Hire a social media expert? Get involved in strengthening your community?

 

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