5 A DAY Blog Bites
5-a-day mobile selling tips
Skills to learn , habits to unlearn and drills to re-learn.
Day 1
Day 2
Take time to think- Develop the right mental attitude – be positive rather than negative.- Say “ You” more often. -Audit your Attributes Skills and Knowledge.- Find out the client’s personals motivators as well as the business ones.
Day 3
London 2012 Handball Olympians see themselves as Sales
reps http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/08/selling-handball-to-british-public-at.html
Day 4
17 years planning for 4 weeks 1551 days planning for 1 day
Day 5
Day 6
Day 7
11.
Improve your product knowledge
12.
Maximise the benefits and minimise the cost
13.
Develop open questions
14.
Develop more benefits for each feature
15.
Smile
16.
Plan journeys to minimise time
17.
Set
individual objectives - “Why am I here ?”
18.
Grade customers to use my time ore effectively
19.
Complete all the necessary paperwork / populate
the CRM system after each call- do less important paperwork in own time
20.
Prepare telephone list the night before the telephone appointment getting day
21.
Look for buying signals
22.
Listening actively
23.
Prepare some different closing techniques
24.
Look for ‘yes’ responses’
25.
Keep the chat gap to a minimum
26.
Ask my manager for help and support on critical
calls
27.
Make more appointments – don’t just call on the
off chance
28.
Don’t pounce
29.
Use appreciation technique for answering
objections
30.
Make a list of objections I meet most often, and prepare answers for them
31.
Keep looking for you appeal for individual
customers
32.
Avoid jargon
33.
Spend an extra 30-60 minutes on territory per
day.
34.
Follow up enquiries promptly
35.
Use attention getters effectively
36.
Tailor the presentation to the buyer
37.
Set fall-back objectives
38.
Try to pre-empt common objections
39.
Don’t criticise the clients past decisions
40.
Structure your presentation e.g. ABC
41.
Practise important presentations on a colleague
42.
Make more
calls in a day
43.
Use the Pause & Reflect technique to assess
yourself
44.
Sell internally – practise good human relations
with my colleagues and internal staf as well as my customers
45.
Remember Buyers “likes and dislikes”
46.
Polish up your telephone technique
47.
Set aside time
to do research on existing and potential customers
48.
Plan my territory
49.
Find out more about my customers and their
organisations
50.
Identify other contacts within customer
organisations
51.
Use Open and Probe questions
52.
Identify unique features of your
product/services
53.
Keep notes during the sales call, and be
prepared to use a summary close where appropriate
54.
Be punctual
55.
Identify my own training needs
56.
Discuss my training and development with my
manager
57.
Identify those clients I can use as references
and get their permission to use their names
58.
Keep all my sales aids clean and in good
condition
59.
Use the evening to plan the next day
60.
Use silence occasionally
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