Silence is Golden during the sale
Look for a chance to keep quiet during the sale. The buyer might give you a selling cue such as clearing his throat, straightening up, or making a comment. This may indicate interest and give you a chance to ask for the sale.
Reasons Sales People Fail
Reasons Sales People Fail:
- Negative attitude
- Lack of persistence
- No vitality
- Not organized
- Can’t answer objections
- Failure to ask for the sale
Four nasty words
Four nasty words: “Go to our website.” The internet is great but people want answers, not a homework assignment. If you’re in the service business, don’t force people to do their own work. Insurance is complicated for the average person. They need personal guidance and advice, not an online research project.
Be Aggressive
The punishment for being lazy is not only failure, but the success of others.
Anything negotiated can be renegotiated
If your prospect says they can’t pay more than a certain amount, that may be true. But there are other things that may be negotiated such as the payment terms or product specifications. Buyers may talk price but there are other wants and needs as well.
The Law of Contraction
Marketing guru Al Ries says, “A brand becomes stronger when you narrow the focus. A powerful branding program always starts by contracting the category, not expanding it.”
Problem of Linking On-Line Use
With the rapid increase in smart phones and tablets, understanding on-line behavior has become more difficult. Piecing together a complete picture of activity requires the ability to identify users on every device. Without user identity, there is no way to connect events from one device to another.
Email Communication
When a client sends you an email, always acknowledge immediately. Even if you don’t know the answer, a simple “I’ll check and get back to you” confirms receipt of their message. That will keep them from wondering if you got their email.
Direct Mail Leads Cost Less than Email Leads
Direct Marketing Association’s “Response Rate Report” (2012) showed cost per order or lead for acquisition campaigns stood at $51.40 for direct mail, slightly less than for email which was $55.24.
How to Remember Names
- Repeat their name back to them
- Associate their name with something, like what they’re interested in
- Ask them to spell their name if it’s unique
- If you forget, ask them to remind you what their name is
4 Step Marketing Plan
- Focus on a niche market
- Create a free offer that will get prospects’ attention
- Add your free offer to your website
- “Drip” on those who request your free offer
Trust with a Twist
It’s okay to mention a minor limitation or a minor negative about you or your service. It may make you seem even more credible and likeable.
Three Components of Objections
Three components of objections:
- Trust
- Value
- Need
If you do not have a prospect’s trust, they will not see the value of what you are offering.
Three parts of any investment
The three parts of any investment are: Price, Service and Quality. Frame your sales approach like this: “What would you rather give up, the finest quality, excellent service, or a few pennies a day?”
Over-deliver
When you promise to provide prospects information, give them more than they’re expecting. Give them testimonials, a personal hand-written note, maybe an advertising specialty item, or personal biographically information. Over-delivering will help you stand out in your field.
