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If what you’re doing isn’t getting the results you want, you need new sales strategies. Check out this sales strategies video from Carl Davidson and then visit our sales strategies web site for more.
Often, despite good door to door sales training, we pursue customers so hard that we forget to make it easy for them to buy from us. Consumers are always weighing the hassle of buying versus the problems they endure. Making it easy to buy can make a big difference in your door to door sales. Let’s take a look at ways you can lubricate the process for your customers that may not have been covered in your door to dooo sales training. .
You make it easy for the customer to buy when you work the hours they most likely are home. If you work nine to five Monday to Friday, they will have to take a day off to see your presentation. In our business, they are unlikely to do that at the early stage of the sale. This means more one-leggers that end with an excuse you cannot overcome easily. Work the hours they are home and your sales will increase dramatically.
Many of us are so proud of what we know about the products we sell that we talk in terms a customer outside the industry will not understand. Remember that no matter what they taught you at your company’s door to door sales training, technical terms don’t mean anything to most customers. They want benefits they can relate to like easy to manager hair and smoother skin, better entertainment or saving money. When customers don’t know what we are talking about they have to “think it over”. Make it easy for them to buy by using language people outside the industry understand.
Most people need a little nudge when they spend a few hundred dollars. Think about the last purchase you made and how hard it was to make up your mind to go ahead. To make it easy to buy, you need a reason why the customer should act now and not put off the decision. If you do not use the special offer, a first night special or some other reason for the customer to act, you are not making it easy for them to make a buying decision.
During the sale, problems will arise. “I can’t do it until my tax refund arrives” or “We might be moving” turn problems into sales by taking all problems lightly and writing a solution on the order form. For example, if the customer says they are buying in three months, “No problem. Let’s get the paperwork out of the way now and I’ll put the month you want it installed here on your order so we can get it all scheduled for you.” Practice starting with “No problem” as you think of a solution you write on the order.
Making it easy for the customer to buy will increase your sales dramatically. None of the items mentioned in the article are expensive or difficult to do. Give them a try and I know you will be pleased with the results.
Many people call and asked if voice broadcasting actually works. I’m sure there are many others who wonder if voice broadcasting works but never give me a call. I thought it would be an interesting article to discuss one voice broadcasting case with you on the customer that went from the leads to all the leads he needed in about two weeks with voice broadcasting.
Now this customer is in the business of setting merchants up with cash advances using their credit card, as security. The industry is actually called merchant cash advances. And when I first met this gentleman did not have any leads and he was worried about making a go of his business. He operates the business with his wife from all home office and does not go out for appointments, he closes people over the phone.
He purchased Lead Net Pro and did a really good job of learning the system. He followed all the videos said really did an excellent job in fact if anything, I felt he might be over analyzing things. Worried he might be on his way to paralysis by analysis because as time went on for a few days, he was spending more and more time analyzing things and not actually making calls.
One of the features we offer from dealing with our company is we include at absolutely no charge are service for helping new clients perfect scripts that will generate the leads they and deserve. As with many of my clients the first script that they produce was not going to work. It contained the most common errors that people make when working with voice broadcast. It used a lot of industry terms that a normal merchant wouldn’t make me understand. Industry terms such as collateral, liens and kind of bankers. It also contained much too much information. Many clients forget that you want people to press one and asked for more information you can give them all the information.
I worked with the client script to make it more clear what the benefits were to the prospect. I changed it around so that the benefits were right up front and it generated the prospect’s interest . Once we had a lot of benefits in there that will plus I work while I was typing you. Their attention right away, we took out a lot of the information so we had enough in there to keep their interest without telling them what to do.
My client then made 2000 calls and receive more than 25 leads. He was able to sell more of these leads his program and made just over $3000 for doing so. Two thousand calls cost him $18 [after he purchased the system] so $3,000 in income with $18 cost is a great return on investment.
We had a marketing coaching call scheduled for today and my client called to tell me he’s so busy with leads he has to postpone the call and that’s great news. That’s our goal. When a business can go from no leads to more leads than they can handle, in just a few weeks, that’s success.
If you’d like to use the power of voice broadcasting easily generate all leads me and get the marketing assistance you need include at absolutely no charge that is the solution our company offers take a step today toward your success by calling or giving me an e-mail to davidson@salesandmanagementsolutions.com or call 716-580-3384.
Many salespeople ask us for help with closing sales and overcoming objections, and what magic words will make people buy. The truth is that closing sales can be very easy and even though there are no magic words, there is an approach that makes it easy. There are reasons that closing sales seems hard but you can conquer them all.
Many salespeople love the presentation phase of the sale. They breeze along impressing the client with what they know and how much they care. The problem is that when it is time for closing sales, the atmosphere changes dramatically. It’s time to ask the client to buy. This change is so scary to many salespeople that they do not ask for the sale. They give a card, a brochure or an estimate and leave without ever asking the customer to buy.
Great closers know there should be no change of atmosphere when it’s time for closing sales. As you present, you should be turning each feature into a benefit and then asking if they agree it would be a benefit to them. For example, our equipment comes with a 5 year warranty (the feature) so you can stop worrying about the equipment failing (the benefit). Is that they kind of peace of mind you are looking for? (the tie-down)
If you follow that formula and ask simple tie-down questions as you present, you will have 30, 40 or even 50 agreements from your customer that tell you they want to buy.
Many salespeople have difficulty closing sales because they do the sale backwards. At the beginning of the sale, the salesperson should be asking lots of questions. Find out what the customer wants, needs and fears. The secret is to ask question at the beginning and not ask at the end. Don’t sell yet. Use questions to find out what will make the customer buy. Many salespeople do the sale backwards.
Whenever you sit down with a customer, always get out the forms you need for closing the sale. Do this early in the sales process. You can do it first thing if you like. If you have the forms and a pen in front of you, you are always ready to close the sale.
If you have followed the recipe we describe, you found out what the customer wants, needs and fears. You presented only the points the customer is interested, stated the benefit and ended with a tie-down question. The customer have answered “yes” to a large number of tie downs. Now, don’t ask the customer to buy. Just say something like, “I’ll get the paperwork started”. You don’t have to ask them to buy because they have already said “yes” many times. Just put your head down and start writing.
As you can see, the secret to closing is to make it a smooth transition to the close. Don’t ask them to buy, just fill out the form. If you have the courage to try this, you will find you sales increase dramatically and that customers prefer this style of selling.
If you found this article helpful, check out Carl Davidson’s sales training at our main web site www.salesandmanagementsolutions.com or get help with closing at www.close-more-sales.info You will be gald you did and you will be closing sales much more often.
Sometimes we chase customers so hard that we forget to make it easy for them to buy from us. Our door to door sales training shows that consumers are always weighing the hassle of buying versus the problems they endure. Door to door sales training that shows you how to make it easy to buy can make a big difference in your sales. Let’s take a look at ways you can lubricate the process for your customers.
You make it easy for the customer to buy when you work the hours they most likely are home. If you work nine to five Monday to Friday, they will have to take a day off to see your presentation. In our business, they are unlikely to do that at the early stage of the sale. This means more one-leggers that end with an excuse you cannot overcome easily. Work the hours they are home and your sales will increase dramatically.
Many of us are so proud of what we know about our products and services that we talk in terms a customer outside the industry will not understand. Remember that no matter what your company’s door to door sales training tells you, technical information doesn’t mean anything to most customers. They want benefits they can relate to like easy to manager hair and smoother skin, great entertainment or saving money. When customers don’t know what we are talking about they have to “think it over”. Make it easy for them to buy by using language people outside the industry understand.
Most people need a little nudge when they spend a reasonable amount of money. Think about the last purchase you made and how hard it was to make up your mind to go ahead. To make it easy to buy, you need a reason why the customer should act now and not put off the decision. Our door to door sales training show you how to use a powerful a first night special or some other reason for the customer to act. You need this in every sale to be successful.
During the sale, problems will arise. “I can’t do it until my tax refund arrives” or “We might be moving” turn problems into sales by taking all problems lightly and writing a solution on the order form. For example, if the customer says they are buying in three months, “No problem. Let’s get the paperwork out of the way now and I’ll put the month you want it installed here on your order so we can get it all scheduled for you.” Practice starting with “No problem” as you think of a solution you write on the order.
Making it easy for the customer to buy will increase your sales dramatically. None of the items mention3ed in the article are expensive or difficult to do. Give them a try and I know you will be pleased with the results. Be sure to visit www.doortodoorsalestraining.com for more information on door to door sales training.
Many door to door sales people are being trained with twenty year old door to door sales techniques that no longer work well. The problem is that managers at many door to door sales companies tell recruits that these outmoded techniques work and the recruits can’t understand why they fail. This article looks at the effective door to door sales techniques that work in today’s market and how to use them.
If the opening you use talks about you and not the customer, it will fail. Openings like , “Hi, I am here to tell you about our new line of products” are all about you. Look at it as a customer and you will see that openings that talk about you make the customer want to get rid of you fast. Any opening that does not show the customer a benefit for them in the first few seconds is based on old-style door to door sales training. Take a look at your opening and make sure it has a benefit for the customer.
Another serious error in some door to door sales training is that the sale starts too early. Today, it is much better to earn the trust of the customer by giving them some valuable information before you start to sell. This information could be a free check of their roof, a free home security audit or a free report. It could be something you show them on their house that you noticed like gutters that are falling off, bald patches in their lawn. If you start with things like, “big savings” or “special offer”, these terms imply a sale and you have started to sell before the customer is interested.
One effective technique we have developed in our door to door sales training is to always have a reason why you are there. Every month, declare a special event at your company. Then, when you are out knocking, you can say something like, “As part of our celebration of home safety month, we are offering a $120.00 home safety audit at absolutely no charge.” Having a reason you are there explains why your are giving something of value on a complimentary basis.
Our final tip in this article is never ask the big question. Never say, “Would you like a free check of your roof”. Always ask, When was the last time you had your roofing professionally tested”? This question can’t be answered “No” and allows you to proceed.
If you found this information helpful, check out our door to door sales training featuring Carl Davidson at www.doortodoorsalestraining.com for the best in fully guaranteed door to door sales training
Voice broadcasting or automated robotic calls are an excellent way to generate leads and sales. Many people considering voice broadcasting ask the same questions and I would like to give you the facts that surround those questions so you can make an informed decision about voice broadcasting.
The FCC recently changed the regulations concerning voice broadcasting. You can no longer call consumers using voice broadcasting without their written permission. However, calling business is not covered by this regulation nor any regulations about the do not call list. This means you are free to call businesses because the government feels if you are a business and you advertise your number and invite people to call you, you cannot then claim you don’t want to be called.
One of the great features of better voice broadcasting systems is that they leads they allow you to generate with their software shows not just the phone number but also the web address where the number was “harvested”. This gives you proof that the number belongs to a business that advertises on line and makes them safe to call.
Absolutely yes it is! There is no less expensive way to reach your targeted prospects. Voice broadcasting calls cost about $10.00 per 1,000 calls and that’s very low indeed. My clients average a one percent response rate. That means on the average, you will get 10 leads per 1,000 calls that cost about $10.00. You can’t get leads for a dollar many places and this is a very effective way to sell.
Some people will be mad that you called them but they probably weren’t going to buy from yoiu anyway.. Good voice broadcasting systems offer them an opt out button they can push and never be called again. People who are interested in your offer will be glad you called and people who have no interest will see it as an interruption. That is true for all advertising. Voice broadcasting is designed for sorting and selling the people whoa re interested. If you get 10 leads from one thousand calls, you get to speak to the 10 interested parties and are spared from trying to talk to the 990 that have no interest. It eliminates rejection and help you make the calls number of calls you need to succeed.
The secrets to success in voice broadcasting is to reach a very targeted audience for your product or service and to make the script you use interesting. You have to be careful not to say to much. If they know everything about you, they don’t need to speak with you. Try to interest them without telling them the whole story. If you do this, you will be successful and very few will be offended by your voice broadcasting calls.
Get a free voice broadcasting coaching call with Carl Davidson to discuss what scripts will work for your particular products or services. Call Carl at 716-580-3384 for free advice on voice broadcasting.
If you have been selling for any amount of time, you know that a presentation without urgency will most likely fail. If you want to be closing sales and overcoming objections more often, you have to create a reason to buy now in every presentation you do. Without these reasons to buy, you ability for closing sales will be much lower.
But, today’s customer is the smartest ever and they hate insincerity. That’s why so many of the common reasons to buy fail. They are phony and the customer knows it. How many times can we read on line that “this page is coming down soon?” How often can we hear “it’s the last one” or “seating is limited”? Does this mean that we need to close sales and overcome objections without using these techniques?
The phoniness of reasons to buy have prompted many salespeople to stop using a reason to buy now and that costs them plenty. Many close so few they get out of sales completely. That’s a shame because the correct use of reasons to buy will make a lot of money. But it’s an art, not a science. Like all art it takes time and practice. Here are some tips that will make it easier for you in closing sales and overcoming objections more successfully.
It Has To Be Customized
You can’t effectively use the same old reason to buy every time. For success in closing sales and overcoming objections effectively, it has to be customized for each customer. Maybe they need to beat a deadline, maybe they want 90 days to pay, maybe they want installation by your best crew. Think as you talk to the customer and decide what reason will do the job. Don’t use the same reason to buy on everyone because that’s what makes it sound like a lie.
Are You Being Too Helpful?
Weak salespeople are often so helpful it costs the sale. To close sales and overcome objections, you need to turn customer challenges into closing opportunities. For example, if a customers asks if it can be shipped in two weeks don’t be so quick to say it can. Instead, you can use this challenge to close the sale by saying, “Wow, that’s cutting it close. I’m not sure we can ship that fast as this is a busy time for us but I will write on your order “must be shipped within two weeks”. I hope you see how even though the salesperson knew it could be shipped in two weeks, by writing it on the order and making it look tough the salesperson created a custom reason to buy without giving a discount.
It Has To End Now
Another common error is that salespeople use reasons to buy that end soon but but now. If the reason ends soon, the customer will tell you they will buy soon. But if you want to close sales and overcome objections today, you need a reason to buy that ends today. Why is today a great day to buy? What makes it special? Be sure you have a reason before you do any presentation and you will succeed much more often.
These are just a few tips on the skillful use of reasons to buy now to help you close sales and overcome objections. If you want to succeed in sales, you need to learn all you can about this area of the sale and work on reasons you can customize to fit your customers. It is time and effort that will pay dividends for your entire career.
For more information and training on closing sales and overcoming objections, visit http://www.close-more-sales.info
As a sales coach, many clients come to me who have trouble closing and overcoming objections. The need to close sales more often. There is a small change in how you sell that can make a huge difference to your closing success and how many customers allow you to close sales with them. One recent client went from a 10% closing rate to a 50% closing rate after just one coaching session.
What technique could make this much of a difference in your ability to close sales? The simple answer is giving the customer a reason why today is the best day to buy. Unless you make this part of your presentation, you will only close those customers who happen to have a reason to buy today and you will miss many opportunities to close sales.
Let’s look at an example:
You are selling a service by phone to consumers that costs $300.00. You have made your presentation and the customer is interested. However, they tell you they will be definitely getting it in 2 weeks when their paycheck comes in (or any other excuse you wish to fill in here).
A weak salesperson ends the call. The sale is over. They will follow up in two weeks only to find that the customer doesn’t return their calls or has lost interest.
A stronger salesperson is ready for this situation with several reasons why today is the best day to make a purchase. Some can be discounts and but they don’t have to be. Here are a few examples that will help you close sales:
Bob, I don’t blame you for wanting to wait a couple of weeks but we’re not asking you to pay for it, we’re just asking you to give us the go ahead. You can put it in your credit card and you won’t have to make any payments for 30 days…I’ll get the paperwork started.
Another approach could be a discount.
Bob, normally I would want you to wait the two week to get started but here is something you might consider. I made a volume deal yesterday and got a special discount from the company. If I could hand in your paperwork this afternoon, I might be able to give you that same volume pricing and save you $75.00. Let’s see if we can get you the benefits now and save you money. I’ll get the paperwork started.
These are just two examples. You have to make the reason to buy fit your customer and your situation. Whatever you do, never try to sell without a good reason to buy. You will find it makes a big difference in your ability to close sales.
If you found this information helpful and would like to close sales more often, check out our video training at www.close-more-sales.info or call Carl at 716-580-3384.
You can sell more and close sales more often with our training.