1. They don’t ask for the sale.

2. They talk the customer out of the sale.

You may scoff and think these don’t happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it? Let’s first address the issue of asking for the sale.

My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, “I’ll take it.” However, in many cases, the customer doesn’t say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in the next few days. But she may not tell you that.

This is your responsibility! If you’ve worked through the sales process and done everything properly up to that point then you’ve earned the right to ask for the sale. Remember, the prospect expects you to ask for the sale. You ask you get. The more you ask, the more you get. If you leave the prospect’s business without asking for the sale you run the risk that a more assertive competitor will present their equipment and service, ask for, and get the sale! Then your work, effort and energy have been for nothing. I’m not suggesting you will close every sale by asking but I will guarantee that you will generate more business by consistently asking people for their business.

In the last few months I have had at least three situations where I’ve been ready to buy a product or service but the salesperson failed to ask me. One of these involved membership in a networking group and during the meeting I announced I was ready to join if someone wanted to take my money. To my surprise, no one approached and signed me up. It’s little wonder this group is not experiencing growth in its membership.

Unfortunately, many salespeople are afraid of the rejection that comes with selling. By not asking for the sale, they avoid the possibility of the customer saying no. Other salespeople are concerned they will appear pushy and risk offending the prospect. Here are a few simple statements and questions you can use to move the sale forward:

“What are the next steps?”

“What do you think about what we’ve discussed so far?”

“What would be the best day to arrange delivery and set-up?”

“Is there any reason we shouldn’t get started on the paperwork?”

The next biggest mistake salespeople make once they do ask for the sale is to talk the customer out if making the decision. A few years ago, I was considering an activity for one of my training sessions. After listening to the salesman’s presentation and seeing the product I told him I wanted one. He proceeded to say, “If you want some time to think about it, that’s okay, there’s no rush.” I again told him I wanted to purchase the activity and he responded by saying that many of his customers like to consider the purchase before making a final decision. Finally, I reached across the desk and took the activity out of his hands and said, “I’ll take this one. Here’s my card, send me a bill.” I couldn’t help but wonder how many sales opportunities this business owner missed.

If you want to increase your sales, IMMEDIATELY, remain silent once you ask for the sale. Here’s why this simple technique is so powerful.

In every sales situation, the customer or prospect has a mental checklist of conditions that must be met before they will be prepared to make a purchasing decision. Remaining silent allows them time to mentally tick off each item on that list. Talking interrupts this process and does not give the customer time to review what, if any, conditions remain unfulfilled. The longer a customer takes during this process the greater the likelihood they will make the purchase. Yet, most salespeople get so nervous during this period of silence they end up blurting out something like, “Have you been offered a better deal by someone else?”

Don’t give the customer a possible objection! Ask for the sale and remain silent until they respond, regardless how long it takes. I recall reading a story about a salesperson whose prospect took almost two minutes to say yes after being asked to make a decision. By remaining silent she closed the sale. Avoid the risk of talking your customer out of the sale by keeping quiet after you ask for the sale.

If you’re serious about building your business get serious about asking for the sale and develop the discipline to stay silent afterwards.

You are welcome to reprint or use this article providing you include the following information.

Copyright 2004, Kelley Robertson

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of “Stop, Ask & Listen – Proven sales techniques to turn browsers into buyers.” Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine.

These important keywords can be obtained by using Micro Niche Finder. Info generated by Micro Niche Finder or other applications and software compiles related words and phrases in a comprehensive list which you can target in order to obtain a headstart when it comes to placing on an internet based search engine.

Further information is supplied by Micro Niche Finder, for example the number of searches every one gets, exactly how many different web sites who use those keywords, even competitor information. Lastly, the info returned can help identify desirable domains, content for your site, and even identify the greatest sales opportunities. Now it’s time to construct a web site; but you’ll obviously have to do a bit more than just that. Having the best placing on internet based search engines requires the fine-tuning of your web site. Applications such as SEO Elite will make this simpler. Competing web sites are examined by Seo Elite information which then provides advice on how to improve search engine performance. With software like SEO Elite, data supplied by the software package suggests where you might look for appropriate links, the most lucrative keywords, and even a list of sites to submit articles to refer to. Succinctly, the results created are similar to the suggestions that a specialist in search engine optimization may offer. Once you find your target market segmant, have your product advertisements, and your internet site is finished, all you need to do is get your web site up in the search results. You will collect a regular paycheck and question why you didn’t try affiliate marketing sooner!

If you’d like to discover these crucial keywords, you should use programs like Micro Niche Finder. Data gathered by this software or other applications and software results in associated keywords and phrases in an extensive list format which you can focus on in order to earn a great placing in an internet search and generate a good deal of traffic.

Additional data is supplied from the program, for example the number of searches each one gets, the number of competing sites, and how good that competitor is. Finally, the information created will help in loacting associated domains, help you put together your web site, and point out the best sales opportunities. The next step is to build a website; however you’ll obviously need to do more than just that. Search engine optimization is an absolute must. Applications such as SEO Elite can make this simple. Your rivals’ websites are examined by Seo Elite information which then offers suggestions on how to better search results. With SEO Elite the data produced from the software advises you where to look for links, which words to concentrate on, and even a list of sites to submit articles for reference. Succinctly, SEO Elite information is similar to the suggestions that a specialist in search engine optimization may offer.

When you know what target market you want to sell in, have your product ads, and your website is finished, then all you need to do is easily enhance your search results. Your earnings will roll in without very much effort and question why you ever struggled to make money!

These essential keywords can be found by using programs such as Micro Niche Finder. Data gathered by Micro Niche Finder or other computer programs and computer software compiles a list of associated keywords giving valuable information to get top listing on the web based search engines. Micro Niche Finder data will also calculate the exact number of searches, precisely how many different internet sites use those keywords, even competitor details. Last but not least, the information generated can help identify desirable domains, material for your website, and point out the greatest sales opportunities. The next step is to construct a internet site; yet it will take a bit more than that. You’ll want to optimize your web site to better your performance on the search engines. This is where Seo Elite information can help may help. This program automatically analyzes the sites of your rivals and helps you by telling you what you must do to get good rankings in the search engine results. With applications such as SEO Elite, info generated by the computer software advises you on links, what words and phrases to focus on, and information on how to submit articles. In a nutshell, SEO Elite information is the same kind of information that an SEO specialist may give. When you know which niche you’d like to focus on, have your product promotion, and your web site is ready to go, then you are ready to get your site up in the search results. You will pick up a steady pay check and question why you doubted that affiliate marketing would work for you!

Plan -
Don’t discard those old clothes and items just yet. In fact, don’t throw anything away! You will be surprised at what people will buy. Your trash truly is another person’s treasure. Check with family, friends, and neighbors to see if they would like to hold a joint sale. More sellers mean less work, and more items mean more buyers. Also, advertising will be lower with more people to share the cost.

Promote -
Most community newspapers have a weekly garage sale section to advertise in. Put up signs in your neighborhood a few days before the sale. Make sure the signs are large, readable, and if possible, waterproof. On the day of the sale, put a large sign and some balloons at the intersection closest to your house. Remember to take down all of your signs after the sale.

Be Organized -
If possible, plan to set up items in a covered area so that you can still hold the sale if the weather is bad. Have each family mark their items with a different color dot to prevent mix-ups. Make sure that every item is priced and set up in a secure place by at least the night before the sale. Price your items fairly, but not too low. Some people will want to bargain with you. Have plenty of change on hand, as you will be dealing with a lot of paper money.

You will be surprised how the day of the sale can take a toll on you. Try not to let your sale go past noon, and it helps to have someone there to take turns managing the sale, so that you can each take breaks.

This article has been written by Vanessa Pruitt, a work from home mom promoting wellness. To learn more about working from home visit www.tricitymoms.com . She is also the owner of two subscription blogs, loveworkingfromhome.blogspot.com & netmommy.blogspot.com .

1. Be Unique. If there is nothing that differentiates you from your competition you become common. Webster defines the word common as, “ordinary or not special” and the only way buyers select one common service over another is price.
Take inventory of your skills, experience and knowledge. Are you a specialist in some area? Are you an expert in certain facets of your business? These and other differentiators can make you unique and valuable to a select group of clients.

2. Choose Your Clients Carefully: Don’t ever let your clients choose you or you will be at their mercy. If a deal is going to close successfully, the true professional should be in control, not the client.
To begin controlling your business, write down the attributes of the people you want as clients and then go out and get them with targeted marketing. I hope the first item on your list of attributes is that they are people you enjoy spending time with. Being a business owner is far too difficult to work with people you don’t like just to earn a living.
Turn away people who don’t meet your criteria. When you reject or refer clients it tells the world that you don’t just work with anyone, you are selective which raises your perceived value. It also makes you unique from other businesses who will work with anyone who can bring them a paycheck.

3. Set High Standards: If you work with anyone and everyone your value drops. If people have to qualify to work with you your value increases. Of course you know that there are prospect who will ask you to give them a bid with no intention of ever buying from you. They’re planning to use your bid to leverage a discount with their current vendor or any one of a dozen other reasons that they want your knowledge but not your services. Then there are buyers who will waste your time and then purchase through another vendor (probably a relative).
Don’t ever meet with a potential client until you ask a logical list of questions to determine their seriousness and loyalty. You need to know their motivation and if they are interviewing other vendors. You also need to know if they’re financially qualified. If you don’t have serious, financially solvent, and loyal clients, why waste your valuable time with them?

4. Compete On Value, Not Price: No disrespect intended to other business models, but it doesn’t take any special skill, experience or knowledge to compete on price. All you have to do is be the cheapest, but this is a losing game.
Some people may remember the gas price wars of the 1960’s and early 1970’s when there seemed to be a gas station on nearly every corner. To gain market share, one would cleverly lower its price, but then all the others quickly followed suit and the only result was that everyone’s profit margin was reduced.
The way to get paid what you’re worth is to visibly demonstrate your value to your clients. Competing on price does not create value.

5. Create Value In The Eyes Of Clients: Frankly, most people throughout the country believe that people in sales do little to earn their commissions. This is our fault because we should be educating them about how hard we work before ever accepting them as clients.
Keeping my prices firm was a problem until I started tracking of all the different duties required to earn my pay. I developed lists of activities I do for customers. This amazes clients because most have no idea how complicated their orders sometimes can be (whether it’s manufacturing, servicing, fulfillment, etc.)
Since I created these lists I’ve never had to cut prices. If a prospect asks for a discount I simply show them the list and say, “Here are just some of the activities I must complete to earn my money. Why don’t you point out the things that you’d be willing to do instead of me. If you save me time then we can talk about saving you money because I earn every penny I get.” When confronted with a list that runs nearly ten pages long their eyes glaze over and they usually respond with something like, “You’re the expert, I expect you to do this work!” To which I simply say, “If you want me to do all of these activities on your behalf then you need to pay me what I’m worth. If you want to pay less, I’ll see if I can find someone who will do less and maybe they can save you some money.”

6. Educate Your Clients About How Much You Make. After speaking to thousands of agents all over the country for the past 15 years it’s clear to me that the average prospect is clueless about how your prices are determined, factoring in overhead and other expenses we have to run our businesses.
Most business owners face the reality of having to pay 33% federal, 10% state and 13.2% self-employment costing a total of 56.2%. As a result, clients often say, “Wow, you are underpaid for handling all these activities for me!” This was exactly my intent by taking the time to explain how I earn my money and how little I actually keep. This way they never try to cut my prices because they know that, like them, I earn my money and I don’t make as much as they may have previously thought.

7. Provide value that no one else offers. When prospects do business with me, they get a complete outline that explains my process from start to finish. It also includes samples, a list of service providers that could be involved in the process and much more. No other competing business offers any of these benefits, so if a client wants to work with me they must pay what I ask.

8. Reject price shoppers. Studies show that only 15-18% of people make their decision to purchase a product or service primarily based on price. This means that the majority of clients appreciate value and are willing to pay for it – if they see it.

Don’t forget that real professionals earn their money by helping clients maximize value, minimize costs, save time, and much more. If potential clients don’t appreciate this then feel free to refer them to your competition.
You don’t need every prospect and you certainly don’t need every buyer to be successful. If all someone wants is a cheap transaction, send them to a vendor who competes on price and wish them both luck!

The Fox Realtor is experienced in commercial real estate in Minnesota. Working with developers, investors, and institutions to realize their investment objectives using real estate. He can be contacted at mo@foxreg.com, and more information is available at www.foxreg.com

1. Wear business shoes and shine them daily.

2. Keep hair cut and groomed.

3. Look fresh and crisp. Shower every morning before work and wash hair.

4. Be physically fit. Trim and energetic is attractive.

5. Wear a dress shirt only one time before washing and ironing.

6. Wear only white dress shirts.

7. Wear coats into offices.

8. Don’t talk politics, religion, or sex.

9. Don’t monologue. Ask leading questions and listen and remember.

10. Talk you, me, and us. It’s a one-on-one relationship business.

11. Always encourage, recognize, and compliment.

12. Don’t overstay your visit. Get in, get your response, and get out! Repetition has greater value.

13. Make 30 calls a day.

14. Know who directs the business; the manager, loan rep, or processor.

15. Always look for an opportunity to present.

16. Do your presentation in their conference room.

17. Give a well-prepared, rehearsed presentation on your company, your service, and yourself.

18. Ask for the order without hesitation, confidently yet politely.

19. Use the four steps to selling – A) rapport, B) interview, C) presentation, and D) close.

20. Don’t offer things they don’t want.

21. Ask them – A) who they use; B) how long have they used them; C) why do they use them; and D) what do they look for in a title company. Then, go into your presentation.

22. Use customer names frequently.

23. “Mr.” would apply to older gentlemen.

24. Maintain a route of A, B, and C accounts after about 75 offices have been found.

25. Go to A’s more than B’s. Go to B’s more than C’s.

26. Always leave marketing material.

27. At first, spend money to feed offices. Put your business card sticker on stuff. This is marketing.

28. Pizzas work well for taking lunch into offices.

29. By the third month, once you’re recognized in these offices, spend money on individuals.

30. Give people gifts occasionally as a token of appreciation. Blockbuster, Starbucks, movies, Barnes & Noble, etc.

31. Always write thank-you notes for business. NOT e-mails. NOT phone calls.

32. Keep an open and closed order book to reconcile business.

33. Maintain an updated list of things to do.

34. Take people to lunch to get to know them.

35. Carry a folder. When a customer has a request, write it down in front of them.

36. Don’t try to impress the customer with technology, only offer if they request.

37. Return phone calls in 10 minutes.

38. Answer phone as much as possible.

39. Always follow-up. Don’t expect something got done because you asked.

40. Keep notes about respective customers on the back of their business cards. Also, their description and discussion.

41. Do busy work at night. That is down time. See customers during daylight prime time.

42. Get time frames of expectations from customers on all requests. This will assist time management.

43. Always underpromise and overdeliver.

44. Never act like you know something if you don’t. This will cause a detriment to your credibility.

45. If you don’t know, say “I don’t know but I’ll find out and get right back to you.” Then do it.

46. If we screw up, never be defensive. Say “That shouldn’t happen – I’ll look into it,” and see that it doesn’t happen again.

47. A) If someone blasts your internal staff, listen to your customers, tak enotes in detail, and then, giving the benefit of the doubt to our fellow employee, ask them what happened. B) If it sounds like we have an internal problem, then bring it to me.

48. Your job is to be a “problem solver.”

49. Your desire to help will show well.

50. Believe in yourself.

51. Be yourself.

Chris Naaden is the sales representative of United Title Company in Long Beach, California. Chris has assisted customers since 2001 in both residential resale and refinance transactions. He may be reached for comments and service at cnaaden@unitedtitle.com.

One day a reporter questioned Willy asking why he robbed banks. Willy looked around and thought for a moment and then came out with one of the most fascinating answers that would ensure much more than his 30 seconds of fame. He replied – ‘Why do I rob banks – I’ll tell you why, because that’s where the money is’. Without doubt Willy had laser sharp focus knowing exactly who and where his target market was. During his career as a bank robber Willy spent more than half his adult life in prison and shortly before his death in 1969 became a consultant advising banks on security.

So as management and sales people, what can we learn from Willy Sutton and how can we relate it to sales?

Firstly – Do we really understand our target market? Willy knew exactly which bank he wanted to rob. He would ‘case the joint’ discovering all the variables and deciding if the target bank was appropriate or not.

Have we done our due diligence to establish what solutions we should be selling and why prospects and clients buy from us? What are the other factors that will ensure we stand the best chance of personal and team success for the next quarter? Willy Sutton really did understand his market and that was his major strength – so hands on heart do you?

Secondly – He understood the power of motivation. Is it really surprising that after making his presentation to the banks’ staff, gun in hand, people were highly motivated to carry out his instructions (lie down on the floor and don’t do anything stupid). Any objection handling would have been dealt with immediately in a crisp and authoritative way – unfortunately as sales people we cannot use the phrase – do you really want me to blow your brains out?’

Thirdly – The escape plan. Having achieved his objectives and earned his commission, he would then disappear not hanging around to make idle conversation where he might be tripped up. His strategy was end to end (although potentially his strategy was weak as he was often caught before he left the bank)

Willy’s ultimate downfall was the marketing used by the opposition. Being constantly written about in newspapers and having his name nailed to trees in the vicinity with a complimentary photo meant he was also subsequently arrested some time afterwards.

Have you a solid Marketing Strategy?

Lastly, if you decide to change from selling and move into ‘bank robbing’ then here are a few tips:-

Make sure you get enough money that you can flee to a country that currently does not have an extradition treaty with the UK

If you decide to rob a bank in the country make sure it doesn’t only have one road in and one road out

Wear a mask

Get a reliable gun

Practice your script ensuring it is short and to the point

Dress for the occasion – you never know who will want to take your picture

Being in sales is easy – being successful is somewhat different. You must plan and understand your market – both important keys for your continued or future success.

Creating a highly qualified pipeline from your prospects and customers will ensure that you have focus – and thus Willy Sutton will not be the only one who goes where the money is. You must focus on where you get the best return for your sales effort and also ensure you read read the signals to avoid any surprises. Like Willy Sutton you don’t need any surprises when you are hard at work and going for the ‘big one’. Unlike Willy Sutton you don’t want to be caught out because you didn’t have the right information or target – don’t you want to mitigate risk wherever possible. Get the focus you have everything to gain!

Bio Info:
Mike Palman, is a global Master Sales Coach, Sales Mentor, Author and Sales Trainer and CEO of The Sales Academy. Mike helps people and businesses do more, do it better and get the results that they really want. In 2005 Mike started an e-mail marketing company believing that e-mail marketing is an essential part of today’s marketing that can help leverage new business http://www.candomail.com Mike had a successful career in sales for over 25 years and now helps salespeople, sales management & business owners get the sales edge. Mike lives in both the UK and South Africa. For more articles by Mike Palman, visit http://www.thesalesacademy.com

Professional sales people spend their entire careers consciously selling products and services. They attend sales trainings and seminars. They listen to motivational tapes and CDs in the cars to stay optimistic in the face of the inevitable continuous stream of ‘Nos’ every salesperson hears daily.

Selling is the world’s oldest profession. It is in your blood, and you know how to do it. Follow just a few simple steps and rules to selling, and considerably improve your life and your relationships.

My definition of a sale is the connection between a buyer’s needs and a seller’s benefit. This sounds basic and it is. Using this definition, what is the process for a easy-to-make sale?

1. The seller must know the buyer’s needs. 2. The buyer must believe his needs are completely fulfilled by the seller’s benefits.

In a perfect world, if #1 and #2 are met, there is a sale.

Why is it not a perfect world? Here are common problems in a sale.

1. The buyer, much less the seller, truly knows his own needs. He may think he knows, and the seller may believe this erroneous thinking. To sell anything, all sellers must practice the art of questions. Good sales people ask questions until the buyer’s pain is discovered. Since all buying is emotional, discovering pain or problems usually also uncovers the buyer’s true needs.

2. The seller does not know, and/or does not communicate to the buyer the benefits that answer the needs of the buyer. Unless the buyer clearly understands the benefits of service or product he is purchasing will solve the need, there will always be doubt about the sale. Many times the seller knows the feature of their product or service, but not the benefit. For instance if I were selling a fireman’s charity ticket to a friend I would not say “Buy this ticket because the fire department needs your money.” I would use a benefit like this; “The money you invest in this ticket will support your fire department. What this means to you is better and faster response times with better paid, more qualified fireman coming to save your house or your life.”

See how I convert a feature (help the fire department) into a benefit (save your house or life)? Practice this concept every time you want to sell.

Take the time to find out the needs of anyone you are trying to sell anything whether it is an idea, a product, or a service. Using your knowledge, match your benefits to the needs, communicate it properly and you have a sale!

Your Coach and online friend,

Miami Phillips

Helping others find their path – and stay on it.
http://www.creativemasterminds.com

Quotation of the Week – “When one teaches, two learn.” –Robert Half

About The Author

Miami Phillips is an ANSIR Certified Personal Coach and the founder of Creative MasterMinds who believes personal growth is an essential ingredient to being happy and contributing to this world. While his main focus is affordable personal and business coaching, he also offers motivational teleclasses, ebooks, reading recommendations and much more. To find out more visit his site at http://www.creativemasterminds.com or send him an email at Coach@creativemasterminds.com

Remember that a customer is not yet your customer until they actually buy something from you. If you then desire to keep them as a customer, you will also need to be certain that they are happy and satisfied with you, your product or service as well as your customer service department. Until the sale is achieved, they remain a prospective customer or a prospect.

Closing should be the natural result of an effective and comprehensive sales plan involving proper qualification of your prospect, sufficient pre-approach research, proper questioning to understand the customer’s needs, a successful presentation of the features, advantages and benefits (FAB’s) of your product or service, effectively handling of any objections and then asking for the order. The closing segment is simply an ongoing part of the process, one that should naturally result from successful implementation of the earlier steps.

Trial closes, smaller closes built into the presentation leading to the final close, are actually an integral component of the presentation process itself. These trial closes are simply points in the selling process where your prospect agrees that moving forward in the sales process is a good and worthwhile decision. Each is an affirmation that you, the salesperson, are on the right track.

Selling is actually the process of helping your prospect to buy. The job of the salesperson is to help clarify their particular need and properly match the product or service to meet or exceed that need. Since many people do not like to make decisions, our job is simply to help them decide that by purchasing from us, their need is met in a most satisfying manner. They must clearly see that the value they get from your product or service exceeds the money that they will spend in acquiring it.

“Closing the sale” simply means “asking for the order.” If you don’t ask, the answer is always “no.” Closing of the sale is a natural step in the selling process. It should not involve any apprehension or fear on your part. It is the right thing to do. It amazes me how many salespeople will do everything else properly and then fail to ask for the order! There is nothing to fear. In most instances, the prospect is waiting for you to ask for their business. Do not let them down. Ask for the order.

Again, “closing the sale” simply means asking for the order. Assuming that you have performed the preceding steps properly, “asking for the order” is a natural segue and should flow without hesitation. Don’t be embarrassed or fearful to close. Your customer expects it. Your sales will not grow without it.

Daniel Sitter, author of the popular, award-winning e-book, Learning For Profit, teaches simple, valuable, step-by-step accelerated learning skills. Mr. Sitter has extensive experience in sales, training, marketing and personal development over a 25 year career. http://www.learningforprofit.com/
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