Discover the Clouds of Mysteries Surrounding Sales

Discover things which confuse salespeople.Can they draw a distinction between a Sales Process and a Sales System? A Sales Process is the method of processing the sales order. The Sale has already been successfully completed and now the customer's order must be processed. It is paperwork. It's mechanical.A Sales System is quite different. This is the method of getting from the first encounter with a customer to helping that customer make a final decision about purchasing your product or service. Without a clearly defined Sales System there is little need for Sales Processing. This is a science and can be learned.What about turning up late for an appointment?Don't do it! NEVER turn up lateor an appointment, even if you have phoned the client to apologise for running late. You will look and sound unprofessional. The client/s may say they don't mind but they do. You will turn up late and have a reduced length of time to make your presentation. In otherwords you will end up cutting corners. The golden rule is: If you are going to be late then by all means apologise....... but re-appoint.How important is it to talk to the Full Buying Committee?If you are in front of the full buying committee then you are in front of the DECISION MAKERS. If you are not in front of the full buying committee then you are headed for a customer response which will result in procrastination. Always insist on being in front of the full buying committee and be prepared to re-appoint or even walk away. You cannot let someone else do the selling for you, particularly if that person is neither trained nor in sales.Are you an Order-Taker or a Salesperson?An Order Taker is required to make numerous sales because profit margins on the product or service on offer is usually very small. They have little to no sales training and typically approach potential customers with a smile and a phrase such as, "Can I help you?" or "Are you O.K.?" Customers usually run away from salespeople like that. Order takers play the numbers game. They feel that if they talk to enough people they will make the required number of sales. Not much of a Sales System there!A Sales Person on the other-hand makes fewer sales, has a product or service with a higher profit margin and is thus involved in negotiations with customers. The salesperson is therefore involved in the science of Persuasive Communication. Such a person requires a clearly defined and structured Sales System which is under continuous refinement. Without such a system that salesperson is doomed to failure or at best, reduced efficiency.Meet and GreetOnce again the initial contact with the customer is very important. The very first words from your lips will announce to the customer whether you feel you are a salesperson or an order taker. The golden rule here is Right Time, Right Place and be in front of the full buying committee. Remember, many a sale is lost in the first thirty seconds. Always be conscious of looking and sounding the part. You are representing yourself as much as you are representing your company and its products or services.Have you got a U.S.P.?If you don't know what a U.S.P. is then you really do have a problem. U.S.P. stands for Unique Selling Point and ideally you should have one about yourself, your company and your product or service.Is your company the BEST in its industry?The correct answer should be a resounding YES! If you cannot say with confidence that your company is the very best in its industry then you have to ask yourself why you represent them and why you put your reputation on the line in order to sell their products or services. What kind of a person sells and inferior product from a second class company? Not you I hope.Handling ObjectionsDon't be discouraged by procrastination or objections. They are part of selling and they should crop up every single time. NICHE will show you how to respond to these negatives.

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