BASICS OF SALES

This is a person who doesn't believe a thing that a salesperson says. Aside from the obvious he is also difficult because he doesn't say much or disclose much. It may not even be a salesperson thing. It may be a life thing. A combination of experiences and disappointments which has brought him to this state. Whatever the case, he is what he is and it's you who must handle these traits to be successful.

Strategy
Start off by getting him to agree on minor points. Anything from the weather to minor points about your product or service. We then move from minor points and expand the areas of agreement. This takes a bit more time. It must be done so as not to put him on the defensive. He must not be aware of what you are doing. If done correctly this is very hard to detect by the customer.

Definitely, do not exaggerate. Make your points more understated, believe it or not this will build his confidence in the interview. Understated points often give you more of a respectful aura from this individual.

Lastly overwhelm him with evidence, proof of satisfaction from users, people in industry that he is familiar with or if possible people he knows.

Most people who are skeptical have a right to be whether they are correct in that skepticism or not. It's their nature. What is important is that you recognize it and deal with it properly. Be patient, let him agree with you first on minor points. Don't exaggerate, and offer proof.

(Third in a series of selling strategies based on customer type)

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Joe D'Ambra
www.basicsofsales.com
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Failure in sales. Don't even think of it . Never mention it. Introducing a negative in sales. That is a no no. That's what the book says. Hell that's what everyone says. Does it happen, of course. If no one failed selling then everyone would have a hundred pianos, a thousands vacuums, etc.etc. You get the idea. So why not face it understand it and conquer it.

Think about almost any well known personality, historical figure, inventor, researcher, author. Read about them. They'll tell you about rejection and the thought of failure. If you are a baseball player and you are successful you have failed seventy percent of the time. Read Lincolns' biography and observe his record of failure. Think of how many times Edison failed before the lights went on.

In life and sales you must learn how to handle rejection and failure that is what it's all about. The best salespeople experience failure regularly. It's all about the end of the day. Your percentage, how you dealt with it.

Many times during my career I made not only mistakes but blunders, and on more than one occasion I was called on those mistakes by managers or notables in the company. My reply, yes I made a mistake I admitted it and I didn't get upset with the constructive criticism they leveled on me it was my short coming. I knew one thing that I would always win more than I lost by a wide margin and add to the company's' bottom line with the best of the top salespeople. I knew in the final analysis that the knowledge and experience I possessed would benefit me. My selling acumen was built on a solid foundation. I knew the essentials of selling, the basics of how a sale was made. No matter what happened, no matter how many miscues I made I knew eventually I would bounce back because of my training and conditioning. Have faith in your abilities, training, and experience. Don't dwell on your failures, rejections and shortcomings.

Failure is in all of us. It's the way we handle it, the way we deal with it that's important. Look failure in the face and walk through it. Anyone that holds you accountable isn't nurturing you they are hurting you, stifling your growth. As long as you are trying to work through your mistakes and failures you are in the game. People who are in the know recognize this because they too have failed and felt rejection.

Not admitting to failure and rejection is as ridiculous as not admitting to fear. It's a part of life, of selling, of what we do. Facing it, learning from it, not fearing it, knowing we can profit from it is the key to success.

Talking about failure and rejection in sales is nothing that should be swept under the rug. Introducing a negative, ridiculous. Being aware of something helps you recognize it and plan for it and its' consequences. Sales people are adaptable. They face tough situations all the time and are not afraid to experience failure.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

I hope that reading my blog benefited you. Please click the free preview on the site above and let me show you how I can benefit you further.

This persons' motto is never decide today what can be put off until tomorrow. If seeing two of something is good then seeing five is better. They will always let you know later. “I'll be back”. “Will this be available tomorrow, next week, next month”? Etc. Etc.

With this type of individual you must show how delaying would be detrimental. How loosing this item now will affect them in the future. The feeling of deprivation when the item is gone. Show how advantageous the cost savings would be because good items increase as sales go up. Continuing the process means further expenditures of time, and convenience not to mention the cost of gas.

Delaying the purchase and loosing the item may mean you have to pay more in the future while sometimes settling for less. Try to relate to the customer that now at the present time is the best time to make a decision because the facts are fresh in their minds. Try appealing to their ego. Mention that “some people put off their decisions because they don't have the power of conviction that you do. You know what you want and take action”. Judiciously place an order blank in front of them and see if that works.

Try a close, this is meant to jog the person and get them to open up and react, possibly give you more information to work with or avenues to pursue to try different approaches.

This person is tough, as long as they are in front of you try everything you can think of, something may take hold.

(Second in a series of selling strategies based on customer type.)

Thank You
Joe D'Ambra
www.basicsofsales.com
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I hope that reading my blog benefited you. Please click the free preview on the above site and let me show you how I can benefit you further.

The more you know about an account in advance the better prepared you will be and the more confident .

Some things to find out:
1-What does the company do?
2-The number of employees.
3-Is it a local or national concern.
4-Is the company growing?
5-How is their credit.
6-What do you have in your line that can help them.
7-Who is the right person to contact?
8-Are they hiring, laying off, running a late shift?
9-Are they readying new construction?
10-Look at their pamphlets, brochures, advertising in the media.

In some of these areas you may have to get the facts directly from the person or find out special requirements that can only be answered by the customer. Other than that if you learn enough in advance about the customer they will listen to you more readily and hold you in a higher regard.

You can also get this information by asking someone or get it from other sources like:
1-Salesman who called on the account previously.
2-Present customers in the same business.
3-Other salespeople and companies in related non competitive fields.

These are just some areas to touch upon. Think of as many more as you can and how to get the information. As I mentioned in previous blogs preparation is tantamount.

Thank You
Joe D'Ambra
www.basicsofsales.com
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I hope you benefited from reading my blog. Please click the free preview on the site above and let me show you how I can benefit you further When you purchase My "DVD".
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While working with this company I was assigned to accompany salespeople to learn the ropes and see how they operated. This particular day I was assigned to a salesman named Jack. Jack had a distinct southern drawl, was very laid back and always wore a three piece suit.

Now Jack had a customer that was quite animated and demanding and let's throw in loud and blustery. He liked to intimidate everyone, salespeople most of all. On this day I was to accompany Jack to this customers' office. The machine that was to prepare his payroll was not going to be delivered on time even though Jack tried his best. Jack filled me in on the background and we left for his office.
We arrived and were asked to wait by the receptionist. She made it clear that the office manager was fuming about the no delivery. After a period of time we were called in.
The office manager looked at Jack and asked “where's the machine”? Jack explained that it was still being debugged, that we had had a problem with the electrical system in the building and everyone was having problems. The office manager started yelling and became quite animated, he then went on to screaming and threatening Jack saying he'll have him fired and sue the company. He continued yelling and told Jack he wanted the machine in right away no excuses would be accepted. If the machine was not in by weeks' end he would have to keep the whole department in late, write the checks by hand, and pay everyone in the department overtime. At that time while he was yelling Jack had reached into his vest pocket and took out a book of matches and began to move them around slowly in his hand while looking back and forth at the office manger and the matches. The manger said “ so what's it gonna be Jack”?. Jack paused a moment and said “ I guess you will have to keep the department late and pay your people overtime and write your payroll by hand. He said this while looking as calmly as if he were waiting for a bus. I had gripped my hands so tight in the chair I was in that they turned beet red.
The two men looked at each other for what seemed like an eternity and then the manager said “Jack I'm in a bind, I need your help I'm really up against it”.”I'm having a lot of problems with personnel and I don't need this too”.

Jack told him that he had done everything he possibly could as did several other people in the office who had helped him. He said he was here in person to tell him this and show his empathy and concern, and that he would do everything in his power to right the situation. The manager nodded his head and asked Jack to keep him constantly informed. The customer finally got his machine, it was late, and he had to pay everyone overtime, but Jack more than maid it up to him later on.

Sometimes you have to go into the lions' den without a whip or chair and just let people vent. Pay strict attention, show them you are concerned, sincere, and and want to set things right, and although you are not intimidated you are feeling their pain. You must remain calm and steadfast. This is not an easy thing to do and, until you are in this situation you will not know how you will react.

I always remembered this and the first time it happened to me I remembered how Jack handled it.
Sometimes remaining calm, keeping your composure while showing concern is better than just spewing words.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

I hope reading this benefited you. Please click the free preview on the site above and let me show you how I can benefit you further by purchasing my "DVD"

To be able to sell someone we must first recognize the various types of prospects by their appearance, words, actions and personality. By observing these traits we can then build a strategy to sell them.

Let's start with the type of person who appears to be high strung, nervous and irritable. This person never seems to look at you or pay attention to what you are saying. He is constantly fidgeting, looking around, has a grimace on his face if not a down right frown. He is easily annoyed at any attempt to uncover his needs or desires. He resents giving any type of meaningful information. He himself doesn't know how to act towards you, how to answer or what to answer. Ever come across someone like this? I have many times.

This individual must be handled with extreme tact. He is capable of making a decision against you or what you are presenting for no apparent reason other than his nervousness. To handle a person with this type of a personality we must let him do most of the talking while we remain calm. Show him we are listening intently. Keep eye contact as best you can while he fidgets and always keep your aura of calm apparent. Do not disagree with him openly or you may spook him. Use suggestions to influence him. Act like you are partners looking for an answer.

A relaxed and deferential manner should soothe him. Talk quietly and deliberately like one partner to another. Never appear to be what he interprets as aggressive. Let him feel he is in control and all decisions are being made by him including the decision to buy which you carefully lead him to.

This is the first in a series of strategies to sell customers by their personality type.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

It is to your benefit to be as businesslike as possible with everyone in your customers' office regardless of their station. Sell everyone from the receptionist on up. You never know whose influence may contribute to the deciding factor concerning you and your product.

Here are some common things to watch for, and tactics to use in various situations.

Stay On Message:
Your job is to sell the customer not the other way around. If they try to switch the conversation lead them back tactfully and repeatedly if necessary. It is imperative that you firmly but tactfully keep the sales interview on message to get the order. The interview must be controlled by you.

Don't Put everything out all at once:
Some strong points that you have kept in reserve may be the final push you need to get the customer to commit. As the web and flow of the interview continues something you kept in reserve may be the determining factor to keep the interview positive or close the sale

There Are Several People Opposed To Your Product:
If two or more people are opposed to your product then each one must be sold separately. You then use the one you converted to sell the other. When two people oppose you it's difficult because one lends support to the other. Convert one of them to your way of thinking, then it's a combination of two against one in your favor. Divide and conquer.

Interruptions:
The phone rings, someone interrupts you and your customer, and your customer returns preoccupied and with his mind elsewhere. The first thing you must do is lead the customer back to the discussion by resuming the same manner and tone you had before the interruption. Repeat the last point by saying “As we were saying....”.Gets you right back on track. If the customer was leaning towards your point of view before the interruption quickly summarize the main reasons for buying and ask for commitment.

These are just a few things to remember, expect and master while you are in the customer' office. Anyone can interrupt you, anyone can oppose you, and people you never thought of can enter into the decision making. These are ways to turn negatives into positives.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

There was a customer I had that was known throughout the industry for her one word comment.Busy. I was told of this woman before I ever walked into the account. She was a wile and knowledgeable purchasing agent. She knew her stuff and more than held her own with salespeople.

Each time I called on her after I got the account I would walk into her office on the appointed day and start the conversation off like this. "Good morning Betty,how are you”? “Busy” Was her reply. Loved hearing it. Always made me laugh thinking of how everybody fell in line with this comment.

As soon as she said busy. I said “let me get right down to why I'm here", or I just took out a piece of literature or whatever I wanted to show and started talking about it while smiling slightly.

When your customer sets the tone in this manner pick up on it and get right down to business. The only salespeople who had trouble with Betty were those who weren't sharp enough to get right to the point. She let you know right off what she wanted of you, and that was to spend the least amount of time in front of her to complete your business. Busy or not she wanted you to know that you were to be there for a short amount of time so get down to business.
Now some may of thought that she was curt and unfriendly but what they didn't know was that she had other responsibilities aside from her purchasing duties and was overworked.

When your customer makes it known that they are busy then shift gears and get down to business. I loved customers like this, no time wasted, direct and to the point.
After all I always figured I got paid by the word.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

I hope that reading my blog benefited you. Please click the free preview on the site above and let me show you how how I can benefit you further.

Many years ago when I first started selling, I picked up a tip that stayed with me for my entire selling career. Anytime that I would see a group of salespeople gathered about exchanging anecdotes I would invariably listen and soak up everything I could.

During one of these sessions a salesman whom I knew to be quite successful said something I never forgot. He said he started asking his customers why they bought from certain salespeople and what they looked for in those salespeople. He could do this because he had a great relationship with these customers built on years of trust. He related what he thought were authentic answers to this question.
Sounds simple enough, but who among the rest of the salespeople there ever thought of asking this question. The question I thought was brilliant in its conception and simplicity.

I listened thought about what he related and promised myself that I would conduct my own study when I gained more experience and the trust of my customers. What he related stayed with me always and was instrumental in me asking the same questions of my customers constantly throughout my career and updating these questions with new customers on an ongoing basis.

Here is what his customers expected from salespeople and how they thought salespeople should act.

1.My time is valuable, salespeople should know their stuff and be brief.
2.Don't bait me by saying the price is going up. It leaves a bad taste in my mouth. If it goes up prove it, tell me and show me when.
3.Better keep your word.
4.Don't need to discuss politics, weather or daily topics unless I ask about that.
5.Don't make extravagant statements.
6.Make a misrepresentation and you're gone.
7.Don't knock your competitors.
8.I don't need to be entertained socially, I have friends for that purpose.
9.Give me the best proposal, don't hold anything back.
10.The salesperson who is overly familiar is not one I appreciate.
11.Frank comparisons between products is acceptable, but don't knock a competitor.
12.Don't oversell me or undersell me be concise and truthful.

Some of these I found quite obvious, others informative, but all of them worth remembering and
taking note of.

Thank you,

Joe D'Ambra
www.basics of sales.com
Sales Blogs offering sales tips

I hope that reading my blog benefited you. Please click the free preview on the site above and let me show you how I can benefit you further.

A customer who is already giving you a substantial amount of business will often listen to you more readily than competitors if you want to sell them more. Point out to them how giving you more business rather than your competitors will increase their profitability and help enhance their ordering procedure, and your on your way. Make it clear to them how ordering more from you will benefit them. It's “the them”that is important, not “the you”.

Here are some things to know and find out to make sure you have the right information to help your customer buy more from you.
Why are they buying your product?
What do they expect from your product?
If possible, point out other uses for your product.
Find out if there are any problems connected with your, or your competitors product.
Pass along any tips you may come across in your territory that may help your customer.
Show your customers how splitting business may increase their shipping costs with your company,and also affect their discount rate.
Provide a little extra service. Drive your imagination.Know how your customer is fairing, if they are doing more business overall make sure your business increases.

By all means avoid these mistakes:
Feel like your getting most of the business and it's better to leave well enough alone. Careful, sometimes customers want to give the other guy a leg up. That's understandable: but make sure you measure it correctly so you don't give your competitor anything solid to build on.
Taking for granted that they will call you if they need something. This is dangerous. Keep in touch with everyone in the account who has a hand in ordering your product. Make sure you know their habits,when they buy,who do they consult with etc. Know everything about the who and whys of their ordering patterns that you can find out. This is critical.

When customers buy an item and you don't suggest a larger amount if you think it necessary you are making a mistake. Know what they need and explain it to them. Not having what their customers need when they need it is a lost sale to them. Having a little extra of an item is always better than not having enough, especially if that item is a staple or in demand. Explain this correctly and you will have no problem.

Always be on the lookout for additional business but never at the expense of your core customers. Remember even if they are buying a substantial amount from you, you can still increase this total if you approach it wisely and handle in judiciously. Just show them how buying more from you will benefit them.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips