Sales tips and secrets


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Sales tips and secrets

  1. 1. Sales Tips and Secretsthat you wish you knew
  2. 2. Before making a sales callResearch the Company or Person (Buyer)you will be selling toCreate a file on this buyerQualify the buyer – is he the decisionmaker? If not, who is?
  3. 3. Do your sales check listProduct Samples: Current & RelevantSales Collateral: Current & CompletePromotional Materials: Current & RelevantAll sales materials are easily accessible andprofessionally stored in a briefcase orsuitcase
  4. 4. Do your personal CheckIs your attire appropriate and professional?Remember that YOU are your PRODUCT orSERVICE in the buyer’s eyes.First impressions can be lasting impressions- your attire shows your respect for thebuyer and the company you represent
  5. 5. Your AppointmentAlways be EARLY for your appointmentYou can learn more about your buyer and his companyby observing staff from the waiting roomIt also allows you time to begin a relationship with thefront desk personnel (who often set up theappointments with your buyer)If you are cold calling on the account/buyer –introduce yourself and your company and establish ifthis is a good time to visit or if a more appropriate timeis suitable – respect your buyer’s time before your own
  6. 6. Meeting the BuyerLook the buyer straight in the eyes andintroduce yourself and your company and thepurpose of your visit – keep it short and to thepointYou should have practiced your “one sentencethat describes your product” prior to makingsales calls
  7. 7. Do not “crowd” the buyerRespect your buyer’s spaceNo one likes a salesperson in their faceMove your chair back if it is too close to the buyerand place your briefcase in front of youDo not enter the buyer’s space by passingproducts or sales materials until you haveestablished a mutual alliance
  8. 8. Tell your Story firstStories sell – facts tellYour sales pitch should be a “short story” with abeginning a middle and an endYour story should cover:Who are you/your companyWhat is your product and its historyWho is your product’s consumer(Ensure that your product’s consumeris also your buyer’s customer)
  9. 9. Establish CredibilityYou are your product’s expertYou are the expert in your product’s industryShare your research and product knowledgeto establish credibility with your buyer
  10. 10. Establish a RelationshipYour buyer/account research has given youinformation that can establish mutual groundWhat is the buyer’s main focus as it pertains toyour product’s industry?This focus should be your focus during themeeting
  11. 11. Ask questionsThe more you can learn about what yourbuyer’s needs are-the more your can meet themTake notes if the buyer is giving youimportant information –it shows that you take his informationseriously
  12. 12. Be prepared to ReactIf the buyer is giving you information that refersthat your product/company does not meet hisneedsAsk “Why” and take notesOnce you know the problem you can solve itYou learn more from the negatives than you dothe positives
  13. 13. Ask multi-choicequestionsWhen presenting your product always give achoice when asking a question -e.g. “Which color do you prefer -Black or White?”This prevents a negative answer
  14. 14. Don’t ask a single questionuntil you know you will geta positive answer!Once you get a “NO” your buyer hasmade a negative decisionNo’s tend to build upon themselvesDon’t build this blockade
  15. 15. Don’t waste your buyer’stimeKeep your presentation – short,professional, informational and to thepointYou want to establish a repeatrelationship with the buyer
  16. 16. Become your buyer’ssource of informationAt every sales call establish yourself asthe professional in your fieldAlways ensure that you have providedthe buyer with fresh, relevantinformation that your buyer can sharewith his upper management
  17. 17. Read your BuyerCreative – Product orientatedAnalytical – Information/results drivenNew to the position – little experienceExperienced – Expert in his field
  18. 18. Don’t irritateIf your buyer is neat and organizedrespect this – don’t mess up his spaceIf your buyer is quietly spoken – respectthe sound barriers
  19. 19. Begin with the lowestprice pointEstablish a “higher perceived value”from the offsetProve added value with each priceincrease
  20. 20. Do a quick overviewfirstBegin the actual product presentation with aquick overview of what the products are –the product range, product attributes andproduct featuresThis establishes a meeting agenda and allowsthe buyer to focus in on what products he ismost interested in
  21. 21. Establish Buyer InterestRead body languageDo not proceed with a more detailed productpresentation without buyer interestReturn to industry statistics and built a moresolid case for your product’s viability
  22. 22. Industry StatisticsKeep Statistics Current and RelevantHave a Visual of Industry and ProductStatistics(60% of people learn visually)Show how your product/servicerelates to the Statistics
  23. 23. Buyer/Account needsAsk what your buyer’s needs are i.e.(take notes)advertising/promotional requirementsMerchandising/instore display opportunitiesSell through percentagesSeasonal vs Everyday opportunities
  24. 24. Prove your product’sViabilityProvide documentedFOCUS GROUPInformationShow visuals of consumers using yourproduct/service and their comments
  25. 25. Product costsare no secretToday buyers have access to manufacturingcosts – from both domestic and overseasmanufacturersKeep your product costs realBuyers accept that Branded products haveadded value and added costs
  26. 26. Keep Prices HonestOne price for each Distribution ChannelMass Market RetailersSpeciality StoresDistributorsInternational DistributorsEtc..Lose credibility – you lose the account
  27. 27. Ask the right Questions:You have researched this account and know whatquestions to ask that relate to your product, yourproduct’s industry and what this account mayrequire of you.i.e. freight, turns, warehousing, new storeallowances, co-op advertising allowances etcAsk these questions now so you are preparedwhen it comes time to ship the product.
  28. 28. Confirm all positive responses:Repeat back to the buyer all the positive responses he madeduring the meeting i.e.Your company is focusing on Teen consumersYou are increasing your shelf space to accommodate moreteen productsYou are focusing on $9.99 - $19.99 price pointsYou are also focusing on Branded productsYou see our category as an everyday categoryYou will be doing major promotions in this category
  29. 29. Match Positive Responses toYour Product i.e.95% of Teens focused say they wouldpurchase our productsOur product fall into your preferred price pointsWe have 90% brand awareness with teens focused93% of teens own at least one of our products92% of teens use our product everydayBack to school and Christmas are teens most popularpromotional periods
  30. 30. ASK for the ORDERSo you would be interested in the$9.99, $12.99 and $14.99 price pointsYou see these as everyday items?Would you also like to promote these atThe Back to School promotional period?When would you require the products to be in your stores?(Take detailed notes as the buyer is providing this information)
  31. 31. LEAVE as soon as you have aBuying commitmentDon’t dilly dally… you can confirm all the follow upinformation in an emailOverstaying your welcome – is not an optionShake the buyer’s hand and thank him for his time and let himknow that you will follow up with all the details discussed atthe meetingYou don’t want to give the buyer extra work.. Make buyingfrom you easy, effective and profitable
  32. 32. Sales Call Follow UPAs soon as you leave the meeting –type out a Call ReportThis report covers ALL discussion during the meetingand all meeting pointsAlso a full description of the buyer and the accountThis report is for you( and your bosses eyes) only
  33. 33. Buyer Follow UPSend a follow up email to the buyerThis report covers all AGREED UPONDiscussion Points of the meetingRemember that you want to make it easy and efficient forthe buyer to do business with you.Don’t ask the buyer to do any extra work on your behalfLet the buyer know that you are there to assist in any
  34. 34. Author of “The Caboodles Blueprint”Sold millions of products worldwide over 40 yearsAvailable for Sales Training PresentationsContact:
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