1) A good salesperson is enthusiastic about the product they are selling and transfers this enthusiasm to customers. They must be knowledgeable about all aspects of the product.
2) It is important to understand customer motivations and position the product's characteristics to match the customer's hopes and desires. Salespeople should understand how marketing, advertising, and merchandising support the sale.
3) Salespeople must be honest with customers, provide complete product information, and gain customer trust through transparency.
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
22nd Century Selling Skills for ASTD ICE 2014Mike Kunkle
This is my presentation on 22nd Century Selling Skills for the 2014 ASTD International Conference and Exhibition. I'm presenting on May 4 in Room 145A from 12 to 1:30 pm.
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
22nd Century Selling Skills for ASTD ICE 2014Mike Kunkle
This is my presentation on 22nd Century Selling Skills for the 2014 ASTD International Conference and Exhibition. I'm presenting on May 4 in Room 145A from 12 to 1:30 pm.
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
7 Common Types of Retail Customers (and How to Sell to Them)Vend
One of the things that makes running a retail store so interesting and fun (most days) is the fact that you can encounter an array of characters at your shop. From easy going shoppers who make small talk, to customers on a mission who just want to get in and out of the store, retailers deal with various types of people on a daily basis.
And as any good merchant knows, there isn’t one single solution or best practice for converting all kinds of customers. Each type comes with its own set of qualities, and retailers have to acknowledge these distinctions and tailor their approaches accordingly.
To help you do this, we’ve compiled a list of the most common types of customers that you may encounter, along with tips on how to approach and sell to each one
Complete Training Slide for Sales Boost up or Developing Sales Team. By this training any organization can have a expert sales team. This training is designed to develop selling skill along with motivational factor.
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
With analytics, it is easy to understand what happens on your website. But we cannot understand WHY it happens like that. Read the Infographic: Go beyond analytics. See how we can understand the WHY behind analytics
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
7 Common Types of Retail Customers (and How to Sell to Them)Vend
One of the things that makes running a retail store so interesting and fun (most days) is the fact that you can encounter an array of characters at your shop. From easy going shoppers who make small talk, to customers on a mission who just want to get in and out of the store, retailers deal with various types of people on a daily basis.
And as any good merchant knows, there isn’t one single solution or best practice for converting all kinds of customers. Each type comes with its own set of qualities, and retailers have to acknowledge these distinctions and tailor their approaches accordingly.
To help you do this, we’ve compiled a list of the most common types of customers that you may encounter, along with tips on how to approach and sell to each one
Complete Training Slide for Sales Boost up or Developing Sales Team. By this training any organization can have a expert sales team. This training is designed to develop selling skill along with motivational factor.
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
With analytics, it is easy to understand what happens on your website. But we cannot understand WHY it happens like that. Read the Infographic: Go beyond analytics. See how we can understand the WHY behind analytics
This is the 5th (fifth) lecture of the "Designing Interactions / Experiences" module I’m teaching at Köln International School of Design of the Cologne University of Applied Sciences, which I’m honored to give by invitation of Professor Philipp Heidkamp. In this presentation we discuss the different design artifacts typically produced during the ideation stage
Le prospettive della generazione distribuitaAndrea Vitali
Durante il progetti è stata effettuata un'analisi del panorama tecnologico nell'ambito della Generazione Distribuita (GD).
Partendo da un'indagine della situazione italiana attuale, si è innanzitutto effettuato un focus sulle principali fonti energetiche protagoniste della diffusione della GD e sui relativi vantaggi e svantaggi.
Si è quindi affrontato l'importante tema dei sistemi di accumulo, effettuando una rassegna delle tecnologie più all'avanguardia ad oggi disponibili e dei possibili sviluppi futuri.
La gestione della GD è essenziale per garantire la stabilità della rete elettrica, per questo motivo si è anche toccato l'argomento delle Smart Grids e della loro diffusione a livello europeo.
Sono state infine analizzate le prospettive future di crescita in tale settore a livello normativo e tecnologico.
This UX Review of RedCanoeCU.com shows the good, the OK, and the ugly of the website's user experience from the perspective of two personas, Ashley and John. The purpose of the UX Review is to show what could be improved to get more signups for memberships, loans, and other services for Red Canoe Credit Union.
UX Review of PFCU.org by BloomCU showing the good, the OK, and the ugly of the website's user experience from the perspective of two personas, Ashley and John. The purpose of the UX Review is to show what could be improved to get more signups for memberships, loans, and other services for Pasadena Federal Credit Union.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
ClickBank copywriting secrets part one. Inside this
eBook, you will discover the topics about why the top is the most
important aspect, writing a powerful headline, understanding the
psychology of headlines, headlines examples and headline swipes
you can use.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
1. Part 1 of 5: Showing Enthusiasm for the Product
1.
1
Love what you're doing when you're selling a product. The popular image of a
salesperson as someone willing to "sell at all costs" is not the reality across the board in
sales. A good salesperson loves sales, is motivated by what they're selling, and
transfers this enthusiasm and belief to the customer. Indeed, the customer is given
options, including the one to walk away, in order to avoid such undue pressure.
Learn how to listen to customers and to read their body language. Avoid interrupting or
disagreeing with a customer, and provide your customer with space to talk. Know how
2. to interpret a customer's folded arms, eye contact, and manner of standing toward or
away from you. Make the customer comfortable and you're off to a good start in selling
your product.
1.
2
Be knowledgeable about the product. There is nothing more infuriating to a potential
customer than to come across a half-hearted salesperson who claims uncertainty about
what the product can and can't do, what it's made from, and what happens when things
in it stop working. It is absolutely vital to know your product range inside out and if you
3. do not know something a customer asks of you, let them know you'll find out and get
back to them as soon as possible.
2.
3
Help the customer see the perks. As well as getting good product information to the
right people, it is important to translate the product's features into benefits for the
customer, thus making it easier for them to buy.
Have you used the product, tested it, tried it out, or worked with it--whichever is
relevant?
4. Do you feel comfortable about being able to talk to a customer as someone totally
familiar with the product?
Ask yourself one simple question: Why should a customer buy my product? If the only
answer you can come up with is "So I can get paid," you're selling the wrong product.
1.
4
Ensure that the product has been adequately explained. Good product information,
including retail packaging, is important. Lots of salespeople and sales managers don't
like to admit that sales can be completed by product information. They like to think it is
5. their personal charm, intelligence, and determination that closes sales. For the most
part, that is bunk. Not only can sales be made by product information, most
sales are made this way. And this is more true today than in the past because of the
proliferation of "big-box stores" and other forms of product sales without the benefit of
interpersonal relationships.
The product information should be informative, true and complete. Ideally, it should give
the prospective buyer all the information they need to buy on the spot.
For most prospects shopping without assistance, clear and easy to understand
information, as described above, is important.
Part 1 of 5: Showing Enthusiasm for the Product
6. 1.
1
Love what you're doing when you're selling a product. The popular image of a
salesperson as someone willing to "sell at all costs" is not the reality across the board in
sales. A good salesperson loves sales, is motivated by what they're selling, and
transfers this enthusiasm and belief to the customer. Indeed, the customer is given
options, including the one to walk away, in order to avoid such undue pressure.
Learn how to listen to customers and to read their body language. Avoid interrupting or
disagreeing with a customer, and provide your customer with space to talk. Know how
to interpret a customer's folded arms, eye contact, and manner of standing toward or
7. away from you. Make the customer comfortable and you're off to a good start in selling
your product.
Ad
2.
2
Be knowledgeable about the product. There is nothing more infuriating to a potential
customer than to come across a half-hearted salesperson who claims uncertainty about
what the product can and can't do, what it's made from, and what happens when things
in it stop working. It is absolutely vital to know your product range inside out and if you
8. do not know something a customer asks of you, let them know you'll find out and get
back to them as soon as possible.
3.
3
Help the customer see the perks. As well as getting good product information to the
right people, it is important to translate the product's features into benefits for the
customer, thus making it easier for them to buy.
Have you used the product, tested it, tried it out, or worked with it--whichever is
relevant?
9. Do you feel comfortable about being able to talk to a customer as someone totally
familiar with the product?
Ask yourself one simple question: Why should a customer buy my product? If the only
answer you can come up with is "So I can get paid," you're selling the wrong product.
4.
4
Ensure that the product has been adequately explained. Good product information,
including retail packaging, is important. Lots of salespeople and sales managers don't
like to admit that sales can be completed by product information. They like to think it is
their personal charm, intelligence, and determination that closes sales. For the most
10. part, that is bunk. Not only can sales be made by product information, most
sales are made this way. And this is more true today than in the past because of the
proliferation of "big-box stores" and other forms of product sales without the benefit of
interpersonal relationships.
The product information should be informative, true and complete. Ideally, it should give
the prospective buyer all the information they need to buy on the spot.
For most prospects shopping without assistance, clear and easy to understand
information, as described above, is important.
5.
5
11. Make the benefits of the product loud and clear. Besides the actual utility, beauty, or
even fame of the product, what are you offering above and beyond? Make it clear to the
customer what key benefits the product brings to them, such as guarantees, warranties,
and after-sales service.
Part 2 of 5: Connecting with the Buyer
1.
1
12. Understand the motivations of the buyer. When presenting the product to the
customer, bear in mind that most successful products and services are bought, not sold.
They are bought by people who have a need, and believe that the product will satisfy
that need. This is often the result of marketing rather than selling, however. Selling the
product rather than just offering it for sale almost always involves an emotional
component.
Take some time to look at the marketing side of the product. What images and promises
have been created by the marketing around the product that you're trying to sell? In
what ways can you continue this theme where it seems most appropriate to maintain
the promised satisfaction the marketing offers?
During your presentation, confirm that your prospective buyer will want or need your
product. You will need to do this through a range of methods, including observing their
reactions, listening to them carefully, and asking them clear questions about what they
actually need.
If you're visiting your potential buyer's office, look at their wall and desk. What photos,
posters, or images can you see? Are there images of family, pets, vacations that will
provide you with a connection to this person's wants?
13. 1.
2
Know how to open with a customer. Instead of asking the close-ended question "May
I help you?", ask the more positive, open-ended "Are you looking for something for
yourself is it a gift for someone special?" And be alert to making comments on the
product before getting into a deeper discussion with the customer, such as "These long
legged computer stands are really popular this summer."
14. 2.
3
Convert the customer's motivations into the product's characteristics. In
marketing, this is known as "positioning", and it consists of equating the product with the
customer's hopes and desires. The following positioning factors are all of importance
when selling a product[1]:
Position the product in the best spectrum of the market possible. Mark H, McCormack
calls this finding your "biggest bulge of buyers", and not pitching the product too high or
too low in terms of affordability and luxury.[2]
15. Position the facts about the product according to the person you're selling it to. You may
have a handful of different facts, but it's up to your skill to know which of those facts best
serve each individual sale.
Position the facts so that they reflect the desired perception. However, don't fudge facts
or lie outright. This is about perception, not deception.
Position the facts so that they transcend the product itself. This means that the
desirable, positive values associated with the product sell the product and have very
little to do with the product itself. Companies that excel at this include Coca-Cola, Apple,
and many designer goods or labels.
3.
4
16. Understand all the aspects that feed into the end sale of a product.Advertising,
merchandising, and marketing are support functions for selling. Selling is the goal of
these support functions and a good salesperson needs to have a decent understanding
of each of these aspects in a product's life.
Read basic texts on marketing. These will quickly bring you up to speed on many of the
tactics and techniques underlying advertising, merchandising, and marketing. In
addition, texts on starting a small business will often provide useful overview information
of this type. Read How to understand marketing for more details.
If your product is more for work than for play, learn a little about finance to quantify its
benefits. If it's for a business, learn more about accounting to explain how it will make
the investors as well as the employees happy.
4.
17. 5
Be honest. Long-term lovers of your product will only come about if you've been honest
with them. This means being transparent in your delivery of product information and
also admitting your own lack of knowledge or mistakes you've made where needed.
Don't be afraid of honesty; it builds trust.
Think like (not about) your customers. Think about what you'd like to hear and learn
about the product if you were in the customer's shoes.
Don't take the easy way out and brush your customer off when stock is low or your
knowledge is sparse. Always make a genuine effort to follow up customer wants, and to
physically take customers to a product, and demonstrate it, where possible. A customer
given a hands-on demonstration will feel more involved in the sale and more likely to
purchase than one who is told "It's in aisle 5 that way" and given a brisk hand wave.
1. Give your customer some importance. Pay attention to his questions, answer them
and make them feel like the centre of attention.
If you aren't able to handle all your customers effectively, hire sales executives to assist
you in business.
Part 3 of 5: Closing the Sale
18. 1.
1
Close the sale. There are many styles and methods of closing a sale. One of the most
effective has the mnemonic, ABC: "Always Be Closing." As you confirm your
prospective buyer's interest in the product, put forward trial closes like, "Does this sound
like the product you want?". When answered in the affirmative, this may mean you have
completed the sale on that product, and it is time to build the sale with related products.
19. 2.
2
Be prepared to give customers time to consider. Appearing overly pushy is a turn-off
for many modern-day buyers who do their own savvy internet research before coming to
see you. They may want to go home and do a quick online search; let them do so with
your enthusiastic and supportive pitch in their mind. If you've been truthful, helpful,
considerate, and enthusiastic and the information you've given them matches with what
they read online, it'll be your business they come back to for the product, or your
product they'll prefer over a competitor's.
20. Part 4 of 5: Improving Sales
1.
1
Spread your product information. It is important to make your product information
available through as many channels as possible. Today, the range of potential
placements has increased a great deal thanks to the advances in communications. Give
your potential buyers many possible places to find out more about your information
including in the following ways:
Promote your product through representatives, dealers, salesmen, radio, TV, word-of-
mouth by customers, mail and email (in various forms), distribution at trade
21. shows, seminars, telephone, fax, computer networks, product packaging, airline
magazines, retail storefronts, space ads, and the Internet. And consider the worth of
product placement in movies, sports games, and other big events that are televised.
Use social media. This is now a very important part of getting products out into the
broader, global marketplace. Places Facebook and Pinterest can be great launching
pads for your product.
Use local community events. Donating your product to a local school gala for auctioning
to raise school funds can be a great way to get your product known, as well as getting
the goodwill from the community who recognizes your generosity.
2.
2
22. Get creative. Sales can only be increased by certain things over which you have
control but which are not necessarily self-evident. Sometimes price changes are
required; other times, you'll need tweaks to the product, or a broadening or contracting
of your product range. All of this will be evident from undertaking
regular inventorychecks and follow ups on sales performance. Some methods to
increase sales include:
Selling more of your existing products to your existing customers - which probably
means new sales methods will need to be implemented.
Adding new products.
Adding new customers.
Having an exclusive product for a set period of time that everyone wants.
Part 5 of 5: Troubleshooting Poor Sales
23. 1.
1
Review. At regular intervals during and after the sale of your product, there should
always be a review. Is the product selling well? If not, why not? Are stocks low or are
you still tripping over product that has dust on it? Bear in mind the image that slow-
moving or unsold products can create in the minds of a customer. Finding dust on items
tells the customer the product has been there for some time and may be outdated.
Seeing the same display month in and month out suggests to the customer that the
product is stale and not very popular. Always review the viability of the products with
these questions:
24. Can the product be deleted from your line if it's not selling so well? Try not to add new
products until you've removed the old ones or you may just have too many choices and
less leverage with which to convince the potential buyer. If you're a business owner, you
also risk tying up too much of your cash in stock that has the potential to go obsolete
faster than you can move it.
Can you liquidate obsolete products?
Can you look back over your target market and sharpen the focus? You may have been
missing the best fit within the market for your product.
Re-evaluate product mix, product design, product location and selling methods if your
product is in severe sales decline.
You should be nice to the buyer.