Clouds behind an Antenna

Clouds behind an Antenna

Understanding types of customers

Understanding customer attitudes is the key to increasing sales. Make an effort to research prospective customers, maximize customer contacts, and maintain strong relationship.The buying decision of customers are influenced by many issues-  not just competitive pricing, as is commonly supposed. Familiarize yourself with the range of customer needs, but keep an open mind when dealing with individuals.


DEVELOPING AWARENESS

Different customers have different needs overtime , according to how their business is developing. While you should avoid pigeon-holing customers, it is possible to recognize types and use this knowledge to target your products and techniques. Build up a profile of tour customers so you can emphasize features that are most attractive to them. Remember that by making people feel that your offering makes a basic need,they will feel justified in buying from you..

IDENTIFYING MOTIVES

Aim to match your sales strategy to your customer's motives and situation. Your customers will be receptive if you can offer a solution to their immediate problems or improve their business's performance. Some types of customers  may be primarily motivated by security needs and will be looking for a guarantee of reliability. People who are driven by a desire to belong will buy what others buy, while those ego is the main motivator will want to be seen to have the best product available. Other customers, however , may predisposed to reject your sales pitch without examining the potential benefit. In these cases , it is important not to waste time or lose heart..      

Using electronics aids

Selling and marketing have been moved into a new dimension with the advent of cyberspace. Portable computers and mobile telephones, to name two modern devices, have become  indispensable sales tools.

EXPLOITING MOBILITY

Advances in telecommunications have created the salesperson of no fixed abode. One immediate advantage , apart from lower sales overheads, is the elimination of the need for attending the office daily. Sales reporting can be handled over the computer network, automatically increasing the amount of selling time available. Face- to - face meetings , supplemented by conferencing- with or without video- remain essential, but can be held only when necessary

CARRYING COMPUTERS

Laptop computers and electronics diaries have revolutionized key aspects of selling. The best equipped  salespeople "carry" their desks and filing systems in their briefcase and have them linked to the central office files. They can answer questions in customers' offices or homes at the click of a mouse. While talking to the customer, they can configure a potential order , and check on availability , delivery and prices. If a sale is made, they can enter the details immediately for clearing into the company system..

OPERATING ONLINE

The internet is potentially the greatest aid to selling ever invented. Every company can advertise using the websites, and individual salespeople can set up their own sites. Some sites allow the customer to order, pay , make queries without going near a salespeople. Companies of all sizes offer packages to help you get started on the internet. You can have your website written , designed,programmed and maintained, or you can choose to receive advice that enables your company to create and operate the site itself.

USING E-MAIL AND FAX

E-mail or electronic mail, has advantages in terms of cost and convenience compared with faxes. However , faxes are still heavily used- through both dedicated machines and computers. E-mail has advantage of supplying an electronic version of the text , which the recipient can manipulate, but faxes are more suitable for sending contracts and other legal documents requiring a signature. The prime advantage of e-mail is also a main drawback - its ease of use results in large number of messages. Encourage colleagues to send only important messages.        

Getting organised

Selling must be matched to very clear business purposes and planned to enable the realization of those aims. By organizing office documentation , and systems and by managing your time , your business aims will be met with greater ease and efficiency.

CUTTING OUT PAPERWORK

Selling departments breed paper in large quantities. Aim to counteract this tendency as much as possible for two reasons: paperwork is more demotivating to most salespeople; and much of its unnecessary. Call reporting , in particular , can take ten per cent of a salespeople's time , without making any contribution to higher or better sales. Suggest reducing the number of forms used by your company to a minimum and making the forms as simple as possible. One approach is to abolish them all and then reintroduse  only those that are missed. Remember that proper planning before selling is much more valuable than subjective accounts after a sales visit...

IMPROVING SYSTEMS

Use computers whenever possible  , rather than hard copies, to speed up reporting , to eliminate paper filing, and to make data easily transferable. Whether computerized or not, tailor forms to be built around the questions you want answered. You are only interested in in accurate data and information that helps you to improve your performance and optimize business result.....

 USING TIME-LOGS

A time-log is a means of improving your use of time . Record your activities and note how much time you spend on them every day for a fortnight or three weeks. You may be surprised by how many tasks appear unnecessary or superfluous on reflection. List those activities that only you could have done, those that could have been ordered by superiors, take the matter up with those concerned. Once the analysis is complete, replan your time around effective activities that you alone can do.......       

SETTING TARGETS

One super- salesman had a daily activity target of making four visits , writing four letters , and making four telephone calls. Similar discipline will pay off for anybody. Ask yourselves what you want to accomplish each day , week, month and year. Recording and revising these targets targets focuses your mind and enables you to ensure that enough time is available for each objective. If you find that each day is ending with targets unmet , reconsider how your time is spent. Almost certainly, non- essential activities are redusing the number of effective hours available to you..  

Practising self-developement

The best salespeople are ardent self- improvers . They read books, play taps, and CD-Roms, and attend courses. The people know that paying attention to personal and professional development underpins successful careers.

WIDENING HORIZONS

Being a professional demands a comprehensive and up-to-date knowledge of the  principles and practises of the profession. Widely available literature, CD-ROM courses, and videos on sales skills and techniques cover every sales activity. These "knowledge kits" are as important as specific product and company knowledge. General business and management books are important in giving  background information, including accounts of how effective selling companies and salespeople have succeeded. They provide both factual information and inspirational impact.

IMPROVING ABILITIES

All human activities can be improved by training and most training can be self- taught. Every salespeople
can markedly improve key critical personal abilities. Gain as much knowledge of each one in turn. Make a personal development plan that includes a time- scale, a reading list, a schedule of courses, and where relevant ,  targets for getting to the desired level of performance. When your objectives have been  realized,  set some new targets.......

Gaining self confidence

Selling can sometimes seem like a form of confrontation. That explains why many salespeople find the process difficult or nerve rocking. Substitute positive expectation of success for of failure, and selling becomes an enjoyable experience.

PRESENTING CLEARLY

If you are nervous, you may be tempted to rush your sales pitch. Approach the sale with positive expectation, and deliver your lines at a steady pace.  Speak with clarity and force, and avoid gabbling. Look out for signs that your speech has delivered the message by watching the other party's body language, and by asking questions related to what you said. Always be prepared to slow down, and do not be afraid of silences...




GIVING THE RIGHT IMPRESSION

How you look and behave has a direct bearing on confidence on both sides of the table. Dress with care, knowing that a well pressed suit or outfit, like a neat haircut, conveys a message to the client. A good stance, direct eye contact, a firm hand handshake, and excellent manners all send positive messages. However, do not relay on your personal attributes and appearance and knowledge. The effort to conceal ignorance and unreadiness creates insecurity, which will undermine your efforts to feel confident....


COPING WITH REJECTION

The potential customer may not like you, what you are selling, or how you are selling it. The risk of being  rejected by a customer is always daunting. The first in building self-confidence is to understand the negative feelings are counter-productive and ill- founded. Be aware that what you think of yourself matters more than what you believe what others think of you. Never say or think "no" for somebody else, but recognize that they , like you have the right to refuse an offer. Remember that their refusal is not your failure, But their lost opportunity........