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New Book Reveals The World’s Greatest Sales Secret

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In Why They Buy: Cracking the Personality Code to Achieve Record Sales and Real Wealth, entrepreneur Cheri Tree reveals her game-changing system that will help any salesperson connect with his or her prospects in a way that will seal the deal and create win-win situations for everyone.

Being in sales is one of the toughest jobs out there, but the truth is that we are all in sales. If we’re not trying to sell a product to our customers, we’re trying to sell our kids on eating their vegetables or our employer on giving us a raise. Every day, we are faced with situations where we need to “sell” (promote our agenda or viewpoint), and we can achieve more success in all these sales situations when we learn the personality code of the person we’re trying to sell to. How do we do that? By using Cheri Tree’s B.A.N.K. system that she outlines in simple and practical detail in this book.

Rest assured, B.A.N.K. is not a system to manipulate people into buying something they don’t want. It’s a system to help you learn how to connect with people using the language they want to hear. As Cheri points out in the book, 66 percent of customers are turned off by presentations given by salespeople. That’s because the salesperson is not speaking in a language the customer wants to hear or really understands. As Cheri reveals, people have different personalities, so if you want to sell to someone, you have to understand that person’s personality type. B.A.N.K. is an acronym for the four personality types, and since there’s four of them, if you don’t know the person’s personality type, you only have a 1 in 4 chance of making the right sales pitch.

However, as research indicates, 82 percent of people want to buy from their matching personality type. That means that if the salesperson doesn’t match their personality type, the salesperson will likely lose the sale. B.A.N.K. helps the salesperson identity the customer’s personality type in less than ninety seconds so he or she can morph the customer’s type and then have an excellent chance of closing the sale!

To explain all four of the personality types here would be to give away too much information-better you read about them in the book. In fact, you can take a quiz to determine your own personality type. I will just say that Cheri walks readers step-by-step through the mindset behind why B.A.N.K. works better than any other sales program. Then she goes into detail in her description of each of the four personality types so you will understand the types’ likes, dislikes, and idiosyncrasies and can tailor your sales presentation and all communications accordingly. Once you do this, your prospects will be more receptive to your message and you’ll improve your sales and relationships.

Yes, B.A.N.K. really works! In fact, Cheri is living proof of it. She is very honest throughout the book about the struggles she went through in sales before she discovered this system. She states:

“I started off at the bottom… the very bottom! My dream of being a successful entrepreneur got crushed when I realized that I sucked at sales. I was so terrible that during my entire first year in sales as a commission-only financial advisor, I only earned $700! I was the worst salesperson on the team!”

Cheri goes on to describe how she spent years trying to figure out what she was doing wrong until she discovered the B.A.N.K. system. Then, she tells us, “Using the B.A.N.K. code, I took my income in a single year from $72,000 to over $500,000-a 695 percent increase. Within three years, my annual income surpassed one million dollars-and the rest, they say, is history.”

But there’s a lot more to B.A.N.K. than just sales and making money. Not that money isn’t important-money, as Cheri points out, does bring happiness because it makes life easier for people; it allows them to fulfill their dreams, have security, and take care of their loved ones. But more importantly, B.A.N.K. can help us improve our relationships with everyone from our loved ones to our customers and strangers. Cheri states:

“You want to know what Cheri Tree is really about? I’m about changing lives. I don’t care at all about the money, but I know that helping you make more money can change your life. Money can help you achieve your real dreams. Sure, people have told me, ‘Money doesn’t buy you happiness.’ But when they say that, I usually reply, ‘Well, I recommend you try making at least a million dollars in one year and then reevaluate that saying!’ That’s another silly myth, right? Money definitely can buy you a lot of happiness, but money isn’t everything.”

Most of Why They Buy is dedicated to the power of B.A.N.K. to help people in sales, but Cheri also offers examples of how learning each other’s B.A.N.K. codes has helped family members learn to communicate better; it’s even helped people connect with people who are suicidal to save their lives. It could actually bring world peace as world leaders learn how to communicate with each other using this system. That world peace dream isn’t even all that far-fetched considering that Cheri Tree has already introduced B.A.N.K. to thousands of people and it’s made its way into more than forty countries. With that kind of success record-and growing-I can guarantee it’s a system worth looking into.

I rarely get as excited about reading a book as I did while reading Why They Buy. It’s made me better understand myself-I’m a K with B as my second personality code. It’s made me also understand better some of my loved ones whom I have difficulty communicating with. It’s a practical, easy-to-use system that can definitely make a difference in your sales and your life. Try it out. You have nothing to lose and everything to gain.

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Source by Tyler Tichelaar

Increasing Leveraged Sales Through Email Marketing

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Leveraged sales are a vital life flow in your MLM business. However, they can fade away if one only relies on their website to sell. It’s time to invoke the power of email and offer your products or personal services through direct contact. Some feel like this is impersonal, but in reality, it’s more effective and more cost efficient to market directly to those on an email list than through paid advertising. Especially if you get the blend of content right with your promotional offers. This can be tricky but a quick walk through can help you decide for yourself on which path is the best to take.

Leveraged Sales and Your Email Marketing Platform

Your email marketing provider has the tools you need to create effective leveraged sales emails that can bring in nice dividends from your time and effort. A cautionary warning, you must provide an opt-out for current subscribers if they don’t want these types of emails. You can offer a separate email list they can subscribe to if they only want informational resources. In this way you can keep your churn rate from climbing and keep your emails rolling out with the right content. This is why you must be transparent on your sign-up forms for each of your lists.

As you consider your next move with your leveraged sales emails, you may want to blend in some graphics, links, your offers and your unsubscribe link. The emails do not have to be super long or intensive. They should get to the point quickly, offer free and valuable advice or guidance and then offer a paid option for your subscriber. One of the best formulas for promotional emails is the 60/40 ratio, where 60% is helpful and valuable information that is free and the other 40% goes into your paid options, the features and other specifications to help them make a decision.

Offering an Opt-out for Leveraged Sale emails

On each leveraged sales email, you have to offer an opt-out link at the bottom or at the top of the email. This ensures that your subscribers can leave the list if they chose to do so. Earning subscribers is important, this shows that they are interested in hearing from you. So, respect them by offering them a tool to opt-out or subscribe to another list. Losing subscribers doesn’t feel good, but you can always earn more.

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Source by David L. Feinstein

Phone Sales Skills – Your First Contact With the Prospect

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Phone sales skills with the prospect: Once you get past the Secretarial Screen and begin talking to the Prospect or Decision Maker you enter into the “Call up. Fix up. Hang up” phase.

This IS the time to briefly introduce yourself and ask for an appointment to meet. It is NOT the time to get into prolonged explanations, or to try to make the sale over the phone. (Unless, of course, you are doing tele-marketing… and we do not get into tele-marketing here.)

At this stage, you have one crucial objective to accomplish: to persuade that prospect to invest time in meeting face-to-face with you. Time is money to effective Decision Makers, and they are not inclined to waste it in long phone calls or unproductive meetings.

When you speak with the prospect, be friendly but get to the point. Don’t chat about the weather or how their day is going.

Nor is it the time to talk in detail of what your product is, nor of your background. All that will come later.

DO ask,”Is this a good time to talk?” DO NOT ask, “Is this a bad time.”

When you get the prospect on the phone, do not ask, “Is this a bad time to talk?” Why not? Think how easy it would be to say yes to that question.

Instead, take the positive approach: expect good news. Use your phone sales skills to phrase the question with a positive expectation: if you sense the person on the other end of the call is distracted or harried, ask with a positive spin: “Is this a good time to talk?” Again, it is easier to reply yes.

But if the prospect says, “Actually, no, it’s really not a good time,” then you are well positioned to ask, “I understand. When will be a better time to talk?”

Phone sales skills key mantra: “Call up. Fix up. Hang up.”

Sales professionals think of this first phone contact as the “Call up, fix up, hang up” phase. The point is to make the call, arrange a meeting, then get off the line without getting bogged down.

Obviously, you don’t want to seem brusque during the conversation, but you also don’t want to get into a long conversation at this point. For busy Decision Makers, phone calls are, by nature, interruptions, so the shorter, the more business-oriented, and the more to-the-point the interruption is, the better.

Another reason for being succinct now.

— you CAN LOSE the chance to meet with the Prospect if you talk too much, but the reality is…

— BUT, no matter what you say, you CANNOT MAKE the sale over the phone.

Phone sales skills: The first 30 seconds

Once the prospect picks up the phone, you have two crucial tasks to accomplish in about 30 seconds, or perhaps even less… that is, before the prospect’s interest flags, or before another in-coming call takes priority.

In these opening seconds, you need to,

1. Introduce yourself and your company, (if you operate under a company name), and,

2. Present concise reasons for your phone call, as well as for why the Decision Maker should invest time in meeting with you.

That may seem a lot to do in 30 seconds, but here’s a model script that you can adapt:

“Mr. Robinson, this is Tom Gibbons of Productivity Services. I’m calling because I believe we can increase your firm’s profitability by reducing office overhead — perhaps by as much as 20% in the first year. I’d like to meet with you for about a half hour to explore the possibilities. Would later this week be convenient, or would early next week be better for you?”

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Source by Michael McGaulley

The Most Popular Fiction Authors in America By Number of Sales

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It may shock you to know that there is no single repository of statistics for the number of books sold by an author. Likewise, there is no keeper of records on the sales of a particular book title. (Registering your book with the Library of Congress only protects the copyright. The library does not track sales.)

Authors or publishers get an International Standard Book Number (ISBN) that is unique to each book format. Thus, a title may have several ISBNs attached to it, one for hardback, one for paperback and one for an ebook. Writers may change publishers, and publishers may change their names, merge or disappear. Multiply this complexity by the sales made worldwide, and you can understand why the following figures have a tremendous margin for error.

This list includes only American fiction authors, who have sold over an estimated 100 million books. William Shakespeare and Agatha Christie, both Brits, are by far the biggest individual sellers of books with an estimated 2-4 billion. Yes, that is billion with a capital B. Keep in mind that the numbers refer to the complete works of an author (including co-written works) and not a specific title.

The list is fluid in that younger authors will no doubt improve their rankings over their careers. Likewise, as populations and communications have increased, so has the exposure of these authors to an increasing audience. The added popularity gained when a book is made into a movie or television show can cause sales and rankings to soar.

The prolific series of children’s or young adult books by R.L Stine, Ann M. Martin, Stan and Jan Berenstein, Richard Scarry, Gilbert Patten or Norman Bridwell (from 400 to 80 titles each) average just 2 million units per title. Taken as a body of work, each of these writers has sold over 110 million books. Dr. Seuss wrote just 44 books with the same rate of sales and like Stine and Patten are in the top ten. Only one nineteenth century writer, specializing in rags-to-riches stories about young boys, is in the top ten. Horatio Alger wrote 135 dime novels.

Although only ten American women (one of those, Jan Berenstein co-wrote with her husband) made the top forty, a woman, Danielle Steel, came in at number one. She has sold between 500-800 million romance books and has written about 120 titles. Other best selling romance writers include Janet Dailey, Nora Roberts, Debbie Macomber and the youngest and least prolific author, Stephanie Meyer of Twilight fame. Other women in the top forty include gothic/horror author V.C. Andrews, whose works are now ghost written by a man; Anne Rice, the queen of vampires; suspense writer Mary Higgins Clark; and forensic writer Patricia Cornwell.

Two Western authors made the top twenty. Louis L’Amour and Zane Grey have both sold over 230 million books. L’Amour is credited with over 101 books, while Zane Grey’s count is unclear. Publishers sold about 24 of his books after his death in 1939, but a conservative estimate is around 55 titles.

Only one other American has done as well as Stephanie Meyer when it comes to selling the most books with the least number of titles. His name is Dan Brown. Thanks to Tom Hanks (The DaVinci Code) he has sold over 120 million books with just 5 titles. Likewise, only one name on the list is someone you might study in an American literature course. His name is Erskine Caldwell. You may have heard of his books, including Tobacco Road and God’s Little Acre.

Mystery, suspense, thriller and private detective genres are often grouped together in the minds of readers. Together they represent the largest group of bestselling authors. Sidney Sheldon of television fame, Irving Wallace, champion of the underdog, and Mickey Spillane of the Mike Hammer series, have all reached their high rankings with roughly 25 titles. David Baldacci is gaining in rank with 25 titles of his own to date. The more fruitful authors include Dean Koontz, James Patterson and Evan Hunter (aka Ed McBain), all of whom hover around the 100 mark. Straddling the middle ground of productivity with 50 titles is Rex Stout, famous for his Nero Wolfe series.

Legal and medical mysteries/thrillers are sought out for their occupational themes. John Grisham with 33 titles and Earl Stanley Gardner with 140 titles are the most noteworthy for their sales. Gardner, the Perry Mason writer may someday get surpassed in books sold given Grisham’s continuing movie adaptations. In the medical field Robin Cook has 27 titles, while Frank G. Slaughter wrote 62 books before his death.

There are two top-forty writers who fall under the adventure genre. Harold Robbins has sold over 750 million books with just 23 titles. Clive Cussler has 37 books with less than 150 million in sales. Cussler, L’Amour and Grey are what many women consider romance writers for men.

Some writers just don’t fit any mold. They not only stand out in their own unique way, but also define their genre. Among these are horror/fantasy writer Stephen King with 70 books to his credit and spy writer Robert Ludlum with 40 books. Michael Crichton of The Andromeda Strain and Jurassic Park is considered a techno-thriller/science fiction author. He wrote 25 books. James Michener had 47 titles to his historical fiction credit.

One last author that may surprise you wrote about 70 books, many in the science fiction and fantasy genres. He was eager to exploit his most popular fictional character, who has become an American icon. He even set up his own printing operation to publish his books. He became one of the oldest war correspondents in WWII and died in 1950. You may have heard of him, Edgar Rice Burroughs. If not, surely you’ve heard of his famous jungle character, Tarzan.

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Source by Linda Murdock

For Sale by Owner Property Sales – The Top 5 Warning Signs That You Have an Untrustworthy Buyer

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A by owner property sale can be a harrowing experience. The sale by owner process is not an easy one especially if you haven’t done it before. In today’s market it is more stressful than ever to sell a home quick. The majority of FSBO home sellers are having some degree of difficulty in making their monthly mortgage payments. Even though you are very anxious to sell your home quickly, you need to be cautious. If you sign a sale contract with the wrong buyer you will be in a worse position than if you had done nothing. You will not want to trust everybody who expresses interest in your property for sale. In fact it is smarter to trust nobody until they prove they deserve to be trusted. It is also smart to hire a lawyer to look everything over for you and give you good counsel on offer and sale contracts. If you are very aware of your buyer’s moves you should be able to spot some danger signs before they become a problem.

The Top 5 Warning Signs That You Have an Untrustworthy Buyer Do not trust a buyer:

  1. Who wants to make buying your home contingent on the sale of their old house first
  2. Who wants to put up a very small deposit
  3. Who wants you to finance their purchase so they don’t have to apply for a loan
  4. Who has not received pre-approval for a mortgage loan
  5. Who includes many other contingencies in the sale contract which allows them to back out of the deal

Selling your home quickly at a good price is your #1 goal. Be sure to make your #2 goal to watch out for shady buyers so they don’t ruin the whole deal.

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Source by Leo J. Vidal

Why Sales Motivational Speakers Are On Demand Right Now?

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Motivation is a big word. It is a key element in our day to day lives. Without motivation, one will never have the drive to accomplish what he wants in life. In the business world, motivation is synonymous to money. It is what keeps employees driven towards reaching the company’s goal. Many business owners hire a sales motivational speaker to influence and motivate their staff. Sales are a tough job and to excel in it, you need some words of encouragement and this is where motivational speakers are good at.

What makes sales a difficult industry?

There are people who don’t like being involved in sales because they are afraid of rejection. Nobody wants to be rejected. However, if you are in the sales world, you have to know how to deal with rejection because it is part of the game. To help the staff cope with rejection and develop strategies to improve their sales, they need to be motivated. A business inspirational speaker knows what to say and do to get the staff going.

Motivation causes people to take action

Motivation is what drives people to take action. If your employee is not motivated, they will not take the necessary actions, which also mean that it would be impossible to achieve your business goals. For the staffs to take actions, they should be motivated. An inspirational speaker plays a vital role in improving staffs’ attitude towards work. They will become an essential unit in your business.

Speakers give inspiration and drive to employees

Inspirational speakers give the staff a new perspective. They know how to inspire the employees, especially when it comes to boosting their overall morale. It is innate in every one of us to feel valued and appreciated in what we do. If you are a business owner and you feel like your employees are not performing at par, then probably they lack motivation. Hire a motivational speaker to deliver inspirational speech. Most of the time, it is what the employees need to jumpstart their productivity. Motivational speakers are trained to deliver speech that will hit right on point. These speakers drive inspiration from their own life experiences that are related to the employee and company’s goal.

Contribute knowledge and skills to employees

Motivational speakers possess high knowledge and skills, which they can easily impart to the employees. You must keep in mind though that there are various types of motivational speakers. If you are going to choose one to speak in front of your employees, you need to see to it that the speaker you choose has the skills and experience tailored toy our business’s needs.

Inspirational speakers can impart new perspectives to employees

If there is one thing constant in this world, it would be change. This is very true in the business world. The business trends change rapidly and for your business to remain successful, you and your employee should know how to adapt to such changes. Unfortunately, some employees are resistant to change and convincing them can be quite difficult. If you want to influence your employee to be adaptive to change, one of the best things you can do is to hire a motivational speaker. A good motivational speaker knows how to influence his audience.

Business owners are using a lot of ways to keep their employees and staff motivated. There are various activities that help motivate the employees such as team building, retreat, and the likes. Being a businessman, one should never underestimate the power of motivational speech. Most of the time, it is the single tool you need to keep your employees motivated and get your business going.

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Source by Phil M Jones

Turning Negativity Into Positive Sales Results

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In our most recent blog, we talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It’s much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.

Let’s take a look at a scenario where strip-lining can be very effective in getting a negative prospect moving in the right direction. The prospect says to the salesperson: “We had a bad experience with your company. I have to tell you, I have absolutely no interest in doing business with you in the future”. That’s a pretty a negative prospect, right? So, a good strip-lining response is in order. Salesperson: “Wow, I am really sorry to hear that. I never heard about this situation. If I were in your shoes, I wouldn’t do business with us again, either. Could you be kind enough to share with me what happened?”

Notice what the salesperson did here. The salesperson validated the prospects feelings by letting them vent. We like to call this a “mental enema”. When a person has had a bad experience and is obviously upset and angry, let them get it out of their system. They may be emotional and a bit irrational, but letting them get it all out will go a long way towards allowing you to make reparations, and rectify the situation.

Let me share another story, this time a real life situation. I had a client in the printing industry named Omar. Omar’s printing company was selling printing services to a major company with a household name, based in New Jersey. Omar’s company had been messing up in a big way, delivering late on three shipments in a row. This really ticked off the folks at the larger company, prompting the purchasing agency to go over the salesperson’s head, and call Omar, the Sales Manager. The agent said to Omar quite heatedly, “This is the third time in a row your company has fouled up one of our orders. We’re done with you.” At this point Omar gave the agent a mental enema. Omar said, “If I were you, I’d be done with us, too.” Once validated, the prospect “dumped” (as the sales manager put it) all his pent-up aggravation, releasing enough negativity to finally speak somewhat rationally. Believe it or not, that conversation evolved into an appointment (or, as Omar called it when he was scheduling it, an “exit interview”). Because they had been doing business for some years, Omar was able to convince the company it would be a good idea to meet and develop plans to hand-off the business to a competitor.

Omar flew to New Jersey to meet in person with purchasing agent, and allowed the agent to once again validate how he felt about Omar’s company and how they messed up three orders in a row. Omar listened and nodded, then said, “I probably would have stopped doing business with us after the second order got fouled up. I totally understand why you are upset. I’d be livid if I were you.” At this point, the purchasing agent dumped and dumped, and dumped some more, dropping all his negativity on to Omar. However, by the end of the two-hour meeting, Omar left with a purchase order. How did he do that?

Omar was well versed in Negative Reverse Selling and using strip-lining techniques to give his angry client the chance to get all his anger out before going ahead and working to fix things. The purchasing agent at the major company was grateful to Omar for letting him vent, and then for rectifying the situation going forward. Negative Reverse Selling allowed Omar to make amends for a bad experience and go forward with some new business. That’s the power of Negative Reverse Selling.

In our next blog, we will go a little bit more in-depth, and breakdown the various ways to use Strip-lining Techniques with all types of prospects.

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Source by Greg Nanigian

Essentials Of Marketing, Sales, And Selling Real Estate

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Some people, appear to believe, the only thing needed, to successfully, sell one’s home, is making the decision to do so, and, offering it, for sale, advertising it, etc. Statistics indicate, in the vast number of instances, when homeowners use a professional, to sell their houses, they benefit, by receiving, a higher selling price, with less stress/ hassle/ inconvenience, and doing so, in a shorter period of time. Professional real estate agents understand the market, nuances, methods/ techniques, and serve, and represent their client’s best interests. With that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, some of the essentials of marketing, sales, and selling real estate.

1. Marketing: The process should begin, with client, and agent, being on the same – page, and agreeing to how to proceed, to achieve the homeowner’s objectives and priorities. One should hire an agent, who perceives and conceives of, creates, develops, explains thoroughly (to client’s satisfaction, and understanding), the components of his marketing plan, and the reasoning, and rationale, which makes it make sense, and achieve the primary objectives. Marketing must include: determining the home’s niche; prioritizing approaches; determining the best options and alternatives, etc; considering media choices, and deciding, which ones, might make the most sense, for the particular property; a marketing budget; and; fully explaining the reasoning behind the listing price, and the essentials of making price adjustments, if necessary.

2. Sales: Many, falsely, believe, sales, and selling, are the same! Sales, is a process, and approach, using the tried – and – proven approaches, without thinking, outside – the – box! It means creating a plan of action, in order to maximize the results, which a client, might achieve, and receive.

3. Selling: Unlike sales, selling is a consistent, proactive, activity, which emphasizes, closing – the – deal! It is, when performed properly, and effectively, both, an art, and a science. The art is the technique, which includes: attracting buyers, and other agents; articulating an inspiring, motivating, message, which is responsive to the potential buyers needs, goals, and priorities; matching up, the right buyer, with the right house; asking for the sale; and closing the deal. Obviously, this is not, a one – step, simplistic activity, but, rather, a well – considered, effectively trained, experience – focused, tried – and – proven, method, for achieving the goal!

If you hope to sell your home, begin by hiring the right, real estate agent, for you, who will, be able to, professionally, handle the marketing, sales, and selling of your house. Take the time, to interview agents, and hire the one, who is best for you!

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Source by Richard Brody

Giving a Great "Walk Around" Sales Presentation

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Salespeople should know that a walk around isn’t just a presentation, it is a chance to discover the customer’s needs and turn your product or services features into a benefit for that customer.

Learning good selling techniques takes practice and learning how to give a “walk around” sales presentation is essential to the sales process.

An excellent walk around presentation is not a canned presentation. It has been said, “A good walk around presentation doesn’t work because it’s canned; it got canned because it works.” That’s what a walk around should be – not canned, but planned. Salespeople need to know where they are going all the time. Hopefully they can help guide the customer down the Road to the Sale.

Before we can attempt a presentation we must understand what a “feature” is and what a “benefit” is. A feature is what something is – a benefit is what something does. Let’s use automobile sales as an example. So let’s look at some car sales techniques. A “walk around” occurs when a salesperson pulls a vehicle out of the line of cars in front of the dealership. The salesperson opens the doors, the trunk, and the hood. They turn on the car and get the A/C running in the summertime (or the heater in the winter time). They take the customer and tell them about the vehicle as they walk around it.

The aerodynamic styling of a vehicle is a feature; great gas mileage and a quiet ride are the resulting benefits. A lot of salespeople are good at reciting features, but not at explaining why the customer needs them – and this is for two reasons. One is they don’t know enough about the car and the other is they did a poor job qualifying the customer’s needs. Ask questions of your customer. Ask what they want from their next vehicle and listen to what is said.

How can a salesperson enthusiastically talk about the double steel cargo box if they don’t know what the customer is going to use the vehicle for? They can’t.

In a typical selling situation a salesperson might say something like, “Yes sir, this car has everything you’re looking for: a fuel efficient engine and a hands-free Bluetooth communications system. It also has ABS brakes, limited slip rear axle, and terrain management.” Sounds all well and good, right? Wrong. There is nothing your salesperson has told this customer that 1,500 other salespeople and brochures and Internet research haven’t already told him.

So the customer looks at the salesperson like a deer in the headlights. He doesn’t know what he is what he is supposed to say, except what he is probably thinking, “I can see all of these options, Mr. Salesperson. Tell me something I don’t know.” You see, when the salesperson recites his or her cornucopia of knowledge, it isn’t a question so it doesn’t really move the sale forward. He is just repeating what the customer told him he wanted.

The customer’s only response is, “Yes, Mr. Salesperson, I can see it has everything I asked for. How much is it?” Or worse yet, the customer may say nothing. The worst thing that can enter a walk around presentation is silence. When there is silence, there is pressure and in the selling process, we want no pressure. As I mentioned many times, the only common ground a customer has is the price. When you stop talking, the only thing they can say is how much… or goodbye.

To do an excellent walk around, salespeople need to remember the thing the customer wants to know more than anything, “What will it do for me?” Until you tell customer that answer, then he is probably isn’t listening.

Back to the walk around – how long did it take me to recite the options above, 30 seconds? What do I do now? I am out of things to say. Obviously there are lots of options and I could probably go on for a while, but even if I could memorize them all on every model, the customer will be yawning. Why? Because he wants to know what it will do for him. If salespeople are just going to recite options, they would be better off to hand the customer a brochure and send him on his way. The brochure is better than a salesperson will ever be at features. They break down the passenger compartment to cubic inches for heaven’s sake! When it comes right down to it, does the customer even care that there is 28 inches of legroom? No. But he will be interested to know that, “Because of the transverse mounted engine, Mr. Customer, when you and your family take that trip to Colorado this summer you can really stretch out your legs!” That is how you sell legroom. Note: Without asking good questions, how could you make the above statement? But here’s the good news: you can make that statement even more powerful in two ways – by moving the sale forward and by asking for the order.

There are many ways to move the sale forward, but here are a few. These are simple phrases that keep the customer following you:

“Let me show you this feature on your new Ford Explorer.”

“Let me show you this,”

“Let me show you one more thing,”

“Great, follow me.”

Ask for the order, it is quite simple, for example:

“That’s a feature I’m sure you’d like, isn’t it?” The customer says, “Yeah!” The salesperson says, “Great, follow me,” or “Great, now let me show you one more thing.”

The above question is one which you should already know the answer. Use it with a feature the customer wants, for example, seat belts, air bags, crumple zones, etc. A customer just won’t say no to seat belts.

During the sale you are always closing — in sales terminology that means you are always asking the customer for the order. For example, a very successful salesman in a 20-minute presentation will ask the customer in several different ways, in more than a dozen times if they want to buy the vehicle.

Some of the best closing techniques to use during a sale are called tie downs. Some call them trial closes. A tie down is simply a question at the end of a statement that demands a response. Instead of saying, “Those airbags are a wonderful feature.” In the eyes of a customer, this is just an opinion. But, if I added, “Aren’t they?” to the end of that statement, it forces the customer to respond, hopefully in a positive way.

Or, “On a scale of 1 to 10, with 10 being the highest rating, how would you rate this vehicle so far? What would it take to make that number a 10?”

However, sometimes a customer may say something that implies that they don’t like the vehicle. For example, “Oh, that looks like something else that will break.”

One way to handle these “objections” is to address the issue with the “Feel, Felt, Found” response. For example, you might respond by saying, “I can see why you might feel that. A lot of people have felt the same way, but once you’ve found out the engineering behind, you’ll see how beneficial this can be for you.”

These few tips will build the foundation for a confident walk around presentation.

– Learn your product inside and out, research what’s being said about your product on the internet.

– Get to know your customer’s needs in the initial greeting and qualification.

– Present with confidence and tie the features back to their needs.

– Help make their needs become their wants.

– Remember to refer to competitive brands and create value.

– Take full advantage of your product expertise when doing a walk around presentation and SELL yourself and your product.

And remember, selling is a process of listening to customer needs, finding solutions to their needs, building value you in your product or service, and giving them an opportunity to buy that product or service that serves their needs!

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Source by Vincent Hennigan