Sales Chat, Stories, Shared Ideas. This is Your Page - Go For It!

Ian

Help with Motivation Posted 3:46 AM on 09/20/12 - Reply to this post

Hi CY10L. I know EXACTLY how you feel, I was in the motor trade for 26 YEARS! and as you say all the fun has gone, procedurers for this forms for that, it was never ending, I use to joke about it saying that every thing would be ok as long as the customers have read our script and follow our system, THAT DONT WORK! So afher a few deep breaths I left the motor trade and now sell Automated Garage Doors and Gates. This was the best thing I could have done I am back to my old self enjoying sales and life, it was a big decision but one I had to make, to leave an industry I knew so well where nothing could catch me out to one I knew nothing about that was a WOW moment, but you know, I am so glad I did it, the motor trade if nothing else teached you to sell as you have proved to your self, the selling principle is the same weather you are selling a golf ball or a Rolls Royce, As Jeffery and Jim Rohn say if you dont like what you are doing "Change it" trust me its scarey but it will work. Hope this helps you. Whishing you all the best, kind regards Ian

Horsemom

Sales by telephone Posted 1:02 PM on 05/29/12 - 

Just recently began in a position in Sales and Marketing (Insurance) where I need to call clients who were in a group plan, have left their employer and inquire if they would like to continue coverage but as an individual. All of this happens over the telephone and I do not have the opportunity to go and meet with them face to face. Can you direct me to any books, DVD's or other ways to engage the person on the phone and increase my sales.

Candace

Out-of-the-Box Cold Calling/Marketing Posted 3:38 PM on 05/10/12 - 

Hello everyone. I have a former customer who will no longer speak with my company. I am new to this account, but from what I have gathered, nothing "bad or wrong" happened. The client simply stopped using us or any other vendor. I am trying to think of a creative way to get their attention. Does anyone have any out of the box ideas? Thanks!

WhatTheFun

Golden Ticket Posted 11:58 PM on 05/20/12 - Reply to this post

Send them a thank you card and put a lottery ticket (scratch off) in it ... in the card, write something like - "thank you for your x years of partnership. It seems something has changed, and I would love to meet with you to discuss this. You have a better chance of winning the *HIGH DOLLAR WINNING $ ONTICKET* on this lottery ticket than finding a more committed *YOUR TITLE* than me (or insert your business product/service and company name)." You can add the traditional time options afterwards like, "I can drop by Tuesday at 10 or Thursday at 1, which works best for you?" But ... chances are you'll get a response regardless ... GOOD LUCK! :)

MB SBIZZ

Marketing Posted 10:56 PM on 06/13/12 - Reply to this post

Send bizz postcards in regular bases, keep your name in front of him, don,t let him forget you and your company. Then, wait a little and approach again.

Fender

product key characteristics collection Posted 10:47 AM on 05/10/12 - 

I'm new to selling (related to weld/fabricated products,) and I'm looking for a comprehensive list of questions that will assist collection of product characteristic during initial contact/discussion with customer and that helps collect information important to product design and customer satisfaction. I'm hoping someone can share something of a prompter to help me/remind me to ask/collect all the right information. I'll appreciate any assistance. Fender

Tony

New to selling Posted 2:21 PM on 05/15/12 - Reply to this post

Fender, I've been in sales for the past 7 years. Specificly HVAC/R weather it's residential or commercial I've found that a customer knows if they will or won't buy in 30 seconds. So that 1st impression is the most important component in the sales process. Next I try to ingage and get to know them on a common level if it's sports, kids, cars or even the type of dog they have. My reason is I want them to feel more comfortable with me so even as i'm asking what they need we're talking and i'm listening. I find things that I can use later on when I'm closing because after I tell them $20,000 and they go silent i'll be able to say so how old is buffy anyhow. the key is janitors, lawyers even clergy I'm confident I can close the deal because in most cases once you leave without a signed contract you've lost that deal. The only other thing I would say is know what you sell inside out. I spent 23yrs in the field and make sure I keep up with anything new. Every lead is chance for more money so don't carry over anything negative. I make good money and have fun. Goodluck Tony

Fender

Product detail collection Posted 6:24 AM on 06/06/12 - Reply to this post

Tony, thanks for your comments. What I was hoping for is some type of standard format prompter that includes characteristic/category types, or questions that will aid in gathering details of product and can be filled while conversing with customer about customer's needs. My current questionnaire-prompter includes 12 categories, each category has 3 to 6 sub-categories (e.g. contour/shape tolerance, edges break, surface finishes, color/coating, etc.,)that typically are important in custom fab products. Normally not all categories are filled in, however those categories are there to prompt next question. This prompter works well for experienced fab/production person gathering product info. I was hoping to hear what others, in similar field, apply and that may assist others here (i.e. non-experienced fab person,) collect important product details.

Lynn

Turned down again Posted 8:28 AM on 05/02/12 - 

Hello everyone, I have a situation that I would like some help with. I have a client that is looking at all of their vendors and trying for the best price available. Recently we sent samples of our product for testing. The product was well received and we were only a couple of dollars off of the price they were looking for. When I followed up I was told they are now looking at another vendor because our pricing was an issue. I spoke with the purchasing agent and as told that there is a very large difference in our pricing versus the competition. That's all I was told, that there is a large difference. This is the second time this has happened to us with this company, we dealt with the same thing a couple of months ago on a different product. Any suggestions?

hayward

value Posted 9:18 PM on 05/10/12 - Reply to this post

you have to some how get to know this person personally. most people buy from who they like or who the consider a friend. it is easy for one to say it was price, when price is the only thing you brought to the table. Value is everything. price is an excuse. maybe they would pay a little more if you brought them a new customer. or....?

Brian

sell to the user Posted 5:25 AM on 05/16/12 - Reply to this post

Quit speaking to the purchasing agent. Find out who is the user of your product in the company, sell him/her on why your product is a better value than your competitor's.

Jarrod

Idea Posted 8:52 AM on 06/05/12 - Reply to this post

ask them if price is the ONLY thing that they are concerned about? if they answer yes, then ask them if they ever had any problems with the quality, delivery times, handling of orders, invoicing of your products to them when you were taking care of them.. if they answer no, then ask them further still, what it is they didnt like, as this might be the reason why the 'price' is suddenly the issue, you might not get them back but you should be able to NOT lose more. through these leading questions remind them that cost is not the ONLY thing that matters. Finishing up, if they said 'yes, we need the best price possible', say to them something like this.. ok well what if I promise to beat any other offer by 20% but I get to choose the delivery schedule? they will undoubtedly say, no, follow up with ok, I'll beat your best offer by 10% but I get to decide on the quality of the product! they will also say no, pause for just a short second and finish with, we'll it looks like quality and delivery are really important to you after all, and we've never let you down there, so why would you take a risk with a new supplier? Thank you Guerrilla Negotiating!!

Deb Calvert

Survey of Selling Professionals Posted 10:16 AM on 04/30/12 - 

Inviting all professional sellers to participate in a survey about how selling has changed & will change. All participants receive results before the survey is published. Takes just 10 minutes to complete & it's interesting, too. Please share with other salespeople! http://www.surveymonkey.com/s/peoplefirstps_changesinsales

Jim

New to Sales Posted 9:53 AM on 04/20/12 - 

I've had some limited sales experience selling B2C in the past: New Car Sales, Carpet Cleaning to name a couple. Now I'm back at it after finishing college with a business degree. In my current position I am a plumbing repair specialist for a national plumbing, heating, cooling, service & repair company. I work with the techs in identifying the best solutions for our customers. My job is to increase revenue on every call; to take the opportunities the techs have identified and build on those to give the customer the most value for their money and to grow the company. Our sales process is as follows: 1) Meet & greet the customer, develop rapport 2) Identify the customer's wants, needs and desires 3) Identify solutions that fit the customer's needs, get the customer to agree that the repair or service is needed, build a sense of ugency. 4) Provide options (at least three) complete with pricing & finanacing options. 5) ASK for the sale, overcome any objections & close. 6) Follow up with the customer. Even though I know the process by heart, I catch myself deviating from it time to time. My closing percentages right now are below accepted levels which is why I find myself with two of Mr. Gitomer's books - The Little Red Book of Selling and the Sales Bible. I have asked my regional sales manager to mentor me to which he has graciously consented. I have a second mentor in our Seattle office who has an outstanding track record of sales with our company. Between these two gentlemen and the resources provided here I will one day be at the top! I have found that the biggest obstacle to success is me, now I'm studying ways in which to turn that obstacle into a powerful selling force. Now I'm off to another day in which to increase my value to my employer and to reach for the stars. Happy Hunting :)

 

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