Kathryn
Sales suggestions
Posted 4:34 PM on 12/11/08 -
Reply to this postPeople like the email/internet because its anonymous so acknowledge that - "I know you might be just beginning your search..." and ask them for the best time to reach them. People buy on emotions- find the thing they are looking for- literally it could be color, coffee cup holders, service records- who knows until you ask the right questions. I have a friend that tells the funniest story of buying her last car- she wanted a new blue (hydrangea blue) car and couldn't care less about the "brand". She was treated like a ditzy blonde by the first, more "mature" salesman. She promptly left that dealership and bought a pretty new blue car at the next door dealership- full price, brand new but the experience was key- the "young" salesman treated her request to see the blue cars with respect and as they walked, he discovered her real needs - safety, cost of repairs, size etc. Go for questions! Kathryn, Key Coaching Associates
rich34232
car sales
Posted 2:38 PM on 12/14/08 -
Reply to this post Could it be the We won't budge attitude the clients are sensing? Most clients do not like matter of fact it is what it is and nothing will change that.Stop focusing on the price and focus on the car.Tires,extras invovled with the car and warranty plus service.How can you pay too much for something you like.Use your companys success with used cars as a value.The rigorous tests you put the used cars through before you put them on the market and if they do not fit you requirements you get rid of them.
me
response
Posted 9:35 PM on 12/28/08 -
Reply to this postI think usually you will get a kind of esponse from a customer is what you see in them so you say price it's because thats is what your are focused on before they even walk in the door you need to change your thinking read books that will change your thinking then you the client will all see in you is excitement and no one can say no to an excited salesperson
Emholic
Car Sales
Posted 12:49 PM on 12/30/08 -
Reply to this postUnfortunately almost everyone now a days is a 'Driver' (their buying personality) because of the most wonderful resource in America...the internet. Your customers know more than you think. When they ask you the price up front, its because they like the car already. If there really is no negotiating on Cars in this economy...then I'm not sure how long Carmax or any Non- negotiable car company will last. Also you say a lot of your emails and phone calls go unanswered, be patient, not a lot of people will put the money out for luxury items. Good Luck
youngone
Any Advice?!
Posted 2:22 PM on 12/09/08 -
Reply to this post
I sell new homes for a small home builder. As everyone is aware, right now most people are not buying homes like they used to! I am having a little trouble a.) getting people into the display b.) asking the right questions and c.) what to say when I follow up on previous visitors.
I am very new to sales, I am still in college, and am the daughter of the owner so I am really trying to find my groove in sales. So any advice would be very helpful!! Thank you!
rich34232
any advice
Posted 2:45 PM on 12/14/08 -
Reply to this post Ask more why, what and how questions. When a questions is asked do not answer the question until you find out why they are asking that certain question no matter how obvious the answer. ie Is there a park nearby. Do not answer yes or no until you know why they are asking. If you say yes and then they say okay gotta go. Maybe they do not want a park nearby. If they do not like the park idea answer the park closes at sunset which means there is no noise in the evening. If they want a park it is within driving walking distance etc.
Whenever a question is asked it is always more than the original question. It is your job to find out why they feel that way how they feel and what they feel.
The how questions How do you mean when they ask a pointed question.
new1
role-play interview for tobacco sales?
Posted 3:21 PM on 12/01/08 -
Reply to this post
I am extremely new to the outside sales business. I am going on an interview, which consist of a 15 minute role-play and 15 minute face-to-face interview for a tobacco company. Does anyone have ANY suggestions OR personal experiences with this process? I am most concerned with the role-play? I have read Jeffrey's book, but am a bit confused as to how to relate it to tobacco selling? What type of questions to ask? How to overcome hurdles? I really want this job and do not want to ruin my chances during this part of the interview process (role-play)?
Emholic
Good Luck!
Posted 12:03 PM on 12/09/08 -
Reply to this postNew1, good luck getting the job. the tobacco industry has a really bad rap. they need the best and brightest to sell death. I'm taking a professional selling class, and 1 guy, decided to sell Parliament Ciggs. It was very hard because the object of the presentation was determining features and benefits. The tobacco company is really doing a different strategy when selling ciggs now. "Undercover" sales is the new marketing strategy, where they go to concert events, sporting events, etc and offer ciggs this way. mother always said "Dont talk to Strangers!"
Mark
Persistance - How Much is TOO Much?
Posted 1:49 PM on 11/29/08 -
Reply to this post
I own a technical writing / documentation management firm in Houston and I have a couple of questions for you seasoned sales guys (and gals) out there. First and foremost, my sales experience is very limited. That is, I have never referred to myself as a "sales" guy. I just meet with people, talk about what I know and get a sale. I like to call these "In-Direct Sales".
Maybe some of you have experienced what I'm currently going through and I would be curious about how you handle these situations.
#1) has the current economic climate affected your overall close numbers?
#2) how have you overcome the current economic climate?
The reason I ask this question is because of the following "real-life" example.
I had/have 2 prospects that had/have agreed to purchase my company services. Since the down-turn in the economy they have backed off. Nothing was ever signed. Both of these clients/prospects were pitched back to back (one on Tuesday and the other on Wednesday) and both were very eager to get started. Terms, services and pricing were all discussed and both prospects loved what they heard (or so I thought). I formalized a proposal for each prospect by that Thursday and on the following Friday (a week and a day later) I hear back from both prospects.
They decided to put their projects on hold due to the current economic situation. Would any of you consider this response to be a "blow-off"? Hell, it certainly sounds like a viable deterrent to me. I know that I have cut back on spending so it just makes sense that most responsible companies have done the same. Would you stay persistent about closing the deal or would you simply stay in contact to keep the hopes of future business alive when the economy rebounds?
I would be interested to get you guys (and gals) thoughts. Thanks...
Mark
rich34232
persitance-how muci is too much
Posted 5:30 PM on 12/02/08 -
Reply to this postMark ask them the real reason they are not going forward with your proposal. I say this in response to what you have already said to us. They agreed to the price product and services then declined them at a later date. What really changed their mind. Is it the product ,price or service they are declining. Keep checking with them.
As far as dropping projects,what kind of projects are they dropping? What services are you letting go. This is the time to increase your services i.e. value to your clients. Usually companies drop their services to clients along with advertising dollars you need both of these. Prioritize, find out the real reason why people are not using you.
Gloria
Corporate Wall Map marketing...
Posted 12:07 AM on 11/24/08 -
Reply to this post
I produce company wall maps (store or distribution locations throughout US or state, sales territory). I have been using email marketing in the past but am not a fan or receiving unsolicited emails myself and am wondering of other ways to get my message across - big bang for little buck. (sales.maponomy@gmail.com) Thanks! Gloria
Jimmy
Unique techniques to move product.....help
Posted 10:41 PM on 11/20/08 -
Reply to this post
Im in a selling world where attitude is everything for me. I call on about 200 independent garage accounts in Michigan. All the people I see in that 2 week process comes to about a 1000 guys(mechanics). Their attitudes are always negative, and most of them are always down and out. So my job as one of their reps is to pump them up ALL THE TIME and get our product to move off the shelves. Does anyone have any unique strageties that would possibly go above and beyond sheer verbal motivation. Any cool ways to show that I do appreciate them. Cost effective of course. Jimmy
Rick
Unique Techniques to move product
Posted 4:00 PM on 11/24/08 -
Reply to this postJimmy, what are you selling specifically? I think I might be able to help you with my background in the automotive industry. If you would like to email me directly at rwhite@180biz.com I would be happy to talk with you.
Jim White
Techniques to move product
Posted 10:11 AM on 12/23/08 -
Reply to this postJimmy, I don't believe in buying sales, but people love a little freebie from time to time. I do real estate and a lot of people I call on love a sweet treat. How about taking a few donuts (obviously a morning call) and see what relationships it builds. Donuts are relatively cheap...better yet, make something your self and take to them. I have also done the grocery store for a small coffee cake and coffee. While enjoying a treat , you can get your message in. The pharmaceutical slaes folks have found the way to open the door is buying lunch for the office which allows a small presentation during lunch. Mechanics probably do not have that kind of time.
