J
Long Term Sales
Posted 3:09 PM on 08/27/08 -
Reply to this postOne other tip I have found in the long sales cycle is to not "puke" on the first meeting. Find out what peaks their interest and spend the meeting on that. Do not overwhelm them with all the technical stuff and all of the different products/services you have. This not only will leave them with a clearer picture in their head, but will also leave you with stuff to follow-up with. You can mention your other products (for example, "we also offer ___ and ___, and we can delve further into those in our next meeting, how does next Thursday work for you?"). In addition, this allows you more time to get to know them better, as you will obviously be building more rapport each meeting.
hl
Getting Testimonials (especially in writing)?
Posted 12:34 AM on 02/23/08 -
Reply to this post
What are some ideas on how to build our file of testimonials (esp. on company letterhead if possible?) We promote to physicians in every specialty/every state and they are keenly interested in having a testimonial/reference from their state, in their profession. We don't want to "wear out our welcome" of our references, so it is important that we have a large number.
James N.
Selling in Asia is different than the west
Posted 4:41 AM on 02/19/08 -
Reply to this post
Hi
I live in Singapore - I follow this chat, the forum, and many other sales communications closely. Much of what goes on is really great for places like the US, Europe and maybe even South America - but Asia is a completely different ball-game. And much of what is expressed is hard to apply here.
Added to that - I was wondering have you got any tips on large account sales? The ones that take months (even years) to get through the door. This is a new area to me, and although I'm okay with the initial sales presentation (to get the ball rolling and get their interested to pursue further) - what comes next - much of it is negotiation, correct?
Thanks
Andrew J.
Posted 3:56 PM on 03/18/08 -
Reply to this postHi, James! I'd like to know what's different in selling in Asia, and Singapore in general. What sort of profession are you in? Anyway, there is a fair amount of negotiation involved, but with large companies, it often takes a lot of work to meet or speak with the decision maker. Success often depends on staying in touch, being aware of their oft-changing needs, and keeping your proposal up-to-date. My favorite thing about larger accounts is that you end up dealing with a professional, who may be rude & string you along nevertheless, but at least will think things through/act rationally.
Young707
Selling in Taiwan
Posted 1:19 PM on 06/05/08 -
Reply to this postActually, I found out selling to Taiwanese electronics companies is much more difficult than we first through. We ship the first order, lucky it was small order of less than $5000. The payment came in check, but payment can only withdraw 6 months from now. Obviously, we object. But, so that we still have not received any cash.
Lisa
How hard could this be??
Posted 5:46 PM on 02/18/08 -
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I have just started a job selling memberships for a local wholesale club. I am supposed to sell ten memberships a week. I have a pretty large territory and I can only sell Business memberships to small businesses in my territory but I can sell personal ones to anyone. I have not had much training and the membership is only $30 for either one. I have been doing in person cold calling and am finding this is not easy to sell. WHY??? This is the start of my second full week.....
Shad M
Try this....
Posted 11:00 AM on 02/19/08 -
Reply to this postLisa,
It isn't easy because people don't like door to door soliciting (aka "cold calling"). Even in today's ezine from Jeffrey himself he says "Anything is better than a cold call". Try two things. 1. Exhaust your personal relationships. I am always surprised how many people are willing to "help" you succeed if you only ask. Say "I really need to get off to a good start here, who do you know who might want to buy a membership". It isn't a great long term strategy, but it will give you a quick customer base. Once you have them, stay in touch with the latest deals via email, or some other valuable resource for THEM. 2. Host a lunch and learn, or give a free speech at a civic club, or even host a chamber event. We recently had a local wholesale club host a coffee and contacts and they got to give a free pitch to about 100 people. I think they singed up half a dozen or more. Just remember to come up with a different and valuable "idea" you can share with someone, not a "pitch". For instance instead of saying "we have lower prices than the supermarket" say "I help people save extra money so they can afford to send their kids to college!". Maybe that isn't great, but I hope you get the idea. Good Selling!
maverickflyer
Sounds fun...go get em!!
Posted 6:14 PM on 02/20/08 -
Reply to this postHi Lisa,
Selling is easiest when you are not trying to sell anything. Your job sounds like a lot of fun without very much work. Surely you have business cards by now, if not go get them today. Then just be friendly and let people know what you do. Go to the gym, go out to lunch with friends, go shopping, go to church, don't "cold call," make connections. $30 isn't much for someone to spend to have a membership that could save them hundreds, and give them preferential shopping treatment over their peers and competitors. Just believe in the value of your product, give a business card to every single person you meet, be outgoing, friendly, and forward, and things will get a lot easier. You are not a "salesperson" you are providing an additional asset that small business people can use to grow their own businesses. I think any small business in the world can afford $30. If someone doesn't see the value, offer to go shopping with them one morning. Take them in a little before opening and give them the red carpet treatment. Let them see the value for themselves. Lastly, every member you sign up is a connection for you. Get their testimonials, ask for referrals, sign up their employees, and family members. Ask them if you can have other prospective customer's call them with questions. AND, most importantly, make a point to do business at the places that supported you. Buy something from your own clients as often as possible. Good luck!
Scott
How hard could this be?
Posted 7:03 PM on 03/25/08 -
Reply to this postOne easy way is to show an example of how the membership pays for itself. I can justify my Sam's club dues just on my savings of milk alone. We go through a gallon and a half a week and I save $0.55/gallon or around $43/year just on that single item. Most wholesale clubs offer decent selections of books at 50% off cover. I remember saving a lot money on diapers too. Pick a few items to cover different demographics (singles, families, older/retirees) to use as examples. Go out and comparison shop those items in your town and you're ready to SAVE people money, not SELL them a membership.
Randy S
Cold Calling over the phone
Posted 9:54 AM on 02/15/08 -
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I have a list of all the "perfect" decision makers for our service. They are all over the country and the only way I am able to contact them is via phone. In most cases, they do not know me, but use a competitors service. Our service out performs and is more cost effective, but I really don't know how to START. Our current clients are people that I have worked with in the past or people that I have met at Trade Shows. Where can I find an effective way to contact this list or how?
Scott
Start?
Posted 11:08 AM on 02/17/08 -
Reply to this postRandy,
I don't know for sure what the best way to start is. I find myself working in a similar situation. I have a list of people and the products that they said they were interested in. So far, I'm not breaking any sales records. However, I can tell you that my first step was to START. I'm calling them and having success as compared to before when I had nobody. My advice, start calling. Let you me know if you hear something better.
Shad M
Try email....
Posted 5:17 PM on 02/18/08 -
Reply to this postDoes your list have email addresses? If it does (even if it doesn't, you should be able to find them) utilize this great piece of technology to get some idea of who is interested. I am a firm believer in a good value based email magazine, constant contact updates, or something else, even a link to a new YouTube video you did. Send this stuff to your prospects and see what happens. If what you send them is well thought out, valuable to THEM, and not a typical "sales pitch" then you should get somewhat of a response. IMPORTANT:remember your call list is full of people who get tons of calls from people just like you who all say their service out performs and is more cost effective. Find out who your competition is, find out how they sell, and do something different! Give them a more creative reason to talk to YOU, it isn't easy, but worth it in the end.
ABT
Research, research, research and be yourself
Posted 9:46 AM on 02/19/08 -
Reply to this postI am in inside telecom sales with a privately owned company (without the AT&T, Qwest, Verizon name to throw out) so I know where you are coming from, and the difficulty of getting and keeping the person on the phone. I have found that you can learn a lot from Googling their company name. You may find articles on recent developments within the company, new products, anything you can talk about with the customer to build the relationship. You can usually find some sort of insight into their business and how you can help.
This seems so simple, but if you do your research you have a better chance of keeping them on the line. You wouldn't go to a job interview without having some knowledge about the company you are interviewing with would you?
Another thing I learned in my growing experience in sales is to BE YOURSELF when calling! I tried the sales pitch, hounding them, spamming them, but found that just talking to them whether it be business related or not has always gotten me at least another call. They may care less about your product at first but like and TRUST you so they are more willing to hear you out. You may not get the sale the first time around but usually this pays off.
Rand
cold calling
Posted 6:34 PM on 02/19/08 -
Reply to this postScott, thanks for the reply.
