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

Bob

Do you homework Posted 11:17 AM on 01/29/09 - Reply to this post

Here's some input from "your customer." I was a buyer/user of industrial packaging materials for many years. The main thing that kept me loyal to my supplier was the fact that they had solutions for almost anything that I threw at them. So, before you walk in the front door, go around to the back door and check out their packaging & shipping operations. Maybe talk to whoever is working in those departments. Find out what they do, how it gets packaged, and how you can make their operations more efficient (i.e. save them money). Maybe an automated pallet wrapping station would save them several labor hours each week. Maybe expanding foam would help reduce material damage in shipping. Maybe shipping cartons printed with their company name or logo would give their branding a boost. Look at all the ways your potential customer could use your products and services, and then ask yourself, "If this were MY company, how could Robin's products & services save me time and/or money?" I didn't mind spending a few cents more for an RSC carton because I knew my supplier was there with solutions, not just products. Learn all you can about what your potential customer does (and how they do it) BEFORE you go in. When you're armed with that knowledge and have solutions to offer the minute you walk in the door, that cold call is already on the way to becoming a warm call.

Paul

Car Sales Posted 2:42 PM on 12/09/08 - 

I am a salesperson for a pretty well known used car company, and like everything having to do with automobiles, our market has been affected by the economical climate. This being said, I'd like to focus more on the current customers I do encounter. Sales leads come to me primarily from two different sources: They walk in the front door, or they call/email the store asking about a vehicle they've seen online. A couple of the largest objections I get from people is the price of the vehicle. People are naturally very focused on price, and will neglect quality believing they can find a comparable vehicle elsewhere for less money. My pricing structure is firm, and there is no negotiation. Our vehicles have the strongest quality guarantee in the business, with no frame damage, flooding, odometer tampering, etc. What suggestions might some of you have to better engage those price shopping customers that might not be perfectly obvious to me? Secondly, the customers that do come to me via phone or email can be somewhat difficult to pin down from time to time. In some cases, I will receive an email asking about a particular vehicle and can never get a response out of the customer. Multiple emails and phone calls over MONTHS of time go unanswered. What suggestions might you have that can turn more of these ghosts into sales?

Kathryn

Sales suggestions Posted 4:34 PM on 12/11/08 - Reply to this post

People 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 post

I 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 post

Unfortunately 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 - 

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 - 

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 post

New1, 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 - 

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 post

Mark 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 - 

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 - 

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

 

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