sales Killer # 6: An Uneducated Prospect does Not Buy Agents and sales reps are often "stuck" with inventory because the prospect does not see the value and the opportunity that is in front of them. Profits do not need to be sacrificed on slow moving inventory because of price cuts. Sometimes the simplest solution is to tell more prospects about the opportunity, educate them on why it is an opportunity and then sell them on the value of the opportunity.
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Sales Killer # 7: Making doing Business with you Difficult I'm amazed how many sales reps and agents make doing business with them difficult. * Are all calls handled extra courteously or just patched through? __________ * Are questions handled comprehensively or with simple basic responses? _______ * Are you truly an expert that inspires confidence? __________________________ * Are your hours and availability putting the customer's schedule first? __________ * Is personality, charisma and fun infused into customer interaction? ____________ * Everyone claims they offer good service, how can you give your customers an experience? _______________________________________________________
Make working with you fun and pleasurable. Be 100% there for your customer and truly give 100%.
Sales Killer # 8: Failing to Always Offer the "Reasons Why" When presenting offers, showing properties or working to get an exclusive, you always need to give prospects a compelling reason to move forward. Whether the price is higher or lower, the property is in move in condition or needs work, near transportation or far from it... you must always give and emphasize the reason why there is a value.
DO NOT rely on the prospect seeing the obvious. DO NOT assume they understand the value and know the reasons why their needs are being met.
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Always be credible, clear and honest with impeccable integrity in presenting your reason why you are presenting a valuable offer to work with you.
Sales Killer # 9: If it aint Broke don't Fix It Many reps, agents and firms have powerfully effective marketing tools and campaigns that are highly effective but are abandoned for the "new improved" marketing tool.
If you have a marketing tool that pulls a profitable return on your marketing investment keep working with it. You can expand your marketing tool but don't trade what works for what might work. When interviewing countless businesses that have had success it is amazing how many of them have stopped doing what works because it just seemed old and routine. Even worse, they were just too lazy to implement the strategy repeatedly and choose doing nothing or shooting from the hip approach to sales and marketing instead.
Remember TEST, TEST, TEST and USE WHAT WORKS.
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Sales Killer # 10: Overlooking your Audience Many people can benefit from your services and expertise but not everyone is your ideal prospect. Where does 80% of your business come from?______________________
Have your ads, sales and marketing campaigns be geared to the 80% that makes up the core of your business.
* Take time to learn the core of your business. * Craft your ads and sales strategy to speak directly to them and their needs. * Create compelling headline that speaks to your prospect * Avoid vague generalizations, especially those that speak of your facts rather than prospect benefits. * Use the body of your ad to build credibility on how the prospect's needs will be satisfied. * Tell your prospect how to take action.
Be direct, offer value and sell with clarity Avoid cute to be cute. Avoid generalizing and common phrases. Avoid saying something everyone else can say too.
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Sincerely,
Mark Anthony President, Training For Success 347 5th Avenue New York, NY 10016 212 683 1834
[email protected]http://aaatrainingforsuccess.com/http://www.salestraininganddevelopment.com/Articles Source - Free Articles
About the Author
For over 20 years Mark Anthony has helped professionals, institutions, corporate sales and customer service teams break out of the box and find innovative solutions that lead to breakthroughs in sales, productivity and goal achievement.
He lectures at conferences, Universities, was also published in numerous business publications and has appeared on many radio and TV business programs including CNN-FN and CBS News.
