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May 26, 2010

So you want to be a Sales Person??

Here is a great article on  Cold Calling....

Mistakes made in cold calling

by Bruce Griffin

Cold calling, has everything to do with making your first impression count. Put on your best behavior, smile naturally, when greeting your prospective customer and be ready to be sized up within those first few moments.

Face, to face cold calling is not a natural ability many people are suited for. But, with time, patience and enthusiasm, you will have the moves down to a perfect rhythm. You have to put yourself in front of a complete stranger that you may know absolutely nothing about, in order to make a sale. The first hurdle you must overcome is, selling yourself.

Be polite, as opposed to being rude. You do not want come off as being presumptuous, by barging right into your sales pitch, unless the prospect is challenging you, as to what it is you want. Why are you taking up their time?

Do not evade direct questions. When a prospective sale is at stake, it is always best to address any questions a prospect might have about the product. This conveys sincerity and harbors trust.

Everyone is different. What works for one person, might be poison to another. Do not be inflexible with your sales approach. A good cold caller is able to bend with the wind and weather out the storm. Becoming familiar enough with your product and delivery, allows you to be expandable enough, to adapt to many different sales approaches.

More? 

Mistakes made in cold calling
by Bruce Griffin   More...

Cold calling, has everything to do with making your first impression count. Put on your best behavior, smile naturally, when greeting your prospective customer and be ready to be sized up within those first few moments.

Face, to face cold calling is not a natural ability many people are suited for. But, with time, patience and enthusiasm, you will have the moves down to a perfect rhythm. You have to put yourself in front of a complete stranger that you may know absolutely nothing about, in order to make a sale. The first hurdle you must overcome is, selling yourself.

Be polite, as opposed to being rude. You do not want come off as being presumptuous, by barging right into your sales pitch, unless the prospect is challenging you, as to what it is you want. Why are you taking up their time?

Do not evade direct questions. When a prospective sale is at stake, it is always best to address any questions a prospect might have about the product. This conveys sincerity and harbors trust.

Everyone is different. What works for one person, might be poison to another. Do not be inflexible with your sales approach. A good cold caller is able to bend with the wind and weather out the storm. Becoming familiar enough with your product and delivery, allows you to be expandable enough, to adapt to many different sales approaches.

If you are cold calling on someone and the family is having supper, do not keep your foot in the door for long. Tell the prospect you apologize for intruding at their dinner time. You will stop by again at a more convenient time, the next time you are in the vicinity. Do not pull up a chair at the dinner table and ask, what they are having for desert.

When selling your product, or service, do not deceive the prospect with false claims, or statements. Honesty really is, the best policy. If you resort to making over the top claims about the product, you are not really creating a desire for your potential customer to buy. Instead, you are digging yourself a hole, that you might not be able to climb out of later. Remember, distrust was already present, as soon as your prospect laid eyes on you. Your job is not to ad more apprehension to the presentation you are trying to make. Exaggerations are hypes. Do not hype too much, or too often. It becomes an addiction, that's hard to shake.

Do not look away from your prospect when answering questions. Look at the prospect when pitching your product. Also, if you do not know an answer about the product, if asked; do not make up an answer. You are only human, admit you don't know, but will get back with an answer. Then do it. Make sure you get back to them with an answer.

Do not impose on the prospect's time for too long. Do not fall into a pattern of being long winded. If you see the prospect getting fidgety or bored, it might be getting later than you think.

Be friendly and certainly out going. Ask about the family, comment on the family dog, but do not strive to become your prospect's next best friend. This is a trap, to invite a false sense of familiarity between you and your prospective buyer. You are trying to sell the prospect something of value. Unless you are ready to wheel and deal on price, your new friend might feel deeply hurt, you would not give them the product at half the price.

Do not hijack the product pitch. This should be an interaction between buyer and seller. Ask your customer leading questions about the product, then you can build the conversation, creating a desire for your prospect, to own this wonderful product. Your customer will stop hearing you in short time, if all you are going to do is drone on for ten minutes, about all the virtues of this wonderful "thing", you are trying to sell.

Do not turn down the glass of water, if offered. Turn down the meal, turn down the desert, turn down the beer. If offered a beverage, other than beer, don't turn it down. If allows your prospect to feel hospitable toward you. This is a good thing.

Do not be shy about, asking for the sale. You are cold calling, to sell. When you see the prospect's eyes dilate, as they look at the product, or the customer begin to drool over it, this is a good indication it's time to ask for the sale.

Do not take "no", for an answer. A good cold caller is also a professional closer. A good closer will keep closing on the sale, over and over again. I know how this sounds, yet it is true. Rarely will a prospective buyer, say "yes" on the first try.

Do not bully your customer into buying your product. The prospect may seem like a pushover, but it's bad form. Be a professional, not a jerk.

Finally, do not leave angry. If you did not sell, remember, the next door you knock on, will be a winner!!

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