How do You Get into Your Sales Mindset? Sales Training #3
Don't use headphones and drive
Don't use headphones and drive
Mindset
Sales Training #3
Mindset is very important. Have you ever had a great sales meeting then went to the sales floor and had a great day? Of course you have. The reason is that you were in the proper mindset. Have you ever had a day when you were not in the best of moods? Maybe you and your spouse had a fight in the morning, and you had poor sales for the day? Of course you have. So how do we get in the proper mindset to sell like crazy? What I do is listen to podcasts about things I am interested in on the way to work each morning. I also record sales meetings and listen to them on the way into work. This will put me in the sales mindset before I have even seen my first customer. I will be the most prepared salesperson on the floor, and I will out sell everyone. Try this it works.
Three Word Phrases, Sales Trianing #2
Sales Training #2
Three Word Phrases
What is a three word phrase? Simply put it is the smallest and fastest way to describe something. I.E. an iPhone™ has a “multi touch display.” Why would you use three word phrases? The more simple you can make something, the easier it will be to understand. As to the attention span of your clients; its narrow. Have you ever been talking to a customer who starts to look away and down? That is because they are not paying attention to you. So, long drawn-out presentations don’t work. Short bursts of descriptive info will.
How To Greet Your Customers? Sales Training #1
Sales Training
Opening Customers
When a customer walks in your, doors how do you greet them? Well, I will tell you how I approach a customer. I don’t leave my desk and walk fowards, as this can be deemed threatening. Then, I wait for them to make eye contact. When they do, I will wave with a nice smile. More often then not they will wave back, and almost always say hello or hi. This has given you some good info as you can now engage them with conversation, and speak in a tone and volume close to their own. Most sales trainers will talk about mirroring body language, but nothing about vocally. Lets say you’ve said the first word to a customer and it was loud in volume while they spoke in a soft timid voice. It will most certainly turn your customer off. I have been using this technique for years and it works wonders. Try it yourself and you will be one step ahead of the game.
How Do You Read Your Customers?
When I was new to sales I thought I was in control of the conversation and interaction with my customers, only to find that I was sadly mistaken. The only control over my customers is how I react to their questions and body language. Through trail & error I was able to find was to talk to the customers to minimize-backs. The first step in this is to read their body language. How do you react to a customer who walks in your store but will not come to near you and answers your questions under their breath? The best action in this situation is to not let your ego step into control. If this happens you will not make a sale with this up. As they are not trying to make eye contact you should not either for 3 to 4 minuets. Hold, keep your cool, do busy work and after 3 to 4 min. your customer should have become comfortable with their surroundings. And become approachable. Next step is to properly read your customers personality. This is where mirroring becomes most important. This is a hard thing to master and I would suggest you find some books on body language. Read blank and it has some great info. But to do some major summarizing, you will see 3 types of non-direct customers. First is the customers who appears to not be looking directly at any particular item. This is a stronger personality type. This is the hardest conversion. The best approach to this guy or gal is comedy. Bring your best stuff as your customer is thinking 1 of 2 things you don’t have to have the item he is looking for. Or you look like someone he does not want to talk with. You need a major distraction paired with a large personality from yourself. This will help to drop-kick some barriers. And he/she will 9 times out of 10 will ask you about the item they are looking for. The second is the shy timed type who thinks you are the cliché salesperson. The way you can tell is they will look at the items in your store. They will touch and feel things but will not come near you. The best approach is to bring out that little quiet voice inside you in your opener. This will change their perception of you being the big bad wolf salesman. The third is the know it all. Also a hard one as he is probably a strong personality type and will not like someone contradicting him, so the best way to handle this type is with agreeing with what he says and adding something informative to establish you agree with him and you are an expert of your products. Comedy will not hurt here either. Hope this is helpful. Now go make some business happen!!!!!!!!!!!!!!!!
How To Improve Add-on Sales
What Ten Things Should Your Customer Know
I recently sat down and came up with a list of 10 things my customers should know but never ask. The reason I did this was because a customer asked me “if you where buying a bed which one would you buy?” I told them which one and why and while explaining why, I realized we had not discussed any of the reasons. It was very powerful info that I was not sharing with all of my customers. I think I sometimes believe my customers are experts in buying a new mattress and forget that it is one of the things we don’t purchase but once every ten years or so. So sit down and come up with a list of 10 things your customer should know and talk about some of them. You will be amazed by their reaction to the info. Happy selling.
What Type of Salesperson are You?
There are three Main types of sales People: The professional, the comedian, and the salesman. All have both pluses and minuses on the influence of the sale. How can we eliminate as much of the negative aspects of your approach? If you are the professional you probably have a lot of b-backs. After your customer leaves your store how much control do you have over the info they gather? None. You should consider trying to add more urgency,or compelling reasons to buy to your demo. If you are the comedian customer’s often will say things like “I didn’t think I was going to spend so much today.” Do you have many cancellations or returns? The reason is because you make your customer feel so at home they forget they are making a large purchase. That is until they get home and realize they don’t know anything about the product they bought because they forgot to ask questions. So make sure you go back, and make sure they know the ins and outs of the product. If you are the salesman you get instant results. They either buy from you now or never. If you cut back on the number of times you ask for the sale from like seven to maybe three and if they are on the way out the door, say to them “don’t worry when you come back I will make sure you get taken care of.” I hope this has been helpful to close more deals.