Jul 5, 2016

TIME MANAGEMENT


TIMING FACTORS

The chronological steps in the purchase cycle of the customer.

What and when are the ideal calling times?

Customer contacts vacation schedules.

your customer’s key events and dates-trade shows, product launches, ad campaigns, contact deadlines.

The customer’s ideal buying circle – budget time, financial year, decision time.

What is the length an average sales call.

How difficult is it to get an appointment.

SELLING STRATEGY

what realistic plans do you have for future business? Why?

Key products estimation in value and volume.

Customer’s service value file (total dollar value of your services)

What is it costing customer to go without solution.

Who are your competitors from whom he also buys? Why?

What is your key weakness with this account?

What is/are your key strength(s) - your competitive advantage- in this account?

Buyer’s objections to you.

What are their critical needs you can profitably fill?

Is the customer sophisticated or unsophisticated?

THE 3 MOST IMPORTANT WORDS IN SELLING ARE “LISTENING”, “LISTEN”, and “LISTEN”For many sales people or engineers, listening is very difficult. The temptation and curiosity to enthusiastically give the customer every single bit of product information is overwhelming. Many sales people perceive customer hesitation as a negative. Sales people hate silence. They feel compelled to fill the silence with words. If so, they “telling”, not “selling”. Learning how to listen is a mandatory sales skill. I hope following are the important few tips to sales people, so as to avoid inconveniences/ awkward situations during the sales call.

Practice listening….to your family members, friends and colleagues.

Be conscious of the time you spend talking. Train yourself to listen to yourself.

Write BQLD on your selling materials. This will remind you to be Quiet. Listen, Discipline.

Practice your pre planned questions before your sales call.

Ask questions during sales call. Asking a question is the first step in listening.

Whenever you ask a question, regardless of the question you must wait until the customer replies. If the customer does not answer the question in his reply ask it again.

Train yourself to always pause, at least momentarily, before responding to your customer’s last words.

Remember, on the sales call you must be listening 80% of the time. Therefore, if your pre arranged appointment is for 20 min, you must be listening for 16 min. That allows you only 4 min for asking questions and explaining benefits.

Imagine in your mind’s eye that a 4 min timer, is ticking while you are talking. In general the more time you spend talking the less chance you have closing.

Take notes when your customer is talking to you. Contrary certain sales theories, taking note is an excellent selling tool. It conveys professionalism, true interest, and concern. Doesn’t a doctor take notes, and write down your responses, when he goes through your annual physical questionnaire?

Use your customized investment return analysis form to engage your customer, and to record his numbers in calculating the value of the benefits of your product solution.

Be prepared to interrupt your presentation, at any time, if the customer starts asking question or stating objections. Do not, for e.g., in response to a question early in your presentation say, “We’re going to get to that in a few minutes”. Instead, listen very, very carefully. Often early customer questions indicate the most important concerns. Satisfactorily answering the question can lead to an early close. If you are doing team selling, the sales person who is not talking is supposed to watch the decision maker intently. He is not supposed to watch the sales person, or the presentation materials. He is the assigned listener. He is supposed to interrupt the presentation if the decision maker wants to ask something.

It is especially important to listen to the irate or upset customer. Let the customer went his feelings whether they are at you, your company, or at anything also. If you must respond be sure to do so in a softer voice than the customer’s. A good rule of thumb is the louder your customer, the softer your response. After a customer vents he is often inclined to buy.

Listen for buying signals. Watch body language of customer. If you find positive buying signals immediately take commitments.

If you do make the sale, stop talking and gracefully terminate the meeting. BQLD. Be Quiet Listen discipline.

The following words will rarely get you in trouble and will often help you close or get a commitment to an action that leads to a close.

“Okay”

“Yes”

“correct’

“You are right”

“I agree with you”

“Why is that?”

“Thank you”

“Please”

“How can I help?” & “Is that what you want?”
















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