MySplice Blog

More New Sales? Yes, with these sales tips for successful selling you will jump ahead of the game. That’s what we’re all looking for. Have you ever wondered why there are times when you can’t figure out what to do next? You find yourself browsing at a book store, music store, hanging out at the house…instead of out selling. Why?
You need a restart. A refresher. A kick start, if you will. More training? REALLY?

Let’s say you have a number of years of sales experience, and have attended numerous training classes, seminars, etc. Why are you continually having to attend new classes that rehash the same old thing?

I all of my years of sales, I never worked for a company that didn’t hold training meetings AT LEAST once a year. In my last job, it happened about 5-6 times a year. Most of the time it was a lot of the same information. Why? And what did I get out of it?
Well, it WAS tedious. At the same time, I DID get something out of it.

Literally…every…single…time. Kinda strange…I never really looked forward to spending 2-3 days of my life re-hashing old sales material, yet somehow I ended up learning something.
Truth is we need continual training. Sometimes, the most useful information was just learning how other sales reps do their jobs.
Training is very useful, and the right kind of training can send you into the stratosphere. Every person finds different help in different areas. The right kind of sales tip or training for you might not mean as much to someone else. But, you never know. Something you’ve never even considered might make the difference between a sale and a no sale…and that sale might mean the difference between a banner year and another “good” year.

Let’s have a banner year! I’ve put together 20 of the best sales tips…as a quick reference for anyone. You may even already know and use much of this information, but next time you find yourself browsing at the mall instead of selling, drag this report out and find something useful to do.

I once read a book that said “if you’re not out selling, you’re being out sold”…
Let’s go…

1. Make contact
Make contact with all of your customers who either haven’t bought yet, or have only recently bought.

If it’s a potential customer, find out what you can do to move them along in making their decision. Not the used car sales guy-high pressure way, but by trying to sincerely serve them. How can you help them? You are trying to solve a problem they have, and whether they called you or you called on them…if they wanted to hear your sales presentation, they need or want what you’re selling. Make it a problem solving expedition, and SERVE the best you can.

This is tip #1 because it’s easy, and it’s a great place to jump in. Talking to customers is the only way you’re going to sell. Call them. Drop in. Make contact. Sell.

2. Trial close
Closing is the most important thing you can do. If you don’t ask for the business, you’ll lose more sales than you make. That’s the obvious part.

The not-so-obvious part is when to start closing. Almost every training course discusses this so you probably already know it, but it’s one of the biggest ways to find out how far along the decision making process the customer is at any time.

Ask questions throughout. “Will this option meet your needs? Is this component something you are interested in? Will this meet your need, and/or am I on the right track?”

Trial closes accomplish two things. 1.) Let you know if you are heading in the right direction. 2.) Keep you from over-shooting the buying decision. If the customer is ready to buy, you don’t want to talk yourself out of a sale. Close throughout the sales call…it’ll make it easier to close at the end.

3. Capture trust
In order to close effectively, you must earn trust. This means many different things to many different people, but to you it means the difference between selling and “giving a quote”. How do we capture trust? What do clients want from us?
Part of this goes back SERVING. You’re going to hear this a lot in this sales, because service is at the heart of any successful sales venture.
Service during the initial presentation
Service during the sale
Service after the sale and product delivery
Service any time the customer needs you. ANY TIME.

Deliver on your promises. Do what you say you are going to do. Return calls, answer questions completely and honestly. Nothing is worse than nailing a sale and then losing it all on a technicality. Don’t be “that guy (or girl)”. Don’t lie…it won’t work out in the long run.

Answer calls in a timely manner
Call back with solutions
Be on time
Follow up
Be honest
Be friendly and positive
Be confident in your knowledge without belittling theirs

Capturing trust is at the heart of sales. Whether you’re asking someone to part with their own hard earned money, or asking a corporation to narrow its profit margin with an added expense…you must deserve the business. If they trust you…you’re one step closer.

4. Answer objections appropriately
At some point and time, most customers will have questions that can lead them to either wait to purchase, or purchase from someone else. Or they can talk themselves out of buying altogether. These questions are actually objections. Sometimes the customer doesn’t even know it. Sometimes the objection is completely different than the question being asked. You need to know what is stopping the customer from buying.

Sometimes the “objection” is a smokescreen. Just an excuse not to buy because the customer is not comfortable with you yet, or your product. Re-state the objection, ask questions about it, respond appropriately with a real solution. Cushion, probe, respond.

5. Probe
I know, we all hate this word. It’s been used in alien abduction movies, doctor’s offices…it’s never a good thing. You’ve also probably heard it over and over again in every sales training course.

There’s a reason for that…IT’S IMPORTANT!

This can be a make or break moment in the sales call, and it comes early. You could spend a ton of time working with a potential client who’s already decided they’re not buying from you. Or, you could blow right by serious concerns and never address the real need, losing a valuable sale.

Start early. Don’t bombard the client with questions, but you do need to probe to find out how you can serve them. Listen to the answers. Take notes. Make sure they know that you are sincere in your desire to find a solution custom fit for them. Effective probing is the key to unlocking the best possible sale in each and every circumstance.

6. KISS (Keep It Simple, Stupid)
First and foremost, don’t talk yourself out of a sale. Don’t “show up and throw up” by reciting every detail about your product every time.
If you’ve done your probing and found out what the customer needs, you can simply tailor the presentation to the points they need to know about. If there is additional information that relates to an important point, by all means throw it into the mix.
Just the basics, then get them involved. If you refer to your notes on the customer, you can get them to ask questions, and then you’re helping them instead of feeding them a pitch.

7. Feature/Benefit
I shouldn’t even have to say it, but every feature should show the customer a benefit. It’s Sales 101. If you don’t know about this part of sales…find a basic sales class and sign up. You’re not ready to talk to customers.

Even though it’s a no brainer…I HAVE to mention it here. It’s crucial. Features mean cost…benefits mean solutions to needs, wants, or problems.

8. Expand Your Knowledge
You MUST know more than the other salesperson. You need to learn everything you can about your product or service, and every part of your business that relates to it. You also must learn your competition inside and out.

If your customers can’t tell that you are the expert, it’ll be up to them to make the decisions. If they rely on you as the best source of information, they’ll be more comfortable with you making decisions for them, ultimately leading to a successful close.

9. Use “Best Practices”
In pharmaceutical sales there is a huge emphasis on sharing “best practices”. Every week we would get voice mail from regional directors or area vice presidents with attached messages from some of the nation’s best performing districts. These messages would be “best practices”. Or…”how they are doing so well.” What is working for them in the field? What resources are they using? What is resonating with a particular kind of client? It works the same way in every other kind of sales, too.

Find out what other successful reps are doing, and use their successes to create your own. Sometimes the difference is just a word or phrase, or a different approach with a certain client type.

10. Teach Others
Sometimes, the easiest way to learn is to teach. Having two kids, I learn more and more everyday. It’s the same it any situation.

If you want to be the expert for your customers, that should also set you up to be the expert for your peers. One of my favorite parts of selling was always going on sales calls with other people.
I especially enjoyed ride-along with new reps. I liked to share what I knew (imagine that). At the same time, a new rep can also be another resource for you. I always learned a lot while teaching others. Everyone brings something to the table.
How much do you know? It will become apparent when you have a “newbie” riding with you asking questions all day. It’s a good test. If you are teaching someone how to do what you do, it will reinforce your own knowledge base, and at the same time show you where you need to learn more.

11. Ride-Along – or “Co-selling”
One of my favorite ways to learn (or teach) is a ride-along. Go on sales calls with other reps at times. Sometimes, just the way a phrase is framed in a conversation can change the way you see a product, feature, benefit, or customer interaction.

Some reps are more laid back, some are more aggressive. Make note of which style works with each type of customer. Use what you learn to customize your own style of selling. If you are great at selling penny-pincher stuff, and your colleague is great at up-selling and nailing big ticket items…you can learn from each other!

12. Referrals
Face it, a large part of your business should rely on referrals. You MUST ask for them at every opportunity.

It only takes a minute, but it’s vital to your business. Use whatever technique you want to ask…be passive, direct, assumptive…whatever. Just make sure you ask the question.

If you’ve already SERVED, and the customer is happy with your service, they should be more than glad to refer others to you. You’ve already made the sale! You have nothing to lose. Ask for referrals. Every time.

13. Lead Generation
There are a number of ways to keep your lead quiver full. You need prospects to turn into customers.

Don’t be afraid to pay for leads. You can pay fellow employees a “bird dog fee” for sending leads your way, or you can use online paid lead services. Just Google “sales leads” and see how many hits you get.

The point is, you need to have clients to talk to, and the more pro active you are in getting them, the better your sales results will be.

14. Take Notes
Buy a digital voice recorder. Keep track of ideas you have throughout the day for leads, new customers, or things to do for current customers. Finish your day by checking through your voice notes and acting on them. It’s easier than stopping to write something down on the fly. Transfer to do lists into your planner as needed, but when you think of an opportunity, don’t put it off. Make note of it right away.

When I sold security, there was that one guy that kicked all of our butts. He was a small business sales guy. He made about twice as much as the rest of us. His biggest tip, best advice…the digital recorder. Any time he saw a new business or a business he wanted to call on…he spoke into his little doo-hickey. Then, when he had the time…he acted on it. That’s the key here…it’s not enough to record your ideas. Implement them.

15. Sell Outside Your Market
We tend to have labels. Residential, individual sales, small business, commercial sales, etc. Can you sell outside of your market and label?

Did you sell to a big business? Well, do they buy from or sell to small businesses?
Can those businesses use your product? Referral opportunity.
Did you sell to a small business? Can you sell to an individual? Depending on your product, you may be able to sell the owner or employees as well.
Did you sell to an individual? Where do they work? Can you sell to their business?

There are plenty of ways to look at it, but the main point is the old cliche…”think outside of the box”.

16. Play the Numbers Game
I always hated hearing this, but sales IS a numbers game. The more people you ask, the more presentations you make, the more you’ll sell. Get out and sell! It’s what you are paid to do.

I know this is probably an oversimplification, but the fact remains that you need to see more customers in order to close more sales. It’s not always easy, but the best way to deal with it is to get busy. Make them tell you no. A lot of them will also say yes.

17. Embrace “NO”
You must not be afraid to hear the answer “no”. IT’S GOING TO HAPPEN. A lot, if you sell for very long. It’s not personal, so don’t take it personally. Embrace it. Learn to appreciate it.

You see, as with number 16 above, the more times you ask, and even hear “no”, the more opportunities you have to hear a “yes”! No’s can lead to yes’s. Sometimes a no can uncover a problem, objection, or issue that can be resolved and lead to a yes. Even with a definite no, if you’ve served your customer properly, you can take an opportunity to try and get referrals. Always sell. Always ask the questions. The no’s can’t hurt you if you don’t let them, but they can be a big help.

18. Leave Work at Work
This one isn’t going to directly get you more sales…but it will help your overall attitude, and that can definitely lead to more sales and a better career in general. It is VITAL that you have a good work/life balance, and that you leave work at work. Don’t carry all of the “no’s” home with you. Home is where, hopefully, the yes’s come out to play much more than the no’s.
Go home, have fun. Forget about that presentation or why you may have lost it. If you do all you are supposed to do to serve the customer, and they still say no, it’s not your problem anymore. Don’t brood over it. Don’t air it out too often at home. Make sure you have a hobby you enjoy. Spend time with people you love. Enjoy your time off. You should be working to live, not living to work.

19. Listen…
…to the customer if they want to sell themselves. Sometimes we get so caught up in our own expertise, our own plans, our own ego’s, we forget that the customer just might already know exactly what they want. Give it to them.

Yes, you still need to sell. You can up-sell, or make recommendations if what the customer wants is impossible or will not serve them properly, but don’t “sell” yourself out of a sale. Sometimes it’s okay to be an order taker.

20. Be Helpful
In all areas of your work life…and I mean ALL areas…aspire to be as helpful as you can. Help your customers, first and foremost. Help co-workers, other departments, even the competition in some circumstances (don’t give them a sale, of course!). The point is, if you are helpful, they’ll appreciate it. Appreciation and a good reputation go a long way.

Not only will this help you get More New Sales…it can help you sell yourself along the way, which could mean raises, promotions, or any number of things.

Plus…it just makes sense. Be kind, be helpful. You never know, maybe we are entertaining angels unaware…

Until next time, happy selling!

There’s a new kid on the block (or should I say a new spider) that’s called ‘zinger’ and it’s slowly crawling the Web, consuming the endless chain of information.



The robot / spider ‘zinger’ is the crawler for Tittle Zing!, the new search engine out to make a change in the Web. Tittle Zing! has the intention of crawling and indexing sites with a completely different algorithm, one not previously seen on search engines we’re all used to (such as Bing, Yahoo!, Google etc.).



So what is different? The way it ranks sites, which is still not very clear, but it has something to offer all those sites on page 10 or even page 2,500 in the search results on the major engines (the sites none of us ever really see). The bot ‘zinger’ ranks lower quality sites higher if its programmed brain feels it is of value, revealing sites that you really do not ever see on the larger search engines and opening up a whole new world to people using the new search engine.

Have a Website of your own? Try and submit your site to Tittle Zing! at this Add URL page and see how you rank after it crawls your site. You just might like the results.

How to tell if ‘zinger’ has been to your site? After you submit your site check your stats a week later and look for the user agent signature zinger-1.0. Once you find that, visit the search engine and see if you come up for your targeted keywords.

Will it matter? Who knows. Maybe this one has something more unique to offer, maybe it will become a big name one day.

Apple has announced the new version if its iPhone, the Apple iPhone 4.

Now is your chance to own the hottest domain name for the new iPhone!

www.iPhone4.GS

The Apple iPhone 4 has a new glass and stainless steel case. It is the thinnest smartphone ever produced anywhere. The iPhone 4 is just 9.3 mm thick , features aluminosilcate glass and is chemically treated for strength making it 30 times harder than standard plastic used on other cell phones. In addition, the new iPhone 4 has an oil-resistant coating to keep it free of finger prints.

The iPhone 4 display is the highest resolution in the world today, with a super fine resolution of 960 X 640 pixels. The older iPhone 3GS had a screen resolution of only 480 X 320. In other words, the iPhone 4 features 4 times more resolution. Apple says the resolution is so dense you can’t even make out individual pixels.

The camera on the iPhone 4 is now front facing with 5 mega-pixels and an LED flash. The iPhone 3GS camera was a 3 mega-pixel. You can use the camera to make video calls too, another new feature. You can see the person you’re talking to anywhere usnig WiFi. In addition, you can use the camera to record video in HD, along with an LED illuminator for night time recording. Even more, you can edit the videos right on the iPhone 4 with the included video editing software.

Battery life has also been increased. You now have an additional 2 hours of talk time.

Gaming will never be the same, because with the new iPhone 4 you’ll enjoy the 3 axis-gyro which enables a 6-axis motion sensor for improved performance.

I have been debating on whether or not I should post this, because I have a feeling it’s going to cause a big stir, but after thinking about it a lot for weeks, I’ve decided to go ahead. I think the public needs to know this so we can stop wasting time arguing over closing the Chicago Locks and start dealing with the real problem we already have, the problem that we act like we don’t have.

There’s a big controversey brewing between Michigan and the City of Chicago over the Chicago Locks. The big fear is the 7 billion dollar fishing industry.

The fear stems from the Asian Carp making their way up the Illinois River which directly connects with the Chicago Sanitary & Ship Canal. An electric fish fence is in place and I’ve been through it on my boat about 6 times in the last few years. It’s a little nerve wrecking to travel through electrified water. The purpose of the fish fence is to stop the Asian Carp from continuing their way up river and into the Chicago Sanitary & Ship Canal, which directly connects with the Chicago River and into Lake Michigan through a set of locks.

Here’s the problem. First of all, there is another connecting waterway just past the fish fence too, so if the Chicago Locks were closed the Asian Carp could simply swim through the O’Brien Lock & Dam which is on the Calumet River. The Calumet River connects to the Little Calumet River, and then to the Calumet-Sag Channel which directly connects to the Chicago Sanitary & Ship Canal! So closing Chicago’s Locks means the fish enter the other way.

Secondly, the Asian Carp are already in Lake Michigan. They were found there by the fishing public at the Hammond Marina in Hammond, Indiana in the summer of 2009, so it’s already too late.

Myself, and my family, keep our yacht at the Hammond Marina in the summer and on the Calumet-Sag Channel in the winter. My own kids caught the Asian Carp on the Bin Wall (Large walkable break wall around the marina). Hammond Marina is on Lake Michigan next to the Horseshoe Casino Hammond.

I decided to say something because I’m tired of hearing about all the controversey over the Asian Carp and the Chicago Locks. It’s already too late. I often wonder if this is political. Millions of dollars are being put into all this, but they’re already there and I have a hard time believing they don’t know it. The Department of Natural Resources knows it, that I’m sure of, because they told a whole group of us that if we catch any more to throw them on the concrete for the Seagulls to eat. Hey, lets spend a few million on Seagull importation now too, right?

www.OnlineAuctioning.com

OA Marketplace officially launched today offering a new way to bid and sell. OA stands for ‘Online Auctioning’ and the site is OnlineAuctioning.com with over 103,000 categories and sub-categories, the majority being auto auction categories for cars and trucks of every make and model, from 1929 to the present day.

Now you can sell anything on this new alternative auction site, and for just 10 cents per listing, no matter what your item sells for, even if it’s a car. In addition, there is no final value fee on an auction. At a dime per listing you can actually list and sell 100 items and only owe the site $10.

You can also enhance your listing for a couple pennies to make it bold or highlighted, and there’s the option of home page featured, for up to 30 days, for only $5.00 which is about 10% of the fee most auctions charge.

OA Marketplace at OnlineAuctioning.com has been in the planning stage since 2002. The domain name was registered 8 years ago and is secured by GoDaddy SSL with 256 bit encryption for privacy & security.

Now you can sell at an online auction and make a living doing it, like it’s 2003 again!  Nothing like near zero fees.