14 Dec 09 3 Steps Sales Process
The sale does not begin when a salesman goes out to the market and talks to the prospect, nor do they end when the deal is signed and money is taken from the prospect. This is just one part of the sales process, and a successful salesperson knows that. In this blog post, I am going to tell you about all 3 phases though which a salesperson has to pass in order to become successful in his chosen career.
Pre-sales
Pre-sales is the phase in which a salesperson make a list of the probable buyers, qualify them, fix a meeting, and study about the prospects. This phase is important as it gives the salesperson idea about who client is, what he does, and what approach to take during the meeting.
Sales
This is the second phase where actual sales happen. A salesman meets the client, know client’s problem deliver the sales pitch presentation, tell the client about his company, offer the solution to client’s problem, ask questions, and handle objection. This phase is very important as this is the phase in which you meet the client and talk to him in person about his problems, and tell the client how the product you are offering is going to solve his problem. Do not over promise. Over delivery (delivering the solution that exceeds expectation) is great, but over promise is bad. This phase culminates with asking for order and making a sale.
Post-sales
This is the third and final phase of a sales process. This is a “follow-up and thank you” phase in which you, the salesperson, need to call up or write an e-mail saying thank you for his time, and if you have not yet got the order than mention that you are looking forward to serve him. And if the product was sold then you should ask the client if he or she is facing any problem with the product you sold. This is very important step and it helps you build rapport with your client.
Each step in the sales process has a role to play. Missing any of the steps is risking business.
Tags: Career, E Mail, Expectation, Final Phase, Money, Objection, Pre Sales, Prospects, Sales Pitch, Sales Presentation, Second Phase, Successful Salesperson
08 Aug 09 Should You Write An Ebook?
Writing an ebook can be a fantastic way to establish yourself, or your blog. Ebooks are growing in popularity every day, with the growing use of devices like Amazon.com’s Kindle, and the fact that practically everyone in the western world owns their own PC which is most likely connected to the internet. Ebooks are practically no cost to produce and distribute, making them a very viable income source, as long as you know what you’re doing. First off consider why you want to write an ebook.
Do you want to write a manual about a topic that you have some level of expertise concerning, like a guide of some sort? There’s a huge market for that. Or even if you’ve got a few creative ideas, and you want to try and get your own short story or novella published, also a huge audience waiting to get their hands on your material. Or even if you just want to promote your blog, or some aspect of your business, an ebook could be the answer for you. There are just a few guidelines you should follow.
First off, you’re asking someone to pay for the privilege of reading what you’ve written, so make sure you write something worth reading. Don’t just write a glorified sales pitch that people have to pay to read, deliver real relevant content. Remember, every reader that gives your book a shot has the chance of remembering your name and becoming somewhat of a fan for every future work that you produce.
If you’re writing to draw attention to your company or your blog, make sure that the ebook is still making the notice that you yourself are authoring the work. This is still your words, presented to solve a problem, provide information, or entertain, and don’t forget that. People are interested in what you’ve had to write, not who or what you’ve written the work for.
Finally, don’t make the purpose of your ebook to sell a product or service. An honorable mention is okay, but the ebook itself needs to be it’s own entity. You’re still providing people a service through the ebook, and looking to attract them to you through their enjoyment of your first project. Don’t forget that point. You’re not getting people to pay for a sales pitch, you’re just presenting one aspect of your expertise or talents that could influence them to look into the other projects of which you are involved.
Tags: Amazon, Audience, Creative Ideas, Ebook, Ebooks, Honorable Mention, Huge Market, Income Source, Popularity, Privilege, Relevant Content, Sales Pitch, Short Story, Viable Income, Worth Reading
18 Jul 09 Sell Yourself In A Job Interview
A job interview is basically just a sales pitch, and what you are selling is your experience and the requirements that you meet for the job to which you are applying. You’re selling the fact that you would be the best person for that company to pay for that job, and you need to remember that during an interview. Which is exactly why a good way to think of the interview situation is almost like a sales pitch. You want to do your research about the company, research yourself, and find the best way to draw comparisons as to why you would fit into the company very well.
So first off, research the company to which you are applying. Know their practices inside and out, as this will offer plenty of opportunities for you to showcase your knowledge during the interview, and will also let you get a better feel for the company before you even enter the interview stage. If you were going to attempt to sell someone a product, you’d want to know everything about your potential audience right? Same concept for knowing the company you’re trying to earn employment from.
Make a list of your strengths and rehearse them so that you can flow throughout the interview with well prepared statements on why the company needs you. Stay away from terms suggesting that you would be a “perfect fit”, or “perfect for the job”, as these are severe turn offs to any interviewer. Implying that you are perfect for the position only implies that you are giving a form response that the interviewer has heard a thousand times over, and shows you didn’t put enough thought into your interview to come up with engaging original statements.
Ask probing industry related questions to demonstrate that you know what you are talking about, and to show you are taking a major interest in the job opportunity. Showing that you are interested in doing the job before you even have the offer will make the interviewer realize that you genuinely want to perform at that company. And nothing sells your ability and experience like appearing to have the energy and interest to succeed as much as possible.
Tags: Attempt, Audience, Employment, Form Response, Interview Situation, Interview Stage, Interviewer, Job Interview, Job Opportunity, Knowledge, Major Interest, Perfect Fit, Perfect Job, Sales Pitch, Showcase, Turn Offs
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