Sales Techniques to Boost Performance

Believe it or not, every business in the world is in the business of sales. Sales to be put in simple words are the tools and techniques that are used in order to make the customer purchase or sign a contract, which generates revenue. Every business goal is to generate higher revenue as this revenue helps them pay employee, cover operating costs, make investments and other stuff. Here are some of the sales techniques tips that will help one to boost their performance and increase sales.

Think about future business

Business is not only about present, it is about future. If you work hard in the present you will have a wonderful future, but for that one needs to understand that they should not only think about current business but try to be systematic about generating leads to keep enough business in the future. It is necessary for consistent sales.

Make customers the hero

It is important that you make your customers ‘hero’ and you work as a mentor. You need to make them believe that they are the sole drivers of their business and your role is just to help them grow.

Your role is to keep yourself updated with the changing technology and help customers adapt to changes in order to survive and thrive.

Knowing your sales cycle

The type of business you are in will determine the sales cycle. While going about a project make sure to understand the amount of time that elapses between an initial meeting with a prospective client and the closing of a deal. Understand the average time taken on average. To do this, make a list of the last 20 closed deals. Identify how much time they all took and find out the average. This will give you a hint about how much time it takes your company to seal a deal on an average.

Keep calm and listen

The most crucial thing to maintain sales is to build a good relationship with your client. Show them they are not just business. Try to listen to them and write what they are saying. Make sure that the client’s needs are being met as it will help in case of any future business with them.

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Telemarketing Tips on Appointment Setting for Small Business Owners to Get More Customers

Telemarketing tips to help self-employed people and small business owners to get more customer by making sales appointment cold calls.

Many small business owners haven’t had access to training on appointment setting.

To get more customers they may want to make cold calls to arrange meetings to present their sales offers, but without training they can get a lot of rejection and soon become de-motivated.

One of the biggest mistakes is not knowing how to use benefits and features effectively. These telemarketing tips will show you how and where to add benefits and features to your cold calls for appointments and get in front of more potential customers.

Telemarketing Tips on Making Great Sales Appointment Calls

What makes a great sales appointment cold call is understanding how and when to use benefits and features in your call script.

The reason you should use them is because benefits are what your customers get, so for the prospects you call it tells them what they could potentially gain by listening to you.

Benefits are about the prospect you cold call. It’s what they gain from being your customer. It’s the savings on time or money that you can offer. It’s how their life or business will be easier. It might be something they must have, or something they want to have, but it’s not how they get it, that’s the feature that supplies the benefit.

Benefits are often feelings or emotions. Feelings of safety or security, being happy, satisfaction, success, or whatever else they will feel when they become your customer and the features of your service give them the benefits.

Poor telemarketing calls for appointments often include lots of features and few, or even no, benefits. Features are all about you and your products or services.

Benefits are what the features do for the customer, they are what the customer gets by using what you supply, and it gives you a chance to talk about the customer and the changes your sales offer will make for them. You may have to mention features as you explain how they get the benefits, but keep it brief.

Where on Your Calls to Use Benefits and Features

You want to get more customer by making appointment calls, so one of your aims is to keep prospects listening to you. You want to get past the first few lines of introduction and into a conversation about them or their business.

To do that you should use benefits in your call introduction, supported where necessary by features. What will, or potentially could, give the prospect a benefit. Maybe you are the best, the cheapest, the most experienced, the fastest, the most caring, the most qualified, at what you do. Those are all features so you then have to state what the feature you select will do for your potential customer in terms of a benefit to them.

The Reason You’re Calling

The next telemarketing tip is to use your best benefit, and supporting feature, as the reason why you’re calling the prospect.

What many self-employed people and small business owners don’t know is that the reason for calling is again all about the prospect. You might think that your experience and credentials, qualifications, and a list of existing customers are really good reasons for calling a prospect to arrange a sales appointment, but they’re not.

When you tell your prospect why you are calling, select a benefit you think will grab their interest and explain what it could potentially do for them.

Gaining Agreement to a Meeting

When you’ve qualified the prospect as a potential customer that you want to meet you need to gain agreement from them to the meeting. Here again is a great place to use a benefit to influence them to take that next step.

You explain to the prospect that they could gain a benefit, and by meeting with you they will have the opportunity to see exactly what the benefit could do for them. You can use the same benefit that you used earlier as your reason for calling. You started by saying that was why you called, so here you’re saying it’s why you should meet.

Small Businesses Should Use Benefits to Get More Customers

That’s 3 places where you can add benefits to make your telemarketing calls more successful.

The more effective your calls, the more opportunities you get to get more customers.

Look at what you’re currently saying on your cold calls. Are you using features that tell the prospect all about you, your business, or what you do.

It only takes a small reframing of your viewpoint to change those features into benefits and talk more about the prospect than about you. This simple change will make a big difference to your calls. It will increase the number of meetings you get, and you will get less rejection and fewer objections, so you’ll enjoy making more cold calls.

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Tips For Choosing The Right Course In Sales

In today’s user-competitive global job marketplace, having up-to-date and effective training in the skills and knowledge that affect sour careers is very important. For this reason, people all around the world not only embark on getting high quality degrees and qualifications, but also try to keep up with ongoing professional training to be competitive against their peers.

For this reason, there are many high quality training courses for professionals at the beginning of their careers as well as those who are already halfway up their career ladder. These can be found all over the world, particularly in some of the world’s biggest and most prosperous cities.

If you are considering taking a professional training course in sales, here are some factors that you may want to consider to help to find the right programme for you. All of these elements can affect the quality of the skills and knowledge that you get out of the course as well as how much it will help you reach your goals.

Firstly, consider that there are many places that you can study, ranging from training companies right through to institutions of higher education. The one that you choose will all depend on the depth that you wish to study your chosen topic and how much time and money you want to afford the try.

You must therefore consider whether you want to study a lengthy programme or instead just brush up on a few essential skills that will help you in your role. If in doubt, speak to an independent careers advisor or the Human Resources staff in your company for a better idea of how you can further develop yourself professionally.

Another reason to consider is the location of the course, as there are many excellent sales courses and a number of other hotspots around the globe. Your choice of destination will all depend on a number of factors, including price, ease of travel and whether or not the course offers precisely the content that you want to be studying.

It is worth noting that even though the exact course that you want to study on may not be local, many of the best training providers run in major cities and therefore they are relatively easy – and sometimes very inexpensive – to travel to. There so no reason to worry unnecessarily about cost if studying in a major city.

You should also look at the quality of the training and particularly the experience of the trainer who will be leading the programme. This is especially important, as a teacher with a vast experience in sales you are looking to brush up on will be of the greatest benefit to you.

This is something to be particularly concerned about if you have decided to study with an independent training provider or private training company. This is because these companies often have tighter budgets to work will and you may find that the instructors can be sub-par in some cases. However, this is not always true of all training companies.

The reality is that some of the smaller training providers will still use top experts with vast experience to deliver their courses. You will, however, have to investigate this for yourself before picking out a company that you wish to work with.

Regardless of where you end up studying, doing your homework and choosing a sales course with the right content and a great teacher will help you a great deal in achieving what you are hoping for. One thing is sure, however, and that is that professional training can help you go exactly where you need to go.

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