Selling for peopel who don't like selling!

 I saw these selling tips on a blog site and thought I would share them with you.   The site is Sales tips for the Non-Sales person, that’s most of us then!   There is some stuff you will know already and some that may get you thinking. 

Every time I go on a course or read posts on selling I always pick up a tip or two that replayed my time investment over and over again.

In a small business, every employee can play a role in selling your products – even if sales is way out of his or her comfort zone. That’s where our sales tips for the non-salesperson come in handy.

Customers are just people, like you or I. Focus less on selling, and more on connecting personally – about weather, sports events, or other common ground. It will help customers feel more comfortable with you, and will make talking about your company’s offering easier.

Know who you’re talking to. How does the person you’re speaking with affect the purchase decision? Will this person use the product or service, or is this person a buyer? The more you know about your contacts within a company, the simpler it is to paint pictures specific to their roles.

Ask questions. Have a handful of pre-scripted questions that will help you understand which product or service will fit the customers’ needs, and allow the customer’s responses to guide you to the right solution.

Sell benefits, not specifications. Specifications don’t sell a product, features do! For example, if you’re selling a barcode scanner, it may make sense to experts to say that the scanner’s speed is 200 scans per minute, but it will make sense to everyone to say, “A scanner with this scan speed will let you get more customers through your retail check out – in less time.”

Know the product or service. Make sure that everyone on your staff knows your products and services forwards and backwards, so that a sales presentation can be tailored to a customer’s application. Regular refresher training on more complicated products is a must!

People make decisions based on emotions. Listen to your customers and talk to them in a way that makes it clear that you were paying attention. Use their words and ideas when you explain how your product or service will benefit them.

Communicate the way your customers want. Ask each customer proactively how he or she prefers to communicate – by email, office phone, or cell phone.  Some of your clients are so busy that taking time out for a phone call is nearly impossible, so email is the way to go. Other customers may prefer the flexibility of being contacted by cell phone – especially those that are constantly on-the-go. Be sure to record the customer’s communication preferences!

Put Google to work. Research your customer on the Internet. In just five minutes, you can get a good understanding of what your customers do from their websites. The better you understand a customer’s business, the easier it will be for you to see how your products and services fit in to their business. No need to become an expert – just be sure you understand the basics!

Please comment on this or any of my earlier Blogs. All feedback is great feedback

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

Referral Partners Selling the smart way.

Smart Networking

Do you ever get annoyed by the people you meet at networking events when all they can do is sell to you?  Why do they do this?

When people sell at networking meetings they tend to put your back up.  Instead of asking open questions and looking for ways to help you, it’s more common for them to hit you with qualifying questions.  What they are doing is looking for an opening, looking for a sale, instead of looking to develop strategic relationships.

In the short video David Donnelly puts it eloquently.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

Please Comment on this or any of my earlier Blogs 

Help Me I’m Drowning

Paul Johnstone ©

It's one thing to ASK people to lend you their support on your great new project. But it's quite another to GET it.

Have you ever wondered why is it that some people get the help we need on a new venture? And others don't!

It’s just that some people know how to ask for help.

They understand that getting people to help you is a negotiation technique. It’s a technique that requires a blend of vision, skill and perseverance.

Problem is, most of us hail from the "Why don't we get together for lunch sometime?" school of negotiation. Our requests are usually limp, ineffective, poorly timed, and do not get us where we want to be.

The reasons often include we:

· feel undeserving of support
· are unwilling to support others
· inadequately communicate our ideas
· present our requests as either/or propositions
· never ask for commitment or closure
· don’t follow up on our requests

Is there a way out of this mess?

Yes there is. And the following guidelines will help to get others to help you

GET THEIR ATTENTION!
Don't assume that your potential "helpers" have been waiting all week for you to approach them. Chances are good that they are already up to their armpits in other projects. Start your conversation by asking them if they have a few minutes to talk. If they do, great. If they don't, at least you won't be stealing their time for no good reasons, apart from the coffee. Simply agree on another time to talk and take it from there.

SET THE CONTEXT
Let your potential supporters know what the ensuing conversation will be about before you go rushing into your impassioned requests. A simple sentence or two will do, something like, "Is now a good time to talk? I'd like to tell you about a fascinating new project I'm working on."

DESCRIBE YOUR PROJECT
Now that you've got their attention and created a context for your discussion, provide a few details about your venture to engage your listener more deeply, i.e. "I'm inventing a new way to mow the lawn.”

ASK IN OVERALL TERMS
By this time, your listener's interest should be yours. However, they will not necessarily understand what it has to do with them. This is your time to invite them into the project. Phrases like "It looks like I'm going to need some help to achieve this and I wonder if you'd be available to be part of the people I access from time to time?"

BE SPECIFIC - ASK THEM FOR WHAT YOU REALLY WANT.
If your ally hasn't put the shutters up and is still be interested. Help them buy showing them a simple way to be involved, i.e. "Great! I'd really appreciate it if the two of us could have lunch once a week and I can pick your brains.”

ARE YOU OPEN FOR NEGOTIATION?
Remember when negotiation you want a win – win situation. Lets be honest not everyone you approach will either want to or be able to help. That’s not a problem. Work with them on an alternative way they can help you. Offer alternatives, lie different days, times and places for them to input to your project.

OFFER YOUR SUPPORT
You are far more likely to create a network of support if you remember to offer your support to others. Beware of the tendency many aspiring innovators have of only asking for help, but never giving it. The Golden Rule applies: What goes around comes around. "Is there some way I might be of support on one of your projects?" you might ask.
AND NOW A QUESTION FOR YOU:
Who are you going to ask for help? And when are you going to ask them?
Helping Real People do Real Business Through Real Networking

Helping Real people do Real Business through Real Networking

Great Customer Service

© Paul Johnstone


Good customer service is one way Networkers stand out from the crowd.


Over here in the UK we are often compared poorly to the service 'experirnce' to be found in the US.


At Refer-On we have a topic on how to deliver great customer service, so I am always on the look out for stories. When I found this piece I felt I had to pass this on to you folks out there.

Customer Service Review


Helping Real people do Real Business through Real networking