ABOUT
SKIP ANDERSON |
|
Skip
Anderson is a recognized authority on consumer selling. He is the Founder of Selling to Consumers, a sales training and consulting firm specializing in retail, in-home, showroom, real estate, and financial sales training.
Skip is a frequent speaker on sales topics such as "The Miracle of Prospect Engagement." You can reach Skip at 651-681-8568.
|
| Haven't Subscribed to this Comploimentary Newsletter Yet? |
 |
|
|
Face-toFace Selling:
How to Have Productive Sales Appointments
|
|
Regardless of what type of prospecting methodology you or your
company used, one way or another, you've found your prospect and now
you're having a face-to-face meeting to discuss your product or
service and how it may meet your prospect's needs. Now you face a
selling challenge: How do you convert this interested party into a
revenue-producing customer?
 Face-to-Face selling is everything that occurs when meeting in
person with your prospect. The meeting in question could be a
scheduled meeting (as in the meeting between an insurance agent and
a couple exploring options for life insurance), or it could be a
meeting at a showroom or retail store, or at a home that is for sale
where an agent is hosting an open house.
What F2F Selling is NOT
Face-to-face selling is not prospecting (although this is a vital sales role in many sales
positions). Face-to-face selling is not
telemarketing or
internet selling (although
these, too, are important to many sales organizations). Face-to-face selling
is not promotions or
marketing or customer service.
Principles of F2F Selling
Successful salespeople who sell F2F are mindful of the
following selling principles while meeting with their prospects.
1. Engage the prospect.
There is simply no substitute for a prospect that is fully engaged
in the selling process. If the prospect isn't engaged, the
likelihood of a sale decreases dramatically. Top sales producers in
all industries are masters of prospect engagement.
2. Respect the prospect's point-of-view.
Although some people (both salespeople and customers), view the
selling process as confrontational, selling is a unique partnership
that is held together only by the willingness of both parties to
participate. To keep the prospect side of the equation fully engaged
in the meeting, the salesperson must recognize and respect the
prospect's point-of-view. It doesn't mean the salesperson won't be
assertive in the selling process or won't address sensitive issues,
but respect of the prospect's position is a key to creating productive sales encounters.
3. Willingness to sell.
Some salespeople are reluctant to sell because they view selling as
a negative activity. For those of us in the sales profession,
continue to read 5 more principles of face-to-face selling...
- - - - - - - - - - - - -
Read other sales articles by Skip Anderson
|
SALES IN A SLUMP?
TEACH YOUR PEOPLE HOW TO SELL MORE!
|
|
Utilize Selling to Consumers' sales training expertise to help you maximize your sales opportunities.
Selling to Consumers 651.681.8568
www.SellingToConsumers/contact |
DO IT!
|
|
Great salespeople figure out
what needs to get done, and then they do it.
They employ
resourcefulness, creativity, flexibility, strategy, wisdom, knowledge,
and persistence to consistently meet sales quotas. These are qualities that are usually absent from low-performing salespeople.
I
think great entrepreneurs, physicians, athletes, attorneys, teachers,
and politicians also have these same qualities. These qualities are
seemingly universal for high-performing individuals in many different
fields.
Do you want to be a more successful salesperson? Figure out what needs to get done. Then do it.- - - - - - - - - - Read sales commentary and get dozens of sales tips: Read the Selling to Consumers Blog
Recent blog posts: Know Your Strengths
Don't Leave Your Customers Hanging Negotiation: When Is The End Near?
|
QUESTION AUTHORITY
|
|
Questions from Readers
"What's the difference between a "close" and a "trial close." I don't understand the difference.
-Brook Renner
Louisville, KY
A "trial close" (or "test close") is a step in the selling process that potentially leads into a sales closing activity. Utilizing a trial close is important because it solidifies your prospect's interest in your product or service if, in fact, they are interested in it.
Let's say you've just spent fifty minutes with a potential renter and have showed her two apartments that are currently available. You knew what to show the prospect because of your Needs and Desires Investigation.
Your prospect seems to like the second one. After you've finished your presentation, you ask her a trial close question, such as:
"You wanted a two bedroom apartment on the busline that rents in the neighborhood of $x. This apartment is on the busline and meets your target pricing. Do you agree?"
If the prospect answers "yes," then you can either do another trial close, or you can move to the closing phase of the process with a question such as, "Should we get started on the paperwork?"
Trial closes can also be used throughout your prospect interaction to verify you're on the right track with your prospect.
If you have a sales question you'd like us to answer in a future edition of this newsletter, please submit it to
www.SellingToConsumers/contact. In your message, mention "newsletter question."
We regret that we cannot answer every question submitted.
Please include name and city. |
THERE ARE KITCHEN DESIGNERS AND COLLEGE ADMISSIONS REPS AND TELEMARKETERS
THAT NEED THIS NEWSLETTER!
|
|
Maybe they could benefit from the information in this newsletter!
What about people who sell shoes, luggage, educational programs or tile? Be nice and forward this newsletter to members of your family, friends, and colleagues that sell by clicking on the FORWARD link at the bottom of the page.
|
| BOOK IT |
What We're Reading
The Back of the Napkins
by Dan Roam
See a video about the author's visual thinking concepts that are the basis of this book.
| |
THE QUOTE CRIB
|
|
"Desire is the key to motivation, but it's determination and commitment to an unrelenting pursuit of your goal - a commitment to excellence - that will enable you to attain the success you seek."
Mario Andretti
Italian Born American Race Car Drive
"Burning desire to be or do something gives us staying power - a reason to get up every morning or to pick ourselves up and start in again after a disappointment."
Marsha Sinetar
Educator and Author
| |
|
