ABOUT
SKIP ANDERSON |
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Skip
Anderson is a recognized authority on consumer selling. He is the Founder of Selling to Consumers, a sales training and consulting company 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.
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INTRODUCING TWO SALES PODCAST SERIES
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Skip Anderson hosts two podcast series dedicated to sales improvement:
The first is The Selling To Consumers Podcast. Subscribe (no charge, of course) to this sales improvement series at iTunes at Business Podcast or download individual podcasts by visiting the Selling to Consumers sales podcast page. New sales podcasts will be published every few weeks, and if you subscribe at iTunes, they'll be downloaded to iTunes on your computer automatically.
Skip is also the host of The SalesPractice Podcast for SalesPractice.com, the leading internet social networking site for sales professionals. Skip interviews sales and business leaders for the series. Visit selling podcast to download individual episodes, or subscribe through iTunes.
Whether you listen at your desk, on your mp3 player, or in the car, these podcasts will boost your sales performance.
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SALES TEAM ASKING FOR MORE TRAINING?
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Utilize Selling to Consumers' consumers selling expertise to help your team maximize its sales opportunities.
Selling to Consumers 651.681.8568
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LEARN MORE! READ THESE SALES ARTICLES
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Same Product - Different Needs
I was the Director for an art gallery a long time ago. Among other things, the gallery sold art pieces that held candles.
To our Jewish customers, these products were menorahs. To our non-Jewish customers, these products were candlestick holders. These were the same physical products, but they met multiple needs for different customers (just about all products have the capacity to do this).
Customers always buy... (continue reading)
The Green Light: 14 Trial Closes
A test close is used near the end of a sales interaction, before the
closing, to see if you're on the the right track and to see if the
prospect is receptive to a closing action. A trial close (I call it a
"green light question") can also be utilized throughout a sales
interaction to see... (continue reading)
Positive Energy
Positive energy is vital when selling to consumers. There are two ways positive energy can effect your customer interactions... (continue reading)
The One Call Close
"One call closing"...it's an ominous term that's bandied about in the
sales community (along with the term "One Call Closer). This
verbiage implies that there are some very special skills involved in
this "style" of selling.
Before we get too far into this topic, let me share my definition of
The One Call Close... (continue reading)
- - - - - - - - - - Read sales commentary and get dozens of sales tips: Read the Selling to Consumers Blog Read articles and get hundreds of free sales resources at our website.
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QUESTION AUTHORITY
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Questions from Readers
"I started selling furniture after a successful sales career in real estate. I gave it up when I had kids, now it's back to work. I thought I'd have no problem but I can't get my customers to make a X?!%*$@% decision! They always have to measure or think about it. What am I doing wrong? Business is tough now, but other sales people are doing a lot better than I am.
-Lori B.
Cincinnati, OH
Lori, getting your customers to make a decision is key, otherwise you're just a retail clerk who provides information but no real sales momentum. So I thank you for your question. Here are some thoughts:
1. Keep your goal in mind. Your goal is to get a decision from your prospect, not by forcing them to buy, but by working with them intelligently. Keep your goal at the forefront of your mind as you work your retail floor. As you're presenting products, or looking through fabrics (or whatever), keep in mind that your goal is to get a decision from this prospect. This will help you phrase your questions and comments so that you're more likely to get the job done.
2. It's not clear from your question why your customers aren't making a decision. Analyze what's going on. Are you sure you're focusing on their needs, or what you like? (this isn't an uncommon problem in furniture or other design-oriented sales positions). Can you offer to bring fabric swatches or wood finish samples to the prospect's home rather than just checking them out with the prospect? Can you get them to place an order pending their measuring results? (they can call and cancel the order if the measuring shows their piece won't fit).
3. Prequalify your prospects if possible. As you're working with a prospect, say, on selecting a sofa, you can say, "If we find a sofa and fabric you love, when would be the ideal time to have the new sofa delivered? This isn't pushy, but their answer will give you information about what they're thinking, and it's important to do this near the beginning of your interaction, not wait until you've asked for the order.
4. Ask your manager or colleagues for an unbiased review of your sales persona. These people work with you every day, and they probably see some things you're doing that are great, and some other things that could be improved. Ask them for help.
All the best, Lori!
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.com/contacts. In your message, mention "newsletter question."
We regret that we cannot answer every question submitted.
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THERE ARE LAWN AND GARDEN EQUIPMENT SALESPEOPLE AND REAL ESTATE AGENTS THAT NEED TO READ THIS NEWSLETTER!
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Maybe they could benefit from the information in this newsletter!
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Thank you!
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| BOOK IT |
Buying In: The Secret Dialogue Between What We Buy and Who We Are
by Rob Walker
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THE QUOTE CRIB
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"Trust only movement. Life happens at the level of events, not of words. Trust movement."
Alfred Adler
Austrian Physician and Psychologist
"Joy is the feeling of grinning inside."
Melba Colgrove
Author
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