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Archive | June, 2010

Role Of Department Of Sales In Marketing

Marketing is an advancement of the goods and services from the manufacturer or the developer to the end user. The question from here follows: who should move this product or service?

Certainly, advancement by probably various ways, and important value here is taken away to advertising and mass media.

If to speak about sales, as about means of advancement of the goods and services some variants here are possible.

Your department of sales can carry out functions of simple sale. That is the consumer has come, has stuck with a finger into goods already chosen by him and the problem of your sellers is reduced to a bill extract, reception of money and goods shipment. It as a matter of fact, passive sales, here again are not present any interesting details.

And here if the buyer never to you addresses, either addresses extremely seldom, or addresses to your competitors it makes sense to reflect. And first of all how work of sales-managers or managers on sales is organised at you. In this case it is necessary to speak about department of sales and active sales.
What is the active sales?

Usually at the mention of this word-combination the majority has a proof unconditional association: the Canadian firm, boys in white shirts and ties, huge trunks with an inutile product. From used synonyms the softest is imposing.

Each sale made without issued desire to buy, is considered imposing.

In that case, there is a question and how to induce the client to buy what you wish to sell?

Here too there is a set of various decisions the main thing from which is based on the general policy of firm. First of all the company should develop such scheme of payment at which it really there was an active sale and more than anything.
The main difference of active sale from imposing consists in desire of the buyer to buy this service or a product. Actively to sell means only that the seller does not wait while the buyer will come to him. He takes the first step. The subsequent process of sale usually proceeds in «warm friendly conditions» when the sales-manager softly explains benefits from acquisition of this product in your company. Pressure and manipulations automatically withdraw sale process aside.

How to bring up such command of sellers which and to the client the approach will correctly find, and profit to increase?

Here it is necessary to make a reservation at once. It is necessary to understand accurately that all block of marketing, and department of sales in particular, is a huge vacuum cleaner for your denominations. In the short-term period advertising, work of managers on sales does not pay off. It is necessary to reconcile to it, and then in the long-term period you will see desirable profit and growth.

For now, you need to prepare for expenses on a payment, sick-lists, holiday, established by decree. To think over system of bonuses and additional material and non-material motivation. To arrange games and competitions to rewarding of the best. And all time to learn, learn and learn. If you do not put means in training and development of professional skills of your experts, you risk to appear noncompetitive. After all, as the father of the people I.V.Stalin spoke: «Staff solves everything».

Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.

And a final piece of advice – today the online technologies give you a really unique chance to choose exactly what you require for the best price on the market. For example, search for free insurance quotes. You will be surprised how quick you can receive range of products and prices for them. Strange, but most of the people don’t use this chance. In real life it means that you must use all the tools of today to get the info that you need.

Search Google or other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to create a true vision of this market. Thus, giving you a real opportunity to make a smart and nicely balanced decision.

P.S. And also sign up to the RSS on this blog, because we will everything possible to keep updating this blog with new publications about appointment setting industry.

Telephone Sales

What is necessary to you for it?
If you at least time in a life tried to sell something by phone – you know, telephone sales are the most difficult from all possible variants. It is easy and pleasant to sell – when you know how to do it. By working out of this training, we have switched on in it, all newest techniques of sales used in modern western and Ukrainian practice. We are confident, our experience will bring to you notable benefit! Do not leave chances to competitors!

The training purpose:
Acquisition of skills of telephone sales from 100 % efficiency. Development of the newest approaches on telephone sales. To learn to prevent errors, without leaving chances to competitors.

The training program:
The formulation of the purposes of a call.
How to raise productivity of a call yet without having made it. Rules of statement of the purposes. The plan of productive sale. Working off of skills.

How to draw attention of the client from first second of conversation.
Some variants of various technologies of attraction of attention. An estimation of the client – construction of further tactics of conversation. Techniques of an estimation of the client. Working off of skills.

To gain the client, to call liking and desire to communicate further. Technologies and cunnings of positive impression about you.

Receptions of deduction of attention by phone. Revealing of requirement of the client.
How to learn that to interestingly given client. Iron rules at revealing of requirements. The correct formulation of a question. Working off of skills.

Presentation of your goods or service. Strategy without errors. Rules of construction of the offer from which it is impossible to refuse. The client is happy that you have called it.
On what the overall performance of managers on sales depends?

It is possible to list set of factors and company position in the market. However nobody begins to deny that first of all the success of sales depends on how much employees own technology of sales are able to carry on negotiations about sales. If contact is not present, if people do not wish to listen us, also the further interaction is hardly possible.

However now I would like to focus attention on other, not less important stage – requirement revealing. What exactly is necessary for the person to whom we offer the goods, in which words we should give reason, that our arguments have turned out powerful, effective to “hook” on the client, to present our goods (service) from the point of view of benefits for it.

Very widespread error, especially young, and not so skilled sellers when they transfer the vision of that the buyer, on the client wants. To me, young and “hungry” material benefit is important – and I will extol very much cheapness of our goods. Thus our client very much can have the most actual for today a requirement for safety. Also there is a negative experience about it. And in general – free cheese only in a mousetrap happens. … and we – as at us it is cheap! Will work? It is improbable.

Today it is quite simple to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And a final piece of advice – today the online technologies give you a really unique chance to choose what you require for the best price on the market. For example, search for free insurance quotes. You will be surprised how fast you can get variety of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you should use all the tools of today to get the info that you need.

Search Google and other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the online discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a smart and nicely balanced decision.

And also sign up to the RSS on this blog, because we will do the best to keep updating this blog with new publications about appointment setting industry.

Principles Of The Sale

Principle 1: Always sell to people.

It can seem obvious, but I will not get tired to repeat about it: you do not sell to the organisations and not corporations but to live, real people. It is important to remember that all people are different, therefore it is impossible to use with everyone the same approach.

Besides, there are no two identical transactions even if they consist with the same company under similar circumstances.

To become the successful manager on sales, the nobility how to sell does not suffice. You should aspire to that it is ideal to understand people. Probably, it will sound improbably, but the best professionals in sphere of sales actually very much love people!

Remember: people buy from people – and will always buy.

Principle 2: Sell yourself.

When you sell to people do not forget that sell and represent not only a product or service, – you as a matter of fact sell yourselves. Beginning negotiations with the potential client it is necessary to remember some key aspects of representation of the best advantage.

To begin with, be interesting. If to potential clients with you will be boring, you will have less chances to carry away their any product or service that you offer.

Develop the intellectuality. Nobody challenges your mental faculties but whether you are capable to conduct intellectual conversation? Whether you can seriously speak on adjacent themes and support interest of the client?

Be never haughty – be not insolent to the potential clients and do not look at them “from top to down”. Respect buyers, and they will respect you.

In the similar image develop feeling of empathy to the interlocutor. If you can put yourselves to the place of the buyer, it will help you to establish confidential mutual relations. At last, do not allow the egoism to get the best of a situation – the good trading agent should be patient and polite.
Principle 3: ask questions

The good manager on sales knows when and what questions to set to the interlocutor. Develop the skills in this area and do not forget traditional questions: What? Where? Why? Who? And how?

Constantly check the understanding of a situation asking questions to be convinced that everyone is on the right track.

Principle 4: Listen to understand.

Remember: God has given to the person two ears and one mouth; we should use these bodies in such order and in such proportions! Successful professional managers of sales spend only 20 % of all time on speaking – they listen to all rest of the time. For beginners in the field of sales development of skills of active hearing is turning point.

Principle 5: Characteristics should be adhered to benefits.

It is the standard moment in the course of sales, but it is not necessary to forget about interrelation of characteristics of a product and benefits of the goods: characteristics – signs the general, and benefits – private and individual. Describing a product or service which you sell, use «binding phrases» at underlining of favourable characteristics, for example: «One of characteristics of the given service is that and that, and it means that …» do not forget about exclusiveness of your offer.

Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the Internet technologies give you a really unique chance to choose exactly what you require at the best terms which are available on the market. For example, search for free insurance quotes. You will be surprised how fast you can receive range of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you must use all the tools of today to get the information that you need.

Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the online discussion. All this will help you to create a true vision of this market. Thus, giving you a real chance to make a smart and nicely balanced decision.

And also sign up to the RSS feed on this blog, because we will do the best to keep this blog tuned up to the day with new publications about appointment setting industry.

Stages Of Sales

Sale is an art. Some kind of beautiful dance. You can execute it so that at the client the spirit will grasp, and, without having had time to come round, he will tell to you “Yes”. However, dance pair, and the client here is not the spectator but the direct participant. You conduct, but try not to come to “partner” on feet, differently he will choose to himself more professional pair.

At each dance are present both improvisation, and base pases, without knowing which, you will stumble not on the second — on the first step. On sales is the same situation. You should know well key rules and, thus, to be ready to any surprises.

As it is known, all process of sales can be described six stages:

1. A contact establishment.
2. Revealing of requirements.
3. Goods presentation.
4. Work with objections.
5. Transaction end.
6. An exit from contact.
How to pass this difficult way without errors? What skill the seller-professional should possess? How to make so that the client remained it is happy and has returned to you yet once?
Contact establishment.

The motto of this stage: «You will never have the second possibility to make the first impression».

The first 30-60 seconds the client is especially sensitive to the smallest nuances of behaviour of the seller. Be attentive, watch the subconscious displays. Remember that at present you for the buyer is absolutely stranger. And unfamiliar people, as a rule, concern all cautiously.

Your purpose is to “open” the client, to create confidential atmosphere between him and you. For this purpose it is necessary to define what client before you, in what mood he is and as on it to “be adjusted”. The seller-professional usually not only «makes the file» on the buyer but also supervises the gestures, a voice, a mimicry.

The open smile, pertinent compliment, the reference to the client by name, sincere interest to his person and problems are effective ways of an arrangement of the person to the further conversation actually is a lot of gestures. Seize these not artful receptions everyone can. However, it is necessary to remember that your actions should be pertinent. Do not change. Having felt falseness, the client will cease to trust you.
And the most important thing is to “make friends” with the client. It is only one of the means which will help you to arrange the buyer to conversation “heart-to-heart” in which course you will manage to reveal real requirements. Do not go in cycles in the first stage. Having felt that the client “is ready” conduct it further.

Revealing of requirements of the client.

The second stage of dialogue comes when the trust is created.

Here it is important to remember that if you will not listen to the client, he will be listened by someone another. Do not hurry up to lay the cards on the table, at first learn as much as possible about the interlocutor.

Try not to ask questions on which the client is limited to the answer “yes” or “no”. Let he will get to talking, will feel the importance, and the main thing is to formulate requirements and desires.

Try to define that for your client has the greatest value: comfort, safety, profit or image. Having found out, what motive moves the client at purchase fulfilment, you will manage to present the goods competently then.

Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the web technologies give you a really unique chance to choose what you want for the best price on the market. For example, search for free insurance quotes. You will be amazed how quick you can find range of products and prices for them. Strange, but most of the people don’t use this opportunity. In real practice it means that you should use all the tools of today to get the info that you need.

Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.

P.S. And also sign up to the RSS on this blog, because we will do the best to keep this blog tuned up to the day with new publications about appointment setting industry.

Goods Presentation.

What distinguishes the seller-beginner from the seller-professional? The beginner more often having learnt well goods “legend” does presentation «one on all». The professional always tells about the goods not only with detailed demonstration of its possibilities, but also taking into account values of the client which have been revealed at first two stages of dialogue.

After the client «has opened to you a soul» (and you have drawn the necessary conclusions), there comes your “hour of triumph” — direct acquaintance of the client to the goods. There is it, as a rule, under classical scheme AIDA:

A (attention): draw attention of the client. That now you speak is necessary to adjust it, and he listens.

I (interest): call interest to the goods. Tell to the client why your offer can be interesting to him (you after all already know that it is for the person).

D (desire): excite at the client desire to own the goods. And, calling interest, do an emphasis on logic, and here — play emotions of the buyer. Create attractive images which will not leave him indifferent. Telling about the goods, take of a position as though the goods are already bought also the buyer with help solves the problems: the car, and prestige and safety, not a vacuum cleaner, and cleanliness and health, not furniture, and a cosiness and comfort, not firm hours.

A (action): induce the potential buyer to action. Differently, let to know that all this time told to him about the goods not simply so, and for this purpose. That the client has got it.
Work with objections.

Be ready to that after your presentation objections from outside the client will necessarily follow. It is not necessary to perceive them as the annoying hindrance breaking logic sequence of your arguments. More often it is only the game part, which purpose is the transaction.

The objection is not an excuse. If the client minds — he, most likely, is already interested, but, probably is not assured yet and requires the additional information.

First of all it is necessary to listen to objections of the client. Attentively. And then to answer, but it is obligatory in essence. Do not begin presentation anew! Answer concrete objection.

As soon as you are convinced that have completely finished with available objections, immediately, while the client has not ripened new questions, pass to a following stage.

Transaction end.

Transaction end is that great moment for the sake of which you worked with the client. It is the most responsible part of process of sale. All other stages are only a prelude.

The basis of bases of sale consists in the following: if you wish to sell the goods sooner or later you should to suggest to the client buy it.

You have perfectly held presentation, having satisfied all requirements of the client, you have removed all its objections, you feel that he is ready to purchase. The client starts to set more than concrete questions, agrees nods, argues that will occur when he will buy the goods. But he does not give you the definitive answer. Help him to put an end.

Today it is quite simple to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And a final piece of advice – today the web technologies give you a really unique chance to choose exactly what you need for the best price on the market. For example, search for free insurance quotes. You will be surprised how quick you can get set of products and prices for them. Funny, but most of the people don’t use this opportunity. In real life it means that you must use all the tools of today to get the information that you need.

Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and participate in the online discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.

And also sign up to the RSS feed on this blog, because we will everything possible to keep updating this blog with new publications about appointment setting industry.

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