The Global Marketing

Warm up is all about making friends with your clients. Nobody will buy off you if they don't like and trust you. That means you have to spend some time getting to know your clients on a personal level and let them get to know you personally before you can get into the all important part of fact finding. Your fact finding is the foundation on which your sale is built, but you have to earn the right to move into fact finding. That is done during the warm up period when you become your client's new best friend.

I'm often asked "how long should the warm up period last" And the answer I give is "As long as it takes" There is no set time for warming up a client. Each client will be different. Some will be very open and easy to talk to. This type of client can be warmed up in minutes and before you know you're laughing and joking like you've known each other for years. Other clients are very reserved and take what seems forever to start to relax with you and open up. What ever happens you should never move into fact finding until your client is ready, other wise you're just wasting your time and you would have been better off staying in warm up, enjoying the coffee and not even showing them your product.

Sales

A good gauge is your clients' body language. When you first meet you will see that your clients are normally seated stiffly with their arms and legs crossed, the lady will probably have her handbag held tightly on her lap and they could be slightly turned in towards each other and away from you. These are all defensive/protective body language positions. When you start to see that the arms become unfolded, the shoulders start to drop slightly and the lady puts her handbag on the floor or on another chair. Then you know your clients are starting to relax and feel comfortable in your company.

Take control right from the beginning with alternative choice closes like: "Would you like to sit in the sun or the shade?" "Would you prefer to be by the window or over in the corner where it's quieter?" People feel more comfortable when they're given a choice but not too much choice. For example, don't ask them what they want to drink you will get all sorts of answers. Ask them if they would like a hot drink or a cold drink, "Tea or Coffee?" They will not realise that you're controlling the answers and getting them used to making choices right from the word go. They will see it as you being very polite and well organised and that will make them feel more comfortable.

Once you have them seated and have ordered the drinks get back into relaxing your clients. People love to talk about themselves and their achievements. Remember your warm up should be 20% talking and 80% listening. Find a common interest but men don't be tempted to talk about football and leave the wife completely out of the conversation or you will have lost the sale before you even start.

There are two types of warm up, I call them, the bus stop warm up and the pub warm up. The bus stop warm up is like two people at a bus stop who make light conversation to pass the time but don't really get to know each other and most of the conversation goes over their heads. The pub warm up is where you start chatting to someone in a pub and before you know it you're buying each other drinks, chatting about things you would never discuss with a stranger and arranging to meet again next week for a game of darts. If you make all your warm up's pub warm up's I guarantee you will write more deals and you'll have a lot more fun while you're doing it!

Now go out tonight and practise just talking to people and finding out as much as you can about there hobbies, interests and favourite pastimes. Who knows, you might even make some new friends.

Alan offers you a deeper look into some of the most effective Timeshare Sales Techniques and shares his simple but powerful selling skills gained from over 18 years personal experience of Selling Timeshare on the Costa del Sol. For more Timeshare sales and marketing techniques, visit Alan at:http://simplesalesandmarketing.blogspot.com A refreshing look at timeshare sales and marketing for today's Sales Professionals who have already learned you can never stop learning.

Thanks To : Motivational Techniques The Global Marketing

Defining a Sales Process

In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins and make more sales through referrals.

Sales

The 'series of steps' are customer-centric and help the sales force of a company to retain customers and increase sales volume as well as revenues. The 'series of steps' are systematic and not haphazard. Random acts produce random and uncertain results. In sales, random acts can be used occasionally, but a systematic and well-defined best practices approach can assure predictable results.

The establishment and implementation of a sales process with definable steps in a company could result in:

o Predictable Outcomes - desired and predictable outcomes through a series of actions that could lead to more sales and higher margins.

o Repeatable Activities - activities that should be repeated to obtain the desired outcomes again and again by any salesperson within the organization.

o Tangible Results - the outcomes that can be measured and compared.

o Relevancy for Others - A good sales process may be cloned to suit other organizations and they may emulate a successful sales process model. A group of companies may apply a particularly productive sales process to all or some of its divisions.

Simply having a sales process in place doesn't guarantee anything, just like simply buying and installing exercising equipment doesn't lead to a chiseled body. Proper use makes the difference. Actively using and a desire to become willing to implement a sales process could lead to more sales.

Normally a sales process involves the following key steps:

1. Prospecting

2. Qualifying

3. Proposal/presentation

4. Handling Objections

5. Closing

6. Follow-up for repeat business - referrals

Characteristics of an Effective Sales Process

Any ordinary sales process may produce the desired results in normal times. But an effective sales process has elasticity to accommodate extra ordinary situations. Is your company prepared to meet a sudden spike in demand for your products or services?

Does your sales process have the elasticity to deal with fluctuations in customer buying trends? Is your customer database current and up-to-date? Does your sales process take in to account the change in buyer tastes and preferences?

Effective sales processes stand the rigors of changing times and market conditions and produce the best possible results in most circumstances. An effective sales process produces sales results with unerring precision as a manufacturing unit produces finished products. An effective sales process manufactures customers. It's a 'customer manufacturing system'. Isn't that an awesome productivity tool for any company to own?

Just as a manufacturing unit uses raw materials, strategy, technology, and manpower to produce finished goods, a sales process can be viewed as an integrated method where manpower refers to the sales force, the product or service is the raw material, strategy refers to sales plans and methods, and technology refers to the latest communication and sales technologies.

A results oriented sales process accomplishes the following tasks:

o Identifying and qualifying leads so as to take in to account only those prospects that truly have the potential to buy according to their importance to assign the right resources to each of them. Successful salespeople spend more time with their top revenue producing accounts.

o Impress the customer with the uniqueness of the product/service and your company.

o Talk about the 'need' of the customer and develop customized value propositions to solve their business issue.

o Convince the customer that your company is the one that can take care of the 'need' and none can do it better than you.

o Assess the purchasing power of each potential customer.

o Larger percentage of profitable sales.

o Forge stronger bonds between the company and the customers through the sales staff.

o Exploring the possibility of up selling and repeat business. Ensure repeat business through adequate customer satisfaction and proper follow up. It costs five to eight times more to acquire a new customer than selling to an existing customer. (Source: Personal Selling Power Magazine)

Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are "one size fits one" and developed to the unique business needs and "sales pain points" of each client. He is available to speak on these topics.

For more information visit http://www.salescoach.us or call 847-359-6969

Permission is granted to reprint this article in print or on your web site as long as the paragraph above is included and contact information is provided

Copyright 2008 The Sales Coaching Institute, Inc.
Sales Skills Training l Strategic Sales Coaching
Chicago, IL l 847-359-6969 l doug@dougdvorak.com
http://www.salescoach.us

Recommend : The Global Marketing Management Concept Style Motivational Techniques

While doing research for my various book projects, I came across these brilliant new small business ideas that I thought you would get a kick out of:

1. Fair Trade Vending Machines

\"ideas For Business\"

Fair Trade products are gaining momentum in normal grocery retail channels through coffee (close to 50% of coffee sales in Tesco in the UK apparently) and sugar so the next logical step is to offer Fair Trade products through vending machines - especially in socially conscious environments at first, such as colleges and universities. This actually gives people the physical means to do nifty stuff for our world rather than them just having the vague, unfulfilled desire to help.

Neat.

2. Self-Powering 'Eco-Nightclub'

Tapping into the need for energy consciousness in all aspects of our lives, one London disco - Surya - harnesses piezoelectricity (whatever that is) by generating 60% of its energy needs from its dance floor when danced on. The green funkster responsible is 35-year-old property developer Andrew Charalambous who believes that his new baby is the world's first ecological nightclub. The club's slogan? "All you have to do is dance to save the world".

Hard to argue with that.

3. Optical Illusion 'Truckvertising'

While advertising on large trucks like 'mobile billboards' has been around for ages, creating clever, striking and engaging optical illusions with those advertising spaces has not. What a brilliant way to promote your new small business in your area or as a small business in itself. The trucks themselves also serve as ads for such a brilliant small business.

4. Wearable Airbag For Motorcyclists

The "D-Air System" is a part of a specialized motorcycle jacket that deploys in 40 milliseconds when it senses that the rider is falling. Such a technology seems likely to become mandatory for all motorcyclists to wear given the legal necessity of cars to have airbags since 1989 in the US. This looks like a classic case of a neat tech device potentially saving many lives.

Good job.

5. 'Miss Army' Knife - The Female 'Swiss Army' Knife - Get It? (a.k.a. Miss A Kit)

Designed for women, the Miss Army Knife, like its iconic male counterpart, features a range of tools in one utility device except for female use. Tools on the Miss Army Knife include tweezers, nail file, safety pin and corkscrew.

Brilliant name and product.

Click here now for a special free report on today's 25 Hottest New Small Business Ideas [http://www.Latest-Business-Ideas.com] - real new small business ideas making real money right now.

Friends Link : Management Concept Style How to time management