The best ways to lose a sale

By Meenakshi Handa

I was seriously engrossed in making a presentation for my client when my mobile rang. First thing I heard was that I am from so and so bank. Before I could react the sales person on the other side kept speaking enthusiastically about his bank and the offer he had for me. I ended the call immediately stating that I don’t need the said offer.

The entire process made me thinking why I ended the call even when the person on phone was courteous, sounded positive and was sounding positive. I found the best ways to lose your sale

•Force your presence
•Not checking whether customer is comfortable
•Not checking the customer’s willingness to listen
•Not checking his need
•Not paying attention to customer’s response

Even though you willing and are generally making calls with full zeal and keeping basic manners intact like sales person I encountered today morning, you will surely lose the sale as the customer would never be willing to listen to you and you can put across your point.

http://www.smanik.com

After sales service

Meenakshi Handa

Good after sales service is directly proportional to great sales. General complaints people have are that sales people disappear after the sale of product. The moment they get the check and things delivered, our sales person are busy searching new clients and plainly forget the ones they have sold their product to. Sorting out the teething problems of customer, getting them to have a feel of product or service and giving them necessary training of using the product. In big companies the after sales is the job of different persons. It is still advisable that sales person should make himself available during the process of delivery, installation etc. As the customer has certain level of trust in sales person. The same trust gets reinforced by your sheer presence. This strengths his sense of security and we are satisfying his security needs. Thus the bond between you and the customer strengthen and the said customer will not hesitate to recommend you further and you will have somebody else doing sales for you.

http://www.smanik.com

Don’t Quit

Meenakshi Handa

We have heard this slogan n number of times but I feel it applies equally to sales as it applies to life in general. I would recommend all the sales persons not to quit even after they have lost the sales.

We are taught that we should utilize our time only on the prospects from where result is guaranteed. I simply suggest that we should spend 95% of our time on the right prospects but keep 5% of time for the non prospect or even for the customers where we have lost our sales to competitors. I have always got bonus sales from these customers. I fondly remember my first job wherein after strong negotiations I lost the sales to my competitor.

My competitor would have completed the work of installation and other formalities in a week’s time. I called the customer just to check how things were after the installation of the product. I was pleasantly surprised to know that my competitor was not able to match the commitment given to the customer and the sales fell into my kitty. I got sales not because my product or pricing was better than other options available to the customer, but only because of my persistence. This has taught me to keep in touch with the persons whom I had approached but failed to convert them as my company’s customer. Just a phone call on their birthdays or on Diwali, New Year etc has acted as bond between them. So whenever there was an opportunity for these persons they have helped me by giving me sales directly or by referring and recommending me to others. So my dear friends “ keep in touch and don’t quit”.

http://www.smanik.com & http://www.article-ghost-writer.com & http:www.freelance-writers.org

Listening-Basic Key to sales

Meenakshi Handa

Generally we tend to associate good verbal communication skills as prime most essential quality for sales. However, during twenty years of my sales career, I have come to this firm belief that listening is the main key to sales. When we listen to our prospect, we come to lots of things about him, his beliefs and his views. Once we are aware in totality about the person we are going to sell, we can develop a unique presentation to satisfy his unique need. Or create a need in him as the situation may be.

Since every individual is unique, his perception to your product would be unique too. It will be only possible for us to match his perception when we genuinely listen to our prospects. All the sales persons should take inspiration from Lord Ganesha who has very long ears to listen more. Once I was making a sales call and client during the conversation just mentioned that his friend is also looking for a similar product. I took the cue called his friend as well and gave them combo deal. I not only got double sales also got two clients for further references.

I strongly recommend each sales person should follow Mr. Edward H. Richards following lines and take lesson from below:

• The wise old owl lived in an oak;
• The more he saw the less he spoke;
• The less he spoke the more he heard:
• Why can't we all be like that bird?

Seo Copywriter || Freelance Writers

Sales connection with conviction

You have been learning or reading that sales start with prospecting, finding the person who needs your product or services. The process of sales start with a sales person’s understanding of the value his product or services have for a prospect. It is his conviction in his product or services which makes can make or break the sales. I was standing in a retail shop few days ago. A gentleman came and was looking for few products. He started discussing with me regarding gift for his friend. While we were discussing he saw beautiful Bindis displayed there. He said few products are just bought by women like Bindis. I replied why a man can’t gift it to his spouse. He was impressed and immediately bought few packets of Bindis for his wife.
The idea is until you believe in your product and have conviction for it, the ideas for sales cannot generate. You can only see limited prospects and cannot barge into unlimited pool of non- prospects. To elaborate it further, I will draw your attention to the new concepts of selling fairness creams to men. Earlier it was just a domain of women to go for beautifying themselves with cream, lotions or beauty services. Now the way the fairness creams and beauty services are promoted to men and the way men are going for it is itself a sales phenomena.
Hence conviction in your product can help you carve a niche in getting a new segment to sell your product and let your competitors follow your route.

Meenakshi Handa

Browse More Articles at http://www.article-ghost-writer.com , http://www.smanik.com , http://www.freelance-writers.org