Brian Higgins is a top sales person who has worked with some of the world's biggest brands. Find out how to achieve your sales goals at BecomeABetterSalesperson.com
Prior Research + Customer questioning + Tailored proposal = A Sale
A good salesperson will make their product and pitch fit their customer. They will take the time to learn about their customer, whether it be through initial research or through questioning they will assess what is important to their potential customer before going in for the sale. There are some rules of sales that should not be ignored.
Prior Research
Research is an essential part of any sales role, the opportunity should be taken to research a potential customer before they are approached, learn as much as possible from all resources such as the internet or even colleagues. This will help a salesperson to build initial rapport with any potential customer as they are instantly credible and have clearly taken real interest.
Customer Questioning
The use of high gain open questions with a customer will help a salesperson understand what is important to them when considering new products or services, what standards they expect, what timescale they work to and who is involved in the decision process
A salesperson should let the customer speak and listen for signals of interest, a good rule to adopt is the 80/20 rule, let the customer speak for 80% of the time in response to good questioning. It is human nature to like talking about yourself and a customer will not be excluded from this rule so the opportunity should be taken to play on this to gain as much insight into a customer as possible to help make a sale.
Through questioning a salesperson should help the customer realise a need or problem and then offer a solution, if the customer highlights the need themselves half of a salesperson’s job is done.
Tailored Proposal
Any proposal should be tailored to the audience and play to their interest, if a customer likes to talk numbers they will be offered numbers and if they like talking status matching benefits will be highlighted. A good salesperson will use everything they have learned through questioning to ensure that the proposal appeals to their customer and that it plays on the identified areas of interest.
- Related Videos
- Related Articles
- Ask / Related Q&A
- 3 Sales Tips From Bali
- Six Sales Tips for New Salespeople
- Sales Training – Top 35 Sales Tips Mostly for Introvert and Shy Salespeople
- Direct Sales Tip That can Move Your Business in a Big Way
- Successful Trade Shows: Tips For Training Your Booth Staff
- Direct Sales Tips: What is Direct Sales?
- 4 Sales Tips for Attending Business Expos
- Direct Sales Tip to Increase Value of Each Customer
How You Can Improve your Personal Life by Working Online
By: Susan Lambert | 03/01/2010For some of us, improving our personal life is finding a new career. If we are working in what we love to do, that rubs off on the way we view things and gives us a better perspective on life. You have to consider the many ways of success we can practice to become a well-rounded person. You have to believe in you and what you want. You have to make it your reality.
Personality, Ability, Interest And Other Career Assessments
By: Amit Puri | 02/01/2010When used in the career guidance context, psychometric assessments are questionnaires that are designed to assess attributes such as personality, ability, values and occupational interests/preferences. You might come across such assessments either on the internet, or through a career counsellor. They are useful but only if conducted properly.
Land a hotel sales job without experience
By: Danson | 02/01/2010You can land a hotel sales job without experience but you will need to do a little homework.
Resume Tips: Making the Shift from Entrepreneur to Executive
By: Heather Eagar | 01/01/2010As Executives, you're expected to come to the table ready to put your best foot forward. How can you stand out? Here are some tips that you might not have though of before.
A snapshot on Malaysian Job market
By: Lee Chun | 31/12/2009Malaysia is a wonderful place to survive and boost one’s professional career. Competition persists here also like other countries. But few information would help you to understand the job market over in Malaysia and proceed accordingly.
Solar power industry 'would benefit from qualified professionals'
By: Mattmorgan | 31/12/2009Workers who have taken electrician training courses and have qualifications to install solar-powered devices could make a big difference to the renewable energy sector, the Iowa Office of Energy Independence has suggested.
An Insight Into Good On-Campus College Jobs
By: Dustin hubbard | 31/12/2009You may be astounded at the number of options there are for on-campus college jobs. If you are struggling financially then you may have no choice but to seek employment. On campus work is not always the greatest paying, but there are some great advantages with this type of employment. Not everyone who devotes some time to on-campus college jobs needs the money; some do it just for fun.
Can your Facebook posts damage your professional image?
By: Jennifer Vogel | 30/12/2009Most Linkedin users understand their profiles and communications should be polished and professional. However, our career strategists are often surprised to learn Facebook users give little or no consideration to their online image.
Achieve Career Progressions Through Sales Skills
By: Brian Higgins | 12/11/2009 | Career ManagementIf you don't think your job is a sales job, then read on. Find out how it is the ability to sell - whether it is ideas, solutions or indeed products - that seperates high-flyers from nine-to-fivers.
Sales Training Tips Know Your Customer
By: Brian Higgins | 12/11/2009 | Career ManagementKnowing your customer is the first step towards a successful sales relationship. After all, a good salesman will be able to see the benefits in their product not just for them, but for their prospect too.