Ten Secrets Of Business Success

By Brooke Bigley

The advantages of a treadmill are the same as the ideas and methods you'll learn from this book. That is, there is no need to debate whether or not they are beneficial. They are used by all of the world's highest-paid salespeople in every profession. These have been put to the test. The more you practice these techniques, the better you'll get a

• Language: English
• Publisher: Brooke Bigley
• Release date: May 12, 2023
• ISBN: 9781088152270

Book preview

Chapter 5. MEETING MORE CUSTOMERS

Spending more time with the prospect is the most critical guideline for effective sales. This guideline is just a few words long, yet it encompasses the whole sales technique. According to the Law of Probability, the more time you spend with a prospect, the more sales you'll make and the closer you'll go to success. One of the most difficult aspects of the sales process is finding new clients to speak to and meeting them for the first time. Businesses design all advertising and promotional efforts to help accelerate or assist this. Identifying new clients is a time-consuming and aggravating task. Many salesmen have had to abandon promising jobs due to a lack of mastery of this talent.

You can learn any skill

Prospecting, fortunately for you, is a talent that you can acquire. You may imitate someone who is skilled at spotting prospective consumers. All you have to do now is study other people's methods and approaches and apply them to your own work until you feel comfortable. Your business career will undoubtedly be successful.

You've learned how to think creatively and critically about your market. You've recognized your company's major competitive advantage and distinctiveness. You know who to contact and why they should do business with you. Now that the ammunition is loaded, all you have to do is aim and fire. Here's when it gets tricky: You'll need to phone or meet with consumers you've never met before. Until you grasp it, it will be one of the most difficult aspects of sales.

POTENTIAL CUSTOMERS DETERMINATION PROCESS

Analyzing your items and marketplaces on a regular basis will result in a continual supply of possible consumers. The initial encounter, which will decide whether or not you make a sale, is the start of the process. As a result, every word said must be planned ahead of time in order to produce the desired results.

Dispel customer concerns

When communicating with consumers, you must interrupt their focus. Each individual may be preoccupied with other things, or they may be entirely absorbed in personal problems such as employment, family, health, business, or debts. You won't have a chance to speak about your product if you don't address their problems straight away in the first line.

Some individuals have the tendency of phoning their clients, introducing themselves, and then immediately discussing their goods or services. Make a better first impression by introducing yourself and asking, May I bother you for two minutes? Only until the buyer is completely happy should you disclose the product's advantages.

Make your business based on appointments, not products

Never discuss items or pricing over the phone unless you can close the sale without meeting the consumer. This is a crucial guideline to remember.

From the first line to the last, some young salesmen are ready to pour forth a succession of thorough product details to the consumer. However, if you do so, you will sabotage the transaction since the consumer will lack sufficient knowledge to assess your offer. They will respond with either I don't care or We don't have a need right now. As a consequence, all you're doing is chatting on the phone.

Choose your words carefully

When a salesman meets a client for the first time, they often start the discussion with their product while the consumer is on the phone, writing a check, or doing anything else.

The customer's mind is elsewhere; they are uninterested in you. They are concerned with their life while you sit there. Before you begin speaking, you must first shatter their disinterest.

Your first words are like a brick thrown through a glass door. Make an introductory statement or ask a question that will pique their attention. This statement should be on the outcomes and advantages that your product or service will provide to the client, but don't mention the product or service straight immediately.

Make it easy to break the customer's mind

Years ago, when Coming Glass first launched safety glasses to the market, there was a salesperson who worked for the firm.

This windshield was made out of a clear plastic sheet sandwiched between two glass panels to prevent it from breaking like most other windshields at the time.

The young salesperson got his start with this new product, and within a year, he had established himself as North America's top safety glass businessman. He was asked to discuss his business secrets with participants at a national conference and got the top prize for his business successes. How do you sell more safety glasses than everyone else? they all want to know?"

Let's prove the benefit

First and foremost, I requested the manufacturer to produce a few square glass panels with an area of around 35cm 2 that I could carry with me on every sales tour, along with a hammer, he adds. Would you want to see a piece of glass that never breaks? I ask them when we meet. It can't be, the consumer will reply. I don't think so. I retaliated by slamming this piece of glass into the table with a hammer. He would instinctively leap to his feet and cover his eyes with his palm. He'll be shocked to see that the glass isn't shattered.

Then it was as easy as asking, Are you satisfied? Then begin composing the bill."

Share your experience with everyone

Coming Glass Company is very impressed with this know-how. The very next year, they equipped each of their employees with a hammer and a glass in their sales journey across the United States. This method works, and they sell a lot.

Later that year, at a general business conference, this salesperson got ahead of the others.

Once again he was invited to the podium to receive the award for the best salesman in the country. And they asked him again: How did you outperform others last year?

Customers also need to participate

Well, because I knew you were going to use my method, I had to come up with a new method. Now when I go to see a client, hammer in one hand and safety glass in the other, I ask the client: would you like to see an unbreakable glass? I don't believe it, he said. Then I put the glass on the table and gave him the hammer to break the glass. After trying and failing to break the glass, he was convinced. After that, all I had to do was write the