Features are the characteristics of a product while benefits are solutions based on the needs of the client. Let me give a simple example to throw light on the thin line of difference. For a car, where acceleration is a feature, then speed is a benefit. And the salesperson identifies this difference and harps on the benefit the feature will have on the client. This identification of the client needs is the key factor in corporate sales training
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Cross-training sales courses combine company knowledge with human factors to create a force that contributes to maximizing human resources and maximizing profit. To maximize profit, every company must maximize the potential of their employees. Human resources are one of the most valuable assets that a company has. Despite advances in technology and manufacturing, people are still needed to create and run a business. Just as products and services must be maximized for profitability, quality and customer satisfaction so too do employees need to be maximized for the same qualities.
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You’ve read about them, you’ve heard about them, you’ve probably participated in one. But what exactly are auctions? Isn’t it just the simple method of selling an object to interested people who bid until the highest bidder gets it?
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In this article we provide some guidance on how to translate your understanding of human behavior into well tuned sales copy.
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Does your company do business to business prospecting? Have you ever considered using an outbound telemarketing company? If you are wondering if your business will be able to endure the current economic troubles, this article is exactly what you need to read. There are six tips that can help your business find success even in a bad economy.
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"Happy people sell more," is a cliche that every manager hears but doesn't really listen to. Good morale seems to have a trickle down effect and when a manager is happy, everyone is happy. But to boost sales, everybody has to be happy even when the manager is not. Morale building through employee coaching has to be a real commitment by managers and owners alike. When you see morale translated into sales it is easy to see why this is so vital. When you see dollars flooding into your business when morale is high and employees are happy and motivated you will see the wisdom in consciously stimulating morale.
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The one common habit of all successful mortgage people is their insatiable desire to continually educate and motivate themselves.
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If you thought that selling was difficult, think again. The truth is that successful selling involves a simple set of skills. One is the skill of getting information. The other is giving it. When you master the balance between the giving and the getting, you will find much more success in your sales situations.
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Charlie Down the Block is not necessarily a man* or does he necessarily live down the block. Charlie is the person, who just after you have closed the sale, tells your prospect they are doing the wrong thing. They say the new vendor, new venture, new product doesn't work as well as the old one. They ALWAYS know better than the salesperson just what the prospect should do at any given moment about just about anything. Charlie gives advice whether or not he is asked for it. Inevitably this advice is negative. He says the prospect is doing the wrong thing by saying yes to you. What you are selling will never work and who do you think you are anyhow! We all have had this person mess with our sales close rate. Sometimes they are a prospect's colleague,boss or well meaning friend. They can squash a sale or business decision no matter what the facts are or how logical a move it seems.
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Open-ended questions are one of the salesperson's most vital tools (if followed up by listening). They help gather information, qualify sales opportunities and establish rapport, trust and credibility. With such core value to the sales process, the professional leaves little to chance when it comes to owning a repertoire of powerful open-ended questions.
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