Then in my thirties I attended a two week sales training schedule with an insurance company and learnt the art of rebuttals – basically learning by memory an answer for every objection that a potential client would come up with. I had to throw out everything that I previously knew about selling from before and had to learn this system. But because this process went totally against all my previous sales experience, knowledge, success and my ability to relate with others in a personal way, I failed dismally. It took me quite some years to once again regain my confidence in selling.

However, the experts are now confirming that what I was doing when I was 18 was in fact right. Selling effectively is all about developing relationships and about developing trust. It’s not about how smart you are, or the greatest rebuttal argument that you can come up with. It’s all about consultative selling where it emphasizes client needs and how your product and service can not only meet those needs but actually provide more value to the client than just the face value of what they purchased. It is about working as a consultant who first determines the client’s needs and then provides them with a solution.

Here are some key points to remember:

• You are a professional facilitator, not a salesperson
• Learn to ask great questions. Get to the root cause of someone’s concern or need by asking more and better questions
• Focus on the client and not just on getting the order
• Not getting the deal is okay – think long-term
• Insist on open and honest conversation – and make sure that you clearly communicate the terms of doing business with you
• You and the customer must have equal business stature – maintain posture
• Play fair or don’t play at all
• Don’t do bad deals
• They sell you – you don’t sell them
• Believe in mutual degrees of commitment – qualify them along the way to see how ready they are to do the deal

Selling – consultative selling – should become a natural part of your day to day style. Be yourself. Know your products or services, and if there is something that you don’t know – then tell your prospect that and then seek out the answer, the more natural you can become, the more relatable you can become the better it will be for you and your business.

Source: Some of the above material has been drawn from Jay Abraham’s book ‘The Sticking Point Solution’ www.abraham.com

Consultative Selling – The Best Way To Keep Clients For A Lifetime is a post from: OE Design Blog

Branding can range from the packaging of a product to the visual impression a customer gets when they hear your product name.

One of the leading branding companies in the world is Apple. Marketing experts attribute Apple’s success to one underlying standard, their branding. Apple does something unique by ‘up and coming’ technology and then market it through their branding style to pursue the products target market. By doing this Apple has developed a deep lasting bond with their customers. (Marc Gobe, Marketing Expert)

So how can your branding strategy be channeled through a website?

‘By developing a website, which intentionally communicates the branding message of your company, your customers will develop a devoted loyalty to your brand and your product.’

Marketing expert Marc Gobe says, “Without the brand, Apple would be dead,” he said. “Absolutely. Completely. The brand is all they’ve got. The power of their branding is all that keeps them alive. It’s got nothing to do with products.”

Branding your website allows you to have control over the first impression that people often have with your company. Your site communicates who you are and what you promise for customers who choose to purchase from you.

“Branding establishes a heartfelt connection with customers. It’s like having a good friend,” Gobe states.

There are three ways that you can ensure your branding strategy is communicated:

1. Understand what you are trying to communicate.
2. Understand who you are communicating to.
3. Understand who else is trying to target the same audience.

How To Communicate Your Online Business is a post from: OE Design Blog

So why is it important then to promote a Website?

People want to be educated about what they’re buying before they’ll part with their money. If you can do that as a business for your potential customers, by allowing them to view your products or services in the comfort of their own home, you are miles ahead of your competition.

But are people buying goods Online? The answer is a resounding YES!

[podcast]http://www.oe-design.com/blog/wp-content/uploads/2009/01/online_spenders_girsl_friend.mp3[/podcast]

Online Spenders Are A Girls Best Friend is a post from: OE Design Blog

So why is it important then to promote a Website?

People want to be educated about what they’re buying before they’ll part with their money. If you can do that as a business for your potential customers, by allowing them to view your products or services in the comfort of their own home, you are miles ahead of your competition.

But are people buying goods Online? The answer is a resounding YES!

Figures released by Comscore Networks show that the big winners so far this year are:

• Event Tickets – up 50%,
• Consumer Electronics – up 43%
• Sports and Fitness – up 41%
• Apparel and Accessories – up 38%.

Total online spending for 2005, including travel, eclipsed 143 billion dollars, which represented an increase of 22% on 2004.

So where does that leave us? Well, there is a world of business out there that is ready and waiting for you and me to pursue. But how are we going to tap into this market?

I believe it’s going to take a two-fold process.

Firstly, EDUCATION. You and I must become more and more educated about the Internet. We’re going to have to learn how we can effectively market our goods and services this way.

Secondly, TOOLS. We must discover and learn how to use the software that will allow us to effectively use the Internet. It’s time to work smarter, not harder.

One of the first steps that I took when first stepping into the online world was that I started to learn, along with my 12-year-old son and my 14-year-old daughter, HTML. I actually paid my children to learn this computer language. Do you think they were highly motivated? You bet! To me it was such an important investment, both for them and for the future of my business and their own businesses. We learnt how to take charge of the Websites that had previously been prepared by others. We also decided to take greater control of our business by learning how to redesign them and create other more productive sites. OE Design – The Web Designers is now the result of those first tentative steps that we took.

But finally, the two major keys that will set you apart from your competition in THE BIG ONLINE SPEND revolution will be the EDUCATION you get and the TOOLS you use. Combine those with action and you’re on the road to astounding success.

Online Spenders Are A Girl’s Best Friend is a post from: OE Design Blog

Potential customers are at their own convenience to learn more about the features of the products or services, with trust and word of mouth being the biggest influencers in online store choice. (Nielson Consumer Report 2008)

Consumers across the globe are increasingly swapping crowded stores for one-click convenience, as online shopping becomes a safe and popular option. Shopping online is quick and easy, you can shop 24 hours a day 7 days a week.

Sarah Schelbach from OE Design says, “People want to be educated about what they’re buying before they’ll part with their money. If you can do that as a business for your potential customers, by allowing them to view your products or services in the comfort of their own home, you are miles ahead of your competition.”

A Website with an online shopping service makes your business stand out from the crowd in the big online spend. There’s no waiting around in cues or for service. The customer is in control and they like it! The order check out process is made with one click from their computer.

With 54% of Internet users saying they bought a product online in the quarter ending March 2008, take control of your online sales potential and go to the front of the line with a website that has ecommerce and shopping cart features. Open your businesses up to the contagious convenience of online shopping where there are no crowds.

Online Shopping – There Are No Crowds Online! is a post from: OE Design Blog

Peter Sinclair CEO of OE Design – The Web Designers says, “There is so much pressure on sales teams to DO THE DEAL! And to DO IT NOW! But it is my experience that you don’t necessarily ‘DO THE DEAL’ the first time you meet with a prospect. In most cases there is a process that takes time, is built upon relationship and trust and this is extended over a period of time, learn to massage the sale.”

OE Design presents their business professionally communicating who they are and what they do from phone inquiries to the documentation that represents them.

OE Design consultants enter all sales meetings with the devised effect to identify and satisfy the real needs of the prospect.

“Most importantly it’s the way you listen, and after you have heard, identify that need and not just proceed to present your set sales spiel.” says Peter

“Listening is developed through the sales person though the art of questioning. It is through questioning that you will dig deeper to find the real emotional need of the prospective client and it is then and only then that out of trust and relationship that you can present in clarity the products and services that will now service your new client.” says Peter

OE Design matches what they have to offer to what customers really require.

“And if you don’t clinch the sale immediately but have used a range of relationship building techniques as noted in this article you will sell tomorrow and the next day, week, month and year. And have the wonderful experience of reselling to that customer again and again and then to their friends and associates.” says Peter.

Massaging The Sale is a post from: OE Design Blog

• What are you selling online?
• What could you be selling online?
• What should you be selling online?

Those are probably painful questions for you because your Web site’s not too good, not user friendly, not sales friendly, and contains little more than your silly announcements, and your “self-talk.”

Here’s the test: Click on every page of your Website and print out any page that you think is valuable to your customer. Not information about you or your shipping terms or your business hours — I’m talking about things that your customer will profit from, and benefit from, in terms of them. The more value there is, the more they may want to buy something from you.

CHALLENGE: Click on every page of your Website that has something to sell. Would you buy? Have you tried to buy? How easy is it? Have you called customers that have bought from your site?

WHEW!: Take heart, your competition’s Website is probably as equally crappy as yours.

UH OH!: But if it isn’t, you’re in trouble.

FINAL ANSWER: Three key words: Make it easy. Three more key words: Make it fun. Three more key words: Make it attractive. Three more key words: Build customer value. Three more key words: Take credit cards. Three more key words: Save e-mail addresses. Three more key words: Have weekly specials. Three more key words: Do it now.

———————–

Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Sales Answers. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com (C) 2006 All Rights Reserved

What Can I Do To My Website To Entice My Customers To Buy From Me? is a post from: OE Design Blog

A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution.

Regardless of what product or service you’re selling, you should be able to relate to her dilemma.

Outdated sales skills fail to address the core issue of how we think about selling and unless we get to that core and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviours.

And we’ll continue believing that we’re always just one new sales technique away from the breakthrough we’re looking for.

New Thinking = New Results

Maybe it’s time to take a different approach. Maybe we need to analyse our thinking and identify why we’re not making more sales.

Take a look at the table below and think about your current selling mindset.

How would your selling behaviours change if you changed your sales thinking?

• Old Sales Mindset: Always start out with a strong sales pitch.
  New Sales Mindset: Stop the sales pitch. Start a conversation.
• Old Sales Mindset: Your goal is always to close the sale.
  New Sales Mindset: Your goal is always to discover whether you and your prospect are a good fit.
• Old Sales Mindset: When you lose a sale, it’s usually at the end of the sales process.
  New Sales Mindset: When you lose a sale, it’s usually at the beginning of the sales process.
• Old Sales Mindset: Rejection is a normal part of selling, so get used to it.
  New Sales Mindset: Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.
• Old Sales Mindset: Keep chasing prospects until you get a yes or no.
  New Sales Mindset: Never chase prospects. Instead, get to the truth of whether there’s a fit or not.
• Old Sales Mindset: When prospects offer objections, challenge and/or counter them.
  New Sales Mindset: When prospects offer objections, validate them and reopen the conversation.
• Old Sales Mindset: If prospects challenge the value of your product or service, defend yourself and explain its value.
  New Sales Mindset: Never defend yourself or what you have to offer. This only creates more sales pressure.

Let’s take a closer look at these concepts so you can begin to open up your current sales thinking and become more effective in your selling efforts.

1. Stop the sales pitch. Start a conversation.

When you call someone, never start out with a mini-presentation about yourself, your company, and what you have to offer.

Instead, start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, “I’m just calling to see if you are open to some different ideas related to preventing downtime across your computer network?”

Notice that you are not pitching your solution with this opening phrase. Instead, you’re addressing a problem that based on your experience in your field; you believe they might be having. (If you don’t know what problems your product or service solves, do a little research by asking your current customers why they purchased your solution.)

2. Your goal is always to discover whether you and your prospect are a good fit.

If you let go of trying to close the sale or get the appointment, you’ll discover that you don’t have to take responsibility for moving the sales process forward.

By simply focusing your conversation on problems that you can help prospects solve, and by not jumping the gun by trying to move the sales process forward, you’ll discover that prospects will give you the direction you need.

3. When you lose a sale, it’s usually at the beginning of the sales process.

If you think you’re losing sales due to mistakes you make at the end of the process, review how you began the relationship. Did you start with a pitch?

Did you use traditional sales language (”We have a solution that you really need” or “Others in your industry have bought our solution, you should consider it as well”)?

Traditional sales language leads prospects to label you with the negative stereotype of “salesperson.” This makes it almost impossible for them to relate to you with trust or to have an honest, open conversation about problems they’re trying to solve and how you might be able to help them.

4. Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.

Prospects don’t trigger rejection. You do — when something you say, and it could be very subtle, triggers a defensive reaction from your prospect.

Yes, something you say.

You can eliminate rejection forever simply by giving up the hidden agenda of hoping to make a sale. Instead, be sure that everything you say and do stems from the basic mindset that you’re there to help prospects identify and solve their issues.

5. Never chase prospects. Instead, get to the truth of whether there’s a fit or not.

Chasing prospects has always been considered normal and necessary, but it’s rooted in the macho selling image that “If you don’t keep chasing, you’re giving up, which means you’re a failure.” This is dead wrong.

Instead, ask your prospects if they’d be open to connecting again at a certain time and date so you can both avoid the phone tag game.

6. When prospects offer objections, validate them and reopen the conversation.

Most traditional sales programs spend a lot of time focusing on “overcoming” objections, but these tactics only create more sales pressure.

They also keep you from exploring or learning the truth behind what your prospects are saying.

You know that “We don’t have the budget,” “Send me information,” or “Call me back in a few months,” are polite evasions designed to get you off the phone. Stop trying to counter objections. Instead, shift to uncovering the truth by replying, “That’s not a problem.” No matter what the objection, use gentle, dignified language that invites prospects to tell you the truth about their situation without feeling you’ll use it to press for a sale.

7. Never defend yourself or what you have to offer. This only creates more sales pressure.

When prospects say, “Why should I choose you over your competition?” your instinctive reaction is to defend your product or service because you believe that you are the best choice, and you want to convince them of that. But what goes through their minds at that point?

Something like, “This ’salesperson’ is trying to sell me, and I hate feeling as if I’m being sold.”

Stop defending yourself. In fact, come right out and tell them that you aren’t going to try to convince them of anything because that only creates sales pressure. Instead, ask them again about key problems they’re trying to solve.

Then explore how your product or service might solve those problems. Give up trying to persuade. Let prospects feel they can choose you without feeling sold.

The sooner you can let go of the traditional sales beliefs that we’ve all been exposed to, the more quickly you’ll feel good about selling again, and start seeing better results.

About The Author:
Ari Galper
http://www.unlockthegame.com
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years. His profound discovery of shifting one’s mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling. Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.

7 Ways To Cut Loose From Old Sales Thinking is a post from: OE Design Blog