Know your Product: Chapter 1
No
matter what you’re selling, no matter the price tag per item, or who your
selling to know your product. As a sales person your product is your bread and
butter. If you are selling signs perhaps, know the material the product is made
from, what the product comes with and what sets your sign apart from the
rest. Knowing your product is a key part
in becoming not only a great sales person, but a more confident person as well. Whenever I am beginning a new product sale,
it seems only right that I study exactly what Im selling. Knowing the functions and even pieces to your
product is a huge plus. For instance if your selling Air conditioners, and a
qualified candidate ask “ Well how many sears does this unit have. If you reply
with 16 or 18 and know the exact details, it makes you seem well studied on
your materials. Below is a work sheet to
help you get to know your product if you haven’t already.
What is your product/ Service?
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What sets your product/ Service apart from others?
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What essential functions does your product or service
provide for your customer?
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Who needs your product or service?
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Each of
these questions are essential in getting to know your product. Spending the
time to recognize what,where,why with your product / service will gve you well versed knowledge on what exactly it is
your providing to a client. Upon realizing what it is your product does for a
person, you then can have a better angle to work from. As a sales person no matter where you work,
for yourself a small business, or a fourtoun 500 company knowing your product
is essential in success. This success will strengthen your self esteem 10
fold.
How to cold call Chapter 2:
Cold
calling is a well dreaded part of most sales peoples jobs. Waking up and
getting to work to call a complete stranger in hopes they will buy something
you are trying to sell them is never a favorite. But it can be made easier. Picking up the phone with the thought of
failure is never a good idea. As a rule of thumb always keep a positive mind
set. Positive attitudes are like colds, they can be contagious. Positive attitudes bring out positive vibes.
When cold calling you usually have a one in 10 chance of receiving a call back.
You must come in to your phone calls with a beta test theory. Attempt to make 3 styles of cold call for one week
straight. Document all the results from each call. This will give you a cold call data log
sheet. Take that data and analyze each category.
Calls made Sales made No sales
Cold
Call list week 1/21/12 – 2/21/12
Call one 460 30 430
Call Two 460 77 383
Call three 460 4 454
These
numbers would suggest that we go with Call number two. If we are getting 77
sales out of 460 call’s Id assume that I should fine tone that call and work to
ensure I could maximize the full length potential of that phone call. I would
then attempt to take that percentage of 16.7% to something like 33%. Which
would give me 151 sales. With this type of percentage we would assume your average
sale with say a $60.00 price tag would
be around $9060 in sales for that 460 calls. These are great numbers! If you
can work to keep those numbers in the correct proportion you could look at a larger
sales percentage in no time. Cold calls contribute
to each business that chooses to use them about 7 – 19 % of annual revenue, and
can be a great secondary income for your business if done right.
The best time for
cold calls would be between 8am and 5pm. These are the times when most people
are at work if you are planning to do B-B call’s, or business to business.
These are lso great times for B-C consumers depending on your targeted
demographic. Just remember that when
cold calling there can be some very powerful words and as a sales person words
mean a lot. Per say you get a potential client on the phone, first thing first
you want to generate a solid lead by ensuring you qualify the candidate you
call. If you are qualifying and they continue to state they need their husband
or wife to make the final decision this is not a solid buyer. If someone likes your pitch, and they bite,
lead them in with quality and assure your product while responding to the
customers concern. If he or she is
concerned of the price, re assure quality. Consumers love quality no matter
which class they are from, or which backround. We all have the mind set of
quality in our heads when we are born.
Quality is a large Part of our market. If you can psuh this and
correctly make your pitch pass you will to the sales field.
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