Sales Tips

Daily Sales Tip – Use loyal customers as leverage

Keith Hanshaw, Media Consultant

Proven results are a major selling point, which is why so many salespeople rely on buyer testimonials to boost their credibility.

Used correctly, testimonials and case studies can create the type of urgency that compels a prospect to buy.

Case studies can also demonstrate how your products and services have helped some of the prospect’s top competitors generate more revenue or branch out into new markets.

You may even want to take it a step further, by showing prospects how much revenue they stand to lose by stalling, or putting off the sale indefinitely.

Source: Sales consultant/speaker Kendra Lee

If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757

Daily Sales Tip – Selling from the heart

Keith Hanshaw, Media Consultant

Top salespeople have heart. They are true to themselves and their clients. They recognize that people on both ends of a transaction do better when they walk away feeling good about what just happened.

When you sell from the heart, success follows. Because when you are true to yourself and you don’t compromise your principles, your integrity or who you are, customers recognize that.

It is when you sell from your heart that our favorite saying, “Customers do not care how much you know until they know how much you care,” becomes a reality.

Source: Sales consultant Todd Natenberg

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me atKeith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757.

 

Daily Sales Tip – Know those ‘unwritten’ expectations

Keith Hanshaw, Media Consultant

Customer satisfaction is a very subjective thing to measure. It really is a matter of perception and experience.

If you meet or exceed the “unsaid-unwritten” expectations of your customers, their perception will be a positive one. Fail to meet these expectations, and you will find them less than satisfied or happy with you.

One method to make sure you meet or beat these “unsaid–unwritten” expectations is to do your homework or research. Often, within an industry there are certain “unwritten, but still valid” expectations, which serve as the norm. Make sure you know what they are and use them as the bottom line in your service and performance.

If you want to succeed in gaining their repeat business and loyalty, make sure you go well past the “normal” expectations.

Source: Sales consultant/author Bob Hooey

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me atKeith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757.

 

Daily Sales Tip – Helping the prospect make a decision

Keith Hanshaw, Media Consultant

People don’t buy simply on your say-so. A prospect must go through a period of self-discovery before making the decision that your product or service is the right solution.

Resistance is pre-programmed and people don’t like to be told what to do (or buy). A better approach than “selling by telling” is to ask key questions or relate third-party stories that allow the prospect to discover the benefits and advantages of your product or service.

When you ask questions that lead to a discovery, the prospect then “owns” the discovery and the resistance disappears. After all, people don’t tend to argue with their own data.

Source: Sales trainer Dave Mattson

If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me atKeith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757

 

Daily Sales Tip – Cold-calling pitfalls to avoid

Keith Hanshaw, Media Consultant

Sales consultant/author C.J. Hayden

Here are three pitfalls usually associated with cold calling. You may correct them with a change in attitude:

– Making the cold call approach confrontational rather than consultative. When prospects feel confrontation, they often feel provoked or challenged. Salespeople who are too anxious to close the sale in a cold call decrease the odds of closing. Successful salespeople get a clear picture of the prospect’s objectives and show how their product or service will meet them.

– If the prospect feels pressure rather than help. When prospects feel pressure during a cold call, they feel that demands are being placed on them. Creating demand and force won’t work in a cold call. Patience, respect and understanding will give the salesperson a good feeling for the prospect’s motivation to buy.

– When the salesperson shows self-focused goals rather than prospect-focused ones. Prospects have a multitude of choices of how and what to buy. Effective salespeople help, support and share knowledge with their prospects, especially during cold calls.

If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me atKeith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757