4 Sales Training Reminders

I found this in my email tonight, as I was trying to avoid watching the Oscars. First the credits:

This Newsletter was Sent by: Cohen & Pratt, P.O. Box 80760, Rancho Santa Margarita, CA 92688-0760
Phone: 1-800-630-4940

Now the 4 Tips:

Four Tips That Will Increase Your Sales

Opinions regarding sales techniques are a dime a dozen. However, there are certain techniques that most sales experts agree on. Here are four sure-fire ways to improve the performance of your sales efforts.

Tip 1: Educate your customers.
If your product or service is a better value than what your competitors offer, then it’s wise to educate your prospects. Teach them what to look for and make them experts on what you have to sell. If your product or service isn’t the best value then you need to work on your offering and see where you can improve your service, quality and/or price.

Tip 2: It’s about the relationship, not the sale.
Treat your prospects like you would like to be treated: with honesty, candor and respect. Don’t pressure them and try to manipulate your way to sales success. That’s a shortsighted strategy that may get you a sale here and there, but chances are you won’t have a long-term relationship with the customer. And you need a long-term relationship if you want repeat business. Think relationships, not talking points for your sales spiel.

Tip 3: Don’t denigrate your competition.
Most people don’t like listening to negative things – gossip and rumors – related to their business dealings. Especially if it’s about one of your competitors they are currently using. If you make a point to talk badly about your competition you risk being perceived as self-serving, maybe to the point of being dishonest. Focus on the positives of your product or service. Don’t waste your breath on reciting the negatives about your competition.

Tip 4: Don't pre-judge your customers.
Sometimes appearances are deceptive. Just because an unkempt man with tattered jeans walks into your high-end car dealership doesn’t mean he’s not a good prospect. He might be a rich rock star. If a man and woman walks into your furniture store together don’t assume that one or the other is making the buying decision, give them both equal attention and respect. A simple misjudgment could cost you a big sale.

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