The Basics Of How To Run A Successful Business - Selling Effectively
Once upon a time there was a very fancy hair salon in a shopping mall. They gave their client's personal attention, always putting the customer first. Their service was wonderful, and they charged high prices because the atmosphere and service in their salon were worth every penny. Their customers lined up to secure appointments.
Then the mall agent rented the space directly across from the salon to a beauty shop that put up a sign, 'Cheap, Fast Haircuts, $10.' The owner of the high-service-high-price salon was in despair. What could she do? Then one of her great creative employees wrote out these words on a piece of paper, gave it to her boss and explained, 'Call a sign painter and get this up on our front window today. 'We fix $10 Haircuts.'
A great salesperson can always figure out a way to turn lemons into lemonade. Many business owners and managers are under the mistaken impression that they need to hire a sales staff and let them take care of the selling. If the selling philosophy of a company doesn't start in the CEO's office, it will never become the corporate culture, and the business will undoubtedly suffer.
Nine Habits of Highly Effective Salespeople
- Spend 60% to 70% of a conversation letting the customer talk.
- Are better than others at recognizing and responding to objections… even silent ones.
- Are more effective than others at identifying and prioritizing customer needs.
- Typically offer product or service recommendations after 40% or more of the time has elapsed in a conversation.
- Present recommendations more in terms of customer benefits than in terms of product features.
- Are more enthusiastic than others about attending training seminars.
- Listen to motivational tapes in their cars and read inspirational books at home.
- Talk more frequently about what they've achieved than about what they haven't done.
- Smile more than others do.
Do you remember the song children sing about, 'Put your left hand in, shake it all about, your right hand in, shake it all about, your left foot, etc.' It concludes with 'When you put your whole self in, that's what it is all about.' When you put your whole heart into caring for your customers, the power of personal recommendation will bloom and bear fruit. The wonderful thing about caring, is that it is unlimited.
In the biography of Amelia Earhart, the great woman pilot, it says, 'Some of us have great runways already built for us. If you have one, take off! If you do not have one, understand this: it is your responsibility to grab a shovel! Build one for yourself, and all of those who are waiting to follow you.'
It is with this philosophy that owners and managers of companies can approach selling to prospects. Some areas of communication with the community are paved and others may be a little more difficult to reach. With selecting top-notch staff, giving them a vision and coming up with creative ways to work around your company's competitors, here are seven ways for your business to effectively build a runway for sales to your prospects.