Soar to Success June 2019

Problem Areas for Salespeople TOP 4 NOT BEING ARTICULATE: A customer greeted with assurance gives a good start toacall that isboostedbyaknowledgeable and confident product presentation. The salesperson must be prepared to answer all questions concisely and completely. 5 NOT LISTENING TO A CUSTOMER: It irritates customers to have a question and not be allowed to ask it. Worse is when a question is asked, the salesperson does not answer but goes off on a tangent, clearly indicating he was not listening. This makes potential customers angry and they never become customers. 6 BASINGASALEONCOST: It is extremely risky for a salesperson to depend on cost to close sales. The prospective buyer will be quick to take advantage and drive the price as low as possible, cutting your profits for the sake of a sale. 7 NOT KNOWING WHEN TO CLOSE A SALE: Many sales have been lost because the sales person did not know when to close the sale. A good salesperson is in tune with the prospective buyer and knows when to move to close the sale. HARD SELL: A hard sell is when salespeople try to push the sale on the prospective customer. By Jack Klemeyer 10 H ave you ever had salespeople who were not successful no matter how hard they tried? These salespeople are a primary factor for decline in business. You need good salespeople to succeed in selling your products. To train good salespeople you sometimes need to take a different approach, like correcting problem areas. Here are the top10problemareas for ineffective salespeople: 1 NOT BEING PUNCTUAL: Your salespeople represent the first contact customers have with your company. First impressions are lasting and your salespeople must make a good impression. Being respectful of their time increases the customer’s goodwill and confidence in your company. 2 POOR PRESENTATION: Some salespeople are not prepared and do not present the product well. That is the first thing a customer will know about your product and it is critical it be shown correctly in an organized manner. 3 BAD ATTITUDE AND PERSONALITY: Rudeness and unprofessional behavior is not acceptable under any circumstances. This gives the potential buyer a bad impression about not just the salesperson, but your company, too. SOAR TO SUCCESS | AUGUST 2015 | Business Acceleration Strategies H ave you ever had salespeople who were not successful no matter how hard they tried? These salespeople are a primary factor for decline in business. You need good salespeople, or if you are an entrepreneur, you n ed to b a good salesperson t succ ed in e ling y ur products. To train good salespeople you sometimes need to take a different approach, like correcting problem areas. Here are the top 10 problem areas for ineffective salespeople: 1 Not being punctual: Your salespeople represent the first contact customers have with your company. First impressions are lasting and your salespeople must make a good impression. Being respectful of their time increases the customer’s goodwill and confidence in your company. 2 Poor presentation: Some salespeople are notpr paredanddonotpresent theproduct well. That is the first thi g a customer will know about your product and it is critical it be shown correctly in an organized manner. 3 Bad attitude and personality: Rudeness and unpr fessional behavior is not cceptable under a y circumstances. This gives the potential buyer a bad impression about not just the salesperson, but your company, too. 4 Not being articulate: A customer greeted with assurance gives a g od start to a call that is boosted by a k wledgeable and confident product presentation. The salesperson must be prepared to answer all questions concisely and completely. 5 Not listening to a customer: It irritates customers to have a question and not be allowed to ask it. Worse is when a question is asked, and the salesperson does not answer but rather goes off on a tangent, clearly indicating he was not listening. Thismakes potential customers angry and they ever becom customers. 6 Basing a sale on cost: It is extremely risky for a salesperson to depend on cost to close sales. The prospective buyer will be quick to take advantage and drive the price as low as possible, cutting your pr fits for the sake of a sal .