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selling Archives - Page 2 of 2 - Tadpole Training

Are your customers thirsty enough?

By | customers, sales tips, Uncategorized | No Comments

The Parable of The Young SalesmanSales training - great poster

I recently saw this terrific Oasis advertisement and it reminded me of the following Parable:

A young Salesperson was disappointed. He had lost an important sale. In discussing the matter with the Sales Manager, the young man shrugged. “I guess,” he said “it just proves you can lead a horse to water, but you can not make him drink.” “Son,” said the Sales Manager, “let me give you a piece of advice: your job is not to make him drink. It’s to make him thirsty.”

I reproduce this lovely little parable because it sums up what selling really is and what it absolutely isn’t.

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Do you want to talk business? OK, let’s go to a coffee shop.

By | customers, entrepreneurs, Uncategorized | One Comment

Do you want to talk business? OK, let’s go to a coffee shop.Sales Training London - old fashioned coffee shop

Many entrepreneurs don’t have their own offices and either work from home or meet clients at venues such as coffee shops. This week, whilst having a really productive meeting with a fellow business woman in a wonderful local cafe, it occurred to both of us that, to the casual outsider, it may have looked like two women just meeting for a bit of a catch up and a gossip. 

Nothing could be further from the truth; we discussed strategic plans, growth strategies, recruitment, business development and made a follow up appointment to pursue a particular line of discussion. 

There are lots of reasons why coffee shops (or similar) can be terrific venues for meetings if you are a start-up; Read More

Do you know what your customers don’t want?

By | customers, Uncategorized | 5 Comments

sales tips - shaking handsHave you any idea what your customers want? OK – have you any idea what they don’t want?

Well, you probably have more of an idea than you think you do. After all, you are a customer too aren’t you? Maybe you could give yourself some sales tips. And I’m sure you have pretty strong ideas about how you do and don’t want to be treated – whether it’s in the supermarket, buying a new car or considering renewing your insurance. When you interact with a salesperson, there are rules. So when you are trying to sell to others, you will do a lot better if you remember some of the major turn-offs for customers. Here are the main things you should do.

1. Listen – time and time again in surveys, this is the one thing that customers really want more than anything else – they want the sales person to listen to them. What they do not want is someone who talks, talks, talks. So use your ears and your mouth in the correct proportion and listen twice as much as you speak. Customers will love you for it. Read More

If you’re selling, I’m not buying!

By | sales tips, Uncategorized | 4 Comments

 

how to sell - 2 dice with buy and sell No one successfully sells to every single person they meet.  Despite the many books and experts out there who claim they can teach you how to sell, it’s just not possible. However, you can improve your chances if you ‘Sell to the MAN’

‘MAN’ is an acronym for ‘Money, Authority, Need’ and it can help you qualify your prospects very simply and easily. 

Money

Does your potential customer actually have the money to buy from you? Either they do or they don’t! Now, if you are selling something with a very high value, like a Lamborghini, then ‘I can’t afford it’ is likely to be a very genuine reason not to go ahead. However, with a lower value item (haircut, facial, lawn treatment) then most people could afford it. Therefore, don’t be put off if someone says they can’t afford it. Instead, get creative. Offer alternative ways to pay (cash, transfer, credit or debit card). Get flexible – can they pay in instalments? Get entrepreneurial – can they do a skill swap (a bit of your service for a bit of theirs?) Entrepreneurs don’t have to answer to a complicated hierarchy – as long as it’s a good deal for you, help them to buy in whichever way you can.

Authority

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