Do's and Don'ts of Selling
April 17th 2008 08:06
Behind the glamour that goes in marketing, are lots of hard work. Sales people rub shoulders with celebrities or with advertising agencies, get the best seats in events but moves like an army. They patiently pound the market, make the soil ready for their business invasion, deal with difficult buyers, compete with competitors before clinching a deal or getting their hard earned commissions. Nothing happens in business unless a sale is made, so their motto goes.
But what does it take to make a sale? Here's the do's and don'ts of selling from an international businessman and columnist, Francis J. Kong :
* Don't just drop by the office unannounced. Understand that your prospect is busy every working day of his life. Call for an appointment, otherwise you wil score negative points.
* Don't do idle talks. Your prospect has thousands of things to be done so don't ask about the weather, if you respect his time , he will respect you.
* Don't ask the prospect for their list of vendors. It makes you look like you're fishing for information or you have not done your homework at all.
* Don't recite your memorized sales lines. The buyer is not interested in your brochures, or your company's history. What the buyer wants to know is if you're there to provide a solution to his problems. Never ask stupid questions like : "Do you want to make more money?" or "Do you want to grow your business?" Because if you're king in that field then you probably would be the one buying, won't you?
Here's the Do's or the things you should do :
* Leave a message if you call.
* Put in something interesting in your message, not just your name or number. Provide the name of your company, the best time to reach you, and a brief idea of what you have in mind.
* Do your homework. Research about your prospect's company. Ever heard of a "website"?
* Do present testimonials from past companies you were able to help out or provide solutions to their problems.
* Do be real. Be comfortable with your products and services and be knowledgeable about your prospect's business.
But what does it take to make a sale? Here's the do's and don'ts of selling from an international businessman and columnist, Francis J. Kong :
* Don't just drop by the office unannounced. Understand that your prospect is busy every working day of his life. Call for an appointment, otherwise you wil score negative points.
* Don't do idle talks. Your prospect has thousands of things to be done so don't ask about the weather, if you respect his time , he will respect you.
* Don't ask the prospect for their list of vendors. It makes you look like you're fishing for information or you have not done your homework at all.
* Don't recite your memorized sales lines. The buyer is not interested in your brochures, or your company's history. What the buyer wants to know is if you're there to provide a solution to his problems. Never ask stupid questions like : "Do you want to make more money?" or "Do you want to grow your business?" Because if you're king in that field then you probably would be the one buying, won't you?
Here's the Do's or the things you should do :
* Leave a message if you call.
* Put in something interesting in your message, not just your name or number. Provide the name of your company, the best time to reach you, and a brief idea of what you have in mind.
* Do your homework. Research about your prospect's company. Ever heard of a "website"?
* Do present testimonials from past companies you were able to help out or provide solutions to their problems.
* Do be real. Be comfortable with your products and services and be knowledgeable about your prospect's business.
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