Saturday, December 31, 2016

Sales Statistics - Wildest Chemistry

     The last article glanced about marketing and its types profound its foundation by continuing this article equipped about sales. What it is actually all about and in terms of its beneficiaries. MAKE A TRIP TO WHAT EVERYONE IS ALREADY INTO IT and its so called "Sales"

What is sales?

            1. It means selling of the product and services to customers according their needs or requirement in terms of economic way. 2. Sales is exchange of product or service instead of money. 3. Sales is nothing but exchange of goods and services from one person to another person in terms of cash.

                                                 "Everyone lives by selling Somethings"

  Selling styles:

1. Aggressive Selling:

            A aggressive sell is designed to get a consumer to purchase a good or service in the short - term, rather than evaluate his or her options and potentially decide to wait on the purchase.

            There are few aggressive closing strategies for Sales people:

The time limit:

            It use time to close a sale are following a time proven method of encouraging someone to buy out of fear of losing money or opportunity.

  •  Raising the spectre of competitors obtaining a certain product or service before the prospect
  • Reminding the prospect that if a deal is not closed by a certain date his or her business goals could be negatively impacted
  •  Telling the prospect that if he or she does not close within a certain  timeframe, features or pricing may be radically different

The Persistent Close:

           Sales people using the persistent close will refuse to take 'no' for and answer and continue pressing the prospect until 'no' becomes 'yes' - sometimes if for no other reason than to end the meeting. Sales people who are pursuing a persistent close will simply continue raising closing questions in order to press the prospect to change his or her mind - a hard sell. This technique is dangerous because prospects can be easily put off by the pressure. Sales people should only use the persistent close as part of an overarching closing strategy, or if it must be used on its own, on prospects who are extremely interested and ready to buy but are showing reluctance that could likely be overcome.

The Take Away Close:

             It is a literal name for one of the most aggressive closing strategies that sales people can use. This is used well into the sales process, when the prospect already understands his or her options and usually after the prospect has already showed interest in narrowing down the section.when a prospect is wavering about signing the contract, sales people can introduce the take away close in order to push the close out of the prospect's fear of losing more than he or she gains. This take away may involve:
  • Offering a cheaper alternative while pointing out that the prospect's needs will not be fully met by the alternative
  • Offering to reduce the cost of a deal by removing one or more features or products in which the prospect showed the most interest

2. Need - oriented Selling:

            In this selling style, where you need to think quickly and adapt. The sales rep needs to be highly tactful and at the same time, be able to ask such question to find out what the customer needs. Based upon the kind of need that pops up, you will have to show yourself as the problem solver. In simple terms, this selling style is about learning more about the client's existing needs rather than create new ones.

3. Product - oriented Selling:

            The sales rep is more inclined towards explaining the features and benefits of the product to the prospect. This style includes a lot of product demo till the time the prospect is fully convinced about the benefits. A point to be noted is that the sales rep must fully be aware of the product or service as there could be a lot of questions from the prospect and in order to give them a convincing answer, you must know all the salient features of the product and the benefits associated  with the same.

4. Relationship building:

Keep up with people:

             You are going to have to maintain your relationships. If you don't talk to someone for months, you'll fall off their radar, or they may not immediately, jump at the chance to help you finally reach out to them and ask. Keep some records of who you have networked with and check in with them every so often. If they're online contacts on a digital networks, keep your conversations going. If they're colleagues or people with whom you've swapped business cards, send an email or make a call every month or so. Check in and say hello. If you tend to forget to make - or worse, return - calls or emails, use a task management system or calendar to remind you to call or write.

Work hard:

             People want to invest in someone who is going to provide results. You might need to show them that you can deliver before you can expect them to have your back or put in a good word for you. When someone asks for something, give a little more. Deliver early and take initiative to help in ways you weren't't asked. It takes effort to build relationships with bosses, colleagues, friends, and family, and you might have to be the first one to do a favor.

Focus on giving:

            Similarly, many people want to build relationships so that they can have someone to help them out when they need it. Try to have a less Machiavellian attitude. Always think about how you can help people in your network. They're far more likely to return a favor than they are to go out of their way for you, especially early in your relationship.

Build trust:

           Never take advantage of people. Don't even let them think that you'd do so. It's the quickest way to ruin a relationship and build a bad reputation that can harm other relationships too. The key to building trust is being honest. When you are willing to forego your own interests to help someone else, they know they can rely on you. Do the right thing and be dependable, and you'll see your relationships grow stronger.

Show an interest in others:

           Pretentious people who talk about themselves all the time don't get very far. Smart people know that an early step to gaining respect and building a relationship is to show interest in other people. Listen to what people have to say and show a sincere interest in them. Ask questions about their job and kids. Keep tract of what they've brought up in the past and follow up with them. Everyone is impressed when someone shows they've taken the time to remember their stories.

                                       Sales Statistics

  • 48% of sales people never follow up with a Prospect
  • 25% of sales people make a second contact and stop
  • 12% of sales people only make three contacts and stop
  • 10% of sales people make more than three contacts
  • 2% of sales are made on the first contact
  • 3% of sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the forth contact
  • 80% of sales are made on the fifth to twelfth contact
                                                                       - National Sales Executive Association

I think now you can understand about sales from this post. Stay on connected and thank for anytime views.

Location: Thoothukudi, Tamil Nadu, India