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ISSN 1930-0085
Jim Klein, Publisher
www.FromTheHeartSalesTraining.com
JWK@FromTheHeartSalesTraining.com
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In this issue:
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Hello Subscriber,
-- Feature Article: How To Save Time And Boost Your Sales
-- Jim's Update
-- Jim Recommends
Please add "Sales_Advisor@aweber.com" and "jwk@fromtheheartsalestraining.com" to your whitelist or address book in your e-mail program, so that you have no trouble receiving future issues!
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A Note From Jim
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Hi Subscriber,
I've been working outside lately because the weather here in Upstate New York has been so great for this time of year. I put down some orange colored mulch chips down and it looks great. We can't plant flowers yet until the weather reaches a consistent temperature, however, it's so nice not to see the snow and be cold.
Two points I need your help with...
- I announced in last weeks sales advisor that I will be holding teleseminars periodically on topics of interest to you to help you be more successful in sales. The first one will be next week.
- If you notice I sent out "The Sales Advisor" on Thursday because of the special deal from Sales Dog.
So here's where I need your help...
I have created a quick 3 question survey to determine the day and time to hold my teleseminars and the day of the week to send out "The Sales Advisor".
Go to this link now http://tinyurl.com/4cfxrm and answer this quick survey so I can better serve your needs and help you to be a better sales person.
Thanks for your help.
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Teleclasses and Workshops
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Coming Soon!
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Feature Article
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How To Save Time And Boost Your Sales
by Jim Klein
In last weeks "Sales Advisor" we began to explore the qualifying process or as I call it "Finding the Problems". I shared with you the two motivating factors behind every buying decision and the three different types of prospects.
I also showed you how to begin to find their problem by asking open ended probing questions.
In today's lesson, I will take you deeper in to the qualifying process...
You want to continue to ask open ended questions, however, now you want to probe deeper inside to find the logical and emotional reasons why they want what you are offering.
I have also seen this form of questioning put in a different way, when you're selling to businesses; you want to uncover the business and the personal pain. I will cover both interpretations so you will learn more about this phase of the qualifying process.
Let's talk about the business and personal pain example first:
Let's suppose you are selling copiers, and you ask the prospect why they're interested in a new copier. They proceed to tell you how the current copier breaks down quite frequently. That answer only scratches the surface of the problem.
So next, you might ask them how long this has been a problem, or what else have they tried to solve the problem. Or even better yet, what has been the cost to their business in time or money lost?
They tell you how their staff is falling behind in work, or they were unable to get a report to a client on time. That's the business pain, or logical reason. Don't stop there, because if you dig a little deeper, you're apt to find something more.
Perhaps they were late getting to their son's baseball game, missed it all together, or the boss is upset with them for not getting the report done on time. That's the personal or emotional pain, and that's the reason they will purchase the new copier.
They will usually purchase it for the personal or emotional reason, and then justify it with the business or logical reason. I'm sure you can see why uncovering both reason gives you such power when it comes time to present your product or service as the solution to
ease their pain.
Here is another example. Say you're selling houses and you ask the buyer what's important to them in buying a home. Let's say the answer is 'getting a real nice home at a fair price'. Okay, that's logic, now we need to find the emotional reason.
So, your next question is, "What would getting a really nice home at a fair price give you?" And they say, "It will give me a feeling of security, knowing I have a great place of comfort to raise my family." That's emotional!
Once you know the personal or emotional reasons for wanting something, you can then see if your product or service will satisfy their needs or solve their problem.
Here are a few examples of leading questions:
"How has this problem affected your company?"
"How has it affected you personally?"
"What are the consequences if the problem continues?"
"How are your customers affected?"
You should continue to ask leading questions, and dig as deep as you can to uncover as many emotional reasons for the prospect to want to change their current situation. You are helping the prospect see how much not making this purchase is costing them, and in many different ways.
You want to get them to the point where they are practically begging you to give them a solution. Once they're at that point, the transition to the presentation of your product or service will come naturally.
Another point to remember, when you ask your questions, and while the prospect is giving you their answer, listen and pay attention to their verbal and nonverbal language. In other words, listen to what they say, how they say it, their facial expressions, and their
body language as well. Everything you see and hear will give you clues as to where to direct your questions, and whether you are leading your prospect in the right direction.
If you are unable to uncover a personal or emotional need for the prospect to make a change, then its best at that point to break off the meeting, thank them for their time and move on to the next prospect.
Too many sales people will continue without finding a motivation for the prospect to purchase, and then wonder why they can't close the sale.
Once you've asked enough questions, and you've determined your prospect has a need and a want for your product or service, move on to the next two important steps in the qualifying process...
Which I will cover in the next issue of the "Sales Advisor".
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About Jim
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Jim Klein is CEO of Jim Klein & Associates LLC., a company devoted to empowering sales people and entreprenuers around the globe with the tools to live the freedom-based lives of their dreams.
Jim provides effective and affordable sales training that can boost your sales by 30 to 50 percent or more in the next twelve months or less. Discover the proven sales skills used by the most successful sales people in the world, so you'll close more sales and make more money faster and easier. And achieve a level of success, freedom, and security you really want. Go to
www.personal-sales-training-program.com
If you liked today's issue, you'll love Jim's dynamic sales, marketing and success training products to help you market and grow your business -- and yourself. Learn more at: www.fromtheheartsalestraining.com/products.html
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Jim Recommends
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Solve All Your Sales Problems
If you want a successful sales business then give me your next five minutes and I'll show you how to cut out weeks, months and potentially years of wasted time and effort . . .
My newest creation is the personal sales training program, "Make Your Living In Sales".
This program will condition you for success and provide you with all the tools necessary to execute every step of the sales process to perfection, and give you a blueprint used by top sales professionals around the globe.
I created this 30-day FAST TRACK intensive personal sales training program, "Make Your Living In Sales", to help you become a success in sales regardless of what product or service you're selling.
Check out all the benefits you'll receive with this one of a kind program.
http://www.personal-sales-training-program.com
How to Have Your Best Sales Year Ever
Are you frustrated most days wondering why you don't have enough sales leads? Are you tired of scrambling to get enough appointments? Is your ego damaged at the end of the day because you've wasted so much time, haven't made a sale and
are no closer to the goals you don't have? Are you tired of your sales manager nagging you about your production; without giving you any positive direction to help you boost it?
Are you ready to break through the sales barriers that are holding you back?
Want to see how personal sales coaching can help,
check it out here:
http://www.personal-sales-coaching.com
New Group Coaching Coming Soon!
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Marketplace
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In-home Behavior Modification Growing in Popularity
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Copyright (C) 2008 by From The Heart Sales Training
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