Tài liệu 200 Sales Hunting Tips pdf

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Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
5

1. Umbrella Questions
You can use Umbrella Questions on every sales call because they work in any
selling situation. Umbrella Questions are designed to provide you with valuable
information by getting the customer to elaborate on important areas. Examples
of this type of questioning include: “Can you explain that a little further?”, “Are
there some other examples you could share with me?”, and “Can you tell me
more about that?” Umbrella Questions are a useful tool to get the customer
talking more about what they're looking for. On your next sales call, challenge
yourself to ask at least 5 of them.


2. Customer’s Goals

Do you know what goals your customers have? Just think how much more
effective you could be if you knew the goals and aspirations of your customer.
Find out what their personal and business goals are for the year by asking direct
questions and listening to their answers. In addition, let them know that you
have set goals for yourself. Explain your belief that it is essential for you to help
your customers achieve their goals in order for you to achieve your own.


3. Back-Up Your Customers

Don't allow your relationships with your customers to be focused on only one or
two people. By doing so, you may put your business at risk if the people you deal

with should happen to change positions. For your biggest customers, make sure
you have multiple contacts (including administrative personnel) and take the time
to get to know all of them. Then you will be prepared if a contact should leave or
be promoted.


4. Sales Advocates

The best way to make a sale is to have someone else make it for you. You do this
by creating sales advocates—people who are so impressed with what you offer
and/or the way you sell that they tell others about you even without you asking.
If you haven't obtained any sales like this, then you probably don't have any
sales advocates or, more importantly, your sales process and/or service may not
be measuring up to what people expect.


5. Learn About the Customer

Every time you're with a customer, make a point to learn something personal and
professional about them. Don't allow your time together to be so focused on the
immediate business opportunity that you forget to gather some additional, long-
term information. It's this data that will help you retain the customer, and the
longer you have a customer, the more likely they will be to refer you to others.
When you're gathering information about the person, look for items that are of
common interest to you because they will help you propel the business
relationship to the next level. Keep a record of this important data for future
reference.





Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
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6. Early Morning Voicemail
Leaving voicemail messages is not a very effective way to develop new
relationships, but it is a great way to keep in contact with your current customers

that you don’t deal with frequently. The entire process takes less than 5 minutes
a day if you do it between 7:00 and 7:30 AM. During this time, the majority of
people are not at work. Calling them early in the morning almost guarantees
that you'll reach their voicemail, allowing you to make 3-5 calls in the span of
only 5 minutes. Your objective should be to keep the person you're contacting
from forgetting about you. Start the message by telling your contact that you
haven't heard from them lately. Compliment them on their business or simply
suggest that the two of you should talk later. If you happen to reach someone at
this time of morning, all the better. The person who answers will be impressed
that you're at work before most people, and, chances are, they will be willing to
talk for a few minutes. Remember, your objective is not to sell anything. It's
simply to raise the other person's awareness of you, thereby opening the door for
future sales.


7. Objections

One of the best ways to improve your ability to close a sale is to record every
objection you hear and develop at least two ways to respond to each. If you do
this on an on-going basis, you’ll find yourself much more prepared for any further
objections that come at you.


8. Opening the Sales Call

Always start off a sales call by covering three things. First, ensure the person
has a clear understanding of the amount of time the call will take. Second, make
sure the customer knows what the objective of the call is. And, third, connect
the reason for the current sales call to a previous one you had or to information
you may have recently sent. This communicates that you’re knowledgeable of
them and their company, that you respect their time, and that whatever is
decided in this current meeting will be acted upon by you.


9. “Your Price is Not High Enough”

Although, it’s never been said to you, wouldn't it be great to hear it? In reality, a

price can never be too high. It only becomes that way when we haven't taken
the time to listen to the customer to allow the real benefits of the sales to come
through. Remember—there is no such thing as "too expensive”. There is only
the belief that the potential gain from something is not worth its cost. This
principle explains why one person might be willing to pay only $10,000 for a car
while another person sees its value at $100,000. Both cars supply
transportation, yet the cars vary dramatically in value because they vary
dramatically in terms of perceived benefit. Next time you're about to buy or sell
something, think in terms of the benefits the customer will gain and not in terms
of the price you're asking. When it comes right down to it, nothing can ever be
too expensive. It can only lack sufficient benefits to warrant the price.





Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
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10. Celebrate Your Customer’s Anniversary
If you’re a salesperson who has retained customers for years, celebrate them by
recognizing the anniversary of your initial contact with them. Dropping them a
note of thanks for your established relationship is a great way for your customers

to realize how much you think of them and a means of taking the relationship to
an even higher level.


11. “Hand-Written” Business Cards

The next time you're about to give someone your business card, take a moment
to personalize it. If you jot your cell number, a home phone number, or some
other piece of information that is not already on the card, you will make a
positive impression on the person you're talking to. Chances are the person will
never call your hand-written phone numbers, but simply writing them on the card
gives the person the feeling that you are placing them in high regard when
compared to others that you meet.


12. Speak With Your Face

I'm constantly amazed at the number of times I run across salespeople who
clearly don't believe what they're saying. It is easy to spot in the person's face
and body language. They take on a whole host of non-verbals, ranging from
non-expressive smiles with tight lips to eyes that lack any sense of direction.
Whether we're selling to a customer in person or on the phone, we have to make
sure our entire face reflects the enthusiasm and excitement of our words. How
can we expect a person to buy from us if we're not connected to and excited
about what we're selling?


13. Prospecting Timeline

Many people have no idea how long it takes to turn a prospect into a profitable
customer. Creating a "prospecting timeline" can help benchmark past
experiences and streamline future ones. Begin this process by examining a few
recent sales, and then break down the key activities you went through. Your
goal should be to determine the specific activities that were the most time-
consuming, and then figure out a way to shorten the time spent on that
particular step. Most people are amazed to find that a couple of activities take
the majority of time. By knowing this, you can work to alter your selling process
accordingly.


14. Holiday Networking

As you near the holidays, remember that it's a great time to begin preparing your
schedule for making phone calls to people you rarely talk to. There's no better
opportunity to call someone you haven't spoken to recently than to wish them a
great Thanksgiving or Christmas. However, make sure you are sensitive to the
holidays they actually celebrate. If you make 5 calls per day, just think of how
many people you can network with between December 10
th
and December 31
st
.





Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
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15. Holiday Selling
Often the holiday period becomes a very difficult time to sell when you're in a
business-to-business environment. If this is the case for you, use the holiday
period to sell yourself and your knowledge. Send your customers information
about your industry, the economy, or other points of interest. Although they
may not read the information, they will notice that you took the time to send it to
them. Use these months to deepen your relationship with your customers. When
business gets back to normal after the first of the year, you'll have new things to
ask them about and, more importantly, you'll be viewed as a salesperson who is
interested in more than just money.


16. Know Your Customer’s Customers

How much do you know about your customer's customer? It doesn't matter if
you sell B2B or B2C, the question still warrants an answer. Take the time to find
out all you can about what motivates your customer's customers. Spend time
with them, talk to them, and, most importantly, get to know what drives their
decision-making process. When you can identify this information, you can
provide your customer with even better service.


17. Have You Learned Something New?

There is always something new you can learn about your customers, whether
they are newly acquired or long-term accounts. Use each sales call as an
opportunity to be teachable. It's amazing how dramatically some customers
change! Unless you keep up-to-date knowledge about them, you will soon find
they've changed and you haven't. After each sales call, ask yourself what you
learned about the customer and, of course, make sure you record it in your
customer profile.


18. Benchmark Your Sales Goal

At the end of each day and each week, compare your accomplishments to your
overall sales goal. If you achieved the volume you needed to hit your goal,
congratulate yourself! If you didn't, identify at least one thing that did go right
and might help you achieve your goal in time. Always find something positive to
end the day with. Before you leave, don't forget to set up the next day or week.

The last thing you want to do is use those very productive first minutes of the
day doing anything but selling.


19. Reduce Your Selling Time

Make time each day to reflect upon recent sales contacts and identify at least one
thing you did well in each. Think of the questions you asked, the body language
you used, and the information you shared. After you've pinpointed the best of
the best, take the time to plan how you can do that same activity in every other
sales call you have.






Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
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20. “Google” a Customer/Prospect
Looking for a reason to contact a customer or a prospect? Search their name on
www.google.com
to see if there are any new or interesting listings for them.
You'll be astonished at what you can find out about your customers/prospects or
others with their same name. Regardless of the outcome, the search should give
you some interesting anecdotes you can use on the next sales call. When that
contact is made, the customer/prospect will be amazed at the fact that you took
the time to do the search, and if you do find something in reference to them,
you'll have the perfect subject to talk about.


21. Agree on Something

Never end a sales call without having agreed with your customer on something,
even if it's not to actually close the sale. The objective of coming to an
agreement, no matter how small it might be, is to demonstrate to the customer
that you're able to move the sale forward. If possible, agree on one particular
aspect of the sale and use this as a building block for the next time you meet.
However, if you can't see eye to eye on a particular aspect, you may be able to
concur on the items you intend to follow-up on or a time to get together again.
The important thing is that you agree on something and use whatever it is as a
"next step" towards a future sales call.


22. Don’t Present All Your Information

Never plan to present all of your information on a sales call. If you do, you'll
have nothing left to show the customer should you reach the end of your
presentation without a sale. The keys to a successful sales call are to know your
information so well and to be so prepared that you do not need to present
everything to gain the sale. Often "the best sales presentation is the one never
given." – Mark Hunter, The Sales Hunter


23. Add-On Sales

Every time you make a sales presentation, be thinking about what the add-on
sales might be. If you wait until after you close (as is commonly done), you tend
to be too rushed and forget the add-on process entirely. Thinking about these
sales during the presentation will enable you to be ready when the time comes to

ask for them. In addition, the suggestive sell of the add-ons can help close the
sale of the first item. By using this technique, you increase the potential for the
total sale as well as decrease the amount of time you would use if you were to
sell each item independently.


24. Don’t Negotiate With…

Be careful who you negotiate with. Negotiating with people who are not decision-
makers can result in making too many concessions. Before you start, be sure to
verify that the person you’re dealing with can and will be able to make a decision.






Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
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25. Expertise in 30 Minutes a Day
No one has the time to read everything they need to in either their professional
or personal lives. This general shortcoming creates a magnificent opportunity for
us as salespeople to become an expert in our industry. A universal lack of
reading time means that all it takes for a person to be viewed as an expert in his
field in less than a year is a commitment to read for 30 minutes a day about their

trade (not counting medicine, engineering, etc.). For the vast number of sales
industries, this simple one-year reading commitment can quickly make you an
authority.


26. Using Time to Sell

Frequently, sales people think that the way to control the amount of time needed
for a sale with their customers is by offering them a special deal if they buy now.
When this is done, the salesperson is usually only giving away profit, while
thinking that they are speeding up a sale. We leverage time best by selling to
the customer's time parameters, not our own. When we sell to their parameters,
we are selling at a higher value and a higher profit.


27. Know the Influencer

With many sales, it appears there is only one person involved in the decision-
making process. Yet, more times than not, another person is behind the scenes
influencing the decision. When you make your sales call, always assume there is
an influencer, and expect to deal with him or her as well as your call contact. To
find out who that influencer is, use probing questions with the customer such as:
"Who else in your organization is typically involved in decisions such as these?",
"When decisions like this have been made in the past, what are some of the
things others have said?", and "Where does a decision like this rank in terms of
other decisions you typically make?"


28. Why Do They Buy From Me?

Why do customers buy from you? If you cannot identify at least 5 specific
reasons why customers buy from you or buy your particular service/product, then
you do not have a viable advantage over the competition. Take the time to talk
to your current customers and examine your selling process, your
product/service, and yourself to determine what the differences are between you
and your competition. Once you have your 5 reasons, discount all those that are
based on price. There is no way you can keep a sustainable price advantage for
the long-term.


29. Telephone Listening Skills

When you're talking to customers on the telephone, make sure your desk is not
cluttered with items that will distract you from the conversation. If it's not
possible to clear your desk, either move so that it is out of sight, or, when
appropriate, locate the customer's website on your computer to help keep you
focused.




Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
11

30. Cancelled Appointments
Don't view cancelled appointments as lost opportunities. Instead, view them as
"connecting moments." If a customer cancels an appointment, the last thing you
should assume is that you lost the sale. You're kidding yourself if you think
you're so good that you're going to close every sale every time. Rather, consider

the cancelled appointment as an event you can leverage before your next
appointment. Prior to the rescheduled appointment, contact the person and
share additional information about your product or service with them. Start with
something like, "Since we weren't able to meet last time and I know how
valuable your time is, I thought I would send you some additional information
that will help us make our next meeting even more productive." By sharing the
additional information with the person in this light, you're not only showing
respect for them, but you’re also using the cancelled appointment as a way to
increase your value to them the next time you do meet.

31. Personalize Others' Business Cards For Them

If you're like me, you've received hundreds of business cards over the years. As
time passes, it becomes increasingly difficult to remember who gave each to you
and where you received it. To help alleviate this problem, the next time you
receive a business card, write on the back the date you received it, where you
met the person, and something about the event. Most importantly, record
something personal about the person who gave it to you. Maybe they mentioned
they’re going to Europe on vacation or one of their children has been sick.
Whatever it is, write it down. Not only will this serve to jog your memory, but
this personal piece of information can also become the key question you ask him
the next time you meet him. By inquiring about the vacation they took or how
their sick child is doing, you are showing interest, and they'll be amazed and
touched you remembered it. In today's busy world, far too many of us forget the

personal side of life, and when we take the time to write it down and ask about
it, we place ourselves in a new and welcome frame of reference with the other
person.


32. “To Tell You The Truth”

We often don't realize how many times we say things we believe are non-
threatening when these same words heard by others undermine our message.
Whenever a person says, "To tell you the truth", they are usually doing so for
emphasis. Yet, to many people, this same phrase comes across as meaning that
whatever else has been said has been a lie. A variation on this is when a person
says, "To be honest." The point here is that you must be sure to think about what
you're saying and how it may be interpreted by others before you say it.


33. Web Update

Don't forget to review each of your customer's websites on a regular basis.
When they make a significant upgrade to it, you want to be one of the first to
compliment them on the changes. When applicable, you also want to use any
new and critical information the customer has included in the update.




Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
12

34. Celebrate Your Anniversary!
Go ahead and toot your own horn! Let your customers and others know when
your anniversary in your sales job is approaching. It's a creative means of
conveying your commitment and longevity in the business, and a great way to
put your name in front of current and potential customers. This technique is
especially effective when you're celebrating a significant milestone such as 5
years or 10 years.


35. Create a Power Sales Circle

You might find it helpful to identify 3 to 5 top salespeople from other industries
that you can meet with on a monthly basis to trade sales ideas. In our business,
we often tend to get locked into our own habits based on the industry and the
particular customers we deal with, which can cause us to fail to grow to our full
potential. By connecting with other sales people from outside the industry and
sharing sales issues and concerns, you'll be able to gain a fresh perspective on
selling. You will probably leave the meetings with new ideas, and possibly even
some new prospects.


36. How Good Are Your Customers?

It's only natural to believe that you have great customers. But do you know how
good they really are? If they are not genuinely helping you build your business
by giving you referrals and/or other ideas, then maybe they're not truly great
customers. Analyze your "best" customers to determine how many leads and
business ideas you're getting from them. If your scorecard comes up empty,
stop and ask yourself what leads and/or ideas you have given them.


37. Drop a Customer

Consider dropping your worst customer. They have probably earned this title
because of the amount of time you have to spend on them. Just think of how
much more productive you would be if you could take that time and devote it to
your better customers. So go ahead and drop your worst customer today. You've
always wanted to!


38. Eye Contact

In any conversation, make sure your eye contact is where it should be—on the
person talking. The more eye contact a person is given, the more he is likely to
continue talking because he feels important and trusts he is being heard. The
simple truth is that the more the customer talks, the more likely you are to find
out how you can help him. As a result, you are more likely to close a sale.


39. Notice Your Customer

If a customer is mentioned in an industry publication, be sure to cut out the
article and send it to them with a congratulatory note attached. They’ll
appreciate you noticing!




Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
13

40. Lower Your Voice
When you're about to make a very important comment about your product or
service, lower your voice slightly. By doing so, you force the other person to pay
closer attention to what you're saying. You also make it appear like what you're
offering is of such importance to the customer that you don't want anyone else to
overhear.


41. Industry Publications


We all want to be viewed as experts about our industry and/or the products and
services we sell. To subtly help convey this message, make sure you keep
industry publications in your office or sales area for when customers visit you.
Also, when you make a sales call, keep an industry publication in your bag or
briefcase that is visible to the customer during the meeting. By doing so, you're
creating the impression that you're an expert in the field.

__

42. Top 10 Questions

To help you become a more successful salesperson, you might find it helpful to
record the questions you ask on every sales call for a week and make notes of
the types of responses you get from each. Your objective in doing so is to
identify what specific questions get the best response for you. After you've tried
this for a couple of weeks, you'll be able to create your own "Top 10" list of
powerful questions, and you'll be comfortable asking them.


43. Voice Inflection


We can only sell what we're passionate about, and how can people know we're
passionate about anything if our voice doesn't reflect it? If you truly believe in
what you're selling, it will be communicated in the tone, pitch, and inflection of
your voice. Don't be afraid to let your voice come through and use it as the
powerful sales tool it actually is.


44. Information Gathering Questions

Here are two great questions you can ask almost any customer when you're in
the information-gathering stage of the sale: "What's keeping you awake at
night?" and "What is the greatest problem you're facing today that you weren't
facing last year?"


45. Assumption Closing

Never assume you won't close a sale. When you receive the first buying signal
from a customer, use the "Assumption Close" by making the following type of
statement: "We'll go ahead and set it up to ship by ____." With this type of
assertion, you don't have to close with a question.







Mark@TheSalesHunter.com / www.TheSalesHunter.com / 402-445-2110 / © 2007
14

46. Never Negotiate Price
When you're in a selling situation where you feel you must negotiate a better
offer to seal the deal, do so by discussing things other than the price. Do not get
in the habit of discounting your product or service. By doing so, you'll risk future
profits and reduce your immediate cash flow.


47. Pulse Check Questions

When you're in need of determining whether the customer understands the
benefits of what you're talking about, ask them at any time: "What do you like
about ______?" or "What are the things you see about _________ that you like
so far?"


48. "WOW" Customer Service

At the end of the day, do your customers remember the experience they had with
you as being better than the communication they had with others they came into
contact with? Take a look at how you deal with your customers and identify
something you can do that will leave your customers not just satisfied, but
"wow"ed in comparison to everyone else.


49. Price Discussion

When faced with resistance to price, offer the customer an example of where
they spend considerably more money on something else. By doing so, the
customer will begin to put into context the amount you're asking them to spend
with you.


50. Universal Questions

There are six universal questions you can ask almost anytime and anywhere in a
sales presentation. They are: "Who?", "What?", "When?", "Where?", "Why?", and
"How?" A perfect place to ask one of these questions is when you're not sure
where to go with the discussion and/or are afraid of losing control.


51. Uncover New Benefits

After people have had time to experience the product or service you're selling,
they often begin to realize benefits they weren't expecting. Talk to your long-
term customers and find out what additional benefits they're experiencing. You
may find it advantageous to use these in your future sales presentations.


52. December Networking

December is the best time of year to look back through your contact files and
uncover names of people you haven't talked to in several years. During this
month, seize the opportunity to reconnect with them through a letter, e-mail, or
phone call.