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Recognizing Buying Signals is crucial to closing a sale for all the salespersons like me and you.  At times there are opportunities we can get a commitment to a sale from the customer. we should be sensitive to the clues.  When we recognize the buying signals, that's the time we may want to cut down your presentation and go for the close.  Make the transition carefully and don't be abrupt. A good way of transitioning is to summarize the benefits (not more than three benefits at a time). Then start the paperwork to close the sales. Positive buying signals are like green lights for you to go ahead, and the opposite is just as true. Negative buying signals are your stop signs, which mean the prospect is telling you, ' I am not Convinced yet'. It does not mean that you leave the prospect and move on this is the time to show more benefits and use The Impulse Factors for closing the sale. The Prospect gives positive buying signals in the fo...

Communication skills for Sales professional are very important as we communicate all the time either through words, silence or through actions. The big barrier to selling is the communication barrier. The biggest communication barrier is the difference in the perception of the buyer and the salesperson. If the salesperson has good persuasion skills then he can make the buyer perceive things his way. Persuasion is defined as the ability to influence or change a person’s belief system and accordingly   Deciding the Presentation Approach and Method There are mainly two types of communication a) Non-Verbal Communication b) Verbal Communication A professional should be aware of both verbal and non-verbal communication. The salesperson should listen to words and feelings and observe if there is congruence or mismatch in...

To the sales professional, his stock in trade is his time so everyone has to learn Time Management –Definition and Skills required to be successful. Time is a perishable commodity, yet very few people value is as a precious resource. You use it or lose it is totally upon you. A commission salesperson gets compensated for results, not reasons. You get paid for accomplishments, not activities. Productivity depends on the effective use of time. People, who waste valuable minutes, eventually lose hours and days not realizing the loss until it is too late. Sales Professional does not waste his time in dilly-dallying, gossiping, chit-chatting or drinking endless cups of tea or coffee. A good sales professional prioritize his work and ensure that his time is spent on important matters and with important people. It may be the best time or the worst for anything but this is the only time we have. A good professional values his time and put a price tag on himself. He doesn...

Effective Techniques for objection Handling-Ultimate Guide is an integral part of the selling process. Objections are not rejections and should not be taken personally. Rarely can you find sales taking place without objections? The buyer must feel comfortable that the purchase will benefit him and his organization.   A buyer is always anxious to avoid a wrong or bad purchase which could end up in a loss of goodwill, Time or money. This doubt or lack of confidence brings out objections. There are typically generated through a lack of information being passed to the prospect; through misunderstanding or a lack of trust in the salesperson or product or company. In fact, Objections help to close the sale because they point the salesperson in the direction that is most important to the buyer. Objections are only questions asking for more information. We need to understand the purpose of an objection and develop a system or process on how to respond to or handle ...

What is Negotiation? Introduction, Meaning, Definition about Negotiation is trying to arrive at a win-win situation which comes down to finding a place where both parties that are a seller and the buyer believe that they are getting good value for money. All Good Transactions are based on the Principle of Win-Win. Generally, Buyers try to get the best value for money. Hence, they start by attempting to negotiate. There is a difference between negotiation and haggling. Negotiation is a way where you find a winning proposition for both the party. It is where both the parties feel that they got a good deal and it turns into a long-term relationship, whereas Haggling ends up being perceived by both parties, as a losing proposition. It results in discontentment and sour relationships. For all future dealings, both parties remain permanently on guard. The example of a Win-Win situation and Lose-Lose situation. The Seller and Buyer of any Goods where the sticker price is the...

We know that Goals setting (SMART) for personal whether short, Medium or Long term are very important because they give us a sense of direction. Most people are vague about what their major goals are in life. They think that I want to be rich, happy and make a good living are goals. These are all wanted and none of them are clear goals. How can we reach a destination that has not been defined? There is a lot of wisdom in these three words- destination determines direction. As we have heard Talent will get you to your destination but provided you know where it is. Goal-setting is a series of steps. The components of goal-setting are similar to that of a plane ticket. When you buy a Plane ticket, what does it say? It gives starting destination, date, time; finish destination date, time; class of travel, distance, price, etc. Goals must be SMART. S-Specific M-Measurable A-Achievable R-Realistic T-Time Bound Successful professionals in the world are t...

We all would like to know the best way of Deciding the Presentation Approach and Method that could help us on the field and could multiply our sales.   I and you are the Professionals how to establish the rules of the game before we start playing and we ask questions in order to gain a clear understanding. We should know in advance who the key players are in the decision-making process. Those are the peoples with who we should make efforts to build the relationship with and give the Presentation. Always ensure that you optimize your time by making presentations to the decision maker. Many salespeople keep making presentations without even finding out who the decision maker is. No Wonder their closing rations go down. Most of us sales professionals could multiply their sales if only we made great presentations. A great presentation cannot be fancy packaging alone, it needs to be substantive. It should be well planned, Structured, Customer-focused and sol...