Cynar has built a successful career developing and managing sales industries in the advertising, mortgage, search engine optimization, and answering service industry and now he hopes to pass on a few of his sales tips that have financially rewarded him for over his 25 years. Cynar says “My sales people have earned a lot of money and it’s mostly attributed building their confidence, developing a repeatable sales process and implementing lead generation techniques”.
Cynar insists that if you don’t believe in your product then shouldn’t be selling it in the first place, but to the extent that you see the value it delivers then your confidence should be overflowing as you give your presentation to your prospects. Noting scares more prospects away then a timid salesman that doesn’t stand strong behind their product. For those lacking in confidence it may suit them well to consider taking an acting class, because at the end the day that’s all it really is.
The next step is putting together a repeatable selling process to improve sales while cold calling or following up on warm leads, This step is especially important if you do business to business sales. Cynar says every cold call must begin by creating interest with the prospect. The prospect must clearly see what’s in it for them if they were to buy your product, otherwise you wont get to the next step, but you might get a hard lesson on handling sales objections. Cynar says “I like to use referrals or name drop to grab attention because that usually gets my foot in the door and an opportunity to present my product”. He says an interest statement can be simple as saying something like “working with your competitor we have increased their sales by 7% in last two months and I think we produce similar results for you”. Who wouldn’t want to hear how you did that?
If you have effectively created interest the next step is to simply help the prospect recognize their need for your product. The most effective way to do this is by asking questions that uncover problems they have, and later discovering how your product has solutions to it. Cynar warns that talking about your product before your client has verbally acknowledged their need for it is sure fire way to lose the deal. It is only after the prospect has recognized their problems that you should talk about your product and solutions.
It’s all about closing sales, and salesman only get paid when they close a deal but never, under any circumstances, should you ask for the order unless your prospect has clearly showed interest, acknowledged their problems and need for your businesses solution. Also, it a good idea to help them visualize exactly what they can expect if they make a purchase from you. Most sales that never close are because prospects don’t fully know what to expect if they go forward. Complete these selling steps and your sales conversion rates will improve significantly.
Finally, Cynar adds, “if you’re cold calling you need a sales process, but I also highly recommend building a system to generate warm leads which practically close themselves”. Cynar says his e-book called SuperSalesman is found on http://www.learnthesalesprocess.com and it outlines several free, but powerful lead generation techniques. Cynar believes that cold calling often times destroys the image that prospects have of even the most professional salesmen. He firmly believes that whoever makes the makes the initial contact risks losing control over the process. Cynar says “If done right, cold calling is very effective and profitable, but it requires a tough chin for rejection. A high quality lead generation system is not only free but gets twice the work done in half the time”.
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