Monday, January 3, 2011

An Outline Of The Sales Process And Tips To Get The Sales, Put Into Action Today To Be A Sales Success

For business success Avon Representatives need to spend a time concentrating on getting business from current and prospective customers in order to grow and sustain their Avon business. To achieve sales success we need to execute a step-by-step sales process. This process can be completed with a prospect in a few minuets or months. Here I have taken seveal resources on the sales process to create one Avon Representatives can use.

Almost Every Sale Will Follow This A Step-by-Step Process.

1. Prospecting
                  --Implement method to find prospect.
                  --Determine your sales approach for this prospect.
                  --Determine which products and services best suit
                     particular prospects.
                  --Uncover reasons why you should not pursue some
                     prospects, saving you valuable time and resources.

                  --State your purpose quickly - within 15 seconds. 
                  --Get prospects interested by asking questions that
                     make them think.
                  --Make statements that build rapport and confidence.
                  --Use humor - people love to laugh.
                  --Be sincere.
                  --Be friendly - people buy from people they like.
                  --Never lose sight of your objective.

Sales Presentation

                 --Have brochure, flyers and other information ready.
                 --Be excited about the products and explain there
                 --Allow prospect to try products if can.
                 --Try to limit choices of different products so to                 
                    not overwhelm prospect.
                 --Use testimonials.
                 --Let prospect talk 90% of time to gather information on
                    what is extremely important to them, talk too much you
                    will lose sale.
                 --Identify problem they need solved and their interests,
                   you will work this into follow-up.

Handling Objections

                  --Acknowledge your customers' position and then offer
                     them new information.
                  --Question prospects when they make statements about
                     why they won't buy or what they don't like about your
                     product.Try to learn why they feel as they do; this will
                     help you get to the root cause of their concerns.
                   --Restate the objection so the customer can hear it. This
                      reduces the magnitude of an objection and allows
                      prospect to modify your statement to more accurately
                      express their true objection.
                   --Tactfully respond directly to the customer's statement.
                      If you must contradict what they are saying because
                      you honestly believe they are wrong, provide factual
                      information that can help them see where they may
                      have a misunderstanding.

Follow-Up and Service after the Sale

                      --Finally, ask for and get order.

By creating a long-term relationship with customer you gain  leverage, and make the most of the additional use of your initial investment of time and money. In addition, you don't have to spend
time prospecting, qualifying and conducting other pre-sales activities for each established customer again.

There is no better advertising than a satisfied customer. Good service after the sale will, establish and maintain your good reputation, build goodwill between your customers and your business, and generate repeat and referral business.
Here Are Some Buyer Questions That Signal They Are Ready To Buy:
  • Asking about availability
  • Asking specific questions about prices or affordability
  • Asking about features, options, quality, guarantees
  • Asking positive questions about your business
  • Asking for something to be repeated
  • Making statements about problems with previous vendors; they may be seeking reassurance that you won't pose the same problems
  • Asking about follow-up service or other products you carry
  • Requesting a sample or asking you to repeat a demonstration for them or for other prospects they know 
  • Asking about other satisfied customers. It is recommended you have a list of satisfied customers ready to give to prospects who ask. (Make sure you contacted these customers about serving as references)
Some tips you can do that help prospects make the decision to buy.
  • Quit talking after you ask for order. Give prospects the opportunity to say yes.
  • Offer an added service, such as delivery or a newsletter. 
  • Offer a choice, such as "would you prefer the blue one or green one?".
  • Offer an incentive such as a 10 percent discount for purchases made now.
  • Lead the customer through a series of minor decisions about such factors as their preferred color that are easier to make and that lead them to make the bigger decision to purchase from you.
  • Don't give up too soon. Learn to understand prospects' buying styles; some people take longer than others to make a decision.

Remember these tips:
  • Continuously improve your sales skills, learn from others and stay open to new ideas.
  • Be sincere about your desire to help the prospect and make the customer your first objective. Making the sale should be your second objective. This attitude will come through in every encounter and will help you build long-term relationships.
  • Contribute more than just your product. Provide industry news updates, creative ideas, and business advice as part of the service you offer.
  • Be direct with your communication. Don't beat around the bush it frustrates people. Answer all questions. Never patronize.
  • Enclose your business card with every letter and note.
  • Thank people who refer prospects to you. If the referral results in business, give gift or discount of 15%. 
  • Never lie. Don't badmouth the competition or say negative things about their clients. Don't gossip.
  • Don't overbook yourself so much that you don't have time to listen and be available to your customer for their questions and comments.

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