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Hi, I would like to know few simple tips about Selling of services. rgds Vinayak A
18th October 2005 From India , Pune

Maneesh
Service
Loveswetha@rediffmail.com
Business Development Executive
Vivekp
Marketing
Fani_poona@yahoo.com
Business Analyst
Pbji
Marketing
Vinayak A
Sr. Manager
+1 Other

Hi, Can you pls be specific about the services? Since this term includes many concepts be specific may be i can send you some more input on this... Regards Anu
19th October 2005 From India , Madras
Hi Anu Selling of services ........ I mean it is for IT Related Services like Facility Management Support / Staffing /IT Infrastructure Management Solutions etc.
21st October 2005 From India , Pune
Hi,
Selling of IT Services:-
1) What is your business?
2) Who is your Targret customers?
3) Is your product really meet the requirements of clients requirements?
4) Get more product knowledge of your Competitors rather than yours
5) comparision of Presentation your product Vs Competitor product in the market
6) Feedback of the Product.
friends as iam a Business Analyst working in a Midle sized compnay in India. This is my knowledge.If i wrote some thing wrong please forgive me and send me feedback.
Thanks& regards,
22nd October 2005 From India , Pune
The Ultimate Closing Clinic

The truth is…selling is very simple. But, as you know, simple isn't always easy. Given this confusion, let's boil the whole issue down to a few basic, fundamental concepts.

Here they are:

Sales is a function of asking yourself one simple question.

Successful selling is a function of asking your prospect another powerful question.

Closing the sale is a function of asking the single most powerful question of all.

In the following tutorial, I have outlined a simple 5-step process to help you naturally close all your sales.

Let's get started!

LESSON 1:

Get In Front Of Qualified Prospects

"One of the big secrets to selling is to be in front of a qualified buyer when they are ready to buy, not when you need to make a sale."

Think about it.

The more you are in front of qualified prospects, the better off you'll be.

You must be 100% sure you are in front of qualified prospects, at the right time, with the right message in the right format.

You see - customers and prospects buy when they are ready to buy, not when salespeople need to make a sale - and especially not when they are worn down by pesky salespeople.

I'll bet whenever you have made a successful sale, no matter what you sell, there are certain essential characteristics that your new customer had.

These include…

1. A need for your product or service

2. An awareness of the need for it

3. A sense of urgency about obtaining it

Invest your time with the right people.

But you're probably asking this: "How do I make sure my non-responsive prospect doesn't buy from a competitor while I'm out talking.

The secret is to develop tools that will allow your prospect to respond to you when they are ready, interested and motivated to do so.

We call this Permission Based Prospecting.

A far cry from bothersome phone calls, staged drop-in visits and thinly veiled and contrived networking events, this process is proactive and positive.

How do you do this?

Start with a good contact management software system. Then go ahead and develop a strategy of frequent, yet unobtrusive ways to stay in touch with your key prospects. Worry more about qualitative, value-laden contacts than pure volume of bothersome phone calls.

Don't pursue them to the end of the earth to either (a) create a need, (b) make them aware of it or (c) create a sense of urgency to make them buy.

In fact, I'll suggest this to you.

If, after three attempts to secure an appointment with a prospect you are still getting the brush-off…

Give some serious thought to providing your prospects valuable information they can use rather than simply trying to persuade them that they need to see you.

Newsletters, postcards, reports, information of value, audio tapes, video tapes and other items that help them to do what they do even better are some great ways to stay in front of prospects in positive, productive and powerful ways.

The real secret is to give prospects a chance to respond to your varied offers. Be sure to include a fax-back form, 800-phone number, response card with pre-paid postage or even a return E-mail address that will allow your prospects to respond to you when they see how you can help them solve their problems.

This pre-qualification is basically your close -- done in advance! Your job is then to reach a mutual agreement that the customer's objectives are met, or work through challenges they face on a daily basis.

This strategy will yield a more positive perception, enhanced receptivity and a greater sense of professional acceptance.

It is also far more sophisticated; is less heavy-handed and far more likely to be successful than the traditional idea of believing that personal persistence really does pay off.

Prospects buy when they are ready to buy, not when you need to make a sale.

Invest your time with the right people.

Give prospects a chance to respond to your varied offers.

Pre-qualification is basically your close -- done in advance.

LESSON 2:

Present With Power

"People eagerly buy what they need from salespeople and organizations who understand what they really want."

Do you tell your sales story with power, believability and behavior? How effective are you at virtually guaranteeing that your prospect will become a customer? In order to do this successfully, there are two simple principles to keep in mind, no matter what you are selling.

Here they are:

1. People buy what they buy for their reasons, not yours (or mine).

2. Prospects expect salespeople to exaggerate the value of their product or service (you and me, included!)

Most salespeople are accustomed to telling and selling instead of involving and asking. It is true that people learn a lot more from what they experience and actually do, than from what they simply hear, isn't it?

The same is true about your product or service presentation. In fact, I prefer to use the term "application" rather than "demonstration" or "presentation".

The former means a mutual discovery or learning experience as your product or service is unfolded to your prospect, while the latter terms refer to a standard, sterile and boring monologue related to your product or service's features or, perhaps, even irrelevant benefits.

It has often been said that features "tell" and benefits "sell". Unfortunately, it is far deeper than that! You need to determine which benefits actually do sell!

You also need to discover the roles that active participation, involvement and education play in the effective presentation of your product or service.

Never underestimate the importance of allowing your prospect to learn all they can about your product or service.

Your job? To serve as the tour guide, interpreter or facilitator. To allow them to reach their own conclusions, draw their own comparisons and discover precisely how your product will address their concerns, enhance their profits, solve a problem or meet a need.

You need to know how to prepare your "lesson plan" (your presentation) by addressing only the specific issues your customer has.

Your product or service must be seen strictly from the perspective of your prospect or customer - not you, your marketing department, R&D staff or anyone else within your organization.

Keep your presentation simple yet elegant. Don't confuse your prospect!

Make your application interactive. Show and tell, ask and explain - educate and involve.

Ask feedback questions to ensure your prospect or customer understands and emotionally accepts your solution.

Questions like, "What do you think?" "How does it feel?" "Do you understand?" "Do you have any questions?" or "Would you like to try this yourself?" are all essential to ask.

Don't talk too much, non-stop or in jargon your prospect or customer will not understand.

If people buy anything they will buy for their reasons.

Determine which benefits actually do sell!

Ask feedback questions.

LESSON 3:

Ask The Right Questions

"Selling is more a function of asking than of telling - of questioning rather than presenting. People buy for their reasons rather than for a salesperson's reasons."

You should attempt to ask several questions that will help you understand the prospect's buying motivations.

These motivations are important, because if you focus on the motivations as well as the agenda of your prospect, you will stand a much better chance of finalizing a transaction.

Starting with broad questions, then moving towards more narrow ones is another principle that is extremely useful. Broad questions tend to be less threatening than narrow questions, so start with these more general questions in order to produce more general information.

After you have gained a basic understanding of your prospect's situation, you should move on to more detailed questions which will allow you to point out the detailed ways that your product or service can aid the prospect.

Easy-to-answer questions will encourage your prospect to open up to you. People tend to avoid anything that they do not understand, and your prospect is no different.

Trying to prove your intelligence and ability through questions with an extensive or specialized vocabulary will completely damage your chances of making a sale. You should stick to easy-to-comprehend questions in order to keep your prospect on the same level with you.

Asking the right questions will help you to guide the interview and keep the tone positive. Some prospects might tend to continually stray away from the subject at hand-your sale-but if you know what you're doing when asking questions, you can avoid this time-consuming practice.

You can keep the tone of your interview positive by asking questions in a way that allows your prospect to agree with you. Studies have shown that most people prefer to agree than to assert themselves and disagree.

The single, most dynamic and powerful question to ask your prospect is this:

"What is the most critical issue you'd like to resolve about ______________?"

This question really cuts to the core of the issue. It allows your prospect (and you) to get to the heart of their problem, need, agenda or irritation. This question allows you to build to follow-up with additional questions, based strictly on their response. These questions might include:

"Why do you say that?"

or

"What else causes you concern?"

or

"If that were solved, how would it make your job/life easier?"

Finally, but most importantly, you should ask your questions, but be quiet and listen as the prospect attempts to answer them. Interruptions will, without a doubt, turn your prospect off.

This may seem obvious to most, but you cannot listen to the prospect's needs while you are talking. Therefore, let your prospect do most of the talking as you are interviewing him or her. This will surely increase your chances of finalizing the transaction.

Ask questions to find buying motivations.

Start out with broad questions and then narrow down.

After asking questions, be quiet and listen to the prospect's response.

LESSON 4:

Tame The 3 Dragons

The three dragons are: Tension, Resistance and Objections.

Each has its own unique role to play and needs to be identified and dealt with in the context of a sale.

Let's take a look at the three dragons:

Tension - The level of dynamic, kinetic aggression that exists between the salesperson and prospect in any sales interaction.

Resistance - The degree of negativity that either buyer or seller feels as related to the interaction and ultimate buying decision.

Objection - The tools used by the prospect to register the degree to which the tension and/or resistance have been effectively reduced, to allow a clear path to a buying decision.

There is a unique and dynamic relationship among these three very essential elements that occur in any sale.

Based upon the level of tension, resistance and objection, as a sales professional, you need to know precisely when and how to ask the prospect to buy. You are going to need to tame all 3 dragons before you ask for the sale.

Tips To Tame The Dragons:

Build trust - That way you are better able to sell value. By seeking to be liked, they are only going to be able to sell price.

Never quote price - Until you have created a perception of value. If value exceeds price, you will make a sale. If it does not, you won't.

Don't confuse the buyer - They will take no choice. Limit options and make strong, correct recommendations rather than offering a broad range of choices.

Use Silence - After you make your presentation and handle any objections, go straight for the close by asking for the order. Ask a closing question such as, "Do you want the red one or the blue one?" Then shut your mouth.

Tension, Resistance and objections are elements of any sale.

Use these tips to help you tame them before you ask for the sale.

LESSON 5:

Ask For The Sale

"Finalizing transactions is not something the sale builds toward. Instead, it is a natural consequence of what has happened earlier in the sale."

This is, perhaps, the greatest mystery that has surrounded sales for years:

How do you ask someone to buy?

I'll suggest to you that the simple and easiest way is to determine when they're ready and ask the following question:

"Are you ready to get started?"

If you are hesitant to do that, I'll suggest that you have either failed to determine the level of tension, resistance or objection involved, or have failed to ask the correct question, or simply don't know when to ask it!

Ask the prospect to buy when you're sure they won't turn you down!

I recommend a conversational close, not a scripted close… however, there is a plethora of closing techniques that range from hard sell to soft sell and everything in-between.

Some of these include:

A Direct Close: Simply asking for the order when you are sure your prospect is ready.

A Deal/Concession Close: Using this closing technique gives the prospect the feeling that they are making a smart choice and saving money (or getting more value). Use it with phrases like, "Order today and I can add this other module for only 10% more."

A Time-Driven Close: This one works well with statements like, "Prices are going up next week, so you should go ahead a let me place your order today."

Trial Offer: You can let the prospect use the product at no risk for a trial period. This works well if you're selling products that make people's lives easier. They aren't likely to want to give it back if it has saved them a lot of time and effort during the trial period. On the other hand, if they haven't had the experience with the product you told them they would have, then you probably won't get another chance.

You need to master an understanding of these sales success principles, rather than attempt to memorize a series of tricks, maneuvers, scripted phrases or canned responses.

The truth is that once you master an understanding of the mindset and strategic principles involved with sales, you will be far ahead of the game.

Success in selling is far more a function of understanding its science and strategy, than of mastering secrets, scripts or manipulative closing techniques.

The fact is that the close happens way earlier than at the end of your presentation or pitch. If you are having trouble closing the sale, I suggest that you spend more time on lessons 1-3.
24th October 2005 From India , Delhi
execellet sir....u have written a complete guide/.....i feel we cant get more information in net than this one.. thanx a alot
25th October 2005 From India , Pune
7 Closing Tips (At A Glance)

1. Get your prospect to say "Yes" right away.

As you talk to your customers, ask questions that the person will answer "Yes" to. This is a great way to establish a right frame of mind.

2. Keep digging for the reasons behind the prospect's objection.

Probe and question your prospects. To every objection ask a "WHY" question:

Why would you say that? Why do you only deal with one company? But the successful ones also know when to walk away.

3. Sell the benefits - forget about features.

This is familiar ground that every sales person has covered.

Remember people want to know "What's in it for me?" People will always respond to offers that will make their lives easier.

4. Concentrate on a single point.

Focus on a single point and as hard as it is, try not to get distracted.

5. Know When To Shut Up.

How many sales are lost because a salesperson keeps talking past the point where the prospect is ready to buy. Read people and recognize when they're ready.

6. Sell To The Right Person.

Find out who will make the purchasing decision and spend your time with that person. If you're showing your presentation to the secretary, you're wasting everyone's time.

7. Be Persistent.

If a prospect is worth calling on, keep going back until you get the sale. Never fail to call on the prospect tomorrow who meets you with hate today. Timing is everything.

I guess this would work for you all!

Regards

Vivek
25th October 2005 From India , Delhi
:D Dear Vivek Excellent Lessons. I Like it. Keep your services to this community up. Ji :lol: :lol:
26th January 2007
Hi Vivek,
Stealing material from popular web sites and publishing it without mentioning the source is unprofessional.
Posting them as your own is a shame. Both your posts about closing are lifted from other web sites. Please do copy. But do mention the source.
Dont think the members of this forum are fools.
Good luck with your cut and paste.
Manish
29th January 2007
I too have seen the material on the web. Please do not post material stolen from other sites....The guy has not even bothered to change the titles or even punctuation marks...have you gone nuts???
30th January 2007 From India, New Delhi

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