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#31
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#32
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#35
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#37
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#38
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#39
Hot Tip
#40
80 % of your
sales will be to people you have done business with before. Less than
20% will be new customers .
80% of your
profit will come from only 20% of your customers. Who are your
most profitable customers? Can you do more business with them?
Draw a matrix
with your profitable customers listed down the left and your
products across the top. Blot out the intersecting squares showing which
customer buys which product. Immediately you can see who doesn't buy what!
These are your "windows of opportunity". Tell your existing
profitable customers about the products they don't yet buy!
You will question
your way into far more sales than you will talk your way into.
Ask "What
why and How. Where and When and Who?" For example never say "Can
I help you?" Because 64.5% will say "No thank you" or "I'm
just looking" Always ask "HOW can I help you?" and 67%
give a positive thinking response!
I get 18.5%
more sales when I wear a blue suit than a brown one. How you look says
more about you than you could possibly imagine. So dress appropriate…
Eye contact,
Smile, a cheery "Hello" mirror their body language -every time
you meet and you'll have them eating out of your hand!
Do not give
customers a choice between doing something or doing nothing.
ALWAYS give them an alternative choice. E.g. "Do you want to pay
cash or credit ?" Remember if they answer to either - they've bought!
Write down five
alternative choices you can use when selling your product or
service then practice drill and rehearse them. E.g. "Which colour
do you prefer the blue or the black?" "Do you want us to deliver
it; or will you pick it up?"
Do not give
a customer a choice of three - it just confuses them!
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