Referrals and Testimonials in Sales

           Referrals means the act of referring someone/something for consultation OR a person who can be referred to.Testimonials refers to people or formal statements testifying to someone's character and qualifications.

ASKING FOR REFERRALS : 

Make asking for referrals a part of your presentation.This will help you reach out more number of people and you obviously will end up giving more number of presentations.In order to get the referrals we must do the following :

1. Establish a good rapport with the client

2. Have a satisfied client.

3. Know how to ask for referrals.

4. Be proactive.

      In case a person is hesitant to give referrals,the salesperson must find out the reason for hesitation.Getting referrals is a matter of earning them,because referrals put the referring party at risk.Hence,the only way to get referrals is to establish TRUST.

TESTIMONIALS :

A Testimonial really gives confidence to the prospect who mentally tells himself :

1. If they could trust the seller,so can I 

2. They must have done their due diligence.

3. If the products are good enough for them,I'm sure they would be good for me too.

4. They must have been satisfies that's why they gave a testimonial letter.

HOW TO OBTAIN A TESTIMONIAL LETTER :

Just asking for one testimonial is a wrong way.To this,client may not turn up.This is because your client's and your priorities are different and he may just forget.

The following approach works well :

1. First,Confirm that the client is totally satisfied.

'Mr.....,do I take it that you are totally satisfied with the solution that we have provided you ? It takes care of your need,doesn't it?

2. 'Could I use your name in case somebody would want to talk to a satisfied client?'

3. 'Just to make it easy I can draft a testimonial letter with your approval or amendments,you can have it photocopies on your letterhead,would that be OK?'

      These are some of the  significant approaches to get a testimonial letter.

Hopefully this blog post was meaningful and knowledgeable.Would love to add more to it,in the future.

Thank you for reading.

VISHWESH WALI-INDIA

Prospecting in Sales

           

 Prospecting is the lifeblood and key to success in sales.Daily prospecting is like sowing seeds everyday.This ensures that you can harvest continuously.Sales professionals who get involved in too many activities,forget or don't have enough time to continuously prospect.That's when problem arise.They go into feast or famine mode.Regardless of how busy a person is today or how well they are doing,if they are looking to achieve good results in selling they must engage in prospecting daily.

        Who is a prospect?
Prospect is someone who meets the following three criteria :
1. A need for your product.
2. Ability to take a decision.
3. Money to buy your product.
If any one of the above criteria is missing,he is not a PROSPECT.

SOURCES OF NEW CUSTOMERS :

1. News media 2. Competitors. 3.Industry association memberships 4.Referrals from partners and existing clients.5.Networking through fraternal organization.6. Telemarketing 7.Direct mailing 8.Advertisement 9.Cold calling 10.Websites and blogs 11.Trade shows 12.E-marketing/Social media.

Existing customers-The best source of new customers is through referrals from existing customers.
These are some of the important sources of new customers.
NOTE : Simply having good intentions doesn't bring business.Good and consistent action brings business.

Signature Presentation : Good Sales professional create a sixty second grabber,or something called a 'trademark' or 'Signature presentation.'Signature presentation is a presentation in which you don't have enough time to give your complete presentation.In such cases,if you you are going to give a long speech,you are losing out.Hence,there is a must to develop an extremely short presentation,comprising of 2-3 attractive statements.Your statements must make the other person saying,'Tell me more about it.'This will increase the probability of closing the sale.Hence,Signature presentations are important.

THE NATURAL MARKET : In Sales,its always important to understand the market.There is something called "Natural Market."Natural market refers to friends,relatives and acquaintances.There are several benefits of contacting the natural market when you are involved in Sales.

I learnt the following benefits of calling them :
1. Getting an appointment from them is relatively easier than getting an appointment from an outsider,
2. When they are buying the same products from someone,so why not from you ?

3 If they don't need your product today,they will atleast know whom to contact when a need arises.

4. Hopefully the relationship will mean providing a better service.
5. Knowing your credibility,they will give referrals more easily even if they don't buy your product now.

      This is some substantive information about 'Prospecting in Sales' that i could provide.Hopefully,it was useful and knowledgeable.
Thank you for reading.
-VISHWESH WALI,INDIA

The Selling process

             Selling process is very important to be understood by the sales professionals.Here are the steps in selling process and other requirements for selling.There are several steps in a selling process.They are:

1.Planning 

2.Preparation

3.Prospecting

4.Approach-telephone or personal

5.Attention

6.Establishing rapport

7.Presentation

8.Fact-finding

9.Uncovering the need-questioning techniques

10.Creating a want

11.Presenting a solution

12.Trial close

13.Handling objections,if any

14.Reconfirm the answering of the objective 

15.Trial close

16.Closing the sale by signing the order

17.Reinforcing the sale

18.Getting referrals and new business

19.Keeping all your commitments which made the sale

20.Relationship building to build loyalty.

    Preparation is a major step in the process of selling.There is a saying-'When opportunity meets preparation it is called-GOOD LUCK."'Preparation also involves clarity of thought,regarding the purpose of meeting.

        There are two essential things that has to be kept in mind for effective sales.

1.Sales tools and sales aids : Anything that assists you in making your sales presentation effective is called 'Sales tool.'For sales tools to be effective,they must be self-explanatory.It means they should speak for themselves.They should be simple,otherwise they detract.

2.Identify the people that count : 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.Obviously their closing ratios go down.Hence,ensure that you make presentations or talk or deal with the decision maker.This will help your closing ratios go up.

          This is about the different steps involved in selling and other essential things to be kept in mind.

I hope that this blog post was useful to you.

Thank you for reading.

BE HAPPY AND KEEP ROCKING.

-VISHWESH WALI,INDIA