You Can't Sell Anybody
Anything
Once you remove the stigma about the
typical sales process and replace it with the concept that you are
simply helping people make a good decision, the whole game
changes. Your confidence will soar, you will have a clear
understanding of what selling really is and your ability to convince
people will skyrocket.
The seven skills in this ebook are easy to
grasp, easy to apply and, most importantly, easy to blend into your
current selling process.
Here is an example we can all relate
to:
The harder you try to SELL the extra hot wings, the
cheese sticks or the bigger pizza, the more resistance you build between
you and your customer. When someone places an order and your
server or the person taking the order applies pressure to "up sell" the
customer, the customer feels the pressure and most of the time backs
off. After the server or order taker fails a few times they get
discouraged and usually quit trying.
So if you can't sell anything what is the answer to
increasing check size? Here is the key: people like to make their
own decisions.
Here is a guaranteed way that can get customers to
add something to the order every time. And your servers won't mind
doing it as long as you give them a three minute sales lesson about what
their roll really is. Explain to your wait staff that they are not
expected to try to SELL the customers more items, but the they are
expected TO HELP THEIR CUSTOMERS MAKE GOOD DECISION ABOUT THEIR
PURCHASE.
What this does is removes the stigma of seeing
themselves as a PUSHY SALES PERSON and they instead see themselves as a
MEAL CONSULTANT or perhaps a FOOD CONSULTANT.
For example. Let's say a family of four just
entered your restaurant and they are looking over the menu.
Instead of saying something like "Hi, my name is Mary and I am going to
be your waitress tonight, would you like an appetizer?" Or "Hi, my name
is Mary and I am going to be your waitress tonight, what would you like
to drink?" What if they said this:
"Hi, my name is Mary and I am here to help you make
the perfect choice for your meal. Do you mind if I give you a
quick update about what most people have been ordering?"
What have they just done?
First, they got permission to help them make the
perfect choice.
Second, customers will not be able to NOT know what
most people have been ordering.
Third, they are not SELLING, but rather offering to
give their customers a NEWS update.
Forth, they have put into play the fact that most
people don't make their own decisions, they do what "other people"
do.
Fifth, they are giving their customers the option
to say, "thanks, I appreciate it, but I am just going to have the
Eggplant Parmesan."
This ONE LINE has that much punch!
Once your waiter, waitress or person taking the
order gets their permission the customer is not being SOLD, they are
being informed. The customer is being INFORMED about the most
popular appetizer, the great comments they are getting about the hot
wings, the best selling desert and why so many people are crazy about
it.
If you are not sure about the power of this
concept, let's try it on YOU. Let’s say I am a sales person coming
in through your back door and you are the owner of the restaurant.
I say: "Hi Joe (or Jane), I'm here to sell you some chicken wings,
how many boxes do you want?" You may not NEED any chicken
wings. You may have bought chicken wings from someone else.
You may get upset because this pushy sales person is trying to SELL me
something!
Let's try the same technique on YOU and see if you
would be more willing to listen and perhaps place an order.
"Hi Joe (or Jane) my name is Bob and I am here to
help you make the perfect choice for some of the items you have on your
menu. Do you mind if I give you a quick update about what most
people have been ordering and why?"
The "quick update" is NEWS!
The reason people listen to the news and read the
newspapers, is because of the word that's buried in both of these items
-- "new." That's the one thing everyone is interested in -- what's
new. They want to know what's happening now, who's doing what, and why.
They want to know what's unusual about it, or different about
it.
If your wait staff person or order taker make the
presentation "newsworthy" they will be on their way to making the extra
sale. And it only has to be a "quick update" about your new menu item,
your most popular menu items, your best selling deserts, or what your
customers are saying.
Here are the seven chapters
in this book...
1 PLANNING - Planning strategies
that will double call effectiveness. As much as 78% of your success in
sales is determined by how well you are organized and how well you
manage your time! You will learn a new way of goal setting that will
keep you selling with laser focus. You will learn a few simple planning
strategies that will increase call effectiveness as much as seventy
percent!
2 - ASKING QUESTIONS - You will
learn how to have every customer present a blueprint showing you exactly
how to make the sale. When you learn how to ask certain questions your
customers will literally tell you how they can be sold! There are a few
magic questions you can use to gather information that will give you a
blue print showing specifically what to do to sell every account .
3 - GETTING ATTENTION - Why ninety
percent of sales are lost during the first minute of the sales call. A
customer makes a decision about a sales person during the first SIXTY
SECONDS of a presentation! During that short period of time 90% of all
sales are lost! Once you discover the most powerful way to open a
presentation your customers will lean forward and ask for more!
4 - MAKING A PRESENTATION - A
powerful top secret presentation strategy that will unlock the door to
every sale. According to my research nearly all presentations are based
on the wrong thing: trying to find needs. Here's the problem… customers
don't NEED anything! When you see how the secret of a persuasive
presentation works, you will have the key that will open the door to
every sale!
5 - OBJECTIONS - Overcome the most
difficult objections and use them to build customer confidence. After
learning how to identify and overcome objections, sales will take off!
Once you understand the REASON customers give objections, you will
understand why objections are actually buying signals. The program
includes three types of objections. SMOKE SCREEN objections used to test
you. Objections to HIGHER QUALITY and how to negotiate PRICE. We will
identify the 27 objections YOU hear every day.
6 - CLOSING - Strategies that will
guarantee every sale at a higher price. CLOSING is the one skill that
separates the amateurs from the professionals. Once you see how
effective these methods of closing are, you can literally write your
orders in advance! You will not only learn how to use the most effective
closing strategies, but more importantly, you will learn how to build
them into your presentation and close with positive expectations.
7 - FOLLOW UP - Follow up that
locks out the competition and keeps customers buying. Only 10% of all
sales people follow up to a customers satisfaction! You will learn how
to be the type of sales person customers want to do business with. In
addition to covering a dozen strategies for staying ahead of the
competition you will learn a follow up system that will help you build a
stronger relationship with each one of your customers.
Order this ebook today
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