The Sales Training Series: Sell Yourself Before You Sell Your Company

Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to "buy" the salesperson—you. The second is whether to "buy" your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.


This means that you need to sell yourself to the customer—by building rapport while conducting a good needs assessment—before you begin to sell your company and its capabilities. Not coincidentally, that needs assessment will also allow you to sell your company far more successfully. Why? Because you must first understand your customer's needs, before you can answer the customer's most important question about your company.
You must understand the customer's needs before you can effectively sell your company.
In deciding whether to do business with you, customers have three basic questions about your company:
1. What does it do? 2. What is it known for? 3. Is your company a good match for mine?
The first two questions usually can be answered with a rehearsed sales presentation that explains what your company does and the benefits that other clients have gained from doing business with you.
The third question is most important, however, and you cannot answer it with a generic presentation that relies on standard information. To persuade customers that your company is a good match for theirs, you must tailor your answer to their specific needs.
The best way to do this is to tie your company presentation directly to needs that you uncovered earlier in the sales call. You thus are able to present your company's capabilities as solutions to the customer's key problems and opportunities.

For Example:
"You told me earlier that service from your current supplier is taking more than 24 hours and that this causes you problems meeting your production goals. We would be a good match for you because our service response averages less than four hours. With our company handling your service you will find it far easier to achieve your goals."
"Are we a good match?" is every customer's most important question about your company. You cannot answer it before you have uncovered, understood, and agreed upon the customer's needs. "Sell yourself" first by demonstrating that you care about those needs. You'll be amazed at how much more effectively you can then sell your company.
In The Field:
If you are in a commodity business and competing with rivals who sell on price alone, it is especially vital to tell your customers a powerful "company story" that explains why they should do business with you. For National Camera Exchange, which competes in the commodity-oriented business of photographic equipment, differentiating itself from the myriad of price-only suppliers is a daily challenge. National Camera's added-value proposition lies in the expertise and consulting skills of its sales force. Its equation for success or failure is simple: If the story of that consulting capability isn't told effectively, the company loses to lower-priced competitors. Sales and training manager Sean Morgan says that an Action Selling sales training program made a world of difference. "Since more of our salespeople are telling our company story, we are posting higher numbers, and they look less like a roller coaster," Morgan said. "When the customer needs an education on camera equipment, it is critical to sales success to show them how National Camera is a good match for their needs."

What Are The Benefits Of Sales Training?

There is a real argument amongst salespeople that sales cannot be taught and that it is a natural skill that cannot be taught. People that are good at sales have always been good at sales and always will be. There are a number of salespeople that perpetuate this myth and claim that there is a knack of making sales that cannot be grasped by many people. They claim that it is some kind of dark art for which only a select few have the skills to do well at it. This is of course ridiculous.

This myth like many myths does have a link to reality but nevertheless it is very easy to teach skills that can be transferred to any kinds of sales and these skills can be taught to anyone. So what is it that makes a salesperson good at what they do and can it be taught to anyone?

Attitude

It is said that 'sales are contingent on the attitude of the salesman not the attitude of the prospect' (W.Clement Stone). The attitude of the sales person is probably the single most important aspect that leads to success. At best it can be a really positive force in making a sale. If the sales person is genuinely enthusiastic about the product that they are selling then the customer will respond well. If they can see passion in the eyes of the salesperson they are far more likely to buy. Statistics seem to back this theory up with 75 percent of purchases made as a result of a gut feeling as opposed to being logical or rational.

The attitude depends on someone's passion for what they are selling. As a result anyone can be a great sales person as long as they are selling something that they are passionate about.

Knowledge

Once the salesperson has demonstrated a great attitude and reeled the prospect in they need to be well equipped with in depth knowledge about the product or service that they are selling. It is vitally important that the salesperson can answer the questions that the prospects ask and volunteer the most important bits of information with ease. The skill is to impart this knowledge without pressing the prospect too hard and to do so by avoiding jargon.

Integrity

It has to be said that sales people are not renowned for demonstrating integrity but nevertheless it is an important part of the job and those that can deliver on the promises that they make will invariably be more successful than those that let their prospects down.

There are well publicised stories of savage door to door sales people that bully old age pensioners into parting with their well earned pensions for something that they don't need. These types of sales people will not only die a slow and painful death and be condemned to hell they will also get found out and it will inevitably affect their sales. People that buy products usually respond well to honesty from their salesperson and even if the salesperson highlights the flaws in the product they will still make a sale if it is done well.

Training

There is a common misconception that salespeople can't be trained and that it is a skill that is purely natural. Although there is definitely a knack for sales it has to be noted that there are plenty of techniques that can be taught to anyone regardless of their natural aptitude for sales. Anyone can be taught to utilise these techniques and improve the level of sales that they make. When these skills are mixed with the right attitude and knowledge anyone will become a master salesperson.

Presenting Your Product

Presenting Your Product
We all know the expression "you only get one chance to make a first impression," well it holds true when it comes to presenting your product to your customer.

For starters, the last thing you want to do when a customer walks into your office is present the first product that pops into your head.
Before you present a product to your customer, you must first find out exactly what it is your customer wants and needs.
The first thing you want to do is introduce yourself to your customer. Offer them a seat and make them feel as comfortable as possible.
Get to know your customer, talk about non-business subjects, this will take some of the pressure off of the both of you and make it easier to talk to one another.
Once you believe that you and your customer have found a comfort level, begin to evaluate your customer's needs.
Start by asking questions to find out his reasons for coming in to see you. Find out what products he currently has and uses. And how much he pays for them. Find out all you can about the company he obtained his products from, and what he thought of the customer service he was provided with.

It is important to know these things for reasons of comparison.
Once you have evaluated your customer and have a pretty good idea of what his needs are, get ready to present the products you have, that you believe to be an ideal match to his needs.
But before you make your presentation, make sure that you are prepared. Have all the materials you need to make your presentation a solid one at your finger tips. Such materials would include, brochures and literature, not only to give to your customer, but to go over with your customer. Unfold the brochure in front of him as you discuss the product. Literature is also a good way to be prepared in case you are hit with a question you can't answer, this will be a good resource for reference.
The point that I am trying to make is; Present to your customer a product you believe they will need. Your presentation should be based on the information that you have gathered from your customer during your sales session.
You could be the greatest presenter of products in the world, but if you are presenting products that customers don't need, you'll never sell a thing.
So be sure to evaluate your customers before you start presenting your products.
This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

The Upsurge in the San Francisco Real Estate Market

The commercial real estate scenario in San Francisco is on an upsurge and is flourishing to say the least. Whether, it is residential real estate market of the Silicon Valley or the real estate market up north that is more commercial in its essence, San Francisco is witnessing an astonishing boom in the real estate scenario as the realtors bask in the glory of this boom. This period of great prosperity is manifested in the city's skyline that is typified with the silhouette of monstrous cranes. It's true that numbers speak for themselves. 

Guess the number of licenses granted for cranes during the time period between the year 2009 and 2011. Let me help you, thirteen. Only these many permits were granted for cranes during those two years by San Francisco's administrative authorities. Now take another guess for the number of licenses permitted for cranes between the year of 2012 and the present day. You will be astonished to know the number. The city's administrative authorities sanctioned an astounding number of eighty seven permits for cranes after 2012, till now.

These cranes are deployed for the purpose of constructing office buildings where the current rental charges on an average are around 64 USD per square foot. This rent is almost twice the national average rent. This particular fact states a lot in itself about the real estate scenario of San Francisco.The situation was not always as rosy as it is now. In the year of 2010, the real estate market of this city went through a terrible period of low and decline. The market was highly fickle and shaky. Nevertheless, since that time the property prices have soared up by almost ninety percent.

Such a steep ascend of the real estate prices might also imply the formation of a bubble, but not according to the realtors of San Francisco who have immense belief in the longevity of this period of prosperity. They find significant credence in the ability of the current real estate market to sustain for a long period of time. The belief somewhat stems from the strong position of real estate in Silicon Valley.

Silicon Valley is the source of this prosperity if the realtors have to be believed. The technical industry is driving this great demand for office space in San Francisco. The demand is so high that it has become increasingly difficult for the interested parties to lease an office in San Francisco, especially in the Bay Area. If the facts and figures are to be believed, the under construction office space area is around 4 million square feet and about half of this area is already pre leased.  

Check the TOP 13 searches for the US real estate jobs:

Real Estate Accountant

Real Estate Administrator

Real Estate Agent

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Real estate asset managers

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Real estate brokers and sales agents

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Purchase Digital Night Vision Rifle Scopes at Compelling Prices

Whenever you are thinking to buy something, it is important that you have done a thorough research on the subject, so as to establish what you are getting yourself into. This is while bearing in mind that whatever you are planning to buy could cost you a fortune of an expense. It is therefore recommended that one should critically look into its pros and cons. This application is also applicable when it comes to buying hunting items or military weapons. It is for sure necessary that you consider various tips and tricks to choose the Best Rifle Scope.

A Rifle Scope is a type of a gun usually used and preferred by hunters for hunting or for shooting spheres; used also by military professionals. It is something that you will be buying for a lifetime usage. Thus, with the acknowledgement that it is such an important tool, there are few aspects that you should look into before purchasing one. It is often seen that a novice hunter does not understand, that the quality of a rifle scope can be more important than the quality of the rifle. They are eager to spend 1000$ on rifles, while only 50$ on scopes. A hunter can hit a target using an average gun with a great rifle scope. But a hunter using a poor scope will have trouble hitting targets even with the best rifle. So, if you're not very familiar with rifle scopes, it can be a little intimidating, because they come in many different varieties. The type of scope you'll need depends solely on the type of shooting you want to do. For example, a target shooter and a deer hunter will need different kind of scopes.

A wide variety of night vision rifle scopes are available for sale in the market. Go for reliable and authentic sources who offers some of the best digital night vision rifle scope to customers. They believe in customer satisfaction because of which they sell only high-quality products that are made with the finest quality materials. They have the widest range of collection, which lets you choose your desired product, according to your needs and requirements.
They have products like- Yukon NVRS Gen1+ Night Vision Rifle Scopem, Pulsar Phantom 4x60 Gen3 Pinnacle Auto-Gated Night Vision Rifle Scope, Digisight N750 Digital Night Vision Rifle Scope, Digisight N550 Digital Night Vision Rifle Scope, etc. The good thing about them is that they are not very expensive and comes at a reasonable rate.

Hasa: from modest beginnings to being the best in the world

Like many great things, Heng Feng Bicycle Company started out with a simple beginning. Armed with just the passion for bicycles and a savvy for technical innovation, the company slowly carved a niche in Taiwan's bicycle market in the 90s with its folding bikes under the "Hasa" brand. Folding bikes enabled riders to collapse the cycles and carry them around wherever they went, which meant that the rider could keep an eye on the bike and prevented it from being stolen. The bike's compact size saved a lot of space. However, restrictions in rail and airlines eventually limited carrying folding bikes as luggage. Sporting tastes and trends also changed.
Nevertheless, Hasa's passion for bicycles never wavered. With the brand now a household name, it continued to develop bicycles—this time focusing on bikes with a carbon or Titanium frame. Hasa's philosophy was simple, the bicycle frame was the "soul" of the bike. A stable frame, meant everything could easily come together.
Hasa followed the same principle in marketing their products. Their unique, sturdy and stylish bicycles would speak for itself. And so it did. Hasa's bicycles took the Taipei bike shows by storm. By this time, their prestigious Titanium and full carbon folding bicycle, the "Minimax"garnered a lot of attention for its groundbreaking technology. Eventually, Hasa slowly but surelyearned accolades in bike shows all over the world like the Shanghai Bike Fair, Eurobike and Cycle Warsaw, on its way to become a globally recognized brand. Today, Hasa has stores in the United States, several countries in Asia and in the Middle East. However, despite its success Hasa continues to strive for a customer-driven approach, product excellence and value for money.
Sports Corner is no stranger to humble beginnings and customer based satisfaction, and gladly continues Hasa's tradition by offering its unique bicycles to Qatar. The R2 (Sram APEX) is first on the line. The carbon and aluminum frame makes a study core, while the Shimano BB-86 Bottom Bracket pressed to the same frame assures better pedal feedback and efficient energy transmission. The R2'scompressed crankset and cassette assures an increase of 13 percent in climbing efficiency, while the bike'sgeometry gives the rider the most comfortable riding experience. Another impressiveHasa product available in Sports Corner stores is the Gallant 5.0 (Shimano DEORE). The aluminum-framed bike weighs only 18 kg. But with a 30 SPD shifter system. Its cone-shaped tube design also allows more strength and stability when turning. The Gallant's 74mm disc brake post mount designdelivers better braking system compared to other bikes which provides a safer ride.

Finally, Hasa'sR1is another masterstroke in terms of technology and aesthetics. The 22-speed bike comes in various colors and has a sturdy T700 Full Carbon frame. It has the Hasa standard Shimano BB-86 Bottom Bracket pressed into its frame for greater pedal feedback and more efficient energy transmission. R1 riders can expect a more comfortable riding position due to the bike's frame geometry. Also, riders will exert less effort since the R1's crankset and 11-32 cassette improves climbing efficiency by 13 percent.
Athletes and cycling enthusiasts who want to check on other Hasa bicycles that will fit their needs can drop by any Sports Corner stores or visit the website at www.sportscorner.qa

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