Some of my favorite sales tips ….
TIP #1: Even with the wide acceptance of credit cards, buyers still prefer Net 30 terms.
TIP #2: Don’t be apprehensive about talking to store buyers: they are just friends you haven’t met yet!
TIP #3: Your wholesale price should be at least half of your retail price. If it is more than half, you may have a difficult time selling to gift shops.
TIP #4: Fast and complete follow-through with orders, question and contacts from buyers is critical to increasing sales and credibility.
TIP #5: Watch your competition, but don’t be paralyzed by what they do or offer.
TIP #6: Having good sales materials that you can leave with buyers makes you look more professional and generates more orders after you leave.
TIP #7: Buyers are busy people. Be considerate of their time!
TIP #8: Make it as easy as possible for buyers to order from you. Offer fax, toll-free phone number and email as ways to order.
TIP #9: Colorful packaging sells products. Your product should stand out on the shelf from ten feet away.
TIP #10: High-quality color photos of your products are a must for your sales materials and website, if you have one.
TIP #11: When showing a potential buyer your products, give it to them to touch and feel.
TIP #12: Putting products in a retail outlet on consignment devalues your products! Save this option for Consignment Stores only.
TIP #13: COD shipments can be refused and the sender is stuck with paying for shipping both ways.
TIP #14: Making friends with a buyer goes a long way to increase sales.
TIP #15: Always address the sales process as if the sale had already been made.
TIP #16: The customer (or buyer) is not always right, but it is best NOT to make them wrong — it doesn’t help you or your customer or your business!!
My favorite tips from Sydney Biddle Barrows, The Mayflower Madam — taken from her book, Uncensored Sales Strategies
* Stop! Do not do another thing, do not spend another penny until you have figured out what business you are really in and what your customer really wants.
* So many business owners let themselves be blindfolded when they fall into the ‘my business is different’ trap. That is not just sensory deprivation, that’s opportunity deprivation
* Mother may have warned you that being easy was a bad thing, but I am telling you that being easy is not only a good thing, it can make you good money too.
* Just because a prospect fits into your ideal parameters, they are still not an ideal client if they are difficult or unpleasant to do business with.
* It’s not about you. Your customers couldn’t care less what you like or what you think they should buy. Customers only care about what they want. So if you are interested in getting their money into your pocket, you’d better find out exactly what that is.
* Regular and frequent contact is key. You don’t want to be perceived as the occasional one-night stand.
* You need more than good foreplay to consummate the deal.
* There is no business in which a creative and persuasive guarantee cannot be made. You may just need to dig a little to find it.
* You can satisfy some of the people some of the time and you can satisfy some of the people all of the time, but you can’t satisfy all of the people all of the time (with apologies to Abraham Lincoln).
* They’ve got to perceive it to believe it.
* You really do only get one chance to make a good first impression.
* It’s not just what you do, it’s how you do it.
* When you have put all of the interlocking pieces of the puzzle together correctly, the issue of price evaporates.
Tips From “The One Minute $ales Person” by Spencer Johnson
* Behind every sale is a PERSON.
* The ‘Wonderful Paradox’; I have more fun and enjoy more financial success when I stop trying to get what I want and start helping other people get what they want
* My selling Purpose is to help people get the good feelings they want about what they bought and about themselves.
* I quickly reduce my stress because I no longer try to get people to do what they don’t want to do. When I sell On Purpose, it’s like swimming downstream.
* Whenever I am successful, I know I have chosen, consciously or unconsciously, to use the positive thoughts that created my success.
* Before I can walk in another person’s shoes, I must first take off my own.
* When I want to remember how to sell, I simply recall how I — and other people — like to buy.
* People don’t buy our services, products, or ideas. They buy how they imagine using them will make them feel.
* After I sell On Purpose, people feel good about what they bought and about themselves. And so the give me invaluable REFERRALS!
* Self-Managed Selling first helps me to realize how good I already am and then it lets me enjoy becoming even better!
* We become what we think about.
* I help myself realize my sales goals by catching myself doing something RIGHT!
* Whenever I see that my sales behavior is unacceptable to me, I take a minute to reprimand my behavior and to praise my self.
* Share It With Others!
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