How to Improve Online Sales
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Watch Mark Winder’s Revenue Accelerator Video Here
Question: Mark, your approach to sales is somewhat unconventional in that you say that you sell “without selling”, what does that mean?
Answer: I’ve never sold anything”, Mark Winder talks about helping people buy, about being a doctor of selling
Question: So why do sales people and selling get such a bad rap?
Answer: Mark talks about the “bad old days” of sales tricks and manipulation. What it was and why it doesn’t work.
Question: If there was one piece of advice you could give to someone entering into a sales situation what would it be?
Answer: Mark talks about mindset and the power of enthusiasm that you must have to get better sales results.
Question: To me sales seems like such a “black art”, is that the case? or is there a method to the madness?
Answer: Mark discusses the 7 stages of the sales process
Step 1: Prospecting
Step 2: The original contact
Step 3: Qualification
Step 4: Presentation
Step 5: Addressing concerns
Step 6: Closing the Sale
Step 7: Getting referrals )
Question: Of those steps you mention above, what part seems to be the biggest stumbling block for people to achieve?
Answer: Mark talks about prospecting and dealing with rejection and how to make it easier – baseball players batting averages, top sales people’s batting averages, also mention how prospecting is a process, there are ways to make it easier (eg, advertising, referrals, positioning yourself, media exposure) and failing that, warm up a situation with a letter or an email – and remember, people will be strange or rude – that’s their problem, not yours. That’s because of baggage they’re carrying around.
Special Product Promotion: Maximum Revenues: The Top Ten Ways to Attract as many clients as you can handle and Mark explains the uses of these techniques.
Question: What about the actual sales meeting, what are the stumbling blocks to avoid? And what makes a great sales meeting?
Answer: Mark talks about the importance of preparation along with product knowledge, customer knowledge, the importance of an agenda and the importance of goals and fallback goals for the meeting.
Question: And once you have the agenda in place and agreed to – how do you navigate the meeting? How can you make sure you’re not getting off topic?
Answer: The power of building a rapport with people by asking questions . The person asking the questions determines the direction of the conversation and open vs. closed questions and how to get into an open question if you’ve asked a closed one by mistake.
Question: So asking questions is obviously important – but I always thought that a good sales person had to have the ‘gift of the gab’, if you’re asking questions, how can you talk about your products?
Answer: As discussed in the Better Sales Results training course Mark talks about listening and how important it is to actively listen to your customer. How it builds up trust. Listen to what the customer says – don’t formulate the next question – people see right through that.
Question: What about closing the sale? What’s the easiest, most effective way to close a sale?
Answer: Mark talks about various, easy, low-pressure ways to close a sale and the power of asking for the sale
Question: And what happens after the close? Anything?
Answer: Mark talks about techniques outlined in his Better Sales Results training program to use in post-sale follow-up and asking for testimonials and referrals – the easiest way to build up business.