Tag Archives: selling in direct sales

4 Ways on How to be a Great Persuader

Every marketer finds it really challenging to find ways on how to effectively persuade people to try out his product, especially if what he is launching is something new. Indeed, effective persuasion is something that every marketer should learn to succeed in grabbing a share in the niche market. Now, how do you effectively persuade people?  You may persuade people in a gentle, unconscious manner. With this type of persuasion, you don’t need any other tactics. However, there comes a time when more aggressive persuasion is needed. Here are proven and tested tips for effective persuasion:

Traveling Salesman

Traveling Salesman (Photo credit: John Fraissinet)

1. Establish credibility

Credibility comes from two sources: expertise and relationship. Your credibility as an expert comes from other people’s perception that you will make an effective decision-maker or something is excellent about the product or service that you are offering. Relationship credibility meanwhile takes time to happen. When people feel that an individual listens, comprehends and works in the best interest of the team and team members then trust develops. In addition to trustworthiness, integrity, honesty and fairness are also important factors–no easy skill set in today’s very competitive environment.

2. Frame goals for common ground

Effective persuaders are good at framing their positions to others in a positive way. Another important aspect of goal-framing is to know your audience. Senior managers think differently than plant workers. Framing comes from effectively thinking through viable arguments, points and counterpoints; listening to identify the hot buttons of others; and presenting a thoughtful and cogent view of the issue.

3. Provide compelling evidence

Once credibility is established and a common frame is identified, persuasion becomes a matter of presenting all the evidence effectively so the audience can understand it. The effective use of language is essential in presenting anything, especially when trying to persuade others. Stories, data, examples, metaphors and analogies are all strong uses of language to persuade people.

4. Connect emotionally with the audience

Connecting emotionally with the audience is pretty complicated. You have to show passion without really making it too obvious. Make sure to tone down your mannerisms and make your emotions consistent with the product or service that you are trying to sell, or the idea that you are trying to espouse. Banging on the table, for example, may not be appropriate on certain instances. Gentle whispers won’t be that fruitful as well. Look for the suitable emotional match and you’ll eventually realize that you have successful persuade your audience.

It’s a tough job when your work involves persuading people to try out what you are selling. But it’s all worth it when you have eventually succeeded in grabbing their attention and in gaining their trust and confidence.

Author’s Bio:Manilyn Moreno is a freelance writer and online marketing manager for a catering software company. On her free time, she loves baking, cooking, and traveling.

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Talent Search: Five Ways to Recognise a Superior Salesman

Not everyone has what it takes to succeed in the world of sales. For every person who can make a thousand-pound sale in one phone call, there are several people who struggle to connect with customers. Learning the five things you should look for in a salesperson will help you find the right man or woman for the job.

Tenacity

A good salesperson is someone who is tenacious and has a never-give-up attitude. When that person hears someone say no, the individual steps things up and does whatever it takes to make a sale. This might involve offering a larger discount, showcasing the benefits of one product over another, or calling that client back on a regular basis until the customer agrees to buy.

Friendly

People who are naturally friendly succeed in the retail and sales worlds more often than those who are cold or a little withdrawn. Customers want salespeople who can walk a thin line between being friendly and being a little too personable. This approach does not work for all customers, but is wonderful for many others. The salesperson has to be able to give the customer a feeling of camaraderie in a short span of time.

Outgoing

The sales world is a field dominated by extroverted and outgoing people, and there is no room in that world for introverts. No one can expect to make a sale without having an outgoing personality. These are the people who can make clients instantly feel comfortable. They can make small talk, remember names, make jokes, and make customers want to buy. Their comfort creates the client’s comfort, and thus they are much more likely to buy. They are also able to ask the questions that other people may shy from without a hitch in their step.

Self-Starter

Self-starters are the people who can make decisions on their own and work away from the office. They do not need someone standing beside them or holding their hand, and they can work in an office setting or on the go. Finding these salespeople isn’t always easy, but you can use job sites to find the right applicants. Sales Vacancies and similar sites let you search job postings and find qualified people looking for jobs when you post a listing.

Disciplined

According to Lawrence Watkins, discipline is one of the most important skills necessary in a qualified salesperson. Watkins points out that those with discipline have the ability to follow through and make sales after others would give up. It might take twelve cold calls before finding a sale, or it might take a dozen calls before a client agrees to buy, but a disciplined worker will stick with it.

The best salespeople have a variety of skills and traits at their disposal. They never give up, they follow through with clients, and they can work in a variety of different settings. Use this list to narrow your search.

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A recent college graduate from University of San Francisco, Anica loves dogs, the ocean, and anything outdoor-related. She was raised in a big family, so she’s used to putting things to a vote. Also, cartwheels are her specialty. You can connect with her here. If you need professional training resources and staffing help for sales positions, Anica recommends you check out Sales Vacancies.

 

 

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Selling for Charity

I recently had a new person join my team.  But she had a different request – she wanted to sell and donate her proceeds to charity.  Specifically, she wanted to know if she could get her funds directly to her charity’s office instead of coming through her.  

Unfortunately, due to the type of business that direct sales are, I do not think many companies would do that.  It is considered a sole proprietorship and as a result, you are the owner and the person who benefits.  I did advise her that she could potentially have the company direct deposit all funds into the charity’s bank account but that she would have no control in regards to how much money they would get.  She could not split the money between them and her.

Another suggestion I made to her was to wait for her monthly payout and then take those funds and give them to the donation.  This would likely get her a tax slip as well as have proof that she took those funds for donation.  She would have to pay tax from her earnings but with the proof that all funds went to the charity should net out any taxes owing.  The most important thing here is to make sure to keep proper records in case of an audit.

She also wanted to know if she could take her proceeds in product instead of a commission cheque.  Thankfully, this is a little bit easier to enter.  Depending on the computer system, it may show you how much your commission/earnings are on an order before submitting.  If not, you can figure out how much free product you have based on your commission level.  Then just add that much more product to your order until the proceeds are used up.  It may not be quite as easy as that all sounds, depending on your math skills and how quickly you get confused.

 

 

Ideas on Discounting Inventory

Chances are if you have been in direct sales for a while you have accumulated some inventory.  Maybe they are items you received for free due to sales or rewards, maybe they are items you bought for a large discount or maybe they are items that customers returned.  Regardless, they are probably taking up a lot of space in your house and you want to convert them to cash.

Current Product:

If a customer can still order the product from the current catalogue, then you do not need to discount it by much if at all.  Put it out at a trade show for sale.

When someone orders the product at a party, you can just substitute in the stock item you have.  If you do not order something else of the same value, you may end up affecting the hostess credit.  Depending on how it affects it, it can still be cheaper to sell the stock and pay the extra rewards out of your pocket.

Out of Season Product:

If product is not currently offered, but likely will be back in the next season, there are several options.  The first is to discount it enough that it sells.  Maybe 10% off the first month after the season and increase the discount each month or some other method that works for you.  Then, if/when it comes back in season, you can put it back out for full price.

Discontinued:

This product is trickier to deal with.  You know that it is not coming back in the future, it is done.

Depending on the type of product, you may need to start discounting it right away.  For instance, if its a Christmas decoration and its January, you may want to mark it down 25% right away.  I actually tend to take these items  out of my for sale inventory within a month or two of the occasion ending as many people won’t look at Christmas items in March.  I bring them back out in September at the discounted price and go from there.
What you discount product for is up to you.  While it can be painful to discount something beyond the price you paid for it, remember that any product you are holding onto is money that is not in your pocket.