Sales Killers

[rbaker]

10 Things I Know About...Sales killers
　
10) No sense of urgency
There is no time better than the present to close your sale. You should never procrastinate the close.
9) No trust
It is nearly impossible to sell a product or service without first earning the trust of the client. You must appear to your prospects as being competent. Otherwise, you will be seen as a waste of time, money or effort.
8) No rapport
Rapport is one of the critical components of a sale, something that is difficult to describe but easy to know when it's present or, when it's absent. Remember, you have two ears and one mouth; good salespeople should listen twice as much as they speak.
7) Not understanding the need
Prudent salespeople fulfill an actual need. They take time to get to know their customer. They understand their customer's real needs for the product or service because they know these needs lead to ongoing sales through repeat and referral business.
6) Not selling the solution
Sell the problem you solve, not the product; sell the sizzle, not the steak. All products and services solve a problem or fulfill a need. It's this solution that people connect to and ultimately buy.
5) Ignoring influencers
To avoid this common mistake you can simply ask your prospective client, "Who else other than yourself will influence your decision or that you would like to have involved in the decision process?"
4) Not asking questions
Effective questions are a powerful, non-threatening, form of persuasion. Asking questions is the most important skillset for any professional salesperson since the answers ultimately illuminate the road to the sale.
3) Be there
The most important words in sales are "Be There." Be there literally, heart, soul, body and mind. Don't allow yourself to be distracted.
2) Price Awkwardness
about price is the Achilles ' heel of most sales teams. No one buys price, ever! They buy value instead. If you focus on presenting value, price will seldom be an issue.
1) Confidence
People are drawn to confident leaders and turned off by those who lack it. I suppose we like to associate ourselves with winners and, perhaps, we equate confidence with winning.

[Chris Ryser]

Perfect advise

[AngeHamm]

Solid.

[drk]

11.) "These frames will hide the bags under your eyes."
12.) "Your face shape is 'inverted triangle'. You have a really pointy chin."

[Uncle Fester]

13.) "You'll fit a size 6 dress first."

Great advise Mr. Baker- Sorry that I seem to be bringing threads off the rails this morning...

[smallworld]

14.) Spinach in your teeth, lipstick on your teeth, smell like a fresh cigarette, and armpit sweat spots. Or a combination of all of these things.

[Lori]

Assumptions. Never assume that a person will not spend money based on outward appearances.

[Lelarep]

11.) "These frames will hide the bags under your eyes." 12.) "Your face shape is 'inverted triangle'. You have a really pointy chin."

15) With this frame people will never see those crows feet!

[Cat-Eyes]

Assumptions. Never assume that a person will not spend money based on outward appearances.

so true!!

[smallworld]

16.) With this new prescription you will be able to see all of your wrinkles again!

[Paul Smith LDO]

17) I'm sorry, these frames aren't going to make your face look smaller, might I suggest something from the Ringling Brothers collection.

[drk]

18.) "The spotty tortoise goes well with your teeth."

[SharonB]

All humor aside... I seldom have issues guiding a patient to the right choices. The advice "don't judge what's in their wallet" always holds true. But a little bit of friendly questioning goes a long way, and does establish rapport with the patient. When an ECP really understands "cosmesis" the frame selection will simply fall into place. Maybe I'm gifted....maybe I'm delusional. But...I can almost always lead them to the right choices in color, shape, and size. That most of them came back specifically to see me must mean something went right. Maybe I smell good?

[Uncle Fester]

I'm sure Sharon is like me. When it's busy I usually show them 2 or 3 frames that are best. If they're hesitant I'll then tell them to browse "But these are the ones you'll come back too".

And they almost always do!!!

[rbaker]

All humor aside... I seldom have issues guiding a patient to the right choices. The advice "don't judge what's in their wallet" always holds true. But a little bit of friendly questioning goes a long way, and does establish rapport with the patient. When an ECP really understands "cosmesis" the frame selection will simply fall into place. Maybe I'm gifted....maybe I'm delusional. But...I can almost always lead them to the right choices in color, shape, and size. That most of them came back specifically to see me must mean something went right. Maybe I smell good?

I recall a sign from Tura back in the day when they were first starting out. It said:

"The only one who fears the price is the one who quotes it !"

or something to that effect. That was when their Tura, Mr. T retailed for over $100.00. Holy Mackinaw Andy, a pair of Panoptic bifocals in a Mr. T sold for $150.00 back in the day when it took a lot of balls to quote anything much over $50.00 to anyone other than Thurston Howell III or Lovey.

As I remember, it was Tura and Safilo who seemed to set the pace in routinely selling higher priced merchandise. It ushered in a major shift in the frame business. Most optometrists and opticians were very reluctant to pay much over $10.00 for a frame. AO set the pace by introducing some of the first "designer" lines and of course we began to see European imports hit the US market.

Just remember another old optical slogan:

"The difference between rape and rapture is good salesmanship !"

[AngeHamm]

Just remember another old optical slogan:

"The difference between rape and rapture is good salesmanship !"

Wow, that's.... stupendously offensive, my friend.

[rbaker]

Wow, that's.... stupendously offensive, my friend.

That, my friend, was a poster from B&L, circa 1960! I guess we were not quite so stupendously offended back then.

[braheem24]

That, my friend, was a poster from B&L, circa 1960! I guess we were not quite so stupendously offended back then.

1960's Rape was considered a crime of passion, Nowadays it's labeled correctly as a crime of violence.

[RIMLESS]

1960's Rape was considered a crime of passion, Nowadays it's labeled correctly as a crime of violence.

Some might argue that no sounds a lot like yes through duct tape..........

[Slim]

^^^^^^^ "Does this smell like chloroform?"



Maybe not on the funny, but I cringe when I hear this here...

"Would you like anti glare....?"

or

" Do you like that frame or No?"



I just wanna roll up a news paper and smak a person on the nose and say "No..."

[mervinek]

I just wanna roll up a news paper and smak a person on the nose and say "No..."

[/QUOTE]

So many times I want to do that! I worked at an office where the girl at the front desk would say to patients "Do you need something?" Not "How can I help you?" DROVE ME NUTS! a newspaper would have been a great idea!

[iD]

I once insulted a costumer by uttering "I have a big head too" she laughed and I back tracked. But the damage was done.