Tips for new sales people

Several techniques can be used to improve acclimation into a new sales job. Even though not all sales positions are the same, there are some largely universal sales tips and techniques that can assist many new sales positions. Below are a few tips that can develop your sales and marketing skill by helping make the most of your sales efforts.

• Learn about potential clients

Clients are number one in sales because the success of your job is heavily dependent on if they buy or not. Think of your clients first, your product or service second and your company and self third. This prioritizes your sales efforts in a way that can bring results and leverage to your bottom line objectives.

• Communicate effectively

Communication is a huge part of sales because what you say and how you conduct any sales effort determines how well your message is delivered apart from pre-designed sales information and scripts. Effective communication addresses a contact's emotions, schedule, needs, finances, interests and personality all at the same time.

• Employ sales tools

Sales literature and tools are supplements to your sales presentations, but not crutches for a lack of sales delivery expertise. Start thinking of your printed information as a tool to highlight key learning moments and points in a sales script or presentation. This will help develop and deliver a stronger product or service.

• Know your product

There's little point trying to sell something you know nothing about unless you're incredibly good at talking and connecting with people on an emotional level. Knowing your product is helpful no matter how well you communicate and helps you answer questions well demonstrating both professionalism and expertise.

• Distinguish leads quickly

Time really is money in addition to effort. By being able to identify hot and cold leads quickly will save you wasted effort and put you in control of the situation. For example, an opening question such as "Do you know how your car can make you money?" both introduces a need for more money, and identifies the willingness or interest of a lead to both answer your question and communicate.

• Follow up with leads

Potential buyers may be interested in a product or service but not so interested to follow up themselves. They may also be too busy or forget to follow up on what you have presented to them. Some leads may be entertained by your efforts and have no intention to buy so be precise and quick with your follow ups. Those that don't schedule a meeting by the second or third follow up go from warm to less warm.

• Utilize company resources

Keep in mind sales encompasses a vast amount of product and services, so each new sales job is likely to have differences related to product or service offered, lead generation procedures, sales support, payment structure and so on. Your manager and company may already have a strong sales program in place, this can be to your advantage if you are able to merge you pre-existing sales techniques into their sales program. You can also improve your sales methods by learning from more experienced sales people at your company, and by consulting additional resources such as the following.

Sources:

1. http://bit.ly/auqriV    (Bureau of Labor Statistics)
2. http://bit.ly/acWGcb (Sales Tips and Techniques)
3. http://bit.ly/9wUTLk (Entrapreneur.com)

Pros and cons of the bait and switch technique

Bait and switch advertising is a method of generating business traffic for the purpose of introducing new customers to additional products that may otherwise have gone unnoticed or have otherwise been promoted less. Some forms of bait and switch are legal whereas other forms are not. Knowing the difference between legal and illegal bit and switch advertising, in addition to realizing when to use the bait and switch selling technique and with which product, is essential to its effectiveness as an advertising tool.

Pros of bait and switch:

• Promotes customer satisfaction

Legitimate reasons for a switch include being sold out of sufficient stock, showing a customer something they might also be interested in, and replacing or upgrading a product or service. These reasons are ways to improve customer satisfaction and service because they exemplify the willingness of the business to assist the customer identify a suitable alternative. For example, if a customer sees an advertisement for a cell phone then goes into look at that phone, their intent may only be to investigate the product further because they're in the market for a new phone. Switching sales assistance to different cell phones may improve this particular customers' shopping experience and research.

• Increases market exposure

Even bait and switch advertising increases market exposure. If a bait and switch campaign is considered negative and a company quickly follows up with clearer advertising, the net affect may amount to greater advertising leverage than had a standard advertising methodology been consistently used. In other words, the advertising itself can be bait and switch, starting with one type of ad to gain customers' attention and another to build on that attention.

• Higher sales

Bait and switch advertising can boost sales forecasts and can also do so on a consistent basis if 1. The method used is legal and 2. The product and market suit the sales tactic. In other words, some markets and products work better with bait and switch advertising than others. For example, unique brands such as Coach purses may not be as easy to switch with other brands however the purses themselves may be switched provided they remain the Coach brand. The use of market research can be highly useful in determining if and when a bait and switch marketing campaign is the right choice for your business.

Cons of bait and switch:

• Constitutes false advertising

The Code of Federal Regulations defines bait advertising as meeting specific criteria. Bait and switch advertising should generally not meet these criteria in order to avoid potential negative litigation. In light of this, variations of the bait and switch that do actually intend to sell the bait product in addition to switched products are safer and more effective than a traditional bait and switch.

• Reduces brand perception

Loyal, or long-term customers with specific advertising expectations may not value bait and switch advertising at all. They may perceive it as a breach of trust and non-recognition of their value to the company as long time customers. When using the bait and switch with such customers, it may be more affective to adapt the technique to a soft-sell or more personalized approach where the bait and switch isn't quite so defined. Market research is helpful in identifying client demographics, and preferences which can be used in determining whether or not a bait and switch is the right promotional choice.

• Could lower long-term revenue

Depending on a business and its clientele, a bait and switch advertising campaign could turn out to be a complete disaster. This is evident in a Pennsylvania State University Study about the bait and switch search engine advertising. In the study, 'piggyback products' are offered or advertised alongside search results for brand specific queries with the affect of lessening the impact of the original advertisers goals and paid for advertising. This is an instance of third party advertising using bait and switch.  

Sources:

1. http://bit.ly/aUTmKb (Federal Trade Commission)
2. http://bit.ly/19FIs0 (County of Los Angeles)
3. http://bit.ly/b64fVc (Law Brain)
4. http://bit.ly/8YiZLb (Edmunds)
5. http://bit.ly/aOO92Q (Pennsylvania State University)