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SCM
is a premier sales trainer with 20 years'
experience in hiring, training and motivating
sales professionals. As a performance-based marketing,
training and consulting business our objective
is to have a positive effect on companies looking
for mutually agreed upon results. SCM has never
failed…we succeed because we have the experience
and depth to accomplish a turnaround, find new
opportunities and empower companies to change
the expectations of their employees. Those improved
expectations will occur after SCM evaluates a
companies current results, suggests changes, provides
training and creates a cohesive sales/ marketing
team that is empowered to accomplish more than
before. Sales training consists of identifying
the proper method or methods to be used to get
the desired result, There are five different sales
methods taught by SCM.
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They are:
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The
following two motivational talks have
inspired thousands and are now available
for you to purchase and use to inspire
and stimulate your employees. Having the
proper sales tools is one way to challenge
and motivate your staff. Purchase both
tapes and receive a FREE copy of the classic
talk entitled “Nothing
Happens Until Somebody Sells Something.”
For years this talk, by Red Motley, inspired
a generation of salesmen and the principals
are as fresh today as the day the talk
was recorded. Red
Motley was the former President
of the U.S. Chamber of Commerce and Publisher
of Parade Magazine and pridefully boasted
that he is and always will be a “salesman”.
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motivational and sales tape recorded
by Charles Salisbury, MBA which
states the difference between those
who win and those who lose. It is
rarely about ability as some of
the most talented people are mired
in details and confused with facts.
The winner is the one who finishes
first and gets what they’re
after. The losers are forgotten…finishing
second provides no glory and no
business. Be revitalized by this
inspiring talk.
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1.
Negative Sales Method:
This
method is the more difficult, but effective
method and is used when other positive methods
fail. It goes against the normal “feel
good” methods employed by most sales professionals
in the normal occurrence of their profession.
The negative method creates respect for the
sales professional in the same manner as an
interviewer asking questions of a job applicant.
This method is not deceptive but rather creates
a reverse desire to overcome a possible rejection
by the interviewer (salesperson) and has the
“prospect” trying to insist that
they are a qualified buyer and are prepared
to make a buying decision. This method is not
easy to comprehend and may require more time
to teach and implement but is the most effective
method of selling with the highest level of
successful sales. |
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2.
Trustworthy
Method:
This second method is based
upon the “Make A Friend” concept
which is the opposite of the Negative Sales
Method. In this case you are selling yourself
in the finest Dale Carnegie tradition, using
the other person’s name often, giving
sincere compliments, becoming their trusted
advisor and making a commitment to do everything
possible to satisfy their desire to purchase
whatever they want. The sales professional is
focused on the other persons wants and interests
and will help them turn their wants into reality.
People do buy from people they like, as well
as people they respect. This method has been
used by auto professionals as they greet customers
and help them “select” the right
vehicle for them and their family even though
the customer is “just looking”.
To make the transition from looking to buying
requires trust and friendship. SCM understands
the process and has trained many auto salespeople
to adjust from other sales methods to the trustworthy
method. |
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3.
Pressure
Sales Method:
This method can best be
identified with those nagging telemarketing
calls that encourage you to take advantage of
their limited offer, special prices (only available
if you decide now). This method is the most
offensive to people and requires a fresh lead
flow in order to find the gullible, the weak
and the masochist who can’t wait for the
phone to ring. The sad truth is that many good
products could be sold using less offensive
methods and get better methods at less cost.
Using the Pressure Sales Methods can create
sales but also creates a higher percentage of
cancellations and people associate products
sold in this method as inferior. SCM can assist
companies with find solutions to improve sales
using less pressure and more positive methods
and using incentives to encourage purchases.
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4.
Technical
Sales Methods:
This is the method most
commonly used by technical people like Sales/Engineers.
They go into great detail about the use and
benefits of their products and services. This
Method is used when a company, through their
purchasing agent, is looking for a product to
fulfill a specific need or meet specific compliance
issues. Price may not be a deciding factor unless
more than one product meets the specs. Then
the company may favor the person who has established
a firm relationship with the decision makers.
Companies and Government Agencies have specific
requests for goods and services that may or
may not exist in a manner consistent with their
needs. In these instances the sales professional
also operates as a purchasing consulting working
with their company on the design and pricing
of a product to meet the customers needs. This
method is also employed by Mortgage Brokers
who are motivated by gaining enough technical
information from a prospect to be able to make
a suitable finance recommendation. SCM will
create effective methods of competing in this
environment. |
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5.
Comparison
Sales Method: This
last sales method is very popular with retailers
and is important because
it is the last step between customers and products.
Since many consumers “go shopping”
and compare various products the ability of
the retail sales person to answer questions,
understand the customers needs and to explain
price differences between competing products
is essential to a retailers success. Despite
the challenges of comparison buying, the consumer
is often influenced by the knowledge of the
sales professional and often buys because the
customer trusts the advice offered by the retail
representative. An effective customer representative
employs some of the talents used in the Trustworthy
Method which makes proper sales training essential
to get maximum results. A retail outlet can
spend large sums of marketing money to increase
traffic but fail to get the sales results they
want if their sales staff is not properly trained
and motivated. SCM can have a positive impact
on your sales results. |
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Copyright
© 2004, S.C. Marketing, Inc. All rights reserved.
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