Here's the November 2010 issue of Psyche-Selling TM eNewsletter, and the year is fast coming to an end yet again.
At this time of the year, you might be strategising how you would want to generate sales so that you can achieve or exceed your targets for 2011, especially when customers' demands are getting higher than ever before.
As you might have known by now, there are some sales communication tactics that gave you success previously may not be working anymore when customers get smarter and more knowledgeable. You may need to give a jolt of creativity to your sales strategy instead.
Hence, this month's topics:
This issue's main article is on "Using the Six Thinking Hats® to Win More Sales and Get More Customers", and it is about how you can organise your sales meeting so that you get better results out of those meetings with customers.
In the meantime, I have been certified to train the following programmes, thus becoming one of a few trainers and consultants in the world to have competencies in sales force effectiveness, leadership and creative thinking:
Using the Six Thinking Hats® to Win More Sales and Get More Customers
by c.j. Ng
Certified Facilitator, Six Thinking Hats®
Jerry believes he had his client eating out of his hand. After all, Jerry had done his research, asked the critical questions and made a presentation so smooth that the client was simply impressed speechless.
In addition to Jerry's impressive pitching and presentation skills, Jerry believed he had assembled the perfect package that was customised to meet the client's every need. It fit the client's requirements to a perfect "T". The client could not have gotten any deal better than the one Jerry was pitching.
Jerry has every reason to feel confident that the client will buy. All that the client needs to do is to simply get the relevant approvals, and the contract will be signed and confirmed in a few days' time.
While Jerry fully understands that it is difficult to lure away his competitor's key account, and make them buy from him instead, he is nevertheless disappointed at the outcome. Now, Jerry is wondering what else he could have done to make sure he wins the deal.
Undaunted, Jerry seeks turns to the Six Thinking Hats® to help him cover all aspects of what the client is thinking, so as to win his next sale.
Structuring Your Sales Conversations According to the Six Thinking Hats®
For the uninitiated, the Six Thinking Hats® is a creative decision making tool that allows a group of people to generate innovative ideas quickly without individual emotions or personal egos getting in the way. In essence the 6 hats are:
While the Six Thinking Hats® are commonly used to solve problems, generate innovative ideas, or mapping business strategies, here's an illustration how you can use it to win more sales and get more customers.
Before you start any sales meeting, be sure that you plan out the sequence of how you want to conduct that meeting. At the start of any meeting or communication with a customer, use the Blue Hat to set the agenda and focus of your meeting. Since customers are busy people, they will want to know what you would like to discuss with them, and for how long. You may phrase the your Blue Hat statement as a Valid Business Reason, which simply is a clear, concise and complete statement to help your customer accomplish, modify or avoid some important business issues.
Alternatively, you can also use the Blue Hat to explore certain issues with the customer, starting with "Would you be open to explore something new to reduce costs while improving results?".
Besides setting the agenda and focus of the meeting, you can also use the Blue Hat to:
Suggest the next steps, and get the customer's agreement on your next steps
Winning the Customer to Your Way of Thinking
Once the agenda and focus of your meeting with the customer is set, you can then structure to find out what they need you to do, IF they are going to buy from you at all. In short, here's a set of suggested steps for your sales meeting:
As Sun Tzu says in the Art of War, "The victorious army plans for victory before fighting, the vanquished army fights before planning for victory" (胜兵先胜而后求战，败兵先战而后求胜), planning for your meetings with customers could be the key success factor for your sales meeting. In fact, most sales people don't plan before seeing customers, and that is precisely why they could not improve their sales results despite their best efforts.
As Dwight Eisenhower aptly summarises, "In preparing for battle, I have found plans are useless, but planning indispensable", the usage of the Six Thinking Hats® is not to stick to one fixed plan regardless of what are the customers' responses. It is because you have planned how you would like to lead your customer in your conversations, that you know what are some of the contingencies you can fall back on. It is entire then up to you to be flexible about adjusting your plan.
Handling Customers' Objections Using the Six Thinking Hats®
While using the Six Thinking Hats® to lead your sales conversations might reduce the number objections from customers, it does not mean that customers will not raise any objections at all.
Here's what you should know when faced with objections:
So here's some suggestions in using the Six Thinking Hats® to handle objections:
Need help generating better ideas to win more sales and get more customers? Simply e-mail email@example.com or call +86 21 58768009 for Mary to find out when is the next Six Thinking Hats® working session in China.
Power Breakfast Hour: 14 December 2010
Join International Sales Force Effectiveness consultant c.j. Ng as well as Senior Consultant of de Bono China Mr. Phil Law in this Power Breakfast Hour in Shanghai where you will find out:
VENUE: Crowne Plaza Shanghai • 400 Panyu Road (near Fahuazhen Road) • 上海银星皇冠酒店 • 番禺路 400 号 （靠法华镇路）
To make this a more conducive discussion, we are expecting a small group of about 15 people only. The room can only take in 18, so please register early to avoid disappointments. Please e-mail your registrations to firstname.lastname@example.org
You can also download c.j.'s Power Breakfast Hour video on Stop Hiring Under-Performing Experienced Sales People, Start Developing Competent Ones that Deliver Results.
Need a Keynote Speaker for your Major Sales Conference?
Whether you are holding a conference for your regional staff, resellers or even customers, we have the right speaker who can help you deliver the spirit of your conference, and effect positive changes to meet your goals.
The topics our speakers can speak on include:
Simply e-mail your requests to email@example.com or call +86-21-6219 0021 for enquiries. Sample video and audio recordings available upon requests.
How to Make Your Retail Customers Buy MORE from You?
By c.j. Ng and Fran Tang
Now that the Shanghai Expo is finally over, things are
starting to return to normal.
Based on research conducted by Deloitte & Touche, in 2009 prospects can be converted into customers in the following ways:
In a research conducted by Kore Research in China in 2010, it is found that most customers would likely buy based on the following factors:
Hence, reverting back to the premise that many companies
in the retail and hospitality industry usually resort to
price discounts to win more customers, we can see here
that price has got one of the smallest impacts on
customers' buying decisions.
As such, developing the sales and service skills is not merely the domain of the training department. Sales associates, if able to ask the right questions and build trust with customers, will be the strategic "weapon" to win sales and make customers buy more.
The questions then are:
If you would like to get more and better ideas how you can get your customers to buy more from you, you can e-mail firstname.lastname@example.org or call +86 21 5239 9668 and arrange for a discussion. All information shall be kept in confidence.
Sales... ...the lifeblood of a company, a matter of "life and death", survival or extinction. Indeed, something that needs to be studied, applied and re-modified consistently.
Psyche-Selling TM is set up so that companies and sales people can make healthy profits and STILL provide genuine solutions to customers.
Psyche-Selling TM would like to create an environment where customers can trust sales people to give them what they want, and NOT be pushed with all kinds of products and services. In return, customers will become loyal fans of these ethical and professional sales people, and repay them many fold for the long-term.
Psyche-Selling TM will not rest, until the above is achieved. Not just in China. Not just in Asia. But everywhere where buying and selling takes place.
Psyche-Selling TM is a wholly-owned brand of Directions Management Consulting Pte Ltd that specialises in the field of improving sales performance by enhancing the performance of the entire sales team. Apart from the regular "selling skills training", Psyche-Selling TM conducts pre- and post-training analysis, interviews, monitoring and reviews, working closely with managers and even senior management, to deliver real improvements in sales leadership and performance.
Hence, Psyche-Selling TM would like to be known as the preferred choice of outstanding and remarkable clients, and pride ourselves as such. We will also be continuing to assist our clients achieve greater heights in 2009 and beyond.
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