Up Selling vs Cross Selling

Dj response to William

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William Pages

DJ, I actually listened to your pitch and I am not knocking it. But(you knew a but was coming), while you do all that talking and upselling someone else is working. I am an absolute firm believer that people do not want something "sales pitched" to them. They want a price and then they want it done. I believe this because I am that way. I have driven off from many a drive thru window when, after I give my order, I am asked if I would like to upsize or add an apple pie to my order. If I did, I would have asked for it. My donating less than 60 seconds to each customer you can talk to more customers and don't have to listen to near as many people tell you how they read something on the internet about how to wash or are you going to be able to get the really high spots. Get an address, give a price, hang up.
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Courtesy PT state,

I cannot Post on PT state, and really dont care why.

My question to DJ is did he remember me talking about the personalitys in Alabama 2008?
 
Ron Musgraves said:
Dj response to William

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Courtesy PT state,

I cannot Post on PT state, and really dont care why.

My question to DJ is did he remember me talking about the personalitys in Alabama 2008?
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Yep personality selling is some top level sales shit.
 
dave mac said:
whear cann you take personal selling 101??

thanks
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Go to a book store or google it. Tons of info out there. Here is a quick slideshow that talks about the exact same thing DJ was talking about.

This is pretty basic sales stuff, the the mot important thing to remember and the key to any good sales presentation is that it does not feel like a presentation. You have to know your product, your service, the benefits, you have to be fluid, you have to be relaxed, you have to know it like the back of your hand. You do not want to come off like you are reading a script. This comes from practice, this comes from experience, this comes from confidence in what you are selling and the ability to read your customer. Let them talk, listen to them, more often than not, they will tell you everything you need to know in order to tell them what you have to offer.


<div style="width:425px" id="__ss_882685"><strong style="display:block;margin:12px 0 4px"><a href="http://www.slideshare.net/samw53/selling-to-personality-types-presentation" title="Selling to Personality Types">Selling to Personality Types</a></strong><object id="__sse882685" width="425" height="355"><param name="movie" value="http://static.slidesharecdn.com/swf/ssplayer2.swf?doc=personality-types-1230774595863065-1&stripped_title=selling-to-personality-types-presentation&userName=samw53" /><param name="allowFullScreen" value="true"/><param name="allowScriptAccess" value="always"/><embed name="__sse882685" src="http://static.slidesharecdn.com/swf/ssplayer2.swf?doc=personality-types-1230774595863065-1&stripped_title=selling-to-personality-types-presentation&userName=samw53" type="application/x-shockwave-flash" allowscriptaccess="always" allowfullscreen="true" width="425" height="355"></embed></object><div style="padding:5px 0 12px">View more <a href="http://www.slideshare.net/">presentations</a> from <a href="http://www.slideshare.net/samw53">Sam Wagner</a>.</div></div>
 
dave mac said:
whear cann you take personal selling 101??

thanks
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Theres alot of private coaches, your local JC might have a Course cheap. Ask who are the quest speakers if your going to take it and call the instructor.

Theres alot of great manuals and books you can buy. I dont have recomendations to a specific one. DJ & Mike are younger and the guys I would suggest are dead.
 
I really think taking a class is a waste of time and money. I suggest reading and putting the knowledge you gain to work. You will refine the craft of selling the more you do it. Read different authors, listen to guy on here, talk to other folks. Listen to people you interact with on a daily basis. Go with what works and what comes across as natural. Hone your craft.

I have been lucky, I have spent the last 13 years as a sales rep for both a HUGE "Fortune 50" company and now a smaller privately owned company. As a Manufacturer's Rep, I have spent lots of time traveling with Distributor reps. While doing this, I have learned both good and bad things to work on and things to avoid. I have seen great salespeople and horrible salespeople. I am like a scavenger, taking bits and pieces, making them my own, crafting them to suit my needs and my particular product. I have taken this experience and usedit with my own businesses.

There is nothing worse than someone that simply reguritates something they have read or learned, when it comes across as rehearsed it usually does not come across as sincere. People buy from people they like and trust. Practice, make it your own, "sound bites" from a book are ok if you make them your own.

"upselling, cross selling, hard selling, soft selling, persuasive selling, need based selling...these are all terms that descibe what we do, there are many more too, but at the end of the day, it is just you and your customer, you have to figure out what they need. Listen, Listen, Listen.....find out what they need, want and expect. Now it is time to sell.

We can talk about price, benefits, performance, equipment, references, etc., etc. but you have to understand what they want first.

In my opinion, there is no science to sales,it is organic, constantly changing based on what you hear from your customer an if you have a pre-determined script you are trying to remember and follow you will mis something.

The most important thing to remember.....ABC.
 
And let me me clarify one thing...I say that classes at a community college are a waste of time because if the professors teaching the course were good sales people they would be out making big bucks selling something as opposed to reading out of a text book. Go buy a book written by someone who has real world experience, that is more valueable in my opinion.
 
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Mike V :I really think taking a class is a waste of time and money.
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I highly recommend this guy, Jeffrey Gitomer. He has some great books out that are very short and easy to read. I have found many useful tips that I have been able to adapt to our business. He has a sales caffeine that is a weekly ezine delivered free via email once a week. I also have his books "The Sales Bible", "Little Black Book of Connections" "Little Green book of Getting Your Way" and others. Here is a link to his web site if anyone is interested.

http://www.gitomer.com/
 
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