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Sales Tool Kit, Part 2

Posted by Lisa Derby Oden
Lisa Derby Oden
I've been fortunate to be involved with horses throughout my life... so far that
User is currently offline
on Friday, 10 October 2014
in Professional Development

Like the layers of an onion, your prospects and customers build their exposure and opinion of you one contact at a time. Every communication with you builds your relationship, layer by layer. You must be consistent, provide value, accessible, and inclusive and/or engaging. In Part 1 we explored Sales Tool Kit, Step 1. Now in Part 2 we’ll finish up the Tool Kit.

Tools

2) Uncover the need, problem or pain that your prospect is experiencing. (Sales funnel stage: Awareness)

This is where your ability to ask questions and listening skills are clearly an asset. The way that you ask questions is really important. The person that you are speaking with must have the feeling that you are really interested in THEM as an individual, and that you understand THEIR situation. After you ask your question/s, give them enough time to answer, don’t cut them off. Really listen to what they are saying. Don’t guess at how they are going to end their sentence or assume that you know what’s coming next. You are trying to get to the core issue from their point of view.

What kinds of questions should you ask? For starters, there is a difference between an Open Question and a Closed Question. Open Questions ask your prospect to talk about their experience and views, whereas Closed Questions are yes/no questions. Using Open Questions to uncover the need, pain or problem can provide you with much needed information. Ask questions that:

  • Help to identify the current condition of the prospect/client’s situation
  • Provide direction and information about what their desired condition is
  • Determine the challenges the prospect /client is having in reaching their desired condition

While you are uncovering the need, pain or problem, keep the questions conversational. None of us likes it when we feel like we are being interrogated – that just puts us in the “this is an aggressive sales person” frame of mind and defensive rather than open to ongoing communication.

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Sales Is NOT a Four-Letter Word!

Posted by Lisa Derby Oden
Lisa Derby Oden
I've been fortunate to be involved with horses throughout my life... so far that
User is currently offline
on Sunday, 23 February 2014
in Professional Development

ResourcesCar sales people, insurance, telesales….. We all cringe at the thought, and given the chance avoid these aggressive sales approaches. Sadly, it is hard pushing sales people that leave us with this bad taste in our mouth. There are really great sales people out there too – who approach us like we are fellow human beings and engage in an honest, and often very informative, conversation rather than cramming something down our throats.

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5 Tips for Riding Out the Recession

Posted by Lisa Derby Oden
Lisa Derby Oden
I've been fortunate to be involved with horses throughout my life... so far that
User is currently offline
on Sunday, 20 March 2011
in Professional Development

dfbuck2

 

The recession has been hard on the horse industry, maybe harder than some other industries, because it relies so heavily on discretionary income. With so many people out of work that means that discretionary income has evaporated for those folks, as they scurry to keep their personal basic survival bills paid. So what can you do to minimize the impact it has on your business? As the economy continues to throw a few bucks at us all, consider the following tips to ride out this recession.

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"When I was an adjunct at UNH, Lisa Derby Oden brought a wealth of information and knowledge about current issues facing the equine industry locally and nationally to the equine science students there...Lisa provided a full understanding of how each segment of the industry is dependent upon each other for stability and growth. Her in-class workshops helped students increase their awareness of problems encountered in the equine field. She offered opportunities to learn about small business operations and professionalism.

Time and again, she offered UNH undergraduate students insights into current horse industry trends which have an effect on their chosen equine profession. I sat in on Equine Business Management when Lisa offered it through UNH. It helped me tremendously with my own business on my farm. I highly recommend her industry workshops as a must do walkthrough before venturing into any horse-related business. "

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