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Actual for You - How to Become the Best Salesperson in Your Industry
In a recent conversation a colleague discussed doing motivational speaking. Then she said, "or maybe it's inspirational." That got me thinking about a common dilemma that managers and leaders face, "is it my role to motivate or to inspire?" To me, the two terms are very related but have a definite distinction.Motivation is something that comes from within. As a manager or leader, I don’t believe I can motivate you to do something, especially something that you aren't interested in doing. Motivation is completely personal.What I CA
They lie, steal/cheat and then hide. That's the client's plan.
They lie and tell you they are interested in your products, they love them, and they are the best.
They steal or cheat when they ask you to be an unpaid consultant and educate them on everything they need to know and then they tell you "they'll think about it."
And when you try to get back to them, they hide and you have to send out the Search and Rescue Team just to get them to tell you NO.
That's the basis of the Buyer's Plan. If sales people don't have a plan to combat this plan, they will lose every time, even though t
Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar?When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they should never answer objections. When they look at me like I'm crazy, I explain:“Objections are often stalls or smokescreens hiding other objections that your prospect doesn't want to disclose. As soon as you begin answering objections,
Unfortunately, 85% of businesses are not as good as they need to be in generating sales, which is why we have the staggering failure rate we do in small business.
Sales can be very complex. Or it can be extremely simple. It’s all a matter of the mindset of the practitioner.
Let’s take the simple road
What does it take to be effective in sales? Just one thing; awareness.
Awareness of your client’s problem.
Awareness of the solution that is acceptable to your client; expressing that solution as a dollars and cents value.
Awareness of the process the client will go through to decide to purchase or not.
Jeffery Fox, author of How to Become a Rainmaker offers the following steps to sales success.
* Cherish the client at all times
* Treat clients as you would your best friend
* Listen to clients and decipher their needs
* Make (or give) clients what they need
* Price your product to its dollarized value (in other words don’t sell price sell the value received from purchasing)
* Give your clients more than they expect
* Thank each client sincerely and often
* Help clients pay you so they won’t be embarrassed and go elsewhere
* Ask to do it again
When we talk about relationships, however, we are talking about a business relationship not a familiar friendship. You have to be seen as the solution to a challenge and not a friend to hang out with.
Six Figure Sales Coach, Kevin Nations, provides the idea of business rapport. He says the rapport you want to have with your client is that of an advisor, someone who the client feels comfortable discussing challenges with (pain) and trusts enough to provide a solution.
I’ve found the best skill anyone in sales can develop is the art of active listening. Ask questions, listen, and write down what you hear.
Clients feel engaged and heard when you, as the sales person, take the time to make note of what is being discussed. Note taking also “forces” you to become an active and engaged listener.
Next time you’re on a sales call, focus on your personal listening style. Are you really listening and engaged in what the client is saying or are you calculating your next response?
David Hepburn, Master Sales Trainer with the Sandler Sales Institute offers a slightly different perspective of sales and selling.
David offers the following thoughts to consider:
The sales person goes in to a call without a plan. The client that you are trying to involve in your product (sell) has a plan.
They lie, steal/cheat and then hide. That's the client's plan.
They lie and tell you they are interested in your products, they love them, and they are the best.
They steal or cheat when they ask you to be an unpaid consultant and educate them on everything they need to know and then they tell you "they'll think about it."
And when you try to get back to them, they hide and you have to send out the Search and Rescue Team just to get them to tell you NO.
That's the basis of the Buyer's Plan. If sales people don't have a plan to combat this plan, they will lose every time, even though th
Computer service contracts are the butter of a computer services business. The difference between having a computer service contract and not having one, is what defines the difference between a customer and a client. As a business owner you want clients - people who are on long term computer service contracts.Your goal is to move your customers into computer service contracts and begin a long term, stable relationship with them. The customers that you are in contact with several times a year should be very receptive to at least a small co
Awareness of the process the client will go through to decide to purchase or not.
Jeffery Fox, author of How to Become a Rainmaker offers the following steps to sales success.
* Cherish the client at all times
* Treat clients as you would your best friend
* Listen to clients and decipher their needs
* Make (or give) clients what they need
* Price your product to its dollarized value (in other words don’t sell price sell the value received from purchasing)
* Give your clients more than they expect
* Thank each client sincerely and often
* Help clients pay you so they won’t be embarrassed and go elsewhere
* Ask to do it again
When we talk about relationships, however, we are talking about a business relationship not a familiar friendship. You have to be seen as the solution to a challenge and not a friend to hang out with.
Six Figure Sales Coach, Kevin Nations, provides the idea of business rapport. He says the rapport you want to have with your client is that of an advisor, someone who the client feels comfortable discussing challenges with (pain) and trusts enough to provide a solution.
I’ve found the best skill anyone in sales can develop is the art of active listening. Ask questions, listen, and write down what you hear.
Clients feel engaged and heard when you, as the sales person, take the time to make note of what is being discussed. Note taking also “forces” you to become an active and engaged listener.
Next time you’re on a sales call, focus on your personal listening style. Are you really listening and engaged in what the client is saying or are you calculating your next response?
David Hepburn, Master Sales Trainer with the Sandler Sales Institute offers a slightly different perspective of sales and selling.
David offers the following thoughts to consider:
The sales person goes in to a call without a plan. The client that you are trying to involve in your product (sell) has a plan.
They lie, steal/cheat and then hide. That's the client's plan.
They lie and tell you they are interested in your products, they love them, and they are the best.
They steal or cheat when they ask you to be an unpaid consultant and educate them on everything they need to know and then they tell you "they'll think about it."
And when you try to get back to them, they hide and you have to send out the Search and Rescue Team just to get them to tell you NO.
That's the basis of the Buyer's Plan. If sales people don't have a plan to combat this plan, they will lose every time, even though t
Major infrastructure projects in our civilization often require bond measures. Sometimes these bond measures are voted on by the general public and often taxpayer groups will yell and scream that the bond issues are costing too much money. That the government does not need to make these infrastructure changes and is only making them to provide more work for large construction companies who are in bed with large government bodies and in the pants of politicians or pockets rather.Without major infrastructure projects, our civilization cou
* Ask to do it again
When we talk about relationships, however, we are talking about a business relationship not a familiar friendship. You have to be seen as the solution to a challenge and not a friend to hang out with.
Six Figure Sales Coach, Kevin Nations, provides the idea of business rapport. He says the rapport you want to have with your client is that of an advisor, someone who the client feels comfortable discussing challenges with (pain) and trusts enough to provide a solution.
I’ve found the best skill anyone in sales can develop is the art of active listening. Ask questions, listen, and write down what you hear.
Clients feel engaged and heard when you, as the sales person, take the time to make note of what is being discussed. Note taking also “forces” you to become an active and engaged listener.
Next time you’re on a sales call, focus on your personal listening style. Are you really listening and engaged in what the client is saying or are you calculating your next response?
David Hepburn, Master Sales Trainer with the Sandler Sales Institute offers a slightly different perspective of sales and selling.
David offers the following thoughts to consider:
The sales person goes in to a call without a plan. The client that you are trying to involve in your product (sell) has a plan.
They lie, steal/cheat and then hide. That's the client's plan.
They lie and tell you they are interested in your products, they love them, and they are the best.
They steal or cheat when they ask you to be an unpaid consultant and educate them on everything they need to know and then they tell you "they'll think about it."
And when you try to get back to them, they hide and you have to send out the Search and Rescue Team just to get them to tell you NO.
That's the basis of the Buyer's Plan. If sales people don't have a plan to combat this plan, they will lose every time, even though t
If your job is leaving you feeling bored, frustrated, uninspired, or burned out, you’re probably wondering what else is out there. Where can you find a career that makes you excited to get to work each day? Does your dream job really exist? It may seem overwhelming to try to find that perfect career, especially if you’re feeling stuck in your current one, but if you start small and do some hard thinking, you’ll find that a satisfying career is not so far out of reach.1. Start positive. If you’re dissatisfied with your current job, it may
Next time you’re on a sales call, focus on your personal listening style. Are you really listening and engaged in what the client is saying or are you calculating your next response?
David Hepburn, Master Sales Trainer with the Sandler Sales Institute offers a slightly different perspective of sales and selling.
David offers the following thoughts to consider:
The sales person goes in to a call without a plan. The client that you are trying to involve in your product (sell) has a plan.
They lie, steal/cheat and then hide. That's the client's plan.
They lie and tell you they are interested in your products, they love them, and they are the best.
They steal or cheat when they ask you to be an unpaid consultant and educate them on everything they need to know and then they tell you "they'll think about it."
And when you try to get back to them, they hide and you have to send out the Search and Rescue Team just to get them to tell you NO.
That's the basis of the Buyer's Plan. If sales people don't have a plan to combat this plan, they will lose every time, even though t
There are many advantages of On-Demand Recruiting and when you read the following benefits then you will likely understand better how On Demand recruiting can help your business. Recruiting software has become one of the most popular methods businesses use to handle some of their human resource activities and increase profitability. Continue reading to learn more about the staffing software that will help your business get ahead in the market.One of the biggest advantages of On Demand recruiting software is that it is customizable. This m
They lie, steal/cheat and then hide. That's the client's plan.
They lie and tell you they are interested in your products, they love them, and they are the best.
They steal or cheat when they ask you to be an unpaid consultant and educate them on everything they need to know and then they tell you "they'll think about it."
And when you try to get back to them, they hide and you have to send out the Search and Rescue Team just to get them to tell you NO.
That's the basis of the Buyer's Plan. If sales people don't have a plan to combat this plan, they will lose every time, even though they think that they have a chance to make a sale.
David sees the biggest challenge most sales people have is "Winging it."
They are hoping for the best instead of practicing, preparing, maintaining positive thoughts upon entering the client’s office, etc.
Let’s face it, very seldom does a small business owner, in the role of sales person, prepare for the sales call. Yet preparation is the shortest path to sales success.
Again, awareness comes into the picture. If you do not understand the clients business, if you don’t know anything about them or their industry, if you have no idea of the challenges they face, it will be very difficult to add value to their business and secure a long term relationship.
Here is the easy way to make your sales effort more effective
The ACTION step you need to take is very simple. Take one idea from this article and practice it this week.
Next week take another idea and practice it.
By the end of a few weeks, you’ll be better at sales than you are today.
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