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Sales Performance and Motivation: How to Get Your Edge Back
Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... ... you don't feel as enthusiastic as you used to, or you find yourself missing opportunities during your sales presentations. You start to cut corners and begin to care a little less. After a while you can no longer ignore the thought that tugs at you..."I've lost my edge" . We've all experienced the dreaded slump. As someone who has survived to sell another day, here is a time tested plan of action to jumpstart your sales motivation and performance. STEP 1 - Acknowledge STEP 2 - Take responsibility STEP 3 - Refocus STEP 4 - Self-assessment STEP 5 - Seek feedback Keep in mind that direct questions will garner the most useful feedback: What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger? Your customers are another vital source of professional feedback. By skillfully asking questions you can increase your self-awareness while improving your customer service: What is the best way for me to present information to you? How has my product enhanced your business? What is the most important thing I can do when I call on you? STEP 6 - Are you having fun yet? STEP 7 - Respond STEP 8 - Keep moving Copyright ©2005 by Sally Bacchetta. All rights reserved. Sally Bacchetta - Freelance Writer/Sales Trainer Sally Bacchetta is an award-winning sales trainer and freelance writer. She has published articles on a variety of topics, including selling skills, motivation, and pharmaceutical sales. You can contact her at sb14580@yahoo.com and read her latest sales articles on her website.
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Coaching 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. Make More Sales By Creating How To Use It Product Updates Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus 'how to use it' follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased because anything that helps me understand more ways to use what I already own is pretty useful to me. 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. Emotions That Sell, Part 2 In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: Sales Letters - How to Write Them You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter. The Business of Closing the Sale Without Killing It You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind. How to Build Rapport in 7 Seconds! I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months did not even make one sale. Sales and the City It's all about relationships! Why ALL Sales Decisions Are Based On Emotion - Heres The Proof! Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine? Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. Making Sales is Easy When You Learn How to Make Friends Friends buy from friends. Why? Because people trust that their friends will go above and beyond the duties of a typical salesperson. They know that their friends will give them friendly, honest help and provide them with the product that is perfect for their needs. In return, these people develop into loyal customers who are happy to support their friend's business with continued sales and referrals. The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? The Road to Pendingville is Paved with Good Intentions If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example: 5 Powerful Tips To Persuasion! Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth. Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly.
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