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| Sales Training Information |
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In Sales You Get What You Expect
If your mind is set, you will be unable to change your mindset. For example Christopher Columbus... He was born in 1451 in Genoa, the son of a wool merchant and weaver. Do you recall what the conventional thinking or "Mindset" was about the shape of the globe at that time? It was believed to be flat. Not too many sailors sailed too far from shore fearing the worst. Columbus' mind was set. It was set for taking risks and exploring new worlds. Columbus discovered the New World on October 12, 1492 at 2:00 a.m. He changed his Mindset and we're still celebrating his courage, boldness, and discoveries. How you think is everything. For example - where are the obvious places to look for new prospects for the products and services you sell? Make a list and go ask one of your competitors to do the same thing. Now compare lists. Hello - exactly the same. Surprise - surprise! Now make another list and don't tell your competition about this one. Make a list of all the un-obvious places you can go to find qualified prospects. Remember this is an un-obvious list and it requires a new and different mindset. It ain't easy but it is good. It isn't quick but it can be profitable for you. But first, you gotta remove the shackles on your conventional thinking. You'll get what you expect - so always expect the best to happen to you. Always be positive and expect the best. Only one person has the keys to your thoughts - you. Put a lid on all negative thinking. If it's negative it's usually related to a past experience. There are three houses you can choose to live in past, present, and future. You can toss away the keys to the past and future houses. You can't live there so there's no reason for you to spend any time thinking about them. Put all your energy in the house called "Present or Today." When you wake up in the morning and don't see your name in the obituary column, consider yourself lucky and do everything to make today a "Masterpiece." Expect the best in these situations: 1. You're calling on your competitor's best customer. Expect them to be receptive to your new ideas. Expect them to give you 1% of the business because they're willing to see if you can earn even more. 2. You have an appointment with Charley Discount who enjoys beating salespeople up on their prices. Expect Charley to ease up on the pricing pressure because for the first time he really does see the "True Value" of the products and personalized services you provide. He's even willing to add to the order to make it easier for you to justify better pricing to your sales manager. 3. You have a co-travel coaching day scheduled with your sales manager. The last one turned a little ugly. Expect your travel day to be a positive experience. Your manager is helpful and encouraging - and even tosses a few compliments your way. And it happens because you expect it to happen. It starts with your expectations. If you want anything to be better it always starts with your Mindset. Expect things to get better and they will. If you expect them to get worse - they will and you won't be disappointed. Here's the choice. You can expect the best or theworst but you can only choose one. Now really, isn't this a No-Brainer for you. Don't try to succeed alone. Most salespeople don't get this one. You shouldn't think of yourself as a selling "Gladiator." Success won't come from your sword, in sales that's your mouth, it comes from a steady flow of new sales and marketing ideas you can use to help solve your customer's problems and grow your business. The prescription for rigid thinking is a changing Mindset. What Christopher Columbus did required "Radical thinking." What kind of radical thinking would help you to outsmart your competition? This isn't about thinking - it's about doing! Jim Meisenheimer's business is your business. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268, e-mail: jim@meisenheimer.com or by visiting his website: http://www.meisenheimer.com You can also check out his NEW online Sales Effectiveness 360 Assessment at this website: http://www.no-brainersalesprofiles.com
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Coaching The Golden Week of Selling Have you ever heard of the Golden Hour? I live with a paramedic so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour." The Most Underused and Powerful Method of Lead Generation Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? Let Your Weaknesses Increase Your Sales Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "I'll think about it." Then you talk with another salesperson that says the same things, uses the same languaging, and does everything else right, until towards the end. Then they get honest with you and tell you the weaknesses of the product. Then you buy. 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... 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are: You Dont Love Your Kids if You Dont . . . "You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and did not even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. Sales and Closing Techniques One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision. Selling and marketing, as you may have guessed by now, are actually 2 seperate things completely. 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. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. It could increase your sales. If you are selling a book, offer an hour of consulting with it. Sales Discipline: Five Steps To Recover From A Lost Sale Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally and to become negative. If you give in and allow the lost sale to affect your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales. Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment.
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