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| Sales Training Information |
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The Ultimate Think Differently Sales Tip
Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold calls, fliers and brochures, special offers, internet banners and offers, you name it. How can you expect to compete in this environment? One simple but effective method: Fire your sales people. Most sales personnel stink anyway. This action doesn't reflect their character as people, but rather their ability to increase company revenues. And most sales people (even if they are nice people) do a horrible job at this. Think about it: When was the last time you went shopping, or out to your favorite restaurant, and encountered a terrific sales person? If you have trouble recalling, you are not alone. As consumers, we are even immune to bad service, as long as the product is adequate. We put up with annoying sales people who are pushy and impersonal because we want the outfit. We rationalize away bad service at our favorite restaurant because the food was good (when the waiter finally got the order correct!). We don't think twice when we encounter a lazy sales person who really doesn't enjoy his or her job. It doesn't have to be like this. If you truly want to improve sales within your company, fire your current sales people, and then hire true sales people. How do you know the difference? *People that are "true" sales people value relationships first and sales second. They are cordial, pleasant, and well-meaning. *People that are "true" sales people seek to satisfy the customer, not their boss. There is a huge difference! *People that are "true" sales people are internally motivated rather than motivated by sales rewards or incentives. *People that are "true" sales people are easily found in crowds. They are naturally gregarious, and most likely bring out the best in you during your interactions with them So, what do you do if firing your sales people is not an option? At the very least, improve your current hiring policy. No amount of company training can make up for the fact that an individual is not cut out to be in sales. Another idea: work to reassign those in your sales force whose skills are better utilized elsewhere. My recommendation is to evaluate your current sales staff in regards to their people skills. You'll find that many of your sales people would be better placed within your company. Behind a cubicle. Copyright (2003) Leif H. Smith, Psy.D. All rights reserved. Performance expert Leif H. Smith, Psy.D, is the president of Personal Best Consulting, a consulting firm located in Hilliard, Ohio. To learn more tips and techniques to immediately improve performance in your life and to sign up for his FREE monthly advice newsletter, visit http://www.personalbestconsulting.com
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Coaching Just Ask For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com ) Follow-Up Marketing: How to Win More Sales with Less Effort A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you are a small business owner and you are only doing one or two follow-ups imagine all the business you are losing. Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. Marketing Vs. Sales Marketing and sales co-exist and work in tandem beautifully if they are allowed to remain as separate entities coming together to achieve results:DRIVING REVENUE!!Marketing = SIZZLE ------ Sales = CLOSINGThe misunderstanding that marketing and sales are the same causes a downward spiral of events. Sales staff and managers become frustrated, productivity drops, turnover is high, and company image suffers. This "cycle of misunderstanding" perpetuates itself over and over again resulting in lost revenue.STOP THE CYCLE OF MISUNDERSTANDING!HOW?1) Understand that there is a difference between marketing and sales. What's The Difference? Marketing is associated with advertising, event planning, community involvement, getting your company name "out there", creating credibility, normally a "people pleaser" personality, with the primary focus on lead generation.Sales is associated with knowledge and understanding of the value of a lead, understanding the "selling cycle", a well documented sales process (and knowing how to use it), great qualifying questions, developing an atmosphere of trust with customers, listening more than talking, asking for the sale or the next step, great follow-up skills.The actual skill sets (not personalities) for each of these areas of expertise is different. Most companies evaluate potential sales staff on personalities NOT skills. A critical component in the hiring process should include a skill based evaluation. 2) When recruiting, define well in advance what position you are hiring for sales or marketing? Most companies' need both as a team working together.3) Eliminate untrained or unskilled staff from being involved in the recruitment process. The misconception about sales and marketing being one and the same runs rampant in all industries in all staff involved in the hiring process.Solutions:1) Develop a company profile to differentiate skill sets.2) Create a list of key questions designed to delineate the difference in skill sets of the sales person vs. the marketing person.3) Provide appropriate training to anyone involved in the hiring process to help them understand the differences to assure you are hiring the right person for the right position. The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. 8 Sales Lead Generation Methods I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. 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: The Rock and Ripple Effect: 3 Ways to Splash to Sales Success Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple?until finally it disappears. Are You Deaf? Dumb? Blind at Trade Shows? I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. 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. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. Get Over Your Resistance to Sales I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers that you are really helping them by sharing your product with them. Finding the Need is Only Part of the Sale Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Right? Equal Chance of Winning The Sale? Bah! Are you going to win this deal? 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. 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.
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