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The Changing Role of the Sales Consultant
"Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and more important to have those people accept the direction." Vince Lombardi THE OBSERVATION... There has never been a better time to be in the field of sales or customer service. In this world of "high-tech", there is an insurmountable need for "hands on" communication skills. Consumers need to feel appreciated, valued and understood. The information age has provided all of the convenient ways to conduct business, but there is no substitute for that good old-fashioned human touch. Consultants need to be professional and proficient in every area of communication. Consumers need to feel appreciated, valued and understood, and they will pay to get it! THE BENEFIT... Statistics show that 45% of how your company is perceived is based on how the listener perceives the presenter. With customer satisfaction being paramount in business today, technology has no answer...therefore it is up to a consultant to provide the necessary service to make a positive experience, creating loyal, referring, and returning customers. The more your customer feels that you are open and sensitive to their needs and concerns, the more open they will be to your influencing them in a positive way. That will lead to higher levels of customer satisfaction, a more loyal customer base that returns to buy from you, and more referrals to build relationships with. THE CHALLENGE... Think about it; 65% of all people stop doing business with a company due to one poor interaction with one person. This is regardless of how long they have done business together! To make a positive impact on your business, you must first recognize the need. Then you can compliment some of your hard skills training with soft skills, such as questioning, listening and communication skills. Long-term commitment towards this training is necessary, not optional. The need has never been greater than now, to have qualified, well-trained professionals representing your company. Equip your staff with these skills and then watch those customer satisfaction percentages go through the roof! Michael Niles is president of Focus Training Systems, a Seattle based training and development firm. He can be reached at 206-229-3119, michael6941@hotmail.com, or http://www.focussalestraining.com.
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Coaching You CAN Be a Great Salesperson! When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge! Boost Buyer Confidence By Assuming The Sale I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. 11 Powerful Methods of Sales Lead Generation Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads? A Great Sales Technique: Be Aware of Sales Myth #5 A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Here is one of them. One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you are shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99." The Canned Sales Pitch Myth Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling. 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. Quick Tips On Handling Rejection Looking for a way to handle rejection? 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. 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." Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Sales Strategies: Its Not Who You Know - Its What You Know We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is you sell. When you are "selling an idea" or pitching a business proposal or offering a product or service it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple you just need to be in the "know". Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. 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. Generate Sales with Lead Generation Marketing Tools One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with your potential customers. The best way to generate a warm market is with lead generation marketing tools. The ?Finding Common Ground? Sales Technique, Is A Myth! Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in today's fast paced selling environment and often is too difficult to uncover to build the trusting relationship that actually produces sales success. Sales Tips from Sales Masters Customers Do Not Know How To Ask Good Questions That Is Your Job Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales. It is your product knowledge that keeps getting in the way. Not that you do not have enough product knowledge trust me you have plenty. It is that you are not listening to what your customer is truly asking you. You are taking their questions or statements literally instead of trying to clarify what it is they are truly asking you. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" Objections Are Buying Signals? Usually! How well do you handle objections?
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