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| Sales Training Information |
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When Youre In sales Always Aim Higher
Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. The sales training was scheduled the day after the company introduced a new product. This product has great features and outstanding benefits for their customers. The outside sales reps were given a goal to sell 25 units within the next 12 months. For the purpose of this newsletter and to maintain the privacy of the company they shall remain anonymous. I would like to share some of the thoughts I have on how to achieve consistent selling results. Here we go... Let's talk about the principles of GOAL SETTING. Most people think they have goals when they really only have dreams. There is a simple yet powerful goal setting model. It has five steps: 1. A true goal is in writing. Always has been, always will be. If it's not on paper it's not a goal. When you take a thought and put it to paper it becomes a goal. This is a bedrock principle to goal setting. Write it down! 2. Goals must be specific. If you are goal doesn't contain numbers, it's not specific enough. There's a huge difference between "I want to earn a lot of money" and "my goal in 2002 is to earn $125,000." The specificity of your goal is what gets your creative juices flowing. 3. To keep you focused on your goal it must have a completion date. Too many dreams fall short because they never become written goals with deadlines. There is just something empowering when you establish a self-imposed deadline. 4. Goals never get done by themselves. Goals are "what" you want to achieve. Once they are established you immediately begin to think of "how" you will achieve them. Your goals must have specific action steps or they won't get done. 5. Your goals must be prioritized. Simply stated, if you have 10 goals, you must prioritize them using the numbers 1-10. This is another way of saying first things first - always focus on what's important first. Prioritizing makes you enterprising. There you have it, the five-step goal setting model. I believe impossible dreams become possible when they're converted to written goals. Don't take my word for it, listen to what Lou Holtz, former coach at Notre Dame has to say about goal setting. He was inspired by David Schwartz's book "The Magic Of Thinking Big." After reading the book he sat down and prepared a list of 107 goals he wanted to achieve during his lifetime. At the time, some of these were very lofty goals including meeting the pope, skydiving, being invited to a White House dinner, and even wanting to appear on Johnny Carson's Tonight Show. To date, Lou Holtz has achieved 99 out of 107 of those goals. He says, "My life changed after I made the list. I became a participant rather than a spectator in life." This goal setting model works for personal and professional goals. Yesterday, I told the salespeople to take their company's goal of 25 units and increase it to 28 units. Here's why I suggested that. If you always want to achieve your sales goals ALWAYS AIM HIGHER. Here's another tip for you. Always take your annual goal and break it down to the smallest unit of measure. For example: 28 for the year is 14 for six months. 14 becomes 7 three months. 7 becomes, with a little rounding, If you want to achieve bottom-line results you can forget about 28 per year if you focus on selling one unit every two weeks. Goal setting is all about focus. When you focus on your goals you will always achieve the results you are seeking. Jim Meisenheimer is the creator of No-Brainer Sales Training. 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 or by visiting his website: http://www.meisenheimer.com
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Coaching How to Master the Art of Salesmanship I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that they feel buying it from you will solve their problems or fulfill their dreams. Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions: What is "Account Management"? What skills and talents are required to excel in Account Management? What activities must be performed to maximize Account Management ROI? Providing answers to these questions is the focus of this article. Eliminating Objections to Increase Sales You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Grow Sales Using Image Tactics In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are. 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. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. 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. 7 Ways to Get to the Truth: When the Sale Disappears Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word. Customers - Always be Focused on Them I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material. Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips. Want to Make More Money? Fish in a Bigger Pond! Setting prices is a dilemma most service business owners encounter at one time or another. This week, it was Susan's turn. "When I first started my business, I felt uncomfortable charging for my services. Since I was doing it to make a living, I finally just picked a price I thought wouldn't scare too many people away. Now, based on my available work hours, I can't really take on more clients but at the rate I'm charging them, I'm not going to make enough money to keep the business alive. How do I raise my prices without losing my clients?" she wanted to know. 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. 7 Ways to Cut Loose from Old Sales Thinking Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you are in the Winner's Circle at your Next National Sales Meeting. 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. 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: 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. 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."
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