|
|
| Sales Training Information |
|
|
The Top Five Traits of a Successful Salesperson
If you are looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE. PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality. PRIDE stands for: ? Proven Proven refers to the candidate's track record. Have they delivered results? More importantly, who else says so besides them? As you know, resumes can be fact, or they can be fiction. How can you tell the difference? A person who has been successful producing results should be able to provide you with third party proof. Have the candidate bring in their sales awards. Have them show you the stack-ranked sales reports showing their name at or near the top of the field. More importantly, what do their customers have to say about them? Can the candidate produce testimonial letters from their customers, indicating they were satisfied with the buying experience? Candidates should be able to furnish written recommendations proving that they were able to deliver tangible results. Salespeople should approach being Respectful from two positions. First, they need to be respectful of others. Careful listeners, these salespeople would never be regarded as pushy because they take the time to hear their prospects out. They keep their egos in check, remembering that everyone can make a valuable contribution in their own way and that other team members deserve respect, too. Second, your salespeople need to respect themselves. Expect them to have a quiet confidence in their own abilities, and a strong desire to use their time, talents, and skills to produce optimal results. They'll respect their health, physical needs, and family commitments, and as a result be refreshed, well-balanced, and ready for work each day. Self-respect allows salespeople to be assertive, ensuring that they won't allow themselves to be used as a doormat by prospects who want to waste their time or abuse a relationship. An Innovative salesperson is a problem-solver. They're able to quickly assess a prospect's situation, and then come up with an approach to help the prospect accomplish their objectives. Reactive salespeople need not apply. Proactive salespeople spontaneously look for ways to do the job better, to improve on past successes, to show better results even faster than before. Innovative salespeople are easy to manage, because they don't require instructions. They're pretty much point and shoot; give them an objective to aim for, and they can creatively approach obstacles and move past them. Because they are innovative, they tend to look at the world through fresh eyes, and hence have a good sense of humor. A willingness to be playful and funny is a good clue that you are talking with an innovator. Good news! Your buyers would prefer to do business with someone who can make them chuckle and lighten up their day. A Decisive salesperson can make up their mind. They have effective analytical skills that allow them to rapidly size up a situation and decide how to best approach it. Decisiveness is truly important for a salesperson, for how can they expect the buyer to make a decision when they can't make one themselves? Decisiveness is often related to owning a clear set of key moral values. It's easy for salespeople to consistently do the right thing when it's clear to them what the right thing is. You want decisive salespeople who know when to walk away from a bad deal, and can separate good prospects from the time-wasters. Enthusiastic salespeople have become a cliché for all the wrong reasons. Enthusiasm must be more than an induced rush spawned by a rah-rah motivational pep talk. If you want enthusiasm that lasts, you need to find salespeople who are eager to help your customers. You want salespeople who are excited about what they do and how they do it, so their curiosity is stimulated and they are inspired to continually learn on their own. Enthusiasm comes from believing that you can make a difference, that you can improve someone's lot when they do business with you. Enthusiastic salespeople are motivated when they understand the strategy that will help them succeed, when they have access to all the tools they need to allow them to do their job and serve the customer, and when tactical training is available to allow them to skillfully serve the customer as well as the company. Enthusiastic salespeople have every right to believe they can win. And they do. PRIDE is about feeling good about your job. It's about believing in yourself and your ability to deliver. It's about enjoying yourself, helping the customer, and making the most of your God-given talents and abilities. It's about recognizing individual contributions and abilities while respecting the value of the team. When you hire salespeople with PRIDE, you, your salespeople, and your customers all win. © 2002 Paul Johnson. All rights reserved. Note: This article is available for reprint at no charge. We only ask that you include our copyright notice in your reprint, along with the About the Author (byline) information we provide at the end of the article. Paul Johnson of Panache and Systems LLC consults and speaks on business strategy for systematically boosting sales performance using Shortcuts to Yes. Check out more salesforce development tips at http://panache-yes.com/tips.html. Call Paul direct in Atlanta, Georgia, USA at (770) 271-7719.
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching Less is More: Quick Tips to Improve Your Sales I'll be brief. If not I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then. 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. 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. The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client. How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you are not sure if it was worth the investment. What went wrong? 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. Quick Tips On Handling Rejection Looking for a way to handle rejection? 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. Using the Consultative Approach to Gaining Sales What do we mean by a consultative approach? 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. Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? 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. How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" 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. 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. 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. The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Date Your Customer! Yes, you heard me right; I said "Date your clients!" Just think about it for a moment-what did you do when you first met your significant other? You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, "We should go do something sometime." They gave an answer that showed they were interested, and you went forward with the dreaded "Do you want to go out Friday night?" question. Putting yourself totally on the line you felt vulnerable and scared to death! When they said "yes" you breathed a sigh of relief, and started to get to know each other to see if a long-lasting relationship was in order. 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. Pressure Washer Business; Cleaning Composite Decks There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
