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| Sales Training Information |
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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. 1. Develop a system for everything. There's a fundamental reason why companies like McDonalds, Disney, and FedEx do so well. They havesystems for getting things done. You can too. Think about systematizing all repetitive tasks. Quit reinventing the wheel everyday and you'll close more sales. 2. Schedule your priorities instead of prioritizing your schedule. Read that line again and let it soak in. Keep two lists. One is thlong view and the other is the short view. The short view is what you should be doing today. These lists should be in writing. If you are creating these lists with an electronic planner - be sure to print it, so you can see it and refer to it often throughout the day. 3. When you are in the selling mode keep the A.I.D.A. principle in mind. A-ttention, I-nterest, D-esire, and A-ction. This model has been around a while because it works. 4. Rise and shine 30 minutes earlier everyday - especially if you are lagging in the sales quota department. Allocating an additional 30 minutes every day will enable you to plan more effectively, think more creatively, exercise more regularly, read more frequently, and outfox your competitors more profitably. 5. Hit the books. There are no excuses for not knowing something. None at all. It doesn't take time to succeed in sales it takes knowledge. For example, doing a Google search on these phrases yielded these results: Sales questions - 56,400,000 You'll get a wealth of information just reviewing the first couple of pages created by your Google search. 6. Keep track of your success. Measure your success and be sure to measure what matters most. Applying a yardstick to everything you do is the quickest way to turn around your sales performance. Pretend you are Swiss Cheese - and find the holes. Even if your numbers are good right now, they'll get even better when you track all key elements of your sales performance. 7. Poofread your work. Actually, it should have said Proofread your work. When you are running fast you are likely to make more mistakes. The more important the communication is, the more time you should spend proofreading and editing the copy. You're always being judged and the customer is doing the judging. Reading your document "Out loud" will help you catch mistakes before it's too late. Focus on winning. Eliminate all distractions. Be like a horse withblinders on, when it comes to doing what's important first and yes it might mean letting some things go undone. The only people who don't have to worry about exceeding quotas, multitasking, dealing with demanding customers, keeping up with technology, and handling a variety of annoyances and problems on a daily basis are resting comfortably in cemeteries. Isn't it great to be on this side of the SOD? Buckle up - the last 5 months will be a roller-coaster. Enjoy the ride! Jim Meisenheimer shows salespeople how to increase sales and earn more money. Get his FREE No-Brainer Sales Tips E-letter and his Special Selling Report, "The 12 Dumbest Things Salespeople Do." Go here now http://www.meisenheimer.com
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Coaching Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act. 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?" Sales Skills for the Non Sales Professional Have you ever wondered how in the heck you are going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! Hello! I Cant Sell! What's that you say? You can't sell? 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." Acquired Expertise: Attitude and Confidence "I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed. 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. Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still did not end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person. 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. Failed Salespeople Share Similar Traits We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path. 7 Sales Skills to Improve On The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job. Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. Theres a Referral for Everyone I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically did not like each other, and spent most of the day avoiding one another. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? 11 Proven Sales Strategies to Help You Close The Deal There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations. Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. Essential Training Skills for Managers Today's manager lives in a world where change has attained Mach speeds. What holds good when you go home may not apply when you return in the morning to work place. Such a tremendous pace of change takes a heavy toll in terms of a dispirited and de energized workforce.
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