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| Sales Training Information |
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How To Win Business By Networking
In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. Pareto's Law states that 80% of your business will come from 20% of your clients. Chances are that these are the clients that you have strong relationships with, your "champions" if you like. So start to network with them. Find out who they know, who they can refer you to and who they would approach for business if they were you. Now you may be thinking, "Well, I cannot do that." Or even, "Well, they would have given it to me if they had any contacts, wouldn't they!". Wrong! On both counts! People who do not sell for a living do not understand what you want if you don't tell them. They may well think that you do not need or want their help. Approached properly your clients will help you, they will give you leads and they will sell your services for you. I advocate that everyone I coach has a "circle of influence" a group of people who always speak well of you, will refer you to other people and who will happily pass leads to you. Start by identifying ten people for yours now and start to network with them. As time passes you can expand this group. You will find that many of your best clients will be people who are referred to you by your existing best clients. And remember! In sales, none active clients can be "champions" too so keep in touch with them. I have won many large pieces of business from clients who work with my competitors for a variety of valid reasons but then recommended me and not them!!! Why? Because the salesperson who sold them had something specific that they wanted at the right time but I had the networking skills and the credibility so they gave their referral business to me not the other salesperson! "But Gavin, I have only just started out and I haven't got any clients or any people to get into my circle!!!!" Well, firstly I don't believe you. Ten years ago I was offered a job with a large financial advisors in the City. I was very tempted. It was more money than I was earning, the commission was incredible and the offices were flash. I decided that it was not the path for me but I do remember their first question in the interview, "When you start with us you have to make a list of 200 people you know. Now you many not think that you know 200 people but you will. Write down all of your family, all of your friends and then everyone you know through them. It may take you a while but you'll get there. Your first job is to ring them all, tell them what you are doing and ask them how they can help. Can you do that?" So you see you will know people, when you try. Are you ready to try yet? But there are other ways to get to know people and here are just a few. I am sure that you will have more and better ideas because you know your business better than me? Business groups, user groups, networking groups (such as BNI), breakfast clubs, Toastmasters, church, rotary, rotaract, the round table, standing in queues, public speaking anywhere, charity work, in restaurants, volunteer service, hotels, at the gym, professional associations (such as REC), your local business link, schools/ colleges / universities, neighbours, friends, family, colleagues, ex-colleagues and many, many more. And as a final note before you all leave your desks to take your best clients out for lunch or to go and visit BNI! You are running your own business. You are responsible for making the sales that you need to hit target. You need to work out by yourself and in discussion with your manager or coach the best way to do that. Every networking meeting you attend should have an objective! Several of my ex staff may well be reading this thinking, "I cannot believe him he stopped me going to the XXX user group." Yes, I might have and if you remember I asked you why you were going. If the objective is not clear and not quantifiable don't go. It's not a "jolly" or a day out of the office, it's a proven business development method! For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success. Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.
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Coaching 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. Prospecting: Not A Wild Goose Chase... Its A HUNT Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 How Can A Smelly, Hissing Goose Teach You To Be A Business Leader? In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted to have the full experience so I began to collect animals. We acquired cats, dogs, chickens, an old horse, guineas and the pair of geese. I recall the wisdom that came from the animals. One such piece of wisdom was on leadership. How To Give Your Sales Job A Strategic Tune-up In happens every year in June. 10 High Powered Ways To Magnify Your Sales 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Anticipating the Audiences Reaction Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true. Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry". Sell Without Feeling Like A Used Car Salesman Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous. 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? Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference? 3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product. Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge. 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. Increase Your Selling Confidence 1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen: The Road to Achieving Training Success: What Holds the Key? As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to increase the possibility and probability of success. Instant Rapport: The Key to Sales Success Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person. Equal Chance of Winning The Sale? Bah! Are you going to win this deal?
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