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| Sales Training Information |
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Quiz: What Kind of Sales Shoe Are You?
Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. Are You a "Shoe-In" With Your Customers? The most important aspect of selling is to understand and relate to your customer. And before you can do that you have to know yourself. Contrary to popular belief you don't have to twist yourself into a pretzel to be a success in sales. You don't have to copy anyone else. You just have to be YOU with all your quirks and also understanding your strengths. The sales quiz below will help you determine what type of "Sales Shoe" you are wearing?and what areas of selling you need to improve. Answer yes or no to the following questions. Compare your point total to the scoring key at the bottom. 1. I enjoy the challenge of finding new clients. 2. I feel the most satisfaction with a client I have known a long time. 3. I like most networking events. 4. When I am faced with a difficult client I am not afraid. 5. I love when there are lots of details to put together. 6. Money is a motivator for me. 7. I get excited when I am working with a new client. 8. I love change. 9. I love getting out to networking events and meeting new people. 10. Following up with customers is easy for me. 11. Goal-setting is really important to me. 12. I get excited about unknown opportunities. 13. Self-motivation is one of my greatest skills. 14. I love people that's why I got into sales. 15. I rarely feel nervous when I ask for the sale. 16. I don't tend to take rejection personally. 17. I love exceeding my goals. 18. People often tell me that I am a great listener. 19. It doesn't matter what I sell as long as I believe in it. 20. I love learning and invest yearly in professional development. 21. I think that the word "selling" is a fabulous word! 22. I am an expert at asking questions. 23. I enjoy solving problems. 24. Relationships are my middle name! 25. My customers see me as an expert. 26. I have a clear picture of who my target audience is. 27. I know what I need to do to market myself. Scoring Key: What Shoe Are You? 22-27 Points: High Heel Pump You go girl! You are dedicated to helping people and making money at the same time. Just make sure to keep yourself on track start a Success Team so you continue to stay motivated. 16-20 Points: Stiletto Great score! You can run a block in your high heels and not even get a run in your nylon. Just remember to maintain customer relationships you have to slow down and pay attention to some of the details. 11-15 Points: Mary Jane Classic You're doing fine but there is room for improvement. Your shy nature may be holding you back in some areas. You don't have to be behind the scenes you get out there and shine! Try taking a public speaking class it will do wonders for your confidence! 6-10 Points: Sneakers You're busy but not much is happening. You may be feeling a little frustrated at why success isn't coming faster. Dig deep here what are you afraid of? It's time to get a mentor and also quit trying to do everything yourself. 0-5 Points: Flip-Flop Don't despair! Many of your attitudes about sales can be adjusted if you are willing. Use this quiz as a starting point to pinpoint the changes you want to make. Consider reading one professional development book a week and also getting some sales advice for your business. Copyright© 2005 Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at http://www.salesdivas.com
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Coaching Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. How to Sell to the Devils Advocate There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car. 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. Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude. Simple Technique for Isolating Objections To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost 2. Financing 3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today." My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY. Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close." 5 Powerful Tips To Persuasion! Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth. How to Use Humor to Increase Sales Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools. 7 Quick and Easy Ways To Multiply Your Sales There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements. How Pareto?s Principle Impacts Your Sales Success Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas: How To Get Clients To Take Immediate Action Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense of urgency and get your clients to want what you have now! How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson: The Truth About Sale Success! Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: Mortgage Leads Are Like a Box of Chocolates Mortgage leads are like a box of chocolates, you never know what you are going to get. That is why it is so important to do your research before you invest. 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. 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. Change Takes Time I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled. The Ultimate Think Differently Sales Tip Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold calls, fliers and brochures, special offers, internet banners and offers, you name it. How can you expect to compete in this environment? 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.
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