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Other Added - The Secrets of Great Salespeople
Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity. General George S. PattonMany people think they have too many important things to do, but thats not the real problem. The real problem is either 1) you are trying to do them all yourself, 2) you have no way for anyone else to do them, or 3) all of them simply aren't that important.One solution is to shrink the things you classify as important, and that avenue should certainly be your first step. But for most people, the leftovers still leave too much to do. I myself am in that category, as is almost everyone I know. You probably are too - especially if you are talking about doing it
Sharon Drew offers us the following ideas to use right now to increase sales performance:
“I believe our sales take longer than necessary because of the time it takes buyers to manage all of the decisions they need to manage internally to get the necessary buy-in and acceptance.
“If sellers concentrate on helping buyers make buying decisions, rather than placing a product, buyers
You’ve come up with a name for your business, and you’ve laid out a business plan. Now, its time to put together your home office. Many people just starting out spend too much money on their office equipment. A good home office is not only cost effective, it’s space saving.The first piece of office equipment you will need, no matter what home business you may be establishing, is a desk. Yard sales or second hand stores can offer you a great product for a low price. It may not be the best on the market, but you can invest in the high end office furniture when you hit it big and have the money to waste. Starting out you need inexpensive and functional.The next piece of essential office equ
1. They have a plan for how they will create sales.
2. They always see success instead of failure in their selling activities.
3. They take ACTION on new ideas, methods and processes they learn instead of “waiting for a better time to make the improvement.”
I tapped the mind of several top sales thinkers, trainers and coaches I know for their perspective.
Here’s what they have to say.
Jeffrie Story of Unleash Your Sales DNA, turns hidden sales potential into money. She is one of the top call reluctance experts in the corporate environment today. Jeffrie shares the following:
“In my experience through coaching, training, and my own selling, the best advice is to get out in the market!
"Visibility and contact initiation are critical. In fact, the scientists at Behavioral Sciences Research Press have discovered the overwhelming key to success: the number of sales contacts initiated with prospective buyers on a consistent basis. Well, that’s not news, is it?
“Salespeople all say they know about the numbers game, but they don’t internalize it at an emotional level, or relate it to their goals.
“When we go fishing, we don’t put emotion into how many times throw our line out – we throw it out consistently and count the fish we catch.
“By internalizing the numbers game, doubts, fears and disappointment disappear, giving salespeople the motivation to keep prospecting. And if they keep learning during this prospecting phase, their skills improve too!”
Sharon Drew Morgen, of Morgen Facilitation, is a new thought expert on sales. Her client list reads like a Who’s Who of the top companies in the world.
Sharon Drew offers us the following ideas to use right now to increase sales performance:
“I believe our sales take longer than necessary because of the time it takes buyers to manage all of the decisions they need to manage internally to get the necessary buy-in and acceptance.
“If sellers concentrate on helping buyers make buying decisions, rather than placing a product, buyers w
Catalogs are direct mail items that are often used by businesses in today’s society. Before catalog printing is so well-liked. But with the emergence of internet technology, it is slowly becoming a lesser form of marketing. But it is undeniable that there are still so many people who prefer to do their shopping through catalogs in print.Catalogs are one of the time-tested marketing instruments in business advertising. They make your business known. And they can help you generate leads. With catalogs as part of your business plan, you allow shoppers to remember your business. They serve as reminders to your customers that your company has products and services that they may want to look into.In
Here’s what they have to say.
Jeffrie Story of Unleash Your Sales DNA, turns hidden sales potential into money. She is one of the top call reluctance experts in the corporate environment today. Jeffrie shares the following:
“In my experience through coaching, training, and my own selling, the best advice is to get out in the market!
"Visibility and contact initiation are critical. In fact, the scientists at Behavioral Sciences Research Press have discovered the overwhelming key to success: the number of sales contacts initiated with prospective buyers on a consistent basis. Well, that’s not news, is it?
“Salespeople all say they know about the numbers game, but they don’t internalize it at an emotional level, or relate it to their goals.
“When we go fishing, we don’t put emotion into how many times throw our line out – we throw it out consistently and count the fish we catch.
“By internalizing the numbers game, doubts, fears and disappointment disappear, giving salespeople the motivation to keep prospecting. And if they keep learning during this prospecting phase, their skills improve too!”
Sharon Drew Morgen, of Morgen Facilitation, is a new thought expert on sales. Her client list reads like a Who’s Who of the top companies in the world.
Sharon Drew offers us the following ideas to use right now to increase sales performance:
“I believe our sales take longer than necessary because of the time it takes buyers to manage all of the decisions they need to manage internally to get the necessary buy-in and acceptance.
“If sellers concentrate on helping buyers make buying decisions, rather than placing a product, buyers
One of the smartest things a business leader can do in their company is post monthly communication letters to employees. Of course now with all the over regulation out there the lawyers will have to look at it to make sure what you are saying is not breaking any laws, but it is a great way to build team work and increase dedication with the employees.Monthly communication letters are nothing new one famous CEO that does this is Michael Dell of DELL Computers, but also Fed Ex Chairman Fred Smith too and Starbucks Global Strategist Howard Shultz. The President of the United States who very much runs the Oval Office like a Corporate Board Room also has a weekly online email update of what is going on, w
“Salespeople all say they know about the numbers game, but they don’t internalize it at an emotional level, or relate it to their goals.
“When we go fishing, we don’t put emotion into how many times throw our line out – we throw it out consistently and count the fish we catch.
“By internalizing the numbers game, doubts, fears and disappointment disappear, giving salespeople the motivation to keep prospecting. And if they keep learning during this prospecting phase, their skills improve too!”
Sharon Drew Morgen, of Morgen Facilitation, is a new thought expert on sales. Her client list reads like a Who’s Who of the top companies in the world.
Sharon Drew offers us the following ideas to use right now to increase sales performance:
“I believe our sales take longer than necessary because of the time it takes buyers to manage all of the decisions they need to manage internally to get the necessary buy-in and acceptance.
“If sellers concentrate on helping buyers make buying decisions, rather than placing a product, buyers
While it is always a good idea to show your customer appreciation, the holidays are an important time to do so. Traditionally, the holiday season includes an abundance of gift giving and showing the important people just how valued they are to you. Smart companies plan ahead for this time of year and strategize their holiday gift program. To do so means to concentrate on your relationship with your clients and to separate yourself from the competition by putting thought into your offerings. This way, your presents have a lasting impression, even long after the festive season is over.There are decisions to make, however. Do you want to give relationship gifts to your best clients or offer those o
“By internalizing the numbers game, doubts, fears and disappointment disappear, giving salespeople the motivation to keep prospecting. And if they keep learning during this prospecting phase, their skills improve too!”
Sharon Drew Morgen, of Morgen Facilitation, is a new thought expert on sales. Her client list reads like a Who’s Who of the top companies in the world.
Sharon Drew offers us the following ideas to use right now to increase sales performance:
“I believe our sales take longer than necessary because of the time it takes buyers to manage all of the decisions they need to manage internally to get the necessary buy-in and acceptance.
“If sellers concentrate on helping buyers make buying decisions, rather than placing a product, buyers
“Ha!” you say. “For someone to make a statement like that, they obviously haven’t worked in the real world and certainly have never had to run a company.” Well, let me assure you. In my past I’ve not only run companies, but spent many years in one of the most notorious industries for turnover – the restaurant industry.Don’t get me wrong, I understand and appreciate the challenges that turnover creates. Turnover causes a drop in productivity, lower profits, inconsistent quality, and certainly creates work overload. In addition, turnover results in a lack of motivation, a lack of enthusiasm, apathy, and a lack of teamwork. But here’s the question…Are the challenges I just raised problems o
Sharon Drew offers us the following ideas to use right now to increase sales performance:
“I believe our sales take longer than necessary because of the time it takes buyers to manage all of the decisions they need to manage internally to get the necessary buy-in and acceptance.
“If sellers concentrate on helping buyers make buying decisions, rather than placing a product, buyers will not only make much quicker decisions, but they will meld the seller’s product into the solution.”
Here are a few tips Sharon Drew recommends:
1. Always announce it’s a sales call and ask if it’s a good time to speak. This will ensure the buyer understands the seller is being honest and respectful.
2. Recognize your job is to support the buyer in designing their best solution and note it will require buy-in from all of the people and rules that created the problem to begin with.
3. Use the first part of your conversation to help buyers recognize their current situation: why haven’t they solved the problem until now? What would stop them from resolving it now? What would need to change for them to be able to create a solution now?
Remember that buyers only buy when they have all of their own answers – and information doesn’t teach them how to decide.
Help them manage their change issues first. They will make your product part of their solution. You won’t have to sell anything.
Sharon Drew also notes, “What’s so interesting is that sales actually creates its own problems and results: lengthened sales cycles, objections, closing problems, etc.
“For some reason we have never questioned the model itself - just the results. Sales people have always assumed sales was about placing product rather than supporting the decision.”
David Hepburn, Master Sales Trainer for the Sandler Institute, talks about the sales persons plan. Here are his ideas.
The usual 3 steps to sales that most people follows are:
1. Small talk
2. Features and benefits
3. Close
When the client balks, the salesperson will go back to
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