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Other Added - What's in Your Wallet-Ten Key Factors That Put More Money in Your Wallet as a Sales Pro
Virtual Assistants (VA’s) are instrumental in organizing key components of a client’s business.VA’s are business owners that have knowledge of how to run their business thereby knowing what and how a business operates and grows.VA’s have a true vested interest in the success of their clients businesses; VA’s stand to gain in every success they achieve for the client’s business.Working with a VA is a Win-Win situation for any business that teams up with a VA based on the saving of time and money to the business owner.VA’s are professional office administrators; most VA’s come from a background of working in the administrative field and has office skills that they apply to
• Training of employees
• Getting and keeping customers
• Emergency Crises
• Business Management Skills
• Constant stream of new competitors
• Profitability
• Inventory management
Be Honest With Yourself
Ask Yourself ----- Do I demonstrate these key characteristics? If not study the ten key factors. Practice on improving your skills. Take the information you have as a sales professional in your market and build unique solutions that solve your customer’s problems even if those problems have nothing to do with selling them product. They can buy stuff from anyone. They will buy it from you to get the “out of the box” benefits.
The Emerging Role of the Sales Professional
Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that--
How many of us consider the effect colour has on our prospective customers’ etc?Do you know what subliminal messages you are sending out with each colour you use?The effect of colour is immediate and if used wrongly can destroy the image you are trying to project.To project a sense of a solid, stable, trustworthy and powerful company use Royal Blue, think how government departments use Royal Blue on its logos & letterheads giving an impression of honour and power. Team it with red to add a hint of danger and excitement to the message.Pale blue and pale pinks remind us of childhood, babies and children and are ideal for businesses that want to create a more caring, sharing image of young
1. Not being afraid to prospect for new accounts and new business. Have enough confidence to view rejection as simply a step closer to success.
2. Understanding the value of planning and actually document the key actions necessary to meet specific objectives at specific accounts.
3. Become professional with your planned presentations whether it is to an individual buyer or a group of customer decision makers. Perfect your 25 word elevator speech that clearly outlines your value proposition down pat for those opportunistic moments that may occur.
4. Goals are a matter of course and they include more than just revenue and margin growth. Milestone goals are established for target accounts to highlight progress toward their major goals.
5. No one likes record keeping and paperwork but the really successful sales professional understands the necessity and the value received in return for being methodical with their record keeping.
6. Time management should be forever on your mind and you need to continuously practice efficient time control.
7. You’ve got to be Hunnnnggggrrrry! Hungry for knowledge to improve your skills and demonstrate enough curiosity that you don’t wait for company sponsored seminars for education and training. Read, listen to tapes and finance your own self improvement in addition to company programs.
8. Don’t chase orders, chase customers. Be willing to lose an order but fight aggressively to never lose a customer unless you need to prune your territory garden due to unacceptable profitability.
9. Your objective on every sales call is to identify the customer’s real needs, not to just take an order. Take pride in being a solution provider and demand creator instead of a demand fulfiller.
10. Understand that often a key to your success lies in your ability to educate the customer. This may range in form of business acumen to helping the customer understand real value. Become an expert at demonstrating the difference between price and cost.
The formula for success is simple:
FIND THE CUSTOMER PAIN-----TAKE THE PAIN AWAY------ SET YOUR PRICE
Customers will pay plenty, if you can reduce their “PAIN” This is the evolving role of 21st century Field Sales professional. Find out what the customer’s problems are and where they are in pain. Look at it from their point of view, not yours.
Customers no longer spout off about quality products and reliable deliveries. That’s a given. Although all customers are trained to say “Your Price is to High”, if you find the pain, price is not an issue.
Some Pain Examples
• Recruiting & retention of employees
• Training of employees
• Getting and keeping customers
• Emergency Crises
• Business Management Skills
• Constant stream of new competitors
• Profitability
• Inventory management
Be Honest With Yourself
Ask Yourself ----- Do I demonstrate these key characteristics? If not study the ten key factors. Practice on improving your skills. Take the information you have as a sales professional in your market and build unique solutions that solve your customer’s problems even if those problems have nothing to do with selling them product. They can buy stuff from anyone. They will buy it from you to get the “out of the box” benefits.
The Emerging Role of the Sales Professional
Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that---
There are many people who are in a position where they are not happy with their current role of employment. They would love to be able to find alternative work but may be scared or unsure of how to proceed. This could be because they have worked for the same company for a large number of years and feel that they have lost touch with where to look for work or about the daunting task of attending an interview.There are many places where people can go to in their quest to find alternative employment. If you are one of these people who have worked for the same company for quite a long time, you may actually be pleasantly surprised at the amount of help and opportunities that are out there. Most of the government
2. Understanding the value of planning and actually document the key actions necessary to meet specific objectives at specific accounts.
3. Become professional with your planned presentations whether it is to an individual buyer or a group of customer decision makers. Perfect your 25 word elevator speech that clearly outlines your value proposition down pat for those opportunistic moments that may occur.
4. Goals are a matter of course and they include more than just revenue and margin growth. Milestone goals are established for target accounts to highlight progress toward their major goals.
5. No one likes record keeping and paperwork but the really successful sales professional understands the necessity and the value received in return for being methodical with their record keeping.
6. Time management should be forever on your mind and you need to continuously practice efficient time control.
7. You’ve got to be Hunnnnggggrrrry! Hungry for knowledge to improve your skills and demonstrate enough curiosity that you don’t wait for company sponsored seminars for education and training. Read, listen to tapes and finance your own self improvement in addition to company programs.
8. Don’t chase orders, chase customers. Be willing to lose an order but fight aggressively to never lose a customer unless you need to prune your territory garden due to unacceptable profitability.
9. Your objective on every sales call is to identify the customer’s real needs, not to just take an order. Take pride in being a solution provider and demand creator instead of a demand fulfiller.
10. Understand that often a key to your success lies in your ability to educate the customer. This may range in form of business acumen to helping the customer understand real value. Become an expert at demonstrating the difference between price and cost.
The formula for success is simple:
FIND THE CUSTOMER PAIN-----TAKE THE PAIN AWAY------ SET YOUR PRICE
Customers will pay plenty, if you can reduce their “PAIN” This is the evolving role of 21st century Field Sales professional. Find out what the customer’s problems are and where they are in pain. Look at it from their point of view, not yours.
Customers no longer spout off about quality products and reliable deliveries. That’s a given. Although all customers are trained to say “Your Price is to High”, if you find the pain, price is not an issue.
Some Pain Examples
• Recruiting & retention of employees
• Training of employees
• Getting and keeping customers
• Emergency Crises
• Business Management Skills
• Constant stream of new competitors
• Profitability
• Inventory management
Be Honest With Yourself
Ask Yourself ----- Do I demonstrate these key characteristics? If not study the ten key factors. Practice on improving your skills. Take the information you have as a sales professional in your market and build unique solutions that solve your customer’s problems even if those problems have nothing to do with selling them product. They can buy stuff from anyone. They will buy it from you to get the “out of the box” benefits.
The Emerging Role of the Sales Professional
Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that--
Conflict is an ever-present reality whenever people work together. It can manifest itself in differences of view, differences of opinion, differences of personality, and differences of interest. But conflict doesn’t have to be destructive. If the right options are chosen to handle conflict – either as a strategy or as a tactical choice – the result can be of huge benefit to both sides. These are the 7 options you have.1. No Deal. A no-deal outcome to a conflict means that the status quo is confirmed and nothing changes. No-deal is rarely a successful end to a conflict unless during discussions it becomes clear there is no advantage for you in continuing. No-deal, in the sense of walkaway power, can al
7. You’ve got to be Hunnnnggggrrrry! Hungry for knowledge to improve your skills and demonstrate enough curiosity that you don’t wait for company sponsored seminars for education and training. Read, listen to tapes and finance your own self improvement in addition to company programs.
8. Don’t chase orders, chase customers. Be willing to lose an order but fight aggressively to never lose a customer unless you need to prune your territory garden due to unacceptable profitability.
9. Your objective on every sales call is to identify the customer’s real needs, not to just take an order. Take pride in being a solution provider and demand creator instead of a demand fulfiller.
10. Understand that often a key to your success lies in your ability to educate the customer. This may range in form of business acumen to helping the customer understand real value. Become an expert at demonstrating the difference between price and cost.
The formula for success is simple:
FIND THE CUSTOMER PAIN-----TAKE THE PAIN AWAY------ SET YOUR PRICE
Customers will pay plenty, if you can reduce their “PAIN” This is the evolving role of 21st century Field Sales professional. Find out what the customer’s problems are and where they are in pain. Look at it from their point of view, not yours.
Customers no longer spout off about quality products and reliable deliveries. That’s a given. Although all customers are trained to say “Your Price is to High”, if you find the pain, price is not an issue.
Some Pain Examples
• Recruiting & retention of employees
• Training of employees
• Getting and keeping customers
• Emergency Crises
• Business Management Skills
• Constant stream of new competitors
• Profitability
• Inventory management
Be Honest With Yourself
Ask Yourself ----- Do I demonstrate these key characteristics? If not study the ten key factors. Practice on improving your skills. Take the information you have as a sales professional in your market and build unique solutions that solve your customer’s problems even if those problems have nothing to do with selling them product. They can buy stuff from anyone. They will buy it from you to get the “out of the box” benefits.
The Emerging Role of the Sales Professional
Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that--
Q: I've never really done much advertising for my business; I've always relied on networking and word-of-mouth. Now I'd like to launch a small campaign, but I'm frightened it will cost a lot of money. How can I figure out where to start?A: The first thing you must do is calculate your minimum and maximum allowable ad budgets:· Step 1: Take 10 percent and 12 percent of your projected annual, gross sales and multiply each by the markup made on your average transaction. In this first step, it's important to remember that we're talking about gross markup here, not margin. Markup is gross profit above cost, expressed as a percentage of cost. Margin is gross profit expressed as a percentage of the selling p
The formula for success is simple:
FIND THE CUSTOMER PAIN-----TAKE THE PAIN AWAY------ SET YOUR PRICE
Customers will pay plenty, if you can reduce their “PAIN” This is the evolving role of 21st century Field Sales professional. Find out what the customer’s problems are and where they are in pain. Look at it from their point of view, not yours.
Customers no longer spout off about quality products and reliable deliveries. That’s a given. Although all customers are trained to say “Your Price is to High”, if you find the pain, price is not an issue.
Some Pain Examples
• Recruiting & retention of employees
• Training of employees
• Getting and keeping customers
• Emergency Crises
• Business Management Skills
• Constant stream of new competitors
• Profitability
• Inventory management
Be Honest With Yourself
Ask Yourself ----- Do I demonstrate these key characteristics? If not study the ten key factors. Practice on improving your skills. Take the information you have as a sales professional in your market and build unique solutions that solve your customer’s problems even if those problems have nothing to do with selling them product. They can buy stuff from anyone. They will buy it from you to get the “out of the box” benefits.
The Emerging Role of the Sales Professional
Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that--
You run a small consultancy. You're well qualified, experienced and dedicated. Yet you can't get a meeting with the corporate decision-maker.Your proposal was a work of art. You provided exactly what the client needed, plus a ton of added value. Yet the business went to a well-known firm offering a standard approach at twice the price.You did a great job for the client, during which a whole lot of other needs surfaced. All are within your expertise, but you weren't even asked to submit a proposal.Any of these situations familiar to you? If so, what you've encountered is the power of a well-known brand name over rational choices based on factors like expertise, ability or value.How Cor
• Training of employees
• Getting and keeping customers
• Emergency Crises
• Business Management Skills
• Constant stream of new competitors
• Profitability
• Inventory management
Be Honest With Yourself
Ask Yourself ----- Do I demonstrate these key characteristics? If not study the ten key factors. Practice on improving your skills. Take the information you have as a sales professional in your market and build unique solutions that solve your customer’s problems even if those problems have nothing to do with selling them product. They can buy stuff from anyone. They will buy it from you to get the “out of the box” benefits.
The Emerging Role of the Sales Professional
Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier........
You must become----THE SUPPLIER OF CHOICE---- which means you always get-----THE FIRST CALL----and THE LAST LOOK!
Don’t make the rookie mistake of thinking that your customers don’t give last looks. If your customer doesn’t give you last look. That means somebody else is getting it. It’s time to evaluate the relationship equity you have built in that account.
Today it’s not about the features and benefits of your product. It’s about value and how your customers are going to make a profit. You no longer just sell yourself and everything falls into place. Today, relationships are still very important but they are the ante to play. Customers are smarter and more educated. You must bring every resource your company has into play and leverage those resources to create competitive advantage. Learn to really listen to your customers. Let them talk and when there seems to be a pause in the conversation resist the temptation to start talking again. Chances are good that the customer has more to say. The quieter you are the more they will tell you. Listen long enough with a few strategically placed questions and the customer might just tell you exactly how to gain his business. (And it won’t just be about price)
So tell me ------ What’s gonna be in your wallet in 2006?
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