Posts Tagged ‘sales techniques’
I’m a fairly young sales person. None-the-less, I can still remember a time when I started utilizing sales tools in my sales career. The closest thing I had to field tools was a Blackberry with a stylus and my bulky laptop. Those were the days! I could check email and respond to email requests while on the road or in my car (not driving). I could be more effective in my sales role to the company! Now we are here in the year 2012. In the last decade we’ve seen so much change as sales professionals and managers that it’s almost unfathomable. Ashley came to me with this article and I told her I would gladly post this to our readers to get their attention! More sales individuals can utilize tools such as “smart devices” like the pads and other things to improve on their sales techniques, sales process, and opportunity close ratios. This advantage could be tremendous if used in a way that empowers them and their device to work smarter to gain attraction and close more sales business with their customer! I do hope you enjoy this read. I know I did! — Matt G.
So You Bought iPads for Sales – Now What? – By Ashley Furness
Published on April 24th, 2012 @ Software Advice —
Two telecom sales reps recently stopped by my office to pitch executives on their latest solution. Both toted iPads, which I assume were loaded with dazzling interactive presentations and other tools for elevating the pitch. But neither rep turned on their device.
This got me wondering, did they plan for how they were going to use their iPads? And if they did, what did that plan look like?
“We talk to companies all the time where they literally purchased iPads for their team with no idea of what they were going to be doing with them,” said Matthew Suggs, vice president of enterprise sales at Mediafly Inc., a company that develops iPad sales tools.
Apparently this was not an isolated incident. One recent study reported that while 78 percent of employers plan to deploy tablets across their organization (83 percent of which will opt for the iPad), more than half haven’t articulated a clear adoption strategy.
With this in mind, I wanted to offer a helping hand to readers wanting a ride on the iPad-for-sales bandwagon. I asked some mobile strategists what tips they would offer sales managers looking to maximize their iPad investment.
Why is it that individuals are so negligent to things that make a difference? As a business professional I find it vital to be attentive to nuances that aid relationships. These include graciousness, name recognition and simply being attentive.
Psychologists have studied the use of the Primary/Recency Effect, known for an individual’s ability to recall the first and last things they see or hear. If the cliché holds that people judge a book by its cover, then many will be ignored.
Business today requires being in the moment, and attentive to all things. Misspelling names, forgetting appointments, etc, do not gain accolades. If you want to leave a lasting impression and gain better relationships follow the simple suggestions:
- Follow the Dale Carnegie Rule. In 1983, I read “How to Win Friends and Influence People”. The first rule, “a person’s first name is the sweetest sound they will ever hear. If you do not recall, write it down. If you cannot pronoun it ask the person. Stop being lazy and make a better first impression.
- Cold Call Failure. Cold calling today is repulsive. Too many agents obtaining lists and calling prospects without preparation just provocation. If there is no want or need, there is no conceptual agreement. Stop calling people from a list and target a microcosm that might have a better need for your service.
- Email Etiquette. As the Internet developed positive and negative rules of engagement developed to help with email use. However many today continually send emails without a subject message. Unless you desire a lack of a reply, be more attentive to the subject and actions you want your receiver to take.
- Email Responsiveness. The purpose of email is to allow receivers to reply to email when they have a spare moment. However, what incites many is the general lack of a reply by receivers. People in all businesses are busy, yet this does not allow receivers to negate replies. Unresponsiveness to emails is as insulting as not saying “hello” to familiar faces on the street. No one is that busy.
- Responsiveness to Voice Mail. Similar to emails, stop hiding behind procrastination and return calls.
- Delegation without personalization. In the last few weeks I have sent correspondence to executives related to certain business matters. I realize the information will get read but delegated to a subordinate. However delegation might denote arrogance. Handwriting a simple note communicating the receipt of the letter, the importance of the query and the need for delegation is in the best interest of customer service. Arrogance and laziness trump customer service.
- Follow Up. Return calls when you say you will, send emails when you say you will and offer feedback when promised.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on business development and sales thought leadership. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.drewstevensconsulting.com.
Quote of the Week
Branding is no longer for Fortune 500 companies and Madison Avenue agencies with excessive budgets and inadequate tracking.
Personal branding is about managing your name — even if you don’t own a business — in a world of misinformation, disinformation, and semi-permanent Google records.
Going on a date? Chances are that your “blind” date has Googled your name.
Going to a job interview? Ditto.
Read more: http://www.gaia.com/quotes/topics/branding#ixzz0V3J2fGRe
Thought of the Week
Even in selling brand is vital for business success. If customers and prospective customers are not speaking about you then you do not have a brand. In the age where consumers see over 10,000 messages per day, clutter is the norm. It is then vital for the seller/marketer to create differentiation and be heard above the din. What are you doing to create brand and be heard.
Best Practice of the Week
It is necessary to create strategies that engage your brand. To proliferate your brand engage in numerous activities around your consumers. Speak, write, network, teach, and volunteer are activities helpful to having people see you and discuss your differentiation. Invest in ideas and issues that allow customers to be attracted to you. Which is easier awaiting a phone call or creating the activities that make it ring? Do not be a spectator create those activities that keep you in the field of play!
©2009. Drew J. Stevens Ph.D. All rights reserved.
About Dr. Drew
Drew Stevens PhD works with individuals and organizations to dramatically accelerate revenue growth. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote Contact Dr. Drew or to obtain is Marketing Acceleration Worksheet to help you create brand recognition.
I am in my office the other day when a Vice President of Sales calls and states he needs assistance. The dilemma: the sales staff closing efficiency is off. In addition, the VP continually learns the staff does not meet with the economic buyer and hears the same rote excuse of “no money in the budget”.
For a few moments we speak and since they are not located in my city we agree to discuss how I might help. After 20 minutes of provocative questions and gaining some insight into the objectives of the organization, metrics for accountability and to understand how well we meet those objectives and finally the value to the organization, we agree to my sending a proposal. However, the vice president continually asks me for a foundational fee to better understand the investment. Unwillingly I provide him a very conservative estimate based on similar work. He states, “We do not have money in the budget”.
Naturally I was flabbergasted. The Vice President calls me, desires my input for better closing efficiency and then gives the same excuse as his representatives.
Here are some unprecedented facts from a recent CSO Insight:
• 92% of most sales professionals lack a foundational selling method which continually impacts closing efficiency.
• The percentage of salespeople failing to hit their sales quota rose from 38.8% to 41.2%
• Overall revenue plan attainment dropped from 88.2% to 85.9%
• The top 20% of sales reps are generating 61.5% of revenue
If sales are vital to every organization including the Federal Government, then why not invest in the most imperative asset? Think about that nothing, and I mean nothing happens unless something is sold.
The essence of the issue revolves around two heartfelt realities; 1) failure to invest and 2) taking a good look in the mirror. If the manager desires more sales and better efficiency then he might want to take a good look at his philosophy. Student emulate those that they learn from.
What is the image you see in the mirror?
Copyright 2009. Drew Stevens PhD. All rights reserved.
The constant bombardment of negative press can be overwhelming to selling professionals and their managers. The negative information manifests and creates negative energy and focus for all. One way to reverse the negative attitudes surrounding you is to avoid them.
The best level of avoidance begins with your job, your product and the interaction between you and your manager. We all have one life and it is not a lengthy one. We must make our time on earth abundant. This begins with passion. It is imperative that you love what you do and the individuals and customers you service. If boredom, apathy and negativity exist, then switch. There is no reason awake every morning to work you hate.
You must sell yourself on the product or service. Your work centers around providing solutions to client needs. If you are not convinced of the benefits how might your customers? Selling begins with you, after all your clients do not invest in products and services but rather a future relationship with you.
As recent as 2006 the Gallup Organization estimated there were 32 million actively disengaged employees costing the American economy up to $350 billion per year in lost productivity. Such loss includes absenteeism, tardiness, and poor work. Research supports that productivity stems from the interaction between manager and employee. In fact, 70% of productivity is based on the interactive relationships of client and manager. If your manager and you cannot reach consensus, if goals and circumstances too demanding then it is time to leave. Work relationships emulate family relations; dysfunctional families separate or divorce. Similar is offered with work relations. If your manager and you are not on the same page and if values differ then it is time for departure.
Selling requires positive energy and focus. Pollyanna is never possible however life is too short to worry about trivialities. Life is too short to live with negativity. Moreover, selling cycles and relationships are too important to work in disgust.
© 2009. Drew J. Stevens PhD. All rights reserved.
*****The Sales Corner*****
Drew Steven’s is just one of many people that takes advantage of The Sales Corner. From time to time, we get some exclusive material from him to post here for you and our members. This time however, I found an article I couldn’t resist bringing here for you. It’s an interesting concept of doing business, but maybe you can become better after you read this like I did! – Matt G – The Sales Corner
Written by: Drew J. Stevens
Yes, the title is correct. I am receiving too many about new methods to close business. There are too many selling representatives clamoring for business. These difficult economic times are scaring selling professionals. Sales representatives are reviewing every sales book and article to determine how to sell more in less time. Professionals are concerned with two issues; leads and closing. However, contrary, to belief, too many representatives spend time trying to close sales; and not building relationships.
There is a famous quote by the management guru Peter Drucker that states, “The purpose of business is to create and keep a customer”. Such merit begins with the relationship. Individuals desire to conduct business with those they know and those they trust. Sales professionals cannot expect to close business if they do not have a relationship. People do not buy products and services from customers they buy from articulate individuals.
This Sales and Marketing Article has been brought to you by The Sales Corner.
This is reprinted in part with proper credit and permission from Drew Steven’s.