Posts Tagged ‘Sales Training’
Are you a top performer on your sales and marketing team? How about creating and having the constant desire to be a team leader that’s always showing number one stats for your management? What would you be willing to do in order to establish that kind of professional credibility?
I think those questions and probably many more have been on our minds as professionals in Sales and Marketing time and time again. We as professionals in this selling and marketing age of business should always be identifying how to set ourselves apart from the next guy, or our competition.
When I’m looking for a chance to prospect or find a business opportunity that I can move forward to a quote, I ask myself a set of questions and gauge my understanding of what I’m looking for in that prospect or business. Will I be a good fit? Could the person or business benefit from my product or service?
I want you to be a successful sales professional and market professional! To do that, I’m going to provide some advice that, to some, would be worth millions if they put a price tag on it!
Have you ever wondered if you can find a business opportunity out of asking the most simplistic of questions?
Have you ever wondered what type of business opportunities you can find just by letting someone know you care to say hi to them on a regular basis?
Have you ever felt like you could do a better job for someone even though you failed the first, second, or third time in your process?
Have you ever bought a product or a service and NEVER received a phone call or email asking how your experience was, what you liked, what you didn’t like, what you could do to make it better, etc…?
I have some answers to these questions that can be addressed (not easily either) with the help of some tips outlined below. I have used these personally to make great sales and marketing business opportunities come to life and prosper over time!
Keep Actively Prospecting; Understand your prospect and target objective; Gather Intelligence
I want to gauge what I’m asking myself with what I know already about the target prospect or company through my beforehand research. I’ll take enough time to look at their website, check social media networks, whatever I can dig up on them to understand them more. I don’t want to go through the paces of blindly calling someone or emailing someone and just wasting my own time. Nor do I want to waste theirs! In order to be a better sales person, or marketing person, you need to define not only some key questions specifically for that prospective listener, but also a nice short brief concise introduction to yourself. You have about 30 seconds to get your pitch to the gatekeeper before they already know what they are going to do with you! In order to accomplish this, you need to know your market better then your competitor, and better then the sales or marketing person next to you. The only way to get better, is to gain knowledge to be more effective at what you do!
Hi there, my name is Bob Frosting and I get paid below minimum wage to work the outbound phones in a dusty Doughnut Factory; ….ick
For goodness sake though, please don’t read from a script. The listener can hear your speaking patter to understand, and usually does know when you are doing so. If you have been supplied a script, that’s normal, but I hope you’re not forced to follow it word for word. If you are, try to challenge internally as to why exactly. The person picking up the phone most likely isn’t going to be the person making the decisions, nor the person you’ll probably give a quote to. So why in the heck will you blurb out the standard babble that the “script for the ideal prospect” is being used for? You need to be creative and personable. You need to enter the call just as you would if you were being invited for the first time into someone’s home. Because that’s what’s happening. You are for the first time having someone hear you over the phone. So why just give them the “sales” pitch without taking that into account? Most businesses today don’t encourage door to door sales people. That’s why you see the “no soliciting” signs everywhere. “Sales” people make most other non sales people uncomfortable and pressured to hear, think, make a decision to buy ASAP. Don’t give someone a reason not to ever want to talk with you because you’re reading off a script that was provided to you by someone who’s probably never even dialed a prospect in your business. It’s just an easy way to lose self confidence right away which creates another whole set of road blocks.
Strong Sales and Excellent Opportunities Come From Hard Work and Quality References; Practice Makes Perfect and Generates Good Business.
I have people close to me all the time tell me they wished I could talk to them, the way I talk about my customers, and prospective buyers. Has this ever happened to you? Do you know what this says? To me, it says that they have no idea what it takes to be upheld with outstanding integrity, honesty, passion for the daily activities that are required to be successful as a Sales and Marketing professional. I’m always able to hear about that company or person that didn’t bother caring about someone else. Like the saying goes; For every 1 bad experience a person has, they will share it with 10 people to let them know. As a person that’s honest, full of integrity and passion, and truly caring about what involvement I play in a business transaction, I wish sometimes it was the other way around. I certainly wouldn’t have to be so repetitive and keep at it so much, that’s for certain! I can’t imagine being that person that didn’t want to come to work selling car magazines and knew nothing about cars. What about being that person selling video game advertizements with a background in kitchenware marketing? Doesn’t make sense, but because they are a “sales” person or a “Marketing” person, they think they can swing it and be happy. Truth is, your customers know you’re not happy by the way you’ll carry yourself and lack of knowledge and process in your trade. So make sure you love what you do, and you keep doing what you love over and over and over again, and you’ll find more success down this path!
End on a positive note and don’t burn your bridges; Even after you get told off, or lost an awesome opportunity to move forward.
I don’t mind being the middle man in a lot of situations. In fact, I’m very good at it. This is a key trait I have that makes me personally good the positions that I am involved in during the process in my sales and marketing approaches. I’m always trying to be friendly, and no-matter who I am working with, try to connect with them and relate to something, someone, or some situation in their life that let’s them open their arms a little more each time. If I had a time for every deal I’d lost in my career, I’d have stopped working. Certainly you need to be able to take the criticism in a kind way, and open your mind when you want to get upset that you did everything you could just to find out someone else came in during the last stage of the game to win the business. I find that happening more now then ever before. After all, I make it easy for my competitors. I’ve already helped out my prospect so much, that they have all their answers about their solution needs and requirements that they just need to pull the trigger. So when one of my competitors comes in with a “look a like” solution or something that appeals in the same way that led the prospect to me, its no wonder they close the deal. Some of being successful is luck, some is being in the right place at the right time, and some is having the innate ability to make sure you’re always in front of that customer or prospect. No matter what! Even if that means continuing to be there in front of them when they have given their business to your competitor. I guarantee you they will come to love you for it later when they have more needs and even more money to spend!
Thank you for reading.
We here wish you the best of success at what you do!
“When I was introduced to IntroMojo.com, I wanted to be a part of what they do to help people build up and be able to walk into that “open door” and get their “mojo” on. After all IntroMojo can and will help you become perfected in your process! Having been a Sales Professional for many years, I admit that I was doing things before Jigsaw.com, before Salesforce.com, and well before IntroMojo.com. Boy! I wish they were around when I was starting out in my sales profession! They could have helped me tremendously then, and still can today!” – Matt G, The Sales Corner LLC
IntroMojo has only been around for about the last year or so. In that time they have made some great contacts and some great progress and have built a database of over 50 million people! WOW! It’s true that in the world of today, professionals of all kinds want to work with someone they can trust, and sometimes even befriend. People like those of us here at The Sales Corner want long term valuable relationships too. IntroMojo can help us all become closer, together!
“We are all about rapport. It’s really the most important part of the sales process. People buy from people they like. You may be able to “strong arm” your way into your sales process, but you’ll sell more when you have a relationship. That’s what we help you do. We add more mojo to your introductions. More rapport. More closed deals. That’s our goal — you do more business.” —- IntroMojo.com
See readers? The Sales Corner is about educating you on using tools like the one that is in front of you right now at IntroMojo to help you build on your credibility, and establish that relationship you want; the relationship you need to have in order to be successful. It’s the same one that will create an opportunity now, six months from now, and ten years from now. It’s the same relationship that will come back to you ten, twenty, or even fifty fold.
Here are 5 key benefits to using IntroMojo.com
1) All of our clients love to express themselves in different ways.
IntroMojo lets you in on what your clients are talking about, and where they are having their discussion! By knowing the “what” about your “who” and the “where to go” you can get a better “sales mojo” and open doors that you might not have seen before! How critical is this!? SUPER!
2) They help you build rapport!
I remember in my Customer Service days this was the subject of choice. It’s the one that enables you to be confident with the phone goer on the opposite end. It’s the subject that helps you WIN a relationship! We are all about rapport. So is IntroMojo! It’s really the most important part of the sales process. People buy from people they like. This is proven time and time again in the sales process! IntroMojo.com can help you succeed by helping you build you own rapport with your clients and prospects! They WANT YOU TO DO MORE BUSINESS!
3) They help provide you with critical and crucial information and stay informed!
What does it mean when you’ve spent hours prior to a call searching for information about your prospect or client? It means you’ve lost time, and time is money in sales! Perhaps you’ve been successful and gained valuable knowledge, but maybe not. Why not close more deals instead of losing more time?! When IntroMojo can focus on providing you specific information about the people you’re looking for, you’ll be informed! Being informed will help you CLOSE MORE DEALS! Being informed will help you be more empathetic to your clients and prospects! Being informed means you can start “Asking the RIGHT Sales Probing Questions” like a lot of you come here looking for! This is seriously a great thing to have in your “bag of professional tricks!”
4) They take what you know, about who you are looking for, and away they go!
This can be very similar to The Sales Corner and compared to how we work for you! See, when you have people focus on you, and your business, it’s a win-win situation! IntroMojo.com likes to find people, more and more people! They want you to help them too (as much as they want to help you) by constantly looking for someone you know too! If you can’t find who you’re looking for, and only know some bits and pieces; well, they will take you on a path of development and go out and find as much information as they can, and bring that back to you so you can make sure it’s the right stuff you intended to find! Remember, they may have tens of millions of people already in their database, but there are about 156 million alone in just the U.S with billions more world wide! Just tell them what you know; they do the rest for you!
5) Having more “mojo” in your processes helps you overcome challenges!
One of the single biggest challenges for any sales rep is building rapport with crazy super busy prospects who don’t want to have the time, or simply don’t take the time to truly care about your selling process. Intromojo.com helps you with this challenge! Be the expert in your industry, on your client, and on their needs! This feeds back into your good rapport! IntroMojo helps you learn what to do in front of your clients and prospects! That’s better then not knowing what to do and for them to lose respect and credibility for you isn’t it?!
The Sales Corner highly encourages you to utilize IntroMojo to help yourself succeed in your Sales profession! Perhaps you’re not in Sales? Well, they can still help you “dig up the info on people” if you’re out there telling them who you know and what you know about them!
Consider this IntroMojo Review “Powered to be Empowered by IntroMojo.com” because we can truly find our mojo for you with tools like this in our business to help you grow your own! We were excited to tell you about them in this way! Now go give them a try because they are excited to help you!
The Sales Corner understand that it takes some time and energy, some education, and some incentives to motivate a sales team to go forward and sell your products. Sometimes people are not “for” you even if you think you’re giving them a “great package” to sell with! Don’t jeopardize your revenue’s just because you’re giving them a good commission plan! Money isn’t everything to those that care about what they sell!
Find out more on this idea from Dr Drew Stevens in this video from his You Tube channel!
Dr. Drew Stevens PhD. is one of the world’s leading authorities on Sales Consulting, Business Development & Marketing Solutions. Drew is the author of the successful sales process books – 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales consulting website – stevensconsultinggroup.com.
Many years ago while participating in track and field my coaches typically spoke of cadence. In fact, many athletic events use cadence in their respective performance. Football players have a cadence before each play, dancers have a cadence in their performance and coincidentally those that sell require a cadence.
To perform at a higher level in selling products and services, one must have a certain cadence in delivery and building relationships with clients. Here are some of the things required to assist with your cadence:
- Confidence. Consumers invest in those they know and trust. However, they also invest in the conviction from the selling representative. Your cadence will be affected by the highs and lows of your confidence.
- Presentation Flow. Presentation is where it all begins. Know what you want to say, how you are going to say and but most of all listening is more important then speaking.
- Preparation. One cannot have cadence if there is a lack of preparation. Understand how your services can assist the buyer. Look at issues from the perspective of the buyer; think output. What can you deliver that can aid the client?
- Presence. When you look good, you feel good. Sellers need to dress the part. Invest in good clothes, and groom well. Be noticeable when you walk into a room.
- Poise. Buyers implicitly affect tempo with questions and concerns. Remain neutral during volatile periods with proper research and preparation. The better you plan the less likely impact to your poise.
- Equality. When you formulate equality with the buyer there is better conversation. Your interaction should be a meeting of peers, anything less is a vendor.
- Labor Intensity. Relationship building is must easier, and you have more swagger when you meet only with decision makers. Gatekeepers waste time and affect your confidence. Meet and greet only those that understand your value.
The concept of cadence is formulated from continuous learning and practice. Athletes and dancers practice daily to broaden their strengths. They understand the value of self-mastery, learning all they can to heighten their performance. Take the first step and before you know it you will be swaying with the music.
2010. Drew J. Stevens PhD. All rights reserved.
Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.
Susan Shapes Success welcomes you to get in touch with your own inner success and amplify it outward.
When you think about your happiest moments, do you think about what really makes you happy or what makes you financially secure and more successful? Happiness makes us able to do more, feel less stress, and when we are happy we are successful at life.
My son and I were praying before bed one evening when he was still a toddler. After he had finished being thankful for all his favorite things “A-a-a-men”, he clambered up onto the bed and pulled the sheet up to his chin.
When I leaned over his low slung twin bed with wooden railings to give him his goodnight kiss and tuck the loose ends of the sheet gently under the mattress, I stood and whispered, “My heart is filled with so much happiness for all the great choices you made today.”
I watched his reaction. His brown eyes squished to tiny slits as a smile expanded over his cheeks and before I turned away and walked out of the room, shutting the door slightly and turning off the light, he stopped me and asked, “Mom, your heart is filled with Happy Meals?” I had to catch my breath from laughing so hard.
These are the most precious moments in life. If you feel like you have not had one of life’s pleasures in awhile, it’s time. ~ Susan Yakima
Susan Shapes Success utilizes telephone, chat, social networks, in-person meetings, inspirational speeches, writing, tips, emails, and reminders to physically support the individual who strives for higher achievements and happiness in personal and business life. Experience the simple pleasure of moving ahead in an already fast paced world.
Critical Success Factor (CSF) is the term for an element that is necessary for an organization or project to achieve its mission. It is a critical factor or activity required for ensuring the success of a company or an organization. The term was initially used in the world of data analysis, and business analysis. For example, a CSF for a successful Information Technology (IT) project is user involvement. “Critical success factors are those few things that must go well to ensure success for a manager or an organization, and, therefore, they represent those managerial or enterprise areas that must be given special and continual attention to bring about high performance. CSFs include issues vital to an organization’s current operating activities and to its future success.”
Visualize success and then create habits that make it happen.
My name is Francis Walsh and I want to tell you what my baseline is. My baseline is where you are right now. “Where are you anyways?” I know where you want to be, but right now you’re here. “Where is here?”
Generating relationships online can be summed up in three, easy, steps. They are create, create, and interact with said create, create. It’s easy, but it’s not easy for everyone. Stop what you’re doing, Drop down to the consumer level, and Roll out the information that benefits the company in a positive way.
The intent of internet marketing is to connect with new users who through their normal every day travel of the internet, find information about you. If you increase the amount of information about you by 30% then you have more information about you from which new users are able to find your news.
The intent of internet sales is to generate revenue through the interaction of a company user and a consumer interacting via their computers. Without an increase of content a company user could go out and increase sales by thirty percent through interactions with new consumers. The company user is creating new content and interacting at the same time. Driving sales into the company to generate a 30% increase in sales is different than increasing the amount of content by 30%.
I could take the 30% to the next level and say a goal of receiving 30% growth on investment would, in banker’s terms, mean a return of $4000 on a $3000 investment. Each baseline is a little different and in the end, has a different result.
Consider each baseline as you enter into a new partnership where a provider will be doing the work for you. The best rests come from proper planning and a mutual understanding of the baseline and the goal.
“A baseline is a line that is a base for measurement or for construction; What are you trying to construct for your Internet Marketing?”