- What Happens When You Have Too Many Sales Leads?
Few marketers will question the value of sales leads generated by direct mail and other direct response methods. However, a poorly integrated lead generation programme can actually reduce the overall productivity of a salesforce. This is a true story and only the company name has been changed. - Psychometric Testing And Professional Salespeople - Uncomfortable Bedfellows?
I have to tell you that when I was first introduced to psychometrics in 1983, I was somewhat sceptical and that scepticism has remained with me ever since; so why my scepticism and why do I believe that psychometric testing and professional salespeople are uncomfortable bedfellows? - The Four Essential Component Parts Of Successful Selling Part One - Attitude
I first began to recognise the need to be able to benchmark sales performance more objectively and more rigorously over twenty five years ago: The motivation to do this was strong because I knew I was wasting thousands, if not hundreds of thousands of pounds on sales skills training programmes which were not providing me with a proper return on my considerable investment. But I needed to prove my theory because without an accurate analysis of my requirements, I would continue to abdicate that responsibility to the training providers, most of whom had only their own interests at heart.So with this quote from Drucker, "The most effective way to manage change is to create it," firmly in my mind, I set about my task, a task that became a journey, which began in 1981 and is still ongoing. - The Four Essential Component Parts Of Successful Selling Part Two - Skills And Process
I then turned my attention to "Skills". I discovered that to begin with, the one off programme was supplying a short term motivational buzz and provided my team with a number of thought provoking ideas. However, in reality, once they were back at the "front-line" the day to day pressures of hitting quota etc took over again and the reactive mindset returned. - The Four Essential Component Parts Of Successful Selling Part Three - And Finally, Knowledge
It is fairly common knowledge that even today, in most industries, a very high percentage of training budgets are spent on "product knowledge" workshops and training sessions. This is understandable to a degree particularly in the more technical sectors, but what about all the other types of "knowledge?" - Reactive Salespeople, Pro-Active Salespeople And Vilfredo Pareto
"Winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do" -Dennis WaitleyCan we all become "Winners"? Yes, of course we can. We cannot have everything we want in life but we can have anything that we really want, because if we want it badly enough we will find the means to bring about its happening – this is called "fulfilled expectation" - Professional And Dedicated Sales Professionals Are Busy Setting Goals And Objectives For 2007
It is that time of year when all professional and dedicated sales professionals should be focusing on what they want to achieve next year. Having said that, most people, and I would estimate 80%, because Pareto’s principle is always pretty accurate, will not set objectives and in failing to plan will in effect, be planning to fail.The greatest difficulty most people have is knowing where to begin, so here are some thoughts that will hopefully assist you in constructing an achievable plan for the next twelve months and beyond. - Sales Networking - The Best Way To Begin Is To Dive Right In
Like any adventure,when you begin networking you may have some fear and trepidation about facing the unexpected, but you should also feel some of the thrill of the challenge and excitement in finding new people with whom you can really connect. By making time in your schedule to network, you can use early opportunities to watch others networking and to get into the habit of talking to the people you meet. Don’t forget, networking successfully means that we sometimes have to stretch ourselves to the edges of our comfort zones – hard at first but much easier with practice. - Sales Presentations - Tips On Dealing With Anxiety From An Old Pro
The first thing to remember is that anxiety or nerves means you are alive and without them your resulting presentation would be like you - dead! What you need to do is learn to control your anxiety and use it to fuel your enthusiasm. - How To Deliver A Professional Sales Presentation
All professional salespeople have to be involved in a presentation at some time in their sales career and Top 5 % players present their proposals every time. - Are You Achieving Sustained Sales Growth Efficiently - Reliably And By Design
In his book "Fundamentals of Selling," Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson. Frequently there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren't doing enough. What's enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create. - Identifying The Stages Of A Consultative Sales Cycle
Before we identify a typical "Consultative Sales Cycle", it is important to discover if you are currently selling in a traditional way or if in fact, you are already selling consultatively. - The Twelve Golden Principles Of Selling
I received a call from an ex-student this week, who is designing an induction programme for new recruits about to embark on a career in sales. He asked that if one had to create "twelve golden principles of selling", what would I come up with. - The Nature Of Sales Networking
Networking effectiveness starts with a positive personal attitude and an understanding that successful networking is built on a spirit of giving and sharing and not of bargaining and keeping score. Armed with this knowledge, we can now look at how the process of good sales networking actually works in practice. - How To Create A Sales Network Map
There is ultimately no better way to start networking than to try it for real. The easiest way to do this to commence with the clients you already have, rather than to find new ones. - Sales Networking - How To Research Potential Contacts
I truly believe that every individual in the whole world is potentially only five or six contact steps away. This 'five or six degrees of separation' shows that even an entire population of over five billion people is still highly accessible. However, for practical purposes , we don't necessarily want or need to meet millions, or even thousands of people in different organizations, age groups, religions, professions, culture or places. We are just looking to develop a network that will eventually provide us with additional business. Ideally therefore, we need some kind of filtering or research system that will help us to build a set of relationships of high quality, or a strong network that can find people and resources both efficiently and effectively. - Are You Really Making The Most Of Your Most Important Customers?
A vitally important sales activity is that of managing existing customer accounts to consolidate and grow the relationship. Yet unfortunately, when compared over time, the customers’ interest levels increase while salespeople’s interest levels tend to decrease. This creates a “relationship gap” and is due entirely to complacency. - How To Begin Improving Your Sales Networking Skills
Before you even begin to look at engaging seriously in lots of sales networking effort, it is useful to look at your own temperament or disposition,. This is the individual’s internal desire to network and to find value and enjoyment from the whole process of building relationships, which will in turn lead to increased sales - How To Develop Active Listening
Your role in the sales situation alternates between sender and receiver of messages. The very best sales professionals devote a large portion of the sales interview to listening. However, there is a huge difference between merely listening and listening actively - this is a skill which has to be developed. - The Importance Empathy Plays In Professional Selling
Empathy is the magical word in human to human interaction. It means feeling as the other person feels, not just with them. It means putting yourself in their shoes and shaping your attitudes accordingly. Beyond getting the order, the plus factor in selling is to make people look good in their own eyes and in the eyes of others. Rather than sell to them, we help them buy. - Introducing Scotsman - A Simple But Highly Effective Opportunity Analysis System
As I have highlighted in a number of articles dealing with opportunity assessment, having a tilt at every windmill that presents itself, is neither practical nor profitable. Qualification, is a core competency that every professional salesperson should take on board as quickly as possible. Working to the maxim that "All business is good business" is unrealistic and totally erroneous. - Presentations - What Audiences Want And What They Definitely Do Not Want
In today’s business world of 'quality circles' and 'managing for excellence', the most successful individuals are often accomplished presenters. That’s because a successful presenter is more than just a fact dispenser - he or she really knows how to communicate with their audience, someone to whom people listen. The effective speaker in business, just as in the political arena, is the one who can make people hear the facts and believe the message. - How To Prepare A Professional Presentation
As with all things in life, the quality of the preparation affects the final outcome and this is certainly true when it comes to planning and preparing a presentation. I have experimented with a number of methods over the years but I do believe that the simplest are usually the best. - Planning Is Key To The Success Of A Professional Presentation
There are of course, a number of key elements within a professional presentation, for example: Planning and preparation, structure, verbal delivery, physical delivery, the use of visual aids and the management of the question and answer session. Each element is important andeach needsto be planned thoroughly. - Categories Of Buyer Resistence
It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories. - Why Buyers Resist And Object
To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. - What Gets Buyers To Yes
When we agree to an idea or proposal, it’s because there's something in it for us. It's hard to influence people who can’t see what's in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, 'What am I getting from this?' - How To Build Rapport - That Essential Sales Skill
Rapport is the most important process in influencing others. It is vital if you want to maintain relationships. Without it, you are unlikely to achieve willing agreement to what you want. People who have excellent rapport with others create harmonious relationships based on trust and understanding of mutual needs. - Two Steps To Get You To Yes More Easily
Unless the person you are influencing offers an unconditional yes to your proposals you will need to do or say something that will generate a positive decision. There are essentially two major steps you can take to get to yes, more easily. - How To Plan For Success
According to Albert Einstein,” the definition of insanity is to continue to do the same things in the hope that those things will miraculously achieve a different result.” If that is the case, then if you are not happy with the results you are achieving you must make changes. Keep doing what you are doing and you’ll keep getting what you have been getting!! - The Changing Face Of Professional Selling
The primary objective of a sales partnership has to be, to create and sustain a mutually productive relationship, which serves the needs of both parties, now and in the future. The key word here is symbiotic. Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. - Top 5% Achievers Expect To Be Successful Because They Plan For It
Generally top achievers expect to be successful and as a consequence they usually are. They are driven by a 'have to' attitude not a 'want to' attitude and they understand that planning is essential. - Consultative Sales Professionals Need To Fulfil Three Basic Roles
Consultative sales professionals have progressed from the more traditional, 'lone ranger' approach of selling to a more team-based consulting style which requires them to fulfil three basic roles, that of Business Consultant, Long Term Ally and Strategic Orchestrator. - It Is Important To Understand The Different Types Of Buyer Needs
Customers and prospects possess a hierarchy of needs which have to be uncovered and the very best professional salespeople have become masters at recognising those needs. - How To Construct A Professional Proposal
A professionally prepared proposal is an essential part of the overall sales cycle and is often the only way some members of the customer’s decision making unit (DMU), find out about you, your company and your proposed solution. - The Effective Way To Deal With Objections
An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale – just as in electricity, you cannot expect to have current flowing from one end of a conducter to the other without resistance - How To Develop An Effective Three Minute Elevator Pitch
An elevator speech is a short presentation that you could deliver to someone in an elevator as it travels from top to bottom or vice versa. It must be compelling as well as descriptive. It should contain such punch that the other person would love to buy from you. Of course, you can use this in ways other than travelling in an elevator. - How To Uncover Needs Or Wants Painlessly Using The jfa Funnel Technique
Working on the basis that you are dealing with the “MAN” (the person with the Money, the Authority and the Need) you must very quickly assess if you have a potential prospect or not. - Strategic Selling - The Three Roles Defined
As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered gradually. This is why we need a new type of salesperson for a new type of customer. - The Exploratory Meeting
The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. - The Formal Account Review
Why Review?
Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality of its service levels to them.
|
