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The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client. More Sales - You Must Keep Asking I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my mucky glasses. Direct Sales and the Use of Clipboards Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors. They should be durable or high tech plastic clipboard which can be dropped from six feet without breaking. They should also have a company pen attached which contrasts such as a yellow pen with blue ink or red ink inside. The sign-up sheets for orders or receipts should be on top and attached to the clipboard. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. Whats Your Sales Training Goal - Exposure or Behavioral Change? When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior? Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ? How To Write A Killer Sales Letter I sit down and look at my notebook. Then, I put myself into the 'zone'. The Truth About Sale Success! Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. Body Language, Five Key Ingredients When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job. 11 Powerful Methods of Sales Lead Generation Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads? Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life. Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." How To Master the Art of Super Salesmanship Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect. Really, it's just a way of making sales calls more efficiently and economically. You've got to get his attention - you've got to appeal to his interests -you've got to make him understand how his purchase of your product will benefit him ? and finally, you've got to close the sale by causing him to reach into his wallet for money or to write out a check for whatever it is you're selling. Remember, in essence, even though the method of selling is the Internet, it's the same as if you were knocking on his front door. Thus it's very important that your material look its best. Make your website look professional and successful. The opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately closed. Once he's gotten the website opened and is looking at your presentation, you've got to carry over that image of professionalism and success -Make him feel comfortable -Be friendly and believable. -Stimulate his interest in whatever you're selling by appealing to one of his basic wants, needs or problems with a solution. Don't waste his time with a long and/or complicated dissertation. >BR>The most important thing you want to do is to create within your fulfillment he'll have as a result of buying from you. Stimulate his imagination, and explain to him how he can use whatever you're selling to his advantage. Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force him to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve his problems or fulfill his dreams, paint a word picture that allows him to see himself with your product and his problems solved or his dreams fulfilled, and then direct the buyer to your order page on your website. Too many sales presentations begin with some sort of story about the seller ? Hello there, I'm writing to you from the beautiful beaches of Waikiki; or after a hundred years of research I've found the fountain of youth; even some such tripe as dear friend - you may not know me but I'm now a millionaire... When you put your sales presentation on paper - when you're trying to sell something by mail or online - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done -just ask them if they'd like to know how to make their tires on their car last 10 years or more (or whatever the benefit of your product is) Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time ? meaning that you must constantly be up-to-date with what you're selling, and always be improving your sales presentation. May be reprinted and redistributed freely as long as the resource box remains intact. To show my appreciation to the people that use my article, I run a free solo ad to my ezine list. Once I receive confirmation of the url or a copy of the ezine that the article was used in, I will run your solo ad. Send the url or ezine copy to pnewsletter2004@yahoo.com*************************************************************DeAnna publishes the biweekly ezine Prospecting and Presents. Are You Deaf? Dumb? Blind at Trade Shows? I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. You Dont Need Health Insurance! Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together.
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