If there is ONE thing that I cannot tolerate in the world of Sales, it's NEGATIVITY.........FACT!
What is the point? It's criminal, it's a disease it's the number one guaranteed way for a Sales Rep (notice I say Sales Rep NOT Sales Professional, as any one that works in Sales and has a negative attitude NEVER deserves to be called a Sales Pro!) Anyway it's the number one way to make sure your never sell .....FACT!
Maybe I am being negative with my post so far? But by getting this message across you will never let Negative thoughts enter your mind again. NEVER................ and to assist this STAY AWAY FROM NEGATIVE PEOPLE AT WORK......FACT!
If you work on commission only you have one choice and one choice only and that is to SELL, it's the only way you will get paid and this means finding the Solutions not the Problems.
Yes you can have a bad day, a bad pitch, but why dwell on it, always look at what you could do better, because tomorrow if you want to get paid you need to sell. You might get the same objections again, you might have the same prospect who does not want to play ball. But in the world of Sales everything can change, that next prospect could be the BIG deal. That next call you make to book an appointment could be the Sale that creates constant referral Sales earning you the FIVE not three or four figure pay checks.
Do you ever talk like this or do you hear this from other members of your Sales Team?
"I tried doing my pitch but after 5 minutes the prospect just did not want me to carry on! What can I do I follow the process!"
What you do is make sure your first 5 minutes blow the prospect away! It's never the prospect, plant that seed in your mind. If this happens constantly then it must be you. The sales agent that talks like this thinks that they are brilliant and likes to moan and complain to other SalesPro's spreading negativity....FACT!
"I just can't seem to make enough appointments, I make the calls but they just give me excuses."
Well others can make appointments so it must be YOU, put some life into your telephone script, stay positive and make more calls. Change your mindset, if you believe you can't seem to make enough appointments then that is what will happen....FACT! And no appointments means no pitches which means no money so you better change it or you soon will have no money.
"I keep getting prospects that want to think about it"
Listen I have met many Winners in the Sales Game and myself included agree that if the Prospects want to think about it, it means NOT SOLD.......FACT! and when you have had plenty of these you either sink or swim. YOU practise and practise and work on your PITCH and Sales Skills. 100% there is a sale in every pitch, you either sell the prospect your product or services or the prospect sells you on the fact that they want to think about it!
Just a little fact if you keep getting I want to think about it, how many of them after thinking about it then buy? less then 1?
Anyway it's you who have chosen to play the game of Sales.........FACT! It's you that BELIEVES that YOU can sell, so if you BELIEVE in your product or Service and you BELIEVE in your price then in this numbers game that Selling is all about. YOU WILL SELL.......FACT!
and Kill the negative thoughts and stay away from Negative people. Let them lose, You play the Sales Game to WIN.......and get Paid what you are worth!
Saturday, January 28, 2012
Saturday, January 21, 2012
Energy
"Goals provide the energy source that powers our lives. One of the best ways we can get the most from the energy we have is to focus it. That is what goals can do for us; Concentrate our energy"
Dennis Waitley
Your energy keeps you going, it drives you. The more you focus your energy the more powerful it becomes........FACT!
Take a sharp knife,
a rock with sharp edges
and a piece of paper. What will cut the paper?
BOTH of course, but the sharp knife will cut it with less effort.
HOW?
Because all the energy in the knife is focused to the sharp edge. It's made this way to cut things easier. All its energy is focused to the point. The energy in the rock is everywhere, it's not focused hence there are a lot of sharp edges on the rock. It would cut the paper, but not as easy.
Where is your energy when you pitch to your prospects?
Is it thinking about yesterday's pitch?
Is it thinking about what you are doing after work?
Do you have issues at home that you are thinking about while out in the field?
Do you let your cell phone ring while on a pitch to distract your focus?
All these things take your energy away and stop it being focused. Yes you may still get a sale (like the rock will cut the paper), but it will take more effort.
FOCUS YOUR ENERGY AND YOU WILL GET GREATER RESULTS
Sometimes we focus too much on whether the prospects will buy or not while still in the early stages of the presentation. Again, this is not focusing your energy. Keep all your energy focused on one thing at a time.
Dennis Waitley
Your energy keeps you going, it drives you. The more you focus your energy the more powerful it becomes........FACT!
Take a sharp knife,
a rock with sharp edges
and a piece of paper. What will cut the paper?
BOTH of course, but the sharp knife will cut it with less effort.
HOW?
Because all the energy in the knife is focused to the sharp edge. It's made this way to cut things easier. All its energy is focused to the point. The energy in the rock is everywhere, it's not focused hence there are a lot of sharp edges on the rock. It would cut the paper, but not as easy.
Where is your energy when you pitch to your prospects?
Is it thinking about yesterday's pitch?
Is it thinking about what you are doing after work?
Do you have issues at home that you are thinking about while out in the field?
Do you let your cell phone ring while on a pitch to distract your focus?
All these things take your energy away and stop it being focused. Yes you may still get a sale (like the rock will cut the paper), but it will take more effort.
FOCUS YOUR ENERGY AND YOU WILL GET GREATER RESULTS
Sometimes we focus too much on whether the prospects will buy or not while still in the early stages of the presentation. Again, this is not focusing your energy. Keep all your energy focused on one thing at a time.
Focus all your energy when you meet your prospects, directing positive thoughts that your product or service WILL benefit them. Don't be looking around the surroundings letting negative thoughts enter your mind to make YOU feel this will not be sale.
Focus all your energy on your fact find without any distractions. Keep this energy focused throughout your whole presentation. It will make you more powerful and take less effort to get the sale.
During your work day are you totally focused on your work or .......
Are you emailing or texting friends about other non work activities? Are you Social Networking? are you doing things that CAN be done after work hours?
Do you go home? If you do......WHY? This takes your mind off the job in hand, you interact with your family, or even watch TV for a bit!!!!!!
The above is not focused energy, it's changing you from the sharp knife that can cut through objections in seconds, to a rock with lots of sharp edges taking more effort to get the job done.
Become a Sharp Knife, Become a Samurai Sword, keep your energy focused on selling.
During your work day are you totally focused on your work or .......
Are you emailing or texting friends about other non work activities? Are you Social Networking? are you doing things that CAN be done after work hours?
Do you go home? If you do......WHY? This takes your mind off the job in hand, you interact with your family, or even watch TV for a bit!!!!!!
The above is not focused energy, it's changing you from the sharp knife that can cut through objections in seconds, to a rock with lots of sharp edges taking more effort to get the job done.
Become a Sharp Knife, Become a Samurai Sword, keep your energy focused on selling.
Sunday, January 8, 2012
Goals
Question, Did you achieve your goals for 2011?
Did you have goals for 2011?
You could write a whole book just on goals in fact there are loads of books you can buy on goals. I want to address the power of written goals, because without them, how do you know where you are going?
"Before you can score you must first have a goal"
Conversation between many Sales Pro's around the world in January,
"I am going to write $$$ million this year"
"I am going to sell xxx this year"
"I am going to be number 1 this year"
"A goal properly set is halfway reached." - Abraham Lincoln
It is ok just saying what you want to achieve for the year, but it is a proven fact that it is TEN times more powerful if you write your goals down.
When Olympic decathlon gold medalist Bruce Jenner asked a room full of Olympic hopefuls if they had a list of written goals, everyone raised their hands. When he asked how many of them had that list with them right that moment, only one person raised their hand. That person was Dan O'Brien. And it was Dan O Brien who went on to win the gold medal in the decathlon at the 1996 Olympics in Atlanta. Don't underestimate the power of setting goals, writing them down and constantly reviewing them.
DO YOU HAVE YOUR 2012 GOALS LIST ON YOU RIGHT NOW?
DID YOU ACHIEVE WHAT YOU WANTED LAST YEAR OVER AND BEYOND?
OR WAS IT AN AVERAGE YEAR AND YOU FEEL YOU JUST HAVE NOT HAD THE RIGHT PROSPECTS?
DOES YOUR MIND SAY "I DON'T NEED TO WRITE THEM DOWN I KNOW WHAT I AM GOING TO ACHIEVE" IF SO ARE YOU THE NUMBER 1 OR EVEN IN THE TOP 3 ON YOUR SALES TEAM?
"Goals that are not written down are just wishes.......FACT!"
Did you have goals for 2011?
You could write a whole book just on goals in fact there are loads of books you can buy on goals. I want to address the power of written goals, because without them, how do you know where you are going?
"Before you can score you must first have a goal"
Conversation between many Sales Pro's around the world in January,
"I am going to write $$$ million this year"
"I am going to sell xxx this year"
"I am going to be number 1 this year"
"A goal properly set is halfway reached." - Abraham Lincoln
It is ok just saying what you want to achieve for the year, but it is a proven fact that it is TEN times more powerful if you write your goals down.
When Olympic decathlon gold medalist Bruce Jenner asked a room full of Olympic hopefuls if they had a list of written goals, everyone raised their hands. When he asked how many of them had that list with them right that moment, only one person raised their hand. That person was Dan O'Brien. And it was Dan O Brien who went on to win the gold medal in the decathlon at the 1996 Olympics in Atlanta. Don't underestimate the power of setting goals, writing them down and constantly reviewing them.
DO YOU HAVE YOUR 2012 GOALS LIST ON YOU RIGHT NOW?
DID YOU ACHIEVE WHAT YOU WANTED LAST YEAR OVER AND BEYOND?
OR WAS IT AN AVERAGE YEAR AND YOU FEEL YOU JUST HAVE NOT HAD THE RIGHT PROSPECTS?
DOES YOUR MIND SAY "I DON'T NEED TO WRITE THEM DOWN I KNOW WHAT I AM GOING TO ACHIEVE" IF SO ARE YOU THE NUMBER 1 OR EVEN IN THE TOP 3 ON YOUR SALES TEAM?
"Goals that are not written down are just wishes.......FACT!"
Tuesday, December 27, 2011
The Sales Professionals Creed.........FACT!
I found this on the web by Dean Alfange and have adapted it for the Sales Professional World.
This is the Creed that all Commission Only, Field and Direct Sales Pro's should live by......FACT!
As for me, I do not choose to be a common Sales Pro.
It is my right to be uncommon if I can.
I seek opportunity, not security.
I want to take a calculated risk, to dream and to build, to fall and to succeed.
I refuse to barter incentive for a dole.
I will not trade freedom for beneficence nor my dignity for a handout.
I will not cower before any master nor bend to any threat.
It is my heritage to stand erect, proud and unafraid to think and act for myself.
To enjoy the benefit of my creation and to face the world boldly and say, "This I have done."
That would be worth reading first thing in the morning and last thing a night.....FACT!
No one is ready for thing until they believe they can. I'm off to Paris now, enjoy your New Year celebrations. 2012 the Year of the Sales Pro......FACT!
This is the Creed that all Commission Only, Field and Direct Sales Pro's should live by......FACT!
As for me, I do not choose to be a common Sales Pro.
It is my right to be uncommon if I can.
I seek opportunity, not security.
I want to take a calculated risk, to dream and to build, to fall and to succeed.
I refuse to barter incentive for a dole.
I will not trade freedom for beneficence nor my dignity for a handout.
I will not cower before any master nor bend to any threat.
It is my heritage to stand erect, proud and unafraid to think and act for myself.
To enjoy the benefit of my creation and to face the world boldly and say, "This I have done."
That would be worth reading first thing in the morning and last thing a night.....FACT!
No one is ready for thing until they believe they can. I'm off to Paris now, enjoy your New Year celebrations. 2012 the Year of the Sales Pro......FACT!
Sunday, December 18, 2011
Objections
If you cannot handle objections, then you are in the wrong job........FACT!
To many Sales Professionals come into the sales industry get a few sales, think it's easy and then spend the rest of their life waiting for prospects to buy. When they get objections they straight away think there is no sale and try to finish the presentation as quickly as possible.
A question to you........... Whatever product or service you sell, imagine your company was going to split the Sales Team into Two Divisions.
Sales Team A that only deals with prospects that want to buy,
and Sales Team B that only pitches to prospects that have no interest at all but are prepared to let you do your presentation because of a great marketing pitch or cold call which has got you in front of them.
Which Sales Team do you want to work in?
Remember Sales Team A..........They only pitch to prospects that want to buy!
and Sales Team B.............that only pitch to prospects that have been cold called!
Working on which Sales Team will you make more money?
If you choose Sales Team A if you are really lucky you will maybe see 1 prospect a month or more likely maybe 2 a year.
If you choose Sales Team B you will see at least 2 prospects a day, every day, and you will close 1 in 4 with the right attitude and belief in yourself and your product.
It is a fact. Sales would not exists if every prospect wanted to buy, that's why people who work in retail shops are not paid as much as those who work in the Field or on Commission only.
"I'm in Sales.....I sell HD TV's, my close when someone comes into my store to buy is what size would you like 42 or 48 inch"
An Objection is what a Sales Professional wants to hear......FACT! It does not mean the prospect is saying no to what you are selling, it just means they do not know enough to say YES yet.
When you get objections, the standard way to handle them is to,
Agree,
Confirm,
Overcome.
For those of you that want to take this to the next stage when a prospect gives you an objection
Listen, wait a few seconds and repeat it back to the prospect, and stay silent, in most cases the prospect will answer the objection themselves or even realize what they said meant nothing so you can move along in your presentation.
You can use this for most simple objections (smoke screens) that your prospects say.
PLEASE REMEMBER
A lot of front end objections do not mean anything; they are just lines to throw you off scent. All prospects have an in-built defense mechanism that causes reflex actions. These reflex actions are mostly minor objections which should be completely ignored, or by using this tip repeated back to the client for their response.
Do objections bother a Sales Professional?..........NO!
They stay focused and work smart; they ask the right questions, LISTEN and get the clients to like them.
They have a positive mental attitude regardless of the weather or what life throws at them.
A Sales Professional Welcomes Objections...........FACT!
To many Sales Professionals come into the sales industry get a few sales, think it's easy and then spend the rest of their life waiting for prospects to buy. When they get objections they straight away think there is no sale and try to finish the presentation as quickly as possible.
A question to you........... Whatever product or service you sell, imagine your company was going to split the Sales Team into Two Divisions.
Sales Team A that only deals with prospects that want to buy,
and Sales Team B that only pitches to prospects that have no interest at all but are prepared to let you do your presentation because of a great marketing pitch or cold call which has got you in front of them.
Which Sales Team do you want to work in?
Remember Sales Team A..........They only pitch to prospects that want to buy!
and Sales Team B.............that only pitch to prospects that have been cold called!
Working on which Sales Team will you make more money?
If you choose Sales Team A if you are really lucky you will maybe see 1 prospect a month or more likely maybe 2 a year.
If you choose Sales Team B you will see at least 2 prospects a day, every day, and you will close 1 in 4 with the right attitude and belief in yourself and your product.
It is a fact. Sales would not exists if every prospect wanted to buy, that's why people who work in retail shops are not paid as much as those who work in the Field or on Commission only.
"I'm in Sales.....I sell HD TV's, my close when someone comes into my store to buy is what size would you like 42 or 48 inch"
An Objection is what a Sales Professional wants to hear......FACT! It does not mean the prospect is saying no to what you are selling, it just means they do not know enough to say YES yet.
When you get objections, the standard way to handle them is to,
Agree,
Confirm,
Overcome.
For those of you that want to take this to the next stage when a prospect gives you an objection
Listen, wait a few seconds and repeat it back to the prospect, and stay silent, in most cases the prospect will answer the objection themselves or even realize what they said meant nothing so you can move along in your presentation.
You can use this for most simple objections (smoke screens) that your prospects say.
PLEASE REMEMBER
A lot of front end objections do not mean anything; they are just lines to throw you off scent. All prospects have an in-built defense mechanism that causes reflex actions. These reflex actions are mostly minor objections which should be completely ignored, or by using this tip repeated back to the client for their response.
Do objections bother a Sales Professional?..........NO!
They stay focused and work smart; they ask the right questions, LISTEN and get the clients to like them.
They have a positive mental attitude regardless of the weather or what life throws at them.
A Sales Professional Welcomes Objections...........FACT!
Sunday, December 11, 2011
Influence
After yesterdays post just in case you thought this blog was turning into a sing song and going deep with proverbs I thought I would get back on track ready for that final push towards the year end. The Go-Giver by Bob Burg and John David Mann is one book you may want in your stocking for Christmas. Once you have read it you may then buy Go-Givers Sell More. The book focuses on the Five Laws of Stratospheric Success. I built my Sales Presentations around these laws and saw a dramatic rise in my income.......FACT! Check out www.thegogiver.com and you can follow Bob and John on twitter @bobburg and @johndavidmann Here is the Law of Influence.
THE LAW OF INFLUENCE
Your influence is determined by how abundantly you place other people's interests first.
During you presentation how many times do you say the word "I", compared with how many times you say the word "YOU"?
"I am going to show you this."
"I think this is the best way."
"I have been doing this for years."
"I would buy this instead of that."
Your influence, i.e. your persuasion, and your selling skills can be greatly enhanced by placing your prospect's interest first.
SELLING YOUR PRODUCT OR SERVICE SHOULD BE ALL ABOUT THE PROSPECTS, NOT YOU.........FACT!
Many Sales Professionals focus only on their commission, not what the prospects want. If you put the prospects needs first, more often than not, you will get more sales....FACT! You may think you know what the prospect should buy, but a good fact find and great listening skills will let you know what they really need, and what would fit into their budget. Once you firmly believe that the product or service you sell will benefit them, you then have the chance to sell to everyone you meet.
Placing the prospects interest first starts as soon as you meet them. It's showing an interest in who they are and what they do. It's really listening when they answer the questions you ask, not just cutting them off mid sentence so you can start talking about you and what you like.
THE LAW OF INFLUENCE
Your influence is determined by how abundantly you place other people's interests first.
During you presentation how many times do you say the word "I", compared with how many times you say the word "YOU"?
"I am going to show you this."
"I think this is the best way."
"I have been doing this for years."
"I would buy this instead of that."
Your influence, i.e. your persuasion, and your selling skills can be greatly enhanced by placing your prospect's interest first.
SELLING YOUR PRODUCT OR SERVICE SHOULD BE ALL ABOUT THE PROSPECTS, NOT YOU.........FACT!
Many Sales Professionals focus only on their commission, not what the prospects want. If you put the prospects needs first, more often than not, you will get more sales....FACT! You may think you know what the prospect should buy, but a good fact find and great listening skills will let you know what they really need, and what would fit into their budget. Once you firmly believe that the product or service you sell will benefit them, you then have the chance to sell to everyone you meet.
Placing the prospects interest first starts as soon as you meet them. It's showing an interest in who they are and what they do. It's really listening when they answer the questions you ask, not just cutting them off mid sentence so you can start talking about you and what you like.
SAY LITTLE, BUT SAY IT WELL AND SAY IT SHORT: THE ART OF BORING SOMEONE IS TO TELL THEM EVERYTHING.
You may have heard of the WIN/WIN scenario, where you look for a solution where you both come out ahead. Of course, if you give the prospect what they want, you get paid. This sounds great in theory, but most of the time this is disguised as a way of keeping track. The laws of influence works when you put your prospects first, forget about your commission, or what you may get in return. It is a fact that if you put the prospects interest first on every pitch then this law will reward you in abundance.
"When you base your relationships - in business or anywhere else in your life - on who owes who what, that's not being a friend. That's being a creditor."
The Go-Giver
The best Sales Professionals make the prospects feel so special on their presentation and they do it so naturally, it's funny they are the best paid in the business! This is the Law of Influence in action.
FORGET WIN-WIN --- FOCUS ON THE OTHER PERSON'S WIN
Saturday, December 10, 2011
Sales Tip Proverb and Ode To A Salespro
"Every morning in Africa, an antelope wakes up. It knows it must outrun the fastest lion, or it will be killed. Every morning in Africa, a lion wakes up. It knows it must run faster than the slowest antelope, or it will starve. It doesn't matter whether you're the lion or an antelope - when the sun comes up, you'd better be running" African Proverb
"Every morning, somewhere around the world, a Prospect wakes up. They know they must think of a great excuse, or they will be closed by a Sales Professional. Every morning around the world, a Sales Professional wakes up. They know they must overcome any excuses presented to them today, or they will earn no money.
"Every morning, somewhere around the world, a Prospect wakes up. They know they must think of a great excuse, or they will be closed by a Sales Professional. Every morning around the world, a Sales Professional wakes up. They know they must overcome any excuses presented to them today, or they will earn no money.
So, if you are the Sales Professional when the sun comes up, you'd better be ready, focused, sharp, with 100% belief in yourself and your product. You have to take full responsibility and SELL not TELL, otherwise you are going to be hungry..........FACT!!!!" - Sales Tip Proverb
ODE TO A SALESPRO
Selling is a great profession,
Selling is a noble task,
And if you want that order,
All you do is ask.
Enthusiasm's a terrific thing,
But no designed for Martyrs.
Use it in your daily life
And you'll bring in the orders.
Selling's more than merchandise,
More than product knowledge.
Selling is an attitude,
This you must acknowledge.
To have the porper attitude,
Forget about your woe.
Just think about solutions,
And watch your probelms go.
Selling is a great profession,
Selling is a way of living.
It's more than just financial gain,
It's a way of giving.
ODE TO A SALESPRO
Selling is a great profession,
Selling is a noble task,
And if you want that order,
All you do is ask.
Enthusiasm's a terrific thing,
But no designed for Martyrs.
Use it in your daily life
And you'll bring in the orders.
Selling's more than merchandise,
More than product knowledge.
Selling is an attitude,
This you must acknowledge.
To have the porper attitude,
Forget about your woe.
Just think about solutions,
And watch your probelms go.
Selling is a great profession,
Selling is a way of living.
It's more than just financial gain,
It's a way of giving.
FACT!
Saturday, December 3, 2011
Engagement
I quote Chief Executive Salesman Jeffrey Gitomer from his Little Green Book of Getting Your Way."Engagement takes place when the right questions are asked - questions about the other person that make them stop and think, consider new information, and respond in terms of you.
Engagement is so powerful that you cannot carry on conversations with out it, you cannot make sales without it, you can not climb the corporate ladder without it, and you ability to communicate even the most simple of challenges or ideas will be lost.
Like persuasion and presentation, engagement is an opportunity, an opportunity that will never be harnessed if your prime objective is to engage people about you before you try to engage people about them "
Get your prospects engaged. You are engaged from the moment YOU meet your prospects. Why? Because you want the sale. You want the money, it's why you go to work.
Many many sales are lost due to the prospects not being engaged at all. Low performers never notice this, they just believe that the prospects want to think about it. "They wouldn't make a decision"
The fact is, they were not engaged.
Check these signs of engagement when you are next on a presentation.
A prospect is engaged if:
They ask questions
If you do not get any questions from your prospects, you have no sale........FACT!!!! Do not kid yourself, this is not going to be a deal.
They share Information
Please remember, they will only share information if they trust you, hence the importance of your listening skills.
They give you undivided attention
Do they keep checking their watch? Are they reading emails, checking their blackberry? This means they are not engaged.
They are straight forward
Don't confuse this with a prospect simply saying up front, "I am going to be straight with you and not make a decision today."
Being straight forward happens throughout your presentation. It's a good sign if they say they object to certain parts of your presentation. They are being straight with you. They are being engaged.
The above are good points to check throughout your presentation. You cannot see the picture when you are in the frame, so it is good to take a mental note during your presentation and check to see your prospect in engaged in what you are doing.
The good news is that you can always get them engaged. The mistake is to miss it, and just carry on, and give them a price. Not engaged = NO SALE.......FACT!!!
Engagement is so powerful that you cannot carry on conversations with out it, you cannot make sales without it, you can not climb the corporate ladder without it, and you ability to communicate even the most simple of challenges or ideas will be lost.
Like persuasion and presentation, engagement is an opportunity, an opportunity that will never be harnessed if your prime objective is to engage people about you before you try to engage people about them "
Get your prospects engaged. You are engaged from the moment YOU meet your prospects. Why? Because you want the sale. You want the money, it's why you go to work.
Many many sales are lost due to the prospects not being engaged at all. Low performers never notice this, they just believe that the prospects want to think about it. "They wouldn't make a decision"
The fact is, they were not engaged.
Check these signs of engagement when you are next on a presentation.
A prospect is engaged if:
They ask questions
If you do not get any questions from your prospects, you have no sale........FACT!!!! Do not kid yourself, this is not going to be a deal.
They share Information
Please remember, they will only share information if they trust you, hence the importance of your listening skills.
They give you undivided attention
Do they keep checking their watch? Are they reading emails, checking their blackberry? This means they are not engaged.
They are straight forward
Don't confuse this with a prospect simply saying up front, "I am going to be straight with you and not make a decision today."
Being straight forward happens throughout your presentation. It's a good sign if they say they object to certain parts of your presentation. They are being straight with you. They are being engaged.
The above are good points to check throughout your presentation. You cannot see the picture when you are in the frame, so it is good to take a mental note during your presentation and check to see your prospect in engaged in what you are doing.
The good news is that you can always get them engaged. The mistake is to miss it, and just carry on, and give them a price. Not engaged = NO SALE.......FACT!!!
Sunday, November 27, 2011
Self-delusion, The act or state of deceiving or deluding oneself.
All champion Sales Professionals, true leaders, the winners that are constantly high achievers week after week, month after month all have one main thing in common. They are committed to being the top Salespeople in their field...........FACT!
Deal with your Sales Career exactly as it is, not as you wish, or hope it could be.......FACT!
But this is not all about ego. The top Sales Professionals are honest with themselves and constantly evaluate their actual skills and competencies in all areas of their presentation and their sales skills.
Where as many blame the prospects, economy, price and even that there are clouds in the sky, Self-delusion (the act or state of deceiving or deluding oneself) is so serious that it can prevent you from selling and is fatal to your long term career in the world of sales. If you do not face the areas where you may be weak, then you can never improve, you can never get better.......FACT!
and I ask all of you that are reading this right now to write down areas that you can improve your presentation or areas that you can improve your sales skills. If you can't think of any, then close this page, you don't need this blog.
Where as many blame the prospects, economy, price and even that there are clouds in the sky, Self-delusion (the act or state of deceiving or deluding oneself) is so serious that it can prevent you from selling and is fatal to your long term career in the world of sales. If you do not face the areas where you may be weak, then you can never improve, you can never get better.......FACT!
and I ask all of you that are reading this right now to write down areas that you can improve your presentation or areas that you can improve your sales skills. If you can't think of any, then close this page, you don't need this blog.
It's a cliché used a lot but look at Sports Professionals, especially Golfers and the time they spend working on the weak areas of their game. They know that an improvement in just one area can improve their score which in turn improves their pay chq at the end of a tournament.
Sports Professionals uses coaches to work with them on their improvement. A favourite quote of mine is "You can't see the picture when you are in the frame." They want to be at the top of their game so know that assistance from others who have experience can only help improve their performance.
This is an area that many Sales Professionals do not face. To do the job we do especially in the direct, field and commission only sales world that we work in, a key ingredient is that of a Positive, Self-Belief Outgoing, I am good at what I do personality. We are all very sensitive about being judged or criticized by others.....FACT!
Sports Professionals uses coaches to work with them on their improvement. A favourite quote of mine is "You can't see the picture when you are in the frame." They want to be at the top of their game so know that assistance from others who have experience can only help improve their performance.
This is an area that many Sales Professionals do not face. To do the job we do especially in the direct, field and commission only sales world that we work in, a key ingredient is that of a Positive, Self-Belief Outgoing, I am good at what I do personality. We are all very sensitive about being judged or criticized by others.....FACT!
It is so common to have an excuse when a manager or coach will make a comment on your presentation, when you do this you are behaving just like a prospect. Instead of defending yourself ask questions, listen, ask to be shown what you were doing, should be doing and how you can improve.
You are already committed to on-going self improvement in your sales skills as you are reading this blog . (you didn't close the page) This shows you want the best out of yourself and the Sales Professionals that are completely honest with themselves and that do not make excuses commit to on-going self improvement. You are not retired yet are you?
The more you learn the more you earn, and as the prospects become more experienced with more objections and excuses so you must sharpen your sales skills. This is a real world and no one is perfect all of the time so learn, improve and work on your weaknesses. If you don't know them then ASK!
You are already committed to on-going self improvement in your sales skills as you are reading this blog . (you didn't close the page) This shows you want the best out of yourself and the Sales Professionals that are completely honest with themselves and that do not make excuses commit to on-going self improvement. You are not retired yet are you?
The more you learn the more you earn, and as the prospects become more experienced with more objections and excuses so you must sharpen your sales skills. This is a real world and no one is perfect all of the time so learn, improve and work on your weaknesses. If you don't know them then ASK!
Deal with your Sales Career exactly as it is, not as you wish, or hope it could be.......FACT!
Sunday, November 20, 2011
I want to think about it........FACT!
"I want to think about it.....Do you have a card?"
A group of sales professionals were asked the question have you ever heard the words "I want to think about it" at the end of your presentation?
Every Sales Professional in the room raised their hand.
A 2nd question asked was has anyone heard these words at the end of their presentation.
"Well that was awful, when you asked questions, you never listened to what I was saying. You kept going about YOU this and YOU that.
I told you what concerned me but you blanked it and kept telling about this benefit and that benefit, yet from my little sales experience I thought a benefit was what I felt it would do for me.
Then when you asked me to buy it was weak and you showed no confidence in your price, in fact you dropped as soon as I objected. To be fair I hope you are not on commission only because if you keep this up you will need a new job"
Has anyone heard those words from a prospect? What do they say instead?
Everyone agreed........"I want to think about it"
And when you hear those words the weak Sales Professional lives in the dream land of
"Well I don't know why they did not buy? I did everything right, the product is perfect for them, how weak wanted to think about it...well it's their loss."
Wouldn't it be nice, that instead of hearing "I want to think about it" the prospects told you in more simple words
"You did not sell me, your pitch was boring, you did not listen and you talked too much about yourself!" WHAT GIVES YOU THE BETTER FEED BACK?
Now anyone who disagrees with that statement and thinks clients should think about it, well fine, but if that was the case, how many of the "I want to think about it's" that you have then become sales?
You will find someone starts new in Sales and all they hear is what a good job they did yet the prospects want to think about it? A couple of weeks of that are not going to make them a better Sales Professional. They go home to their partner, "well I did not sell, but they said I did a good job. They are going to think about it"
"I WANT TO THINK ABOUT IT"
Does not pay the mortgage,
Does not take the wife or husband out for dinner,
Does not buy the kids Christmas presents,
SALES ON THE DAY DO............FACT!
"I want to think about it" means NOT SOLD.......FACT!
Direct Sales, Field Sales and Commission only are a today business. If your mind keeps hearing I want to think about it, when you have no sales, it will not know what to do to improve. After your pitch, repeat to yourself that you were not good enough, you did not sell them. This will cause your mind to work harder for you and dig deeper. The top Sales Professionals hear yes or no, their presentation is so sharp, with a great intent statement, all doors closed, that it always comes down to the money and a Yes or No, the prospects would not even dare say "I want to think about it."
I WANT TO THINK ABOUT IT.............IS THE PROSPECT TELLING YOU THAT THEY DO NOT KNOW ENOUGH YET TO SAY YES............THEY ARE NOT SOLD.
If you keep getting I want to think about it, then review your presentation after every pitch. What could you have done better?
Sales Presenters get I want to think about it. Sales Professionals get it down to the money...........FACT!
A group of sales professionals were asked the question have you ever heard the words "I want to think about it" at the end of your presentation?
Every Sales Professional in the room raised their hand.
A 2nd question asked was has anyone heard these words at the end of their presentation.
"Well that was awful, when you asked questions, you never listened to what I was saying. You kept going about YOU this and YOU that.
I told you what concerned me but you blanked it and kept telling about this benefit and that benefit, yet from my little sales experience I thought a benefit was what I felt it would do for me.
Then when you asked me to buy it was weak and you showed no confidence in your price, in fact you dropped as soon as I objected. To be fair I hope you are not on commission only because if you keep this up you will need a new job"
Has anyone heard those words from a prospect? What do they say instead?
Everyone agreed........"I want to think about it"
And when you hear those words the weak Sales Professional lives in the dream land of
"Well I don't know why they did not buy? I did everything right, the product is perfect for them, how weak wanted to think about it...well it's their loss."
Wouldn't it be nice, that instead of hearing "I want to think about it" the prospects told you in more simple words
"You did not sell me, your pitch was boring, you did not listen and you talked too much about yourself!" WHAT GIVES YOU THE BETTER FEED BACK?
Now anyone who disagrees with that statement and thinks clients should think about it, well fine, but if that was the case, how many of the "I want to think about it's" that you have then become sales?
You will find someone starts new in Sales and all they hear is what a good job they did yet the prospects want to think about it? A couple of weeks of that are not going to make them a better Sales Professional. They go home to their partner, "well I did not sell, but they said I did a good job. They are going to think about it"
"I WANT TO THINK ABOUT IT"
Does not pay the mortgage,
Does not take the wife or husband out for dinner,
Does not buy the kids Christmas presents,
SALES ON THE DAY DO............FACT!
"I want to think about it" means NOT SOLD.......FACT!
Direct Sales, Field Sales and Commission only are a today business. If your mind keeps hearing I want to think about it, when you have no sales, it will not know what to do to improve. After your pitch, repeat to yourself that you were not good enough, you did not sell them. This will cause your mind to work harder for you and dig deeper. The top Sales Professionals hear yes or no, their presentation is so sharp, with a great intent statement, all doors closed, that it always comes down to the money and a Yes or No, the prospects would not even dare say "I want to think about it."
I WANT TO THINK ABOUT IT.............IS THE PROSPECT TELLING YOU THAT THEY DO NOT KNOW ENOUGH YET TO SAY YES............THEY ARE NOT SOLD.
If you keep getting I want to think about it, then review your presentation after every pitch. What could you have done better?
Sales Presenters get I want to think about it. Sales Professionals get it down to the money...........FACT!
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