There Should Be a Merit Badge for Sales

Preparation is just as important in sales as it is in scouting. The Scout goes off into the wilderness prepared with skills and tools (knife, compass, knots, canteen, etc.) to survive the unknown. The salesperson goes off into the business world needing skills and tools also (knowledge of the market, the prospects, presentation tools, technology, personal strong and weak points) and, just like the Scout, practices dealing with the challenges of the unknown.

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Nope, It’s Definitely Not Persistence That Will Get You to the Championship

Many people believe success if a matter of persistence. This creates a false sense of security when pursuing our dreams. What many don’t realized is that stripping away limiting beliefs is significantly more powerful than doing the same things over and over again and expecting different outcomes. Without stripping away limiting beliefs, a person may be banging their head against the wall. This article provides a real life situation of what happens when limiting beliefs are stripped away.

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Why 8 Percent Of Sales People Get 80 Percent Of The Sales

I am about to share with you some information that most people don’t know about or don’t quite understand. Take it from me, sometimes you have to take a step back from your business or you are prone to miss simple solutions that can help explode your business exponentially. Many times, you can overlook situations that are so plainly obvious, once you are aware of them, and in other cases, they are among some of the best-kept secrets on the planet if you are not aware of them.

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3 Effective Ways To Build Rapport With Your Customers

Did you ever talk to a stranger and after only a few minutes, you had the impression of knowing that person for a lifetime? This is the magic of rapport.

The rapport is extremely important at the beginning of the interaction with your client, in fact, the first few minutes of interaction with the client are of crucial importance in order to create the foundations for the rest of the negotiation.

If the customer doesn’t feel that he/she is on the same page with you during the first few minutes of conversation, it will be practically impossible to conclude any type of negotiation with him/her.

Below I will list some of the most effective techniques to create rapport effectively:

1) Match customer’s body language and voice

Simply move as he/she moves, speak at the same rate as the customer.

If you just do this for a few minutes, the customer unconsciously will feel like you and him are speaking the same language, and you will be amazed at the results from this simple but very effective technique.

2) Find things in common

Try to find out what he/she likes and find examples of similar interests/hobbies.

Try to find out what he/she likes and find examples of interests/ hobbies you may have in common.

Again, another simple but effective technique. We as human beings do this all the times during our normal interactions, selling is just being aware of these things and using them at the right place and time.

3) Keep it fun

What makes people happy? To have a fun conversation and to laugh often. Why making things too serious? Business doesn’t have to be so impersonal. Remember: this is a people business, don’t forget to keep it fun! Your customers will appreciate it, you will seem more transparent and they will pay more attention to you as well!

Remember: Those are simple but yet very effective techniques to create rapport with your customers, without rapport, there is no way to build solid relationships and even if you do make a sale without it, the customer won’t even remember about you the next time, he will just reach out to the next salesperson.

As I always say, your goal is to build long-term relationships.

Start using these techniques today and let me know about your progress!

If you like this article, don’t forget to share it with your friends and family!

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Key Characteristics Of Top Salespeople

1. Top salespeople are driven, hungry, and ambitious. They envision themselves as being the best. The top 10% of salespeople make 70% to 80% of the sales in a company.

2. Top salespeople are bold and daring. They work to confront the fear that holds most salespeople back. Never forget that rejection is not personal.

3. Top performers are dedicated and devoted. They believe in their companies. They believe in their products and services. They truly care about their clients and customers. Caring is a critical element in successful selling. Never forget, your attitude determines your altitude.

4. Top salespeople are skilled and professional. They see themselves as educators, advisors, and consultants, rather than salespeople.

5. Top performers are equipped and prepared. They review every detail before each sales call or gathering. They are builders with strong credibility.

6. Top salespeople are strong believers in self-development. They attend seminars, read books, listen to audio programs, watch educational DVD’s, and take additional educational courses.

7. Top performers are reliable and responsible. They see themselves as CEO’s of their own professional sales corporations. They are accountable for everything they say or do.

8. Top salespeople build and nurture the relationships they establish. Their relationships often continue long after the sale.

9. Top performers enter into long-term business relationships with their clients.

10. Top salespeople know that the relationships they have with their clients are more important than the products and services they have to offer. They know that they are selling themselves before anything else.

11. Top performers match their clients needs with the correct products and services they offer.

12. Top salespeople understand the importance of listening to their clients. They know that actively listening to their clients builds trust and credibility between them.

13. Top performers understand that listening skills are the key to success. They know that listening attentively with no interruptions is very important. They know that they should pause 3 to 5 seconds before replying. They know that they should repeat what they think they heard back to the client for clarification. They know that the person asking the questions is the one in control.

Always know that if you want more, you have to give more. Also, know that your rewards in life are in direct proportion to the service you provide. So, if you are not getting anything out of life you may want to analyze the amount of service you provide and know that something from nothing leaves nothing.

Now you know what the pros know. Go get em!

Tackling Objections And Concerns When They Arise

1. There can be no sells without objections. Objections are just signs of the customer showing interest in your product or service.

2. Successful sales have twice as many objections than unsuccessful sales.

3. At each sales call you can count on at least six objections to overcome if you are to be successful. This is a fact you can count on so prepare yourself for it.

4. I like answering all objections before the customer can bring them up. You can do this by putting yourself in the shoes of the customer. Ask yourself what are some of the concerns you would have about the product or service you provide and prepare yourself for such a question to arise during your sales consultation.

5. Treat objections like requests for more information. Most of the time people just want to be sure about what they are about to purchase. They are looking for reassurance and nothing more.

6. Always compliment the objection from the customer and ask the customer to tell you more about their objection and most of the time they will. By you doing this will help you find out what the real reason is behind the objection.

7. When a customer is informing you about an objection or concern they have you will want to be patient and let the customer express their feelings fully without interruption. You will find out more by doing this than being rude and interrupting the customer.

8. Obviously the customer has a good reason for the objection or concern. Feel free to ask them what the reason is.

9. Here is a saying I use to help a customer relax when first meeting them. If a customer brings up a objection or concern that you yourself have experienced you can use the; (feel, felt, found,) response. “I understand exactly how you feel.” “Others felt the same way.” “But this is what they found out once they started using the product or service.”

10. Responding to price objections: Did you know that 94% of the time people will not purchase from you because of price. This is why it is very important that you express the value the customer will receive by purchasing your product or service. If a customer brings up a price issue, you will want to ask the following questions:

1. “Why do you say that?”
2. “Why do you feel that way?”
3. “Is price your only concern?” “or is quality, service, and/or warranty important to you as well?”
4. “How far apart in price are we?”

11. And if the customer is still haggling over the price you may want to ask the customer this question; “Mr. Customer, I know price is important to you. May I come back to that in just a moment?” By doing this will allow you cover other aspects of your presentation that may address the customers original price concern.

12. If a customer is unyielding about how much the product costs, you can respond to them by stating: “The best part is, if you are not satisfied with the product or service there is no charge.” Only state this if it is true.

13. When presented with an objection or concern from a customer you will want to answer the objection or concern immediately, provide proof, confirm with the customer that the objection has been satisfied before going forward of the customer will continue to bring it up until it is satisfied. Once satisfied, proceed with your presentation.

 

Abandon your Warm Fuzzy Workplace

Abandon your Warm Fuzzy Workplace or you will be stuck repeating your past mistakes.

Running your own company can be challenging. It’s hard to streamline your business.  Smooth operation of your company comes down to the individuals who perform the given tasks, such as staff in the production department, office employees creating and issuing documents and the supervisors overseeing the projects. Since your staff is the most important asset of your organization, you don’t need to continuously invest in personal development to help your employees remain productive.

Don’t make a mistake by thinking that by giving your employees personal development opportunities, that you will be able to nurture and retain them. The personal development training programs can encompass anything, from building a new skill to leadership training. Understand that at some point your employees will outgrow what you have to offer. You need to get the most from every employ especially when you are small and growing.

Given below are some of the self-development strategies that you can deploy to increase the efficiency of your workers.

Help your employees define personal and corporate goals Continue reading Abandon your Warm Fuzzy Workplace