The Politics of Change and What it Teaches Salespeople
As we enter yet another Presidential election season, the politics of "change" have taken center stage (which they always do after eight years of any President). Both candidates are scurrying about trying to present a strong image of change. There is a lesson that we as salespeople can learn from this Presidential election. As salespeople, we are also agents of change. After our prospects have been doing business with our competitors for some time, we arrive to change the situation to their favor. We reduce expenses, improve profitability, and recover lost revenue for our customers as this change takes place.
5 Cool Ideas For Stronger Sales
Strong sales are the lifeblood of every thriving organization. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales. 1. Network "five deep." The idea is to network throughout the buyer's organization, making sure everyone knows how to reach you and why they should want to reach you. Communicate with the primary contact's immediate supervisor, an accounts payable representative, the purchasing agent and the primary contact's assistant.
The Impact of Social Media on Sales and Marketing
The world has changed. The way of doing business is changing. How we communicate is changing. The traditional methods of communication are changing. How have companies communicated with clients and prospects in the past? Most smart sales people seek to build dependable referral lead sources consisting of clients, centers of influence and very important people. Although these are proven strategies for increasing sales success, this lead generation method takes considerable time. It could take months and sometimes years! Most companies can be rather impatient. This puts pressure on sales people to generate sales immediately!
Sales Lessons Learned From the NBA and Professional Basketball
The National Basketball Association (NBA) Championship is over. The Boston Celtics beat the Los Angeles Lakers! The NBA season is complete and three freshmen were drafted 1-2-3 this year! It is always exciting watching great basketball game whether it is professional or college. The athletes, spectacular plays, passion and focus on winning the game are always a joy to watch! To be a drafted in the NBA, best players must be able to dribble, shoot, pass, play defense, rebound and block shots. Professional players must have all these skills. In other words, you must be skilled at the fundamentals.
How Stepping Away From My Comfort Zone Made Me a Top Salesperson
Let's first start by stating we all have selling abilities and use them from birth to every day in our adult life. Look at it from this way -- from the time we are born we learn how to sell to fulfill our needs. We learn how, when and with whom we can act and look lovable to gain approval with the goal of fulfilling our natural needs. As adults we are negotiating daily to sell our point of view. The setback many of us face is the external influences within our society begin to depress us into comfort zones as we grow to adulthood. We start developing and feeling at ease staying inside our comfort zone which can deprive us from developing our natural selling capabilities.
Harnessing the Power of Sellucation to Immediately Improve Your Sales
My Psychoanalysis of the Chinese Pearl Industry and Their Highly Effective Selling Methods "What is a free gift? Aren't all gifts free? " - Anon From the Hotel Room of: Raymond Fong; Beijing, China. Sellucation - it works :) While travelling in Beijing, my girlfriend and I got chauffeured to a huge pearl outlet and were greeted at the front door by several nicely dressed ladies, one of whom led us inside. She then proceeded to guide us to a stand with a nice sized aquarium on top of it. Inside the aquarium were a bunch of oysters the size of my hands. She handed my girlfriend the net and had her fish one out.
Warming Up Cold Prospects
Cold calls - some people are terrified of them, and some swear they're a great way to get customers. But picking up that phone can be tough for a lot of people. Putting that receiver to your ear can feel just about like you're sticking your head into a tiger's mouth. Feeling like that is just not a great way to start a business call. What if there was an alternative? What if there was a way to "warm up" that prospect? Fortunately, there is. Tell them who you are and what you do I have a simple suggestion: warm them up with a letter. Not a "hey-buddy-how-you-doin'" letter. Instead, a business to business direct mail letter that tells them who you are, and even answers an objection or two.
The Fallacy of Pay For Performance Sales Appointment Setting
If a deal seems too good to be true, you can bet it is. When searching for a sales appointment setting firm, some clients are tempted by the pay for performance model. It is intriguing. Have the appointment setting/ telemarketing firm only receive pay if appointments are made. It seems risk free. It is not. Most pay for performance models are hatched in offshore call centers. The problem, aside from a language barrier, is these performance based companies push too hard, don't disqualify poor prospects, use sub-par callers, waste a lot of your time and leave an indelible ugly mark on your company image.
Sales - Account Planning
You've spent time in Opportunity Management and Sales Forecasting. You know which clients are the "top ten" probable sales - and you know how many sales you need to make to be profitable. Without account planning, your hard work may go to waste. Account planning is simply the act of applying a precise, project management approach to the individual client - and the sale. What are the benefits of a well-built account plan? As we've briefly discussed, account planning brings your Opportunity Management activities full circle. You've got your top possibilities and now you're going to create a specific plan to make the sale - and keep the client.
Increasing Sales Production Through Quality Of The Message
When you break a real estate agents business down, there are only four ways to increase production. There are four proven avenues toward increased gross revenue. The four ways to increase production are: Number of contacts Method of contacts Quality of the prospect Quality of the presentation When you begin working on any one of these, you have taken the step to becoming a Champion Agent. Once you have raised your level of the performance in each of these areas, you can call yourself a Champion! Quality of the message I feel this is where the Champion Agent really excels over other agents.