April 27th, 2010 by admin
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One of the main things which differentiates the good and rich salesmen from the not so good and less rich ones is something which doesn’t have anything to do with clients, products, and the selling environment. It does have everything to do with just you.
What I’m referring to is your inner self, your belief in your abilities and the things you project to other people around you. Let’s face it, no one has ever bought a product from a salesperson who seemed unsure of himself (or herself). Customers smell fear and insecurity from a mile away, and if you’re not sure you can make the sale then you won’t.
Where does positive affirmations come in?
Positive affirmations are a method by which you plant beliefs into your subconscious mind which can help you to improve your life. By using positive affirmations you can increase your self confidence and self-belief. This isn’t a cover for anything. You won’t be acting. You will be actually changing your thought patterns to the better.
Positive affirmations are used by thousands of people worldwide in all walks off life, from businessmen to athletes. It is based on the fact that by having more faith in yourself that you will actually do better in real life situations and attract success to yourself.
A salesman who uses positive affirmations will appear more sure of himself, more knowledgeable about the products or services he (or she) is offering, more easy going, and will project a sense of ease upon potential customers. This isn’t just a way to boost sales and commissions but to also to enjoy your work much more.
Affirmations do not work overnight, but using them can great improve your results.
By: Mike Eltis
April 26th, 2010 by admin
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Generating sales referrals and repeat business is necessary to expand your business and ensure the success of sales professionals. At times, the importance of sales referrals is often overlooked or not emphasized enough. This can be the difference between top producers and over performers versus under performers and those who comes close to attaining their goals.
It is important to acknowledge and recognize your clients regularly especially those that gives you the most business. These clients can be referred to as your ‘gold clients’ and should be given attention and treated with care (all clients are important). If customers are satisfied with your products and services then they will tell you. They will also tell others they know since people have a natural tendency and impulse t spread good experiences. Also, by asking or referrals these clients will be more than happy to provide you with referrals because they would feel comfortable doing it.
Many sales professionals are simply afraid to ask for sales referrals for whatever reason they could justify. To overcome this fear think of the referral process as having no less importance than asking for the order. If you are not in direct sales then you may consider using customer surveys to find out what did correctly to satisfy the customer and repeat such performance in future prospecting. You should strive to equal or surpass the level of service which will result in more referrals. When asking for referrals you should have a sense o balance and use your discretion.
Finally, it is recommended that you show appreciation for referrals given to you by existing customers. Let your referral know who referred them to you and get as much information from your customer about the person being referred before actually speaking with them. This networking will make new referrals less likely to bail out and they might stay with you for a long period of time. In addition you may send a handwritten thank you note to the customer that gave the referral.
By utilizing these techniques you will be able to generate a lot more sales referrals.
By: H. Whitelock
April 25th, 2010 by admin
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As we approach another exciting football season, I am reminded of one of the most prolific leaders of our time. Green Bay Packers football coach Vince Lombardi continuously preached the message of focusing on the basics. He would constantly drill these ideas and practices into the mindset of his players. He often said that success is found through the mastery of basic skills.
There were likely times that his players and coaches grew tired of his message, yet it was difficult to argue with the stunning results he achieved. Lombardi was a legitimate winner, a champion, possibly even
a hero. What are these football basics he espoused that consistently led his team to victory? He demanded mastery of the following:
1. Kicking
2. Throwing
3. Catching
4. Tackling
5. Blocking
How do these athletic skills and the Lombardi method translate into successful sales techniques?
1. Kicking = Asking Relevant Questions
To initiate conversation and to get our customer talking, we must ask relevant, effective, thought-provoking questions. We must learn to probe for key details that will furnish the details we need to provide the best solutions possible. Our questions convey empathy and confirmation that we truly understand their needs.
2. Throwing = Sales Presentation
Our effective sales presentation, regardless of whether it is on-on-one or to a group, is critical to our overall sales success. Our prospects and customers must be clear on what we are offering them. We must
convey both expertise and confidence in that we have the solutions for their concerns.
3. Catching = Listening Skills
Many salespeople make the mistake of talking too much. We tend to plan our next statement while our customer is speaking. We must learn to be quiet and listen effectively so as to thoroughly understand the
needs of our customers and the issues that are important to them. They must know with certainly that we understand their needs and are customizing our solutions approach just for them.
4. Tackling = Learning
We must be constantly expanding our comfort zone, learning new skills and enhancing our personal development. We must also keep in front of the learning curve regarding the technology and product
developments in our field. In these ways, we bring maximum value to our customers.
5. Blocking = Focus
Salespeople need to block out distractions and keep a laser-like focus on the task at hand. One of the most productive things we can do is to complete current tasks before moving on to new ones. Do not
allow interruptions and distractions to cause you to deviate from your sales plan and goals.
This is indeed a back-to-basics approach, just like Vince Lombardi would teach. You simply cannot lose when you strategically shed the complexities of a situation and concentrate on the basics. Selling is
often most rewarding at every level when kept plain and simple. Now go out to your marketplace and make Vince proud!
“If you can accept losing, you can’t win.” – Vince Lombardi
By: Daniel Sitter
