5 signs of a successful salesperson

If you want to know how some salespeople are more successful than others, and how some just seem to get lucky, then you might think that successful salespeople are born and not created. This isn't necessarily true.The golfer, Gary Player, was asked about the amount of luck he seemed to have, replied that "the more I practice, the luckier I get"! This can also be used in a sales environment, and will mean that you are always prepared. There's always more to be learnt about the product, industry, and type of customer, no matter what sort of sales environment you work in.1. A successful salesperson will manage their time effectively so that the majority of their time is spent in selling situtions. In a call centre environment this would mean spending almost all the time on the phone. For a commercial salesperson this would mean spending most of the time at appointments in front of potential customers. In a retail environment, this would mean spending time on the shop floor talking to customers.2. Successful salespeople are able to identify the needs of the customer. They have the communication skills to ask the right sort of questions and listen to the answers. Their extensive product knowledge means that they know which product will best meet the customers' needs. They know what sort of applications their products will be used for, and the most common questions asked. This applies whether selling electrical goods in a retail environment, utilities over the phone, or business to business products and services face to face.3. Successful salespeople understand the buying process and selling process and can respond accordingly. They can quickly and efficiently see whether the potential customer is ready to buy, or is just doing some research. They are able to pick up on buying signals, and can handle objections well. They are capable of changing their approach depending on the customer, and do not overly rely on one sales technique, or product feature. Depending on the environment and the product or service offered, the customer may already be a qualified lead just by walking through the door, or by emailing for a brochure.4. Successful salespeople are able to put their customer at ease, and are able to show genuine interest, rather than just looking for the sale. At some time, everyone has experienced a pushy salesperson that didn't listen, didn't ask questions, and just wanted to make the sale. This sort of behaviour can change the customer's opinion of the shop, the brand or even the industry, and can result in fewer sales.5. Successful salespeople know that they need to be highly efficient, effective and organised. They know that they need to have a full diary of appointments, and how many sales they need to reach their target. They will always be busy trying to generate leads, or finding out more about their products, industry or customers.Now you know how and why some salespeople are much more successful than others, why don't you implement these 5 tips and see if you can improve your figures? Become a more successful salesperson today.

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sales tip scenario learning

A few days ago I read an article by Paul Bracken, Professor of Management at Yale in Futurist Magazine. In the article he addressed how learning is changing - and leaders need to be much more flexible and adaptive as we head into tumultuous times.He maintains that the prime learning tool to be used by Leaders or Learners of any kind is Scenario Learning.His philosophy is simple and elegant: Case studies don't work because the outcome is already presented. It's much more taxing, motivating and valuable to take scenarios that "could happen" and strategize around them rather than things that have happened (case studies).Be Preemptive In Your ProcessNow to some, that sounds absurd. "Why wouldyou want to waste any time working on things that will likely never happen?"To which I would say, hold on a minute. Who's to say the value is in predicting the future. To me it's in preventing the future-at least that future that's full of stress and anxiety because something happened you weren't ready for. Rather than waiting until something happens, why can't you take precaution so it NEVER happens. Can't you be proactive? Or preemptive? That's exactly what scenario learning will teach you.A Sales ExampleIn our sales training practice, there are a handful of customer encounters that happen all the time that drive you crazy.For example, here's a common one:You're all the way through the sales process and your buyer tells you it's not going to happen because there's no money in their budget.Now that is a scenario you've heard before, but are you ready to deal with it? Better yet, did you do anything in the sales process to prevent it? Probably not. In fact, most sales orgs spend most of their training time talking about how to handle it when it happens-rather than the right thing to do-work on how to prevent it.By examining "why" that scenario happens, you can aptly take preemptive action so it never happens to you.

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clevel selling during this recession the

I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.As I introduced myself to two ladies, I asked my favorite question. "So ladies, what are your major issues as it relates to business development during this economic down time?""Pricing - my customers are selecting only the low prices," said the one lady. "Me too," chimed in the other. "And one even told me the price I have to get to."Now since I can't keep my selling tips to myself, I offered these two suggestions:1. Relatioships at high level are the key. Either these people will make it so that your higher price is accepted because they can depend on your work or they will tell you what price you have to come in at - ala the second lady.So instead of spending all your time putting together a proposal with limited information from a spec writer, engineer, purchasing agent or administrator, use your time to network to the key decision makers to learn what's important to them and show them how you can give it to them for this project.2. Prices are usually too high because you've included too much of what key decision makers are unwilling to pay for. So the key is to know what the influential and top people really want and what they are willing to take less of or forego.a. Everyone is going to say, "Well, I want it all." So you have to say, "I understand, but what's really important? What's the deal buster or maker? What will really be your deciding factors?" "What are you willing to pay extra for?" You'll have to push a little here, but it's OK. However, this has to be done with the person / people that have the power.b. So the first lady says to me somewhere along in the conversation, "They should select us because we are giving them more." To which I said, "So what. If they wanted more, they would have asked for it. Besides, that 'more' is causing your price to be higher.Now just in case you didn't get the moral of this story, here is the summary. Get to the leaders - the chief decision makers. They can help get the job even if your price is higher, but within range. Otherwise, they can tell you what to do, what to eliminate or minimize to get your price in line.And now I invite you to learn more.Bonus Tip: If getting to these leaders is an issue for you or your people, here is a FREE E-Book "Getting Past Gatekeepers and Handling Blockers". Just click this C-Level Relationship Selling Link. Sam Manfer makes it easy for any sales person to be effective and feel comfortable connecting with and relationship selling C-Level leaders

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discover 6 sales presentation tips that

Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales.Sales Presentation Tip #1 - Practice and Customize Your PresentationTake time to practice your presentation many times before using it in a real live sales situation. You should know your presentation backwards and forwards, word for word. Never take notes to a sales presentation and refer to or read from them. That is so unprofessional.Customize your presentation for each individual prospect. One of the worst things you can do is give a presentation that appears to the prospect has been given to every other person you sell to.Sales Presentation Tip #2 - BuildRapport and QualifyMake sure you build rapport, and qualified the prospect thoroughly before you dive in to your presentation. People purchase from people they like and trust, so spend adequate time on rapport building.The same goes for qualifying. Make sure you're clear as to what the prospects problem is before presenting your product or service as the solution. The problems you uncover will determine how you customize your presentation and how your product or service solves their problems.Sales Presentation Tip #3 - Be Friendly, Enthusiastic and Professional LookingRemember, people are more likely to buy from a friend than a salesperson. So spend lots of time becoming their friend. Don't rush through the sales process. Step back and develop a relationship with them. It will pay huge benefits.One way to show your enthusiasm is to truly believe your product or service is the best thing to solve their problem. So having an understanding of how your product has helped others is critical.Being professional looking includes many different areas. Your clothes for one. Make sure your wardrobe is up to date and doesn't include suits you bought in the nineties. Polish your shoes, cut your nails, shave, get an up to date hair style. There are many ways you can look the part of a successful person.People want to buy from winners, so look like a winner.Also make sure your presentation visuals are up to date and professional looking. Don't use articles or testimonials that were written years ago. Get some new ones. Use the latest technology to show prospects you're on the cutting edge. I guarantee you most of your competitors aren't.Sales Presentation Tip #4 - Use Visual AidsYour company may all ready have visual aids for you to use. Some things to include are media articles about you and your company. Testimonials you've received from satisfied clients. Tell stories about how you've helped another customer, especially ones that are similar to the current prospect.Sales Presentation Tip #5 - Get the Prospect InvolvedUsing handouts is a great way to get a prospect following along with your presentation. You could play a game during the presentation or have them take a test. Ask them opened ended questions such as:* Do you see how easy this is to use?* What are the features you like the best?* How do you think this will benefit you/your company?Get creative and come up with ways to get the prospect involved. It sets you apart from the competition.Sales Presentation Tip #6 - Emphasize Customer Service and Long Term RelationshipsThe prospect needs to be sure you won't sell them and then disappear, never to be heard from again. Talk to them about your involvement in the delivery, training and service after the sale. Also let them know you're their for the long term. That you'll be there to help with problems and service. After all, you are the one building the relationship. So assure them you will oversee everything.A winning sales presentation should answer all your prospects questions, get them excited and lead them to the conclusion that your product or service is the only solution to their problems.

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freight broker training

Freight broker training does not have to be neither a long drawn out process nor an expensive one. While getting the proper freight broker training should be of utmost importance, the cost should still be reasonable. Yet there are schools and academies out there that are charging people thousands of dollars for a weekend seminar. How about a three day class that you have to pay traveling expenses to get to, not to mention your motel, meals and rental car if you fly out. And let's not forget the master broker certificate that some of them claim you will receive. But look it up for yourself, according to the FMCSA (federal motor carrier safety administration) code 371.2 and 386.2, there iso such thing as a master broker!It is called a PROPERTY BROKER! Now, do you want the old school of learning from thirty years ago or do you want the more up to date training including today's computer technology? Do you want an outline to follow and have to figure out what's in between on your own or do you want REAL training? Here is a thought to ponder while you are in one of these other classes: somebody broke into the back of the trailer and stole one hundred tv sets while the driver was getting a shower. He calls you at 2:30 am to tell you. If you don't know what to do, are you going to be able to call your instructor at that time of the morning to ask him/her for advice? What about when you hear "sorry, that was in the beginning of the class and that class is over but you can pay for a refresher course." What then? And yes it does happen.Underpasses in New York get flooded all the time just for trucks to get stuck and their trailers to get ripped off. Unless of course you are just plain bored and have lots of money to spend, training should come from someone who knows the ropes, whose prices are reasonable and who will be there to answer your calls at 2:30 in the morning. Wake up people! Glitter and sparkle does not mean gold! Freight broker training can be done right without costing you a small fortune.Copyright2008 Jack C. Martin
a1freighttraining.com

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what do prospects want to know

First, let's consider what Prospects DON'T want to know or don't care about:1. Who the President of the company is and all his years in the industry.2. That the facility is located in "Trump Towers" on the 20th floor.3. That 24/7 toll-free help is always available.4. That they've been in business 10,15,20 years.5. That the product uses the most natural, exotic plant ever found that will cure anything from cancer to bunions.6. That Shaquille O'Neal, A-Rod, or Brett Favre uses it and recommends it.Okay, get the idea? All of these things can be covered later when you are training them as a new enrollee.What the Prospect wants to know is pretty simple, really.1. What is it?2. How much can I mke?3. Can I do it and what do I have to do to make that kind of money?Again, everything else falls under the category of training & mentoring. These are the things you want the Prospect to know and be clear about in your first approach. Don't roll an avalanche of facts all over them. You'll just confuse them. A confused mind will always say "No." Have you ever come away from a 3-hour presentation in a state of information overload? Me, too.Let's use an example of providing this information using a nutritional company. You can tailor this for any type of business.Hi, Joe.Listen, I've partnered with a great company recently. You might or might not be interested. When would you have a whole minute, 60 seconds, to hear about it? [Okay, you've put them at ease. You're only going to take one lousy minute of their time. And they'll probably listen to you right then.]Okay, great. Our nutritional company has developed a breakthrough product that makes you feel like a million bucks, look like Tom Cruise (or Nicole Kidman) and you just have to drink one ounce a day. [Answers the question: "What is it?"]You can make anywhere from $500 to $5000 a month or even more. [Answers the question: "How much can I make?"]All you have to do, is just find someone [or 3 people or whatever] like yourself who wants to look good, feel good and make a lot money. Don't change anything you're doing now. Just recommend it like you do your church, favorite music, or books. That's all I do. [This tells them what they have to do to make that kind of money.]That's all there is to it. What do you think? [This is the close.]This kind of super-short presentation will like prompt some questions, which is what you want anyway. This will give you a chance for a belly-to-belly talk and/or giving them promotional materials.Also, most people will think "I can do what he's just done!"How long do you think it would take you to teach your downline to make this kind presentation?Much thanks to "Big Al" Schreiter for the concepts.

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sales training is a waste

All too often, well intentioned sales leaders enroll their sales representatives in expensive sales training programs only to see little or no return on their investment in increased performance.
This is largely attributed to the practice of training professionals finding it convenient to reuse the same content across disparate environments, while ignoring the reality that one size does not fit all in the real world. In many instances, employee's careers are assessed negatively when they fail to improve their sales performance after attending sales training.Canned Not many managers would go to a doctor who treats all patients the same way. While each patient may not be well, the cause andtreatment are different for each patient. The cause of under-performance or poor performance of a sales person or team can be very different from one person or industry to the next. The sales process for telesales will be very different to consultative relationship selling, for example. Sales leaders must take time to ensure the sales training is tailored to their specific employee and industry needs. Great training content delivered to the wrong audience is of little value.Not Practical Airline pilot training requires many hours of theory; however, a typical pilot will spend many hours in flight simulations practicing and learning how to apply the theory. In many sales training classes participants sit for hours listening to an instructor outlining the latest 10 step process in closing the sale, without any time devoted to the trainee practicing the skills. In a learning environment adults retain only 5% by lecture and as much as 75% by doing or practice! Carefully interview the training company to ensure your employees will not experience a lecture fest and enough time is devoted to practice.Limited Post training Support Most studies indicate that it takes anywhere from 4 to 6 weeks to break a habit. When I travel abroad and have to drive on the other side of the road it requires great focus and concentration to break the habit of driving on the right...and my life depends on it! Many principles taught in sales training classes are new to some participants and despite their best intentions, on returning to work, revert to old habits.Adding insult to injury, employees armed with new sales techniques return to work to be supervised by someone without any understanding of the new concepts and cannot provide any coaching support. In some instances, supervisors discourage newly trained employees from using new approaches they do not understand and encourage employees directly or indirectly to return to techniques the supervisor is more familiar with. Resources invested in first ensuring trainees have adequate support mechanisms in place to coach and motivate employees on return to the workplace are well spent.Someone once said"In theory, practice and theory are the same. In practice they are not."

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selling what are the challenges facing a

Often when joining the sales profession, a new sales person can get overwhelm by the task ahead. There is so much to learn: product knowledge, sales documentation, presentation, demonstration, closing the sale, managing the sales territory, etc.Here are some basic steps that a new sales person can follow which will make his/her job simple, manageable and rewarding:? Stay focused on the job ahead. Learn and absorb as much you can. Rome was not built in a day. So you are not expected to know everything.In fact, your lack of experience can be used to your advantage. Just say: "I am new to this job. Can you help me with........?? Sales activity: Your goal is to use whatever sales means at yur disposal: Cold calling; direct mail; email, networking, referrals, etc.Your aim is to build your sales funnel so that you have plenty of leads to work on. Do Remember that selling is a number's game.? Your Attitude determines your altitude. You should not believe all the hype or negative stuff that you hear around you. It will only put you down.Be enthusiastic and excited about the opportunity that you have been given. Stay positive and confident and keep repeating to yourself: I will succeed.? Make Selling a learning experience. Always keep learning. This is the only way that you are going to progress in sales.You will make a lot of mistakes, but Selling is a very forgiving business. You will win some and lose some in the beginning, but as long as you persevere and keep learning, your success is guaranteed.

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why do sales people struggle for sales

Generally sales people, who struggle for sales or lack of it, struggle for a few ��reasons.In this article, I am going to explore the reason why sales people struggle and show steps to remedy it.Let's examine why Sales people chose the beautiful profession of selling:?������ To meet new clients & help solve their needs?������ To make lots of money?������ To accept challenges�& new opportunitiesThere are many reasons why sales people struggle in sales:?������ Lack of proper sales training & closing techniques. Sales training is always an evolving thing. There must be a constant interaction between the sales person and a coach/trainer/sales manager. Otherwise,the sales person does not know why, where and what he is doing wrong.?������ Most Sales people work for money instead of serving others. If money is the purpose of your sales actions, then, your client will see it through your eyes & your body language.?������ Sales people avoid taking responsibility for their own actions. Sales people have a tendency to take shortcuts. So if they are not getting the required sales, they will find excuses and blame everything else except themselves.?������ �Laziness and routine creeps in and they are not prepared to go the extra mile. This is where the value of persistence should be taught.?������ �Lack of goals is an indication of no passion, no purpose.?������ �They have stopped learning & rely on old ineffective habits.One way to solve the above is to work on building your sales based on purpose and passion. Passion will rekindle your old flame of selling. Become passionate and excited about your product or service and let the client see your enthusiasm.Purpose will instill in you a sense of discipline & hard work. If you have a burning desire to succeed in sales, you will achieve it.It is also a good idea to have a measuring yardstick fro sale s people. A salesperson needs to know what level they are at, what target they should aim and what the outcome will be if they achieved their goals.The same idea applies when the sales person is closing the sale. The sales person needs to know where his client is at a given time and once the vision is established, then the outcome is conclusive.Another way is self education. Always keep learning. �Learn closing techniques and apply them.Get yourself a mentor or coach and stay focused on your goals.

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how to overcome sales procrastination

Often a sales person's mind is riddled in procrastination and unless diagnosed early, it can create havoc and lead to a downward spiral. You may have the procrastination virus and not be aware of its dangers!My aim is in this article is to discover why procrastination is a major killer in sales and how to eliminate it. Procrastination is defined as to put off or defer a task for later. When you do that sales call, for example, do you write down immediately the particulars and action steps of that call so that you do not forget the details?If you are leaving it for later, not only you will forget the fine details, but you may miss a key element when you next negotiate for the order. Procrstination also occurs when routine sets in or perhaps when you worry excessively. You have not reached your sales target and you waste your time on things you don't want to have happenFear is another killer playing on the sales person's mind. The fear of not succeeding is a very real threat. Fear breeds negativity and this plays havoc with any sales person.The solution perhaps lies in the following steps:? Focus on opportunities & successful outcomes. Say to yourself that you will succeed no matter what. For example, when asking for the order, assume the sale and start writing the order.? Get down to business. Take decisive actions are better than inaction. Take your activity list and male sure that you complete them daily and you will have no time for procrastination.? Eliminate ineffective habits. Get into the habit of being busy and productive. Set yourself a daily goal and a to- do list and review it at the end of the day and plan for the next dayChange comes from the things that we pay attention to.Start tracking your daily thoughts: Are you aware that your attitude is negative and that you are using excuses all the time. Watch yourself and you will see that you spend your time blaming the boss, your partner, the economy, the dog, etcAll you have to do is take charge of your focus.

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