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Will You Add? - How You Can Recruit Sales Super Stars - Part I - Recognising Sales Sheep And Wolves
With the international movie based on Dan Brown's book The Da Vinci Code breaking box office records around the world, its time to look into the secret world of the media.How do you crack Da Media Code and get your message across clearly and consistently in the media.Well, for some the media represents a secret sect to be feared or revered.In reality, the media are a group of dedicated professionals just doing their job of keeping the community informed.Understand how the media works, what makes a story and what motivates them ... and you understand how to work with them and not against them.Having worked in the media for the past 26 years, including print, radio, television, wires services, internet, blogging and podcasting, here is the secret code for unlocking the riches that the media can offer.First, you have to get i
Ultimately your business reaches a point where you and your current staff are working all the hours there are to simply stand still.
Growing the organisation is just another item that stays on the “to do” list.
Before you reach that point you need to recruit a salesman. I’ll use the term salesman rather than salesperson to indicate a man or woman who sells because it’s seems less clumsy than salesperson.
It all comes down to recruiting the right salesman to
The tips, given here are specially designed for those who want to find out how to outsource effectively.How to outsource. Tip 1. First of all, you need to decide whether your company does have a need for outsourcing. It should be mentioned, that there are many businesses, for which outsourcing is simply no use. Say, if you run a shoe repair business, you are not likely to send a pair of shoes abroad even if the worker in India or China will repair them for less then half the price an American shoe repair man would ask. Nevertheless, most white-collar and even blue-collar businesses have at least one task or job, which can be permanently or sometimes outsourced.How to outsource. Tip 2. Try to figure out, which elements of your business are most suitable for outsourcing. Businesses usually outsource back office ta
“Marketing mistakes are by far the primary reason businesses do not survive. This includes companies which consider themselves direct marketers as well as those who do not”.
Of course Ted is quite right make mistakes in marketing and you’ll end up paying through the nose with absolutely no results. Yet companies continually make mistakes in sales.
They waste the opportunities that marketing provides by using salespeople that have one, or more, of these traits:
- Poor closers
- Too aggressive
- Passive order takers
- Fear of phoning
- Can’t write to persuade
- Can’t present without being boring
- Unable to build value in the service or product
- Has poor follow-up skills
- Can’t get to top decision makers
- Finds rejection difficult to handle
- Poor time manager
- Doesn’t think strategically
- Not self-disciplined
- Doesn’t try to get market knowledge
What About The Owners As Salestaff?Often the owners in small companies are also the sales staff. If they can’t sell they ultimately go out of business. If they can sell they usually reach a point where they’re working harder than if they were in a job. Think about it…
If the owner is the company’s sales channel they’re probably also their own bookkeeper, administrative clerk, VAT returns clerk, receptionist and general “muck in and get the thing finished or delivered” guy too.
We all know about Michael Gerber’s mantra about “Working on the business, rather than in it”. We all agree that’s a very laudable aim. But we’re all so busy doing, doing that we can’t quite bear to tear ourselves away from working in the business.
I’ve been a consultant for over 20 years and I’ve rarely met a business owner or director who’s felt able to step back and consider the strategic aims of the business as it grows.
It’s all down to the perceived urgent need for sales. Because often management have no visibility of sales beyond the next one or two months.
Ultimately your business reaches a point where you and your current staff are working all the hours there are to simply stand still.
Growing the organisation is just another item that stays on the “to do” list.
Before you reach that point you need to recruit a salesman. I’ll use the term salesman rather than salesperson to indicate a man or woman who sells because it’s seems less clumsy than salesperson.
It all comes down to recruiting the right salesman to
If you have been anywhere near affiliate marketing in the last year, you have probably heard of Chris McNeehey's Adwords Miracle. One of the more popular books out right now, Adwords Miracle has taken the internet marketing community by storm. But it is not all that you may think it is.His book offers starightforward, no-nonsense ways to get the most out of your adwords campaign. From beginner to experienced marketer, the Adwords Miracle Package will not only give you more sales as an affiliate marketer, but it will also show you how to save a lot of money on your pay-per-click campaigns.The Adwords Miracle package has recently been supplemented by 3 additional guides: Building an opt-in list with Adwords, Promoting the right affiliate products on Clickbank, and Advanced Techniques. The total package is quite nice and worth the money. However, there
- Poor closers
- Too aggressive
- Passive order takers
- Fear of phoning
- Can’t write to persuade
- Can’t present without being boring
- Unable to build value in the service or product
- Has poor follow-up skills
- Can’t get to top decision makers
- Finds rejection difficult to handle
- Poor time manager
- Doesn’t think strategically
- Not self-disciplined
- Doesn’t try to get market knowledge
What About The Owners As Salestaff?Often the owners in small companies are also the sales staff. If they can’t sell they ultimately go out of business. If they can sell they usually reach a point where they’re working harder than if they were in a job. Think about it…
If the owner is the company’s sales channel they’re probably also their own bookkeeper, administrative clerk, VAT returns clerk, receptionist and general “muck in and get the thing finished or delivered” guy too.
We all know about Michael Gerber’s mantra about “Working on the business, rather than in it”. We all agree that’s a very laudable aim. But we’re all so busy doing, doing that we can’t quite bear to tear ourselves away from working in the business.
I’ve been a consultant for over 20 years and I’ve rarely met a business owner or director who’s felt able to step back and consider the strategic aims of the business as it grows.
It’s all down to the perceived urgent need for sales. Because often management have no visibility of sales beyond the next one or two months.
Ultimately your business reaches a point where you and your current staff are working all the hours there are to simply stand still.
Growing the organisation is just another item that stays on the “to do” list.
Before you reach that point you need to recruit a salesman. I’ll use the term salesman rather than salesperson to indicate a man or woman who sells because it’s seems less clumsy than salesperson.
It all comes down to recruiting the right salesman to
Networking does not just mean attending business breakfast meetings and handing out business cards, although those meetings are effective too.Networking is a powerful way of marketing your business because it's based on building relationships with people. When people know, like and trust you, they'll be more likely to use your products and services. Plus they'll happily refer their friends and relatives to you (of course it helps if you offer high quality service).This word of mouth aspect of networking makes it very cost-effective as a marketing strategy.So how can you become a natural networker? Here are a few suggestions.a)Attend as many social events as you can. They don't have to be strictly business events either. Even your child's Parent Teachers Association meeting is an event that you can use to your advantage
What About The Owners As Salestaff?Often the owners in small companies are also the sales staff. If they can’t sell they ultimately go out of business. If they can sell they usually reach a point where they’re working harder than if they were in a job. Think about it…
If the owner is the company’s sales channel they’re probably also their own bookkeeper, administrative clerk, VAT returns clerk, receptionist and general “muck in and get the thing finished or delivered” guy too.
We all know about Michael Gerber’s mantra about “Working on the business, rather than in it”. We all agree that’s a very laudable aim. But we’re all so busy doing, doing that we can’t quite bear to tear ourselves away from working in the business.
I’ve been a consultant for over 20 years and I’ve rarely met a business owner or director who’s felt able to step back and consider the strategic aims of the business as it grows.
It’s all down to the perceived urgent need for sales. Because often management have no visibility of sales beyond the next one or two months.
Ultimately your business reaches a point where you and your current staff are working all the hours there are to simply stand still.
Growing the organisation is just another item that stays on the “to do” list.
Before you reach that point you need to recruit a salesman. I’ll use the term salesman rather than salesperson to indicate a man or woman who sells because it’s seems less clumsy than salesperson.
It all comes down to recruiting the right salesman to
Of course, she then offered me a six-month process, costing thousands of dollars to get me back on track. However, I must say she was ethical in her approach and suggested I get a medical check up to rule out any physical or mental-health issues.I agreed and decided to go for the best and reserved a week at the Mayo clinic. I signed up for the concierge service that included all of the latest, cutting-edge medical studies — even genetic-code analysis. For a week, I was probed, hypnotized, acupunctured, MRI’d by the top scientists in the world. On the final day, I sat in the office of the Chief of Medicine awaiting the news.The doctor was direct, “Hesh we have found a genetic flaw in your chromosome makeup. I am sorry to say but you lack the correct DNA to have a fully functionally passion gene.” He pushed the box of Kleenex across the desk expecting
We all know about Michael Gerber’s mantra about “Working on the business, rather than in it”. We all agree that’s a very laudable aim. But we’re all so busy doing, doing that we can’t quite bear to tear ourselves away from working in the business.
I’ve been a consultant for over 20 years and I’ve rarely met a business owner or director who’s felt able to step back and consider the strategic aims of the business as it grows.
It’s all down to the perceived urgent need for sales. Because often management have no visibility of sales beyond the next one or two months.
Ultimately your business reaches a point where you and your current staff are working all the hours there are to simply stand still.
Growing the organisation is just another item that stays on the “to do” list.
Before you reach that point you need to recruit a salesman. I’ll use the term salesman rather than salesperson to indicate a man or woman who sells because it’s seems less clumsy than salesperson.
It all comes down to recruiting the right salesman to
How do you best establish credibility if you only have a couple of references and you're just getting started in the consulting businesses? This article will show you how to maximize the effect of the references you have and to get new ones.For starters, make sure those references are as strong as possible and that you get them in writing-on your client's letterhead. They should also talk of specific benefits, like:How you saved them moneyHow your technology solution generates more revenueHow you've enabled them to close out the month fasterHow you've improved their productivityHow it allows them to communicate with tele-workers, with suppliers, and vendors more seamlessly. For IT marketing, it's important to make your references as strong as possible-if you only have a few of them.IT Marketing: Ge
Ultimately your business reaches a point where you and your current staff are working all the hours there are to simply stand still.
Growing the organisation is just another item that stays on the “to do” list.
Before you reach that point you need to recruit a salesman. I’ll use the term salesman rather than salesperson to indicate a man or woman who sells because it’s seems less clumsy than salesperson.
It all comes down to recruiting the right salesman to take the company to the next level – and tied to good marketing too of course.
Broadly you can break salesmen into sales sheep, sales wolves and sales super stars. Let me explain what that means to you as the business owner.
Sales Sheep
They wait for customer to come to them, or the phone to ring to take an order. Or they wait in a shop and sell purely because the customer wants to buy something from anyone who wants to take their money. They think the customer is always right even if it means that they’ll lose money on an issue that the customer created themselves. Or they’ll give the customer some stock they had lying around. What about the salesman who drops by and entertains their contacts to “touch base”, “to see if there’s anything for me today” and who “nearly gets a sales but doesn’t quite?”
Sales sheep cost you money. Let’s count the ways:
- Their basic pay to sales ratio is higher than your own, or other sales staff
- They give stock or services away as sweeteners, or to get out of a problem
- They entertain clients on expenses and still don’t get sales
- They entertain people at the clients who are not remotely connected to the sale process
- They don’t follow-up and lose sales to competitors who doHow do you recognise one? There is a way before you even recruit them…
They almost run out of your door and can’t wait to close a sale. They’re so keen they can make people buy your products and services even though they may be wrong for those customers. They know what you sell and try to sell it all to every customer, whether there’s a need for it or not. They’re equally upfront in-house anything that affects their sale, and often their commission, is bulldozed out of the way to make sure that sale gets done. Sometimes it’s pushed through to the detriment of other customers or sales people.Sales Wolves
Sales wolves cost you money. Let’s see how:
- They sell lots but you get a highe
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