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Will You Add? - Did You Sell Something Today
Each of us has a unique and significant set of traits, abilities, passions, and skills that we offer to the world. This is our voice. When we are expressing our voice we feel significant, valuable, and joyful. We seek and find a sense of meaning in our work and in our lives when we are operating at this level. When we are expressing our voice we are in alignment with who we are. I have met many people in organizations who are doing this. They love their jobs; they are passionate about what they do; they love making a contribution; they are constantly learning and growing; and they feel fulfilled doing their work. When you have an organization where everyone has found their voice, you have one great choir--harmonious and magnificent. You have people supporting one another to express greatness.Recently I read The Eighth Habit, by Stephen Covey. The eighth habit is: "Find your voice and inspire others
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In p
Have you ever worked in a business, which had two types of clientele? One, which was their standard locals and one, which was a massive rush clientele during certain nights, such as Friday or Saturday?Well, recently I interviewed a gentleman going into the restaurant business and sure enough he worked in a restaurant as a manager, which did $800,000 in sales it first year and it was a rather small chain. But each of their steakhouses were across the street from stadiums, you know baseball, football and basketball stadiums.The local crowd was dismal during the week, hardly anyone there actually, but it is growing now. Yet, after the big events everyone was there as in 2500 people or more and they had to move the tables in 20-30 minutes and it was jammed and packed in. They even had to seriously worry about the fire codes as people just kept jamming themselves in.How do you manage a busi
“Not one dang thing”, retorts Joe, “The competition is killing us!”
I just wonder how many salespeople and sales mangers have similar days? A recent list of stats on salespeople from www.JustSell.com is as follows:
62% fail to earn the right to ask for a commitment!
86% ask the wrong questions and miss opportunities!
82% fail to differentiate themselves from competitors!
99% do not set the right objectives for the sales call!
95% talk too much and listen to little!
Now they did not supply the source of these stats, yet I would say they may be reasonably accurate. I talk to customers and business owners where similar concerns are expressed.
So let’s assume the numbers are fairly accurate and take each one and examine cause and cure.
1. 62% fail to earn the right to ask for a commitment!
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of the customer because that’s all they know. By the way, who might be responsible for a salesperson performing this way?
First they must earn the trust of the customer. This can be accomplished in several ways such as genuinely listening and understanding the customer and their situation. This creates trust, understanding and creates the basis for a business relationship. Now that there is some level of understanding and trust the salesperson has the basis for asking.
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In pr
John Stewart’s “The Daily Show” is considered one of the top cable news programs today. Our local news not only tells us what the weather is, but they show us the poor sap standing out in the blizzard with their umbrella being blown inside out, all while more news scrolls along the bottom of the screen. Audiences want more than information—they want to be entertained as they are informed.The average corporate employee sits through approximately 700-1,000 hours a year enduring long meetings and boring presentations. Our media delivery has changed over time, but our corporate presentation styles have somehow been frozen in the dark ages—which could explain why most presentations begin with someone darkening the room and warning their audiences that they have 87 slides to get through in the next 15 minutes!Here’s the first half of my list of the Top 10 WORST Things Presenter Do:1. Read
82% fail to differentiate themselves from competitors!
99% do not set the right objectives for the sales call!
95% talk too much and listen to little!
Now they did not supply the source of these stats, yet I would say they may be reasonably accurate. I talk to customers and business owners where similar concerns are expressed.
So let’s assume the numbers are fairly accurate and take each one and examine cause and cure.
1. 62% fail to earn the right to ask for a commitment!
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of the customer because that’s all they know. By the way, who might be responsible for a salesperson performing this way?
First they must earn the trust of the customer. This can be accomplished in several ways such as genuinely listening and understanding the customer and their situation. This creates trust, understanding and creates the basis for a business relationship. Now that there is some level of understanding and trust the salesperson has the basis for asking.
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In p
So you want to tap into the Minneapolis, MN Medical Device industry, aka 'Medical Alley'? Although this is a huge and rapidly growing industry, it seems impossible to tap into unless you already have medical device experience!As a Technical Recruiter, I have actually had great success placing folks into medical device companies who had little or no medical device experience at all! How did I do it? I would be lying if I said it was easy, but then again, I would be lying if I said it was hard! It seems to me that the number one most important skill that medical device companies look for is folks with strong experience in a HIGHLY REGULATED INDUSTRY!Let's say that you are currently a Manufacturing Engineer at a foods processing facility. Although food and medical device aren't similar in the product sense (actually, one is the cause of the other!), they still have one thing very closely in
1. 62% fail to earn the right to ask for a commitment!
What does a salesperson needed to do to earn the right to ask? How about fully understanding the customer, understanding the value of their product to the customer and being a resource instead of a salesperson.
Yet the new salesperson comes on board and is bombarded with product knowledge and no selling skills. Another source indicates 80% of first year salespeople fail from lack of selling skills. So their only choice is to overwhelm their prospects with product because they have no other methodologies. Even more experienced people simple puke their product without regard for the needs and desires of the customer because that’s all they know. By the way, who might be responsible for a salesperson performing this way?
First they must earn the trust of the customer. This can be accomplished in several ways such as genuinely listening and understanding the customer and their situation. This creates trust, understanding and creates the basis for a business relationship. Now that there is some level of understanding and trust the salesperson has the basis for asking.
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In p
A checklist is a valuable time management tool when used to organize projects or tasks. It allows you to take the guess work out of what is needed to complete a task which then allows you to save time & eliminate the dreaded statement, “Oh, I forgot!”A checklist, when used consistently, streamlines your action “to-do” list immediately and it can also be used as a resource when work is delegated to an employee or virtual assistant.For example, a salesperson is completing cold calls for a new service or product; her checklist may look something like this:New Service / Product Cold Calls - Checklist Name & telephone number of prospects Follow up Script – Answered Calls Voice Mail Script – Unanswered Calls Answers to most frequently asked questions Product Cost / Service FeesThis salesperson can create a fil
First they must earn the trust of the customer. This can be accomplished in several ways such as genuinely listening and understanding the customer and their situation. This creates trust, understanding and creates the basis for a business relationship. Now that there is some level of understanding and trust the salesperson has the basis for asking.
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In p
As an auctioneer, you are paid in direct proportion to your ability to communicate with people. The lack of this ability can destroy you as an auctioneer. Here are some steps to professionalism I’d like to share with you. Follow them and you will be able to go as far and as fast in the auction business as you want to.1. Professional auctioneers keep their attitude positive when all the world crumbles around them. A little bit of the world crumbles around all of us at times, so we must learn to anticipate it. It’s something that can’t be avoided, so be ready to handle the crises when they occur, If you allow them to get you down, you won’t be ready for the next positive thing that happens to you and you just might miss a fantastic auction opportunity.2. Professional auctioneers have a look about them. They don’t act like a clown. Draw a picture in your mind of what a professional auctioneer l
Doing pre-approach research can also help and yet even with the internet most sales calls have no preparation. In preparing for a recent call on an executive a salesperson invested one hour on the web. He found the executives home address, wife and children’s names and ages, the marathons he had recently ran, the colleges he attended, where he was born, his high school, several recent news articles that quoted him along with other information. This actually bothered the sales person that he could find that much information, but there it was! How did this change the sales call?
2. 86% ask the wrong questions and miss opportunities!
This I see in our training programs every time. Toss sales people into a mock sales interview and it becomes product puke or 20 simple questions. For what ever reason our society, education and culture doesn’t seem to develop the art of questioning. Yet the very basis of effective communications is understanding the other party. What is the most efficient and effective way to gain understanding? Questioning!
If we look at other professions such as Doctors, Attorneys, Accountants and Service People, they all have to ask questions to determine the proper actions. Yet the majorities of salespeople ask a few simple, and many times, obvious questions and figure they’ve done the job.
Effective questioning requires preparation, thinking of how to engage the customer, can we get them thinking about something in a different way and have them react to the question with actual thought. When this happens the customer is engaged in new thinking and the opportunities roll out for both the customer and salesperson to see.
3. 82% fail to differentiate themselves from competitors!
As a consumer that is purchasing a wash machine for your home, if all the machines seem to be the same, what is your main decision
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