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Will You Add? - Premises and Principles of Sales
Many of us remember the days when it was claimed that computers and other technological advances would give us so much more time. The reality is that all these gadgets have in many ways made it more difficult to manage our time. In the past we had letters and phone calls to respond to. Now we also have e-mails and text messages where people seem to expect instant responses. So given all of these challenges, how can you effectively manage your time?1. Be clear on what your overall aim or deli
This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:
How does our product or service benefit our prospect on a personal level? Are we willing to pass up a sale if it does not offer a benefit to a prospect? If we do, what can we do to still benefit financially from that relationship? How do we go about putting deposits in the emotional bank accounts of our prospects? What are we n
How many times have you seen a promotion elevate a person’s sense of themselves far beyond what seems warranted? Or are you familiar with the individual who constantly finds fault with the efforts of others as an obvious device to showcase their own greatness? But greatness is not measured in being a big fish in a small pond. Greatness is being a big fish in a big pond, that pond being the entire world . Greatness is rare. It’s unlikely you’ll find it in your organization.The next time you
The principles that I shared with them seemed to be able to solve many of their sales challenges. Keep in mind that if you spend your time focusing on changing your premises and beliefs, more so than sales training, you will find that you have a bigger impact in how people respond to you.
Spend fifty percent of your time learning how to shape your premises to those of a top producer. Spend thirty percent of your time learning how to grow your personal development and sales strategy. Spend fifteen percent of your time polishing your habits. Spend only five percent of your time learning selling tactics.
Because the principles and premises that you follow make the biggest impact and give you a greater return on your time commitment, you must commit to adopting those beliefs that work for successful sales professionals. Integrate these three principles in your sales process and regardless of how sophisticated your prospect is, you will have them thanking you for thinking enough of them to offer your product or service.
First, follow the principle of emotional bank accounts. Remember that each relationship that you have is an emotional bank account. You cannot take a withdrawal from an account unless you first make a deposit. Asking for the order is a withdrawal. Asking for referrals is a withdrawal. Closing on the deal is a withdrawal. Too many sales reps try to move too fast through the relationship and make withdrawals before they are ready. Your intention of service is a deposit. Your concern for your prospect is a deposit. Your commitment to them doing whatever is in their best interest, even if it means not buying from you, is a deposit. Your belief of your product or service is a deposit. Make more deposits than withdrawals that you take and you will always have an eager prospect ready to refer more business to you.
Second, commit the principle of strong ethics to your sales career. If you have a product or service that cannot benefit your prospect, then you have no business trying to sell it to them. If you do, then you are violating principles of ethics. But on the other hand, if your belief is tremendously strong in the value that your product or service can bring to your prospect, then it is your duty to overcome any objection that they give you. When you have this level of belief, it really doesn’t matter what sort of sales tactics that you follow. They listen to your heart more than the words that you say.
Third, integrate the principle of personal contribution. Find out how your product or service can benefit them on the personal level, and commit yourself to mastering how you can communicate this value. Role-play with your colleagues and managers. Find out from previous customers why your product or service benefited them, and share those stories with your prospects.
This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:
How does our product or service benefit our prospect on a personal level? Are we willing to pass up a sale if it does not offer a benefit to a prospect? If we do, what can we do to still benefit financially from that relationship? How do we go about putting deposits in the emotional bank accounts of our prospects? What are we no
As we all know business cards are an excellent marketing tool and strategy. So why not boost that strategy with your very own custom business cards? I know what you are thinking, “these must be expensive and im not in the least bit creative so how can I create my own business card and where do I go to get it? I think ill stick with my usual business card printer.” But do u know what the problem with using your usual printer, they probably only have several designs to choose from, therefore your card wi
Because the principles and premises that you follow make the biggest impact and give you a greater return on your time commitment, you must commit to adopting those beliefs that work for successful sales professionals. Integrate these three principles in your sales process and regardless of how sophisticated your prospect is, you will have them thanking you for thinking enough of them to offer your product or service.
First, follow the principle of emotional bank accounts. Remember that each relationship that you have is an emotional bank account. You cannot take a withdrawal from an account unless you first make a deposit. Asking for the order is a withdrawal. Asking for referrals is a withdrawal. Closing on the deal is a withdrawal. Too many sales reps try to move too fast through the relationship and make withdrawals before they are ready. Your intention of service is a deposit. Your concern for your prospect is a deposit. Your commitment to them doing whatever is in their best interest, even if it means not buying from you, is a deposit. Your belief of your product or service is a deposit. Make more deposits than withdrawals that you take and you will always have an eager prospect ready to refer more business to you.
Second, commit the principle of strong ethics to your sales career. If you have a product or service that cannot benefit your prospect, then you have no business trying to sell it to them. If you do, then you are violating principles of ethics. But on the other hand, if your belief is tremendously strong in the value that your product or service can bring to your prospect, then it is your duty to overcome any objection that they give you. When you have this level of belief, it really doesn’t matter what sort of sales tactics that you follow. They listen to your heart more than the words that you say.
Third, integrate the principle of personal contribution. Find out how your product or service can benefit them on the personal level, and commit yourself to mastering how you can communicate this value. Role-play with your colleagues and managers. Find out from previous customers why your product or service benefited them, and share those stories with your prospects.
This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:
How does our product or service benefit our prospect on a personal level? Are we willing to pass up a sale if it does not offer a benefit to a prospect? If we do, what can we do to still benefit financially from that relationship? How do we go about putting deposits in the emotional bank accounts of our prospects? What are we n
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are other useful definitions in this field, for example, creativity can be defined as consisting of a number of ideas, a number of diverse ideas and a number of novel ideas.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, develop
Second, commit the principle of strong ethics to your sales career. If you have a product or service that cannot benefit your prospect, then you have no business trying to sell it to them. If you do, then you are violating principles of ethics. But on the other hand, if your belief is tremendously strong in the value that your product or service can bring to your prospect, then it is your duty to overcome any objection that they give you. When you have this level of belief, it really doesn’t matter what sort of sales tactics that you follow. They listen to your heart more than the words that you say.
Third, integrate the principle of personal contribution. Find out how your product or service can benefit them on the personal level, and commit yourself to mastering how you can communicate this value. Role-play with your colleagues and managers. Find out from previous customers why your product or service benefited them, and share those stories with your prospects.
This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:
How does our product or service benefit our prospect on a personal level? Are we willing to pass up a sale if it does not offer a benefit to a prospect? If we do, what can we do to still benefit financially from that relationship? How do we go about putting deposits in the emotional bank accounts of our prospects? What are we n
As an entrepreneur, Terry Hart is a good one. His emphasis is on win/win. He cares about the people he does business with and is passionate about fulfilling their needs as well as achieving his own bottom line. Terry has a creative and dynamic personality that exudes enthusiasm and charm.When I first met Terry, he was working as an accountant for a small agency and it was not the right career for him. He had a heavy mortgage and his wife worked hard as an insurance sales manager so they could su
Third, integrate the principle of personal contribution. Find out how your product or service can benefit them on the personal level, and commit yourself to mastering how you can communicate this value. Role-play with your colleagues and managers. Find out from previous customers why your product or service benefited them, and share those stories with your prospects.
This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:
How does our product or service benefit our prospect on a personal level? Are we willing to pass up a sale if it does not offer a benefit to a prospect? If we do, what can we do to still benefit financially from that relationship? How do we go about putting deposits in the emotional bank accounts of our prospects? What are we n
It always amazes me when I see someone on television holding a press conference – a lawyer outside a courtroom, a businessperson at the launch of a new product. Reporters ask hardball questions. The answers are given with conviction, without hesitation. The person being questioned exhibits supreme confidence. Where does that confidence come from? How do they get it? What lessons are there for those of us who also have to face difficult circumstances and need that same, high level of confidence?urself to mastering how you can communicate this value. Role-play with your colleagues and managers. Find out from previous customers why your product or service benefited them, and share those stories with your prospects.
This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:
How does our product or service benefit our prospect on a personal level? Are we willing to pass up a sale if it does not offer a benefit to a prospect? If we do, what can we do to still benefit financially from that relationship? How do we go about putting deposits in the emotional bank accounts of our prospects? What are we not doing that we could do which would make deposits? How many deposits are required before we start making withdrawals? What is qualified as a withdrawal from a prospect? Work together as a team to help integrate peak performance principles into your process, and watch how much easier it is to sell to your prospects.
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