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Will You Add? - The Sales Apprentice- Sales Training Tips From The Hit TV Show, Part V
High-volume businesses can offset these costs in revenue, but for small or client-based businesses, a print advertisement can mean the difference between profit and loss--and not to your business's advantage.Radio or TV advertising is also a popular option for many businesses: for a few hundred dollars, you can buy advertising space in popular programs or between music playlists. Radio and TV advertising has the potential to reach an even wider audience than print advertising, and the increased technological possibilities--music, a good announcer, even short skits or memorable jingles--can both give potential customers a good sense of your business and make your business memorable and appealing.But radio… There's also a significant cost issue to consider: while
Sales training advice: No matter how important you think you or your business is you cannot behave in this way and expect to get away with it. When you are with your clients you need to be with your clients 100%. No distractions. No interruptions. B
We all know that when you create excitement for the customer, the customer will recommend your product or service to others. As a salesperson, that excitement needs to come from you right from the initial meeting and needs to continue throughout the years. The excitement you create needs to be constantly passed down to the customer (this means keeping in touch on a regular basis and giving updates). If you think this is too much work, think again. I have a system that has worked for companies and will never fail to give you success. Does the system work every time? I wish it did, but if you use the system everyday, you will get the numbers working for you instead of against you.Let me tell you about how the system works. It may take a little bit of time to set up but it
This week's task for our "wannabees" was to dabble in the art market selling photography. After picking 2 potential photographers each our heroes were to see who could make the most profit from art sales in one day. SAS was on top form declaring this to be "a special kind of salesmanship" where one cannot talk people into buying but where our team had to "smell" when a potential customer was on the hook!
They all had very different ways of approaching this task…
The two teams, led by Christina, the pharmaceutical sales manager, and Natalie, who has an MBA, split up and set about the task of speaking to the photographers. They all had very different ways of approaching this task. Katie preferred to find out all about the photographers, their desires wants and needs. Adam on the other hand got down to figures fast! Katie was, as usual, unimpressed, declaring to the camera that this was not a car lot and that if Adam went back to one and got run over that would be ok by her!
"If we pick you, do we have your commitment?"
Under Nat, Katie pushed their team down a very "softly-softly" route. Christina meanwhile was getting business like with Tim, a horse photographer. Who is your typical buyer? Have you a client list? Great questions. She even tried a commitment close, "If we pick you, do we have your commitment?" Nice.
Because of the nature of the competition this task was a double-edged sword. Not only did the teams have to sell photographs but they also had to "sell" the photographers on the idea of working with their team.
Not happy with totally blowing the deal she decided to alienate her client even more…
The first big sales training lesson of the night came from Natalie when her team visited Tim, the horse photographer. She walked through the door announcing, "We have 10 minutes". If you were the client how would that make you feel? What would you be thinking? I know that I would be annoyed and thinking, "So I'm a last resort am I? You don't value me or my work. Thanks!" As if that weren't bad enough Nat's phone then rang. "Excuse me I have to take this" she said, turning her back on her prospect and walking off. That… just lost you that photographer Nat. There's no come back from there. Not happy with totally blowing the deal she decided to alienate her prospect even more, "Tim, I hate to cut in. We must go."
Sales training advice: No matter how important you think you or your business is you cannot behave in this way and expect to get away with it. When you are with your clients you need to be with your clients 100%. No distractions. No interruptions. Be
Through June our newsletter will help you look at the various components of an integrated marketing plan. In the last issue, we shared some thoughts on your visual identity -- how it involves more than just your logo and some different ways you can use the concept of visual identity to grow your brand. In this issue, we’ll share the basics of advertising and make some recommendations about things you should consider when making decisions about advertising.Many people use the terms advertising and marketing interchangeably, but they don’t mean the same thing.Marketing refers to everything a business does to promote itself in the marketplace, and to create or strengthen its reputation in the minds of consumers.Advertising is just one method or strategy in an
They all had very different ways of approaching this task…
The two teams, led by Christina, the pharmaceutical sales manager, and Natalie, who has an MBA, split up and set about the task of speaking to the photographers. They all had very different ways of approaching this task. Katie preferred to find out all about the photographers, their desires wants and needs. Adam on the other hand got down to figures fast! Katie was, as usual, unimpressed, declaring to the camera that this was not a car lot and that if Adam went back to one and got run over that would be ok by her!
"If we pick you, do we have your commitment?"
Under Nat, Katie pushed their team down a very "softly-softly" route. Christina meanwhile was getting business like with Tim, a horse photographer. Who is your typical buyer? Have you a client list? Great questions. She even tried a commitment close, "If we pick you, do we have your commitment?" Nice.
Because of the nature of the competition this task was a double-edged sword. Not only did the teams have to sell photographs but they also had to "sell" the photographers on the idea of working with their team.
Not happy with totally blowing the deal she decided to alienate her client even more…
The first big sales training lesson of the night came from Natalie when her team visited Tim, the horse photographer. She walked through the door announcing, "We have 10 minutes". If you were the client how would that make you feel? What would you be thinking? I know that I would be annoyed and thinking, "So I'm a last resort am I? You don't value me or my work. Thanks!" As if that weren't bad enough Nat's phone then rang. "Excuse me I have to take this" she said, turning her back on her prospect and walking off. That… just lost you that photographer Nat. There's no come back from there. Not happy with totally blowing the deal she decided to alienate her prospect even more, "Tim, I hate to cut in. We must go."
Sales training advice: No matter how important you think you or your business is you cannot behave in this way and expect to get away with it. When you are with your clients you need to be with your clients 100%. No distractions. No interruptions. B
Companies like Websense sell their web filtering software to corporate clients. Their marketing material is pointing out how much productivity is lost due to employees casually surfing the web while at work. With Websense software corporations are able to restrict web surfing to certain websites and put monitoring in place. This allows to protect the corporations from malicious viruses entering the network from untrusted websites and to limit the overall Internet activity of employees to business related websites or to restrict the time a user spends surfing the web to a certain amount of time.But do very strict Websense rules really increase productivity? How much restricting web usage is really good or when does it actually make the opposite come true?Everyone
"If we pick you, do we have your commitment?"
Under Nat, Katie pushed their team down a very "softly-softly" route. Christina meanwhile was getting business like with Tim, a horse photographer. Who is your typical buyer? Have you a client list? Great questions. She even tried a commitment close, "If we pick you, do we have your commitment?" Nice.
Because of the nature of the competition this task was a double-edged sword. Not only did the teams have to sell photographs but they also had to "sell" the photographers on the idea of working with their team.
Not happy with totally blowing the deal she decided to alienate her client even more…
The first big sales training lesson of the night came from Natalie when her team visited Tim, the horse photographer. She walked through the door announcing, "We have 10 minutes". If you were the client how would that make you feel? What would you be thinking? I know that I would be annoyed and thinking, "So I'm a last resort am I? You don't value me or my work. Thanks!" As if that weren't bad enough Nat's phone then rang. "Excuse me I have to take this" she said, turning her back on her prospect and walking off. That… just lost you that photographer Nat. There's no come back from there. Not happy with totally blowing the deal she decided to alienate her prospect even more, "Tim, I hate to cut in. We must go."
Sales training advice: No matter how important you think you or your business is you cannot behave in this way and expect to get away with it. When you are with your clients you need to be with your clients 100%. No distractions. No interruptions. B
If you are involved in planning meetings for your company or association, you should consider hiring a motivational humorous speaker for your next event to motivate and humor the attendees. Motivational humorous speakers bring many talents, including motivational and humorous concepts and stories to enhance and reinforce their points. Often times, some of the rewards a motivational humorous speaker speaks about are highly customized, incorporating your companies or association’s mission statement and culture. Rewards and incentives in meetingsA reward is something that is given following the occurrence of a behavior with the intention of acknowledging the positive nature of that behavior, and often with the additional intent of encouraging it to happen again. There are many
Not happy with totally blowing the deal she decided to alienate her client even more…
The first big sales training lesson of the night came from Natalie when her team visited Tim, the horse photographer. She walked through the door announcing, "We have 10 minutes". If you were the client how would that make you feel? What would you be thinking? I know that I would be annoyed and thinking, "So I'm a last resort am I? You don't value me or my work. Thanks!" As if that weren't bad enough Nat's phone then rang. "Excuse me I have to take this" she said, turning her back on her prospect and walking off. That… just lost you that photographer Nat. There's no come back from there. Not happy with totally blowing the deal she decided to alienate her prospect even more, "Tim, I hate to cut in. We must go."
Sales training advice: No matter how important you think you or your business is you cannot behave in this way and expect to get away with it. When you are with your clients you need to be with your clients 100%. No distractions. No interruptions. B
When I hear the word pyschology, I think of Dr. Phil.When I hear the word motivation, I think of Tony Robbins.When I hear the word marketing, I think of Seth Godin.And when I hear the word closeout, I think of my Dad.Why?Because each of those people are individuals who, in MY mind, have the most expertise about, and most association with a particular word. That’s called word ownership.In terms of personal branding, however, word ownership is a great advantage to your business. It differentiates you from your competitors, keeps you in the minds of the people you serve and positions you an expert. Ultimately, it’s a fundamental key to entrepreneurial success.Origination enough Nat's phone then rang. "Excuse me I have to take this" she said, turning her back on her prospect and walking off. That… just lost you that photographer Nat. There's no come back from there. Not happy with totally blowing the deal she decided to alienate her prospect even more, "Tim, I hate to cut in. We must go."
Sales training advice: No matter how important you think you or your business is you cannot behave in this way and expect to get away with it. When you are with your clients you need to be with your clients 100%. No distractions. No interruptions. Be honest - are you totally focused when you are with your clients?
Back to the show, both teams picked the same two photographers - Tim and another called Elizabeth. Not surprisingly after Nat's offhandedness, Tim said that he was more convinced by the leadership of Christina's team.
Artists on board, the teams set about drumming up business. Despite the moans about his lack of work ethic Adam was on the phone calling past clients of one of their artists whilst the rest… hung paintings. Nat described Adam as "our weakest link." Some nerve given he was the man on the phone!
Which brings us to the sales training lesson of this week's show…
You must always sell!
In an attempt to get away from the "hard sell" many, many salespeople and business people go too far the other way and don't sell at all. Katie and Nat both fell into this trap. At the top of the show Katie said that selling art was all about "integrity". Hmmm! So other goods don't require integrity then Katie?
Of course they do. All selling is about integrity but having integrity does not mean that you cannot ask for the deal! You just can't sell Katie!
If you want to find excuses to go easy and not progress the sale you will always find them. At one point or another salespeople from virtually every industry have said to me things like, "Our industry is different. You have to take it really carefully here. My clients don't like being pushed". They then proceed to fluff around, make friends and sell nothing.
Poor old Adam who understood that he had to sell was called a "catastrophe"! Elizabeth (one of the artists) and Hugh (her husband) said it should be soft sell. Well of course they did! Most artists say that. That's why they have other people selling their work for them. Doh!
As everybody was selling Katie muttered that her style was, "So soft I'm wondering if it's too soft!" You think?! Her follow up classic,"I just don't know how to make it harder!"
Sales training tip: Making friends is not the same as making sales. Whether you're selling a car, a house or a painting or an IT system makes no odds. If your prospect isn't going to buy you need to move on. Get over it. Tire kickers don't just kick tires, they kick paintings too! They also kick IT systems, softw
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