Yesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.
You might enjoy making a sale, but you find yourself getting that butterfly feeling before an important presentation or at the moment of decision. Even if selling is not your career, you do engage in sales – whether if be selling your point of view to others or your selling your skill set, as in a job interview.
You are going to love this post, especially if you are in sale. For some of you, this will be a great reminder and others it will be a revelation.
Sales is a predictable science.
Success in sales is not dependent upon personality, attitude or good looks. Those can be factored into the equation, but I have met people with a terrific attitude, who could not sell a 20-dollar bill for a dollar. I have also met some very ugly souls, who could sell a ketchup popsicle to a woman wearing white gloves.
What does this mean for you?
It means that you can determine and predict your results. The point of this article is that you need to track your Read More...
Turn the art of selling into a simple science using the proven tried-and-true techniques of the nation’s top sales champion, Tom Hopkins.
In sales, the potential clients or customers you interact with have some fears – the #1 fear is of you, the salesperson. Your clients do not want to be sold.
The key to overcoming your customer’s fear is to Read More...
The beauty of a career in sales is that your income is a direct result of your efforts and your skills. If you are watching your numbers and performance, you will uncover areas where you will want to increase your skill. Rather than wait for your sales manager to train you, take the initiative to train yourself.
This doesn’t mean that you will have to do it alone, and it does not mean that you need to reinvent the wheel. In fact, the key to successfully training yourself in sales is to learn from the experience of others. Here are four ways to accomplish this.
Look up books and audio programs on selling. Find magazines and trade journals about your industry. Search the internet for books, CDs, video programs or even computer based training. Order Read More...
We published an article on how to get off a personal losing streak, which I hope you took to heart and applied. If you did those three things, you’ve inserted some much-needed momentum into your world. If you didn’t do those three things, PLEASE go back and read that article before you continue on with this. Really, go back and read that. In fact, click here to go directly to the article on how to “un-slump” yourself…
This subject sounds very obvious, but in my experience, many people THINK they have this area under control but they DON’T. In order to truly own your work, you need to know your business—know the numbers and statistics that affect you and your company at large, know your clients, know answers to commonly asked questions/objections, know what is going on inside your company…know YOUR business.
Let’s break this down and look at some examples. I suggested knowing the numbers and statistics that affect you and your company at large. We find there is a direct correlation of keeping track of statistics and getting solid results—not only in sales, but in every department.
Many salespeople struggle with objections, because they are trying to answer the wrong objection. People buy because they see the value in what you are selling. People will NOT buy when they see little or no value for themselves.
Nevertheless, there are also times when people see the value, but still are reluctant to buy. In this case, it may be a matter of budget. They simply do not have the money to obtain the value they desire.
People are often reluctant to come right out and tell you the true source of their objection. If you run into objections, review your demonstration to make sure you are hitting the right value buttons. If that’s all in order, then bring out that last big benefit that you were holding back just in case.
In this talk featured at the TED Convention, career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don’t. Traditional rewards and incentives do not work and often do harm.
Dan has studied the science of human motivation, specifically the dynamics of external and internal Read More...
Studies have proven that there is one reason why people don’t do more referral business: they don’t ask.
There are two reasons sales professional don’t ask for referrals:
1) They forget
2) They don’t have a strong enough relationship with their clients, so they don’t feel comfortable.
The truth is, every sales professional should strive to have all of their business be referral baed because the benefits of referral business are undeniable and extensive.
* Referrals are more professional
* Referrals make your job easier and more fun
* Referral clients are more likely to call you back
* Referrals are Read More...
Seth Godin argues the Internet has ended mass marketing and revived a human social unit from the distant past: tribes. Founded on shared ideas and values, tribes give ordinary people the power to lead and make big change. He urges us to do so.
Seth is the author of many best selling books on marketing. Our favorites are:
Yesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.
The beauty of a career in sales is that your income is a direct result of your efforts and your skills. If you are watching your numbers and performance, you will uncover areas where you will want to increase your skill. Rather than wait for your sales manager to train you, take the initiative to train yourself.
