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...
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:
I would like to discuss a few key concepts from a book entitled “The One Minute Salesperson” by Spencer Johnson, M.D. (Johnson also authored, “Who Moved My Cheese” Read More...
Cold calling…..even the mere mention of the word sends shivers up the backs of most sales people. The thought of calling a complete stranger and getting rejected over and over doesn’t sound like a great day at the office.
But face it, being effective at cold calling is the difference between a sales super star and the last (wo)man on your company’s sales report.
I came across this a article by Larry Prevost on how to be more effective on the phone. He points out 6 words that, if you are using them on your sales calls, are costing you time, energy and money.
I hope you enjoy the article and see your statistics improve by implementing this advice.
This article was recently in the Workplace Issues section of Monster.com and thought it would be of interest to all of the sales superstars that read our blog. I would love to hear how this technique works for everyone.
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Many sales reps think that somewhere inside their customer’s headquarters is a single decision maker. But today, even CEOs reach consensus with their direct reports before making important decisions, according to Neil Rackham, author of SPIN Selling.
Meet the Decision Makers
In a recent Selling Power magazine article, Rackham observes that decision making for the purchase of any significant product Read More...
What’s In It For Me, WIIFM, the basic biological fundamental radio station that most of us humans are tuned into throughtout the day. We hear Bryan Tracy, Zig, and Tony Robbins talk about how that is what our customers and prospects are thinking throughout our sales presentations and that we must tailor our talks to accomodate their needs. This seems to be true, at least in my experience, and today I was reminded of this principle in a big way.
I was having a conversation with a client about referrals. He had been having a terrible slump with getting referrals for the past 5 or 6 weeks. He had been asking most of the right questions, at pretty much the right times, and we were trying to dissect if maybe there Read More...
Referrals, referrals, referrals. Every business professional knows how important referrals are. With them you can work smarter, make more money and grow your business faster than any other method.
In today’s economy, referrals are vital to keep business rolling.
For today’s Top 10 Tips Tuesday, we are going to focus on how to generate referrals. What you should know and how to professionally cultivate more.
1. Ask for them outright. Explain what you do and say you’d like referrals. The #1 reason people don’t get Read More...
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.
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.
