How to Help Sales People Put Empathy into Action!

In this day and age many people will judge services or products by the way sales representatives present these items before them. Learning from a sales training speaker can be very beneficial to your sales forces annual goals. A person’s perception about an organization is formed based upon a sales presentation they might see or attend. In many cases, the sales person and their personality play a major factor regarding effectiveness of the presentation. Whether you are aggressive, passive or someone that utilizes other techniques such as injecting empathy to get a client’s attention, any sales presentation should be well prepared in advance.

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Confidence as a Key Factor in Selling

Before presenting services and products before a prospective buyer, even top professional salespeople can become anxious or nervous. However, those having the appearance of confidence will present better pictures of themselves than those that don’t. Speaking confidently and in a lucid manner makes a sales presentation both effective and far more entertaining. For those that are not yet able to give effective presentations can always improve with more practice.

Suppressing Anxiety and Nervousness

Always remember that it’s completely normal and natural for an individual to be slightly nervous regarding presentations they are about to make. Try to focus on other things and not get too immersed on how to deliver your sales talk. As a general rule, others do not notice someone’s anxiety or nervousness unless it’s extremely obvious. Most will be concentrating and focusing more on what you actually say and how you deliver it.

Keeping the Presentation Short and Simple

In order to sustain interest of your target audience or client, keep the sales presentation as short as you can. A lengthy presentation can cause the perspective buyer to show disinterest and even resistance. Try to focus and elaborate on the main features, benefits and functions of the service or product and keep everything concise. When the client starts to not pay attention repeatedly, this is a good sign you might be losing them.

Maintaining the Enthusiasm in Your Voice

Even if you feel less than confident, try to make certain that you are sounding enthusiastic. The more that the salesperson talks the more confident they will become. A good technique is to practice speaking in enthusiastic terms before friends or other associates beforehand. This way, during your actual presentation it will come off more positive with little to no effort. Always remember that added confidence and enthusiasm will help in selling your offerings substantially.

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How to Harness the Unbridled Spirit of Selling!

There are a few ways to get your sales representatives fired up. One tactic that a lot of businesses rely on is incentives, but that does not always give your reps the morale boost they need to get the job done. With a few easy steps and proper training you can transform your sales department into a force to be reckoned with on a consistent basis.

Animation of Salesmen

Autonomy and Responsibility

Training is not just about educating the sales rep. The salesperson must also realize the ball is in his court and he must make improvements to increase sales. Just going through the programs to fulfill some sort of expectation is not enough. You need to make sure that they understand that this is going to be their chance to get more sales with less difficulty and frustration. This will be their chance to shine, and they need to know that they will be responsible for what happens afterward. Give them the tools that they need, and let them impress you.

An Impact on Your Business

There is working for a company, and then working with a company. If you work for a company, you may put in the minimum amount of effort, because it is expected of you. If you work with a company, suddenly you will have their support and they will have yours in return. Your sales representatives need to feel like they have your support behind them so they can give you their 100% effort. That will mean giving them the leads they need and the training they deserve to get ahead.

Connections and Rewards

What makes sales such a satisfying venture is not just selling the goods or services: it’s also about having the ability to supply people with something that they need and experience the reward of them truly thanking you for it. One way to improve morale is to support your sales representatives so that they can do right by their clients and customers. With training in salesmanship, you can give them the edge to make their customers and themselves happy.

Knowing and Growing

The process of becoming a stronger salesman does not just stop once the training and morale boosting periods are over. Build on the philosophies that have been passed down to your team over time and keep reinforcing them throughout the sales cycle. Do not let it become peripheral or forgotten. Keep their focus, and your own, on the goal of becoming the very best in the field.

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How Full is Your Sales Funnel?

Being successful in today’s sales world is all about the sales funnel. You should always have a thriving sales funnel that is constantly growing and developing. However, there are times when your sales funnel can get full, and if it is too full you will find yourselves with a less than functional clogged funnel that can prevent you from reaching your desired level of success and from growing your company in the way that you want to. This is why as a sales professional you will want to be able to identify how full your sales funnel really is and look for ways to make sure you can clear up your sales funnel when it is too full to be successful.

One of the main reasons why people’s sales funnels tend to get too full or even clogged is because many companies are focusing all of their efforts on getting new sales leads; which in the end can only add to your problems. This is why in order to make sure you have a clear and efficient sales funnel and one that is generating success for your business, you will need to take some time and meet with your existing customers. Be sure you are spending time with these individuals and that you focus on the existing customers who buy from you often or tend to be your biggest customers.

This individuals can actually be some of the most important in terms of improving and clearing up your sales funnel. Take a look at who your biggest customers are, their needs and what motivates and frustrates them. Learn what has motivated them to use your services in the past and what things have made them happy. These individuals are your target market of consumers and the ones that you have been able to reach in the past. By getting in touch with them you can continue to build a strong bond between your company and your client and you can develop new ways to clear your sales funnel clog as you develop new approaches to keeping your clients happy.

Keep in mind that maintaing a successful sales funnel and fixing issues with filled, clogged or ineffective sales funnels is often a process of trial and error. Not every approach will work in terms of improving your funnel, so you will have to try new things. The sales funnel and the market will always be changing so you will need to consistently try new approaches that will continue to change and develop as well. Once you have cleared up your sales funnel issues keep in mind that you will need to continue to work on keeping an effective and cleared sales funnel to maintain success in your business and to keep growing.

 

Resource Box: 

At the Sales Coaching Institute, found online at salescoach.us, you can find out more about the importance of the funnel and how to maintain a clear and highly functioning sales funnel for your team.

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Five Invaluable Laws of Sales Growth

Finding success in today’s sales market is heavily dependent on achieving growth within the industry. You will always want to be setting new sales related growth goals for your  company and working to meet those goals whenever you can. However, especially in markets like today’s reaching a respectable level of sales growth can sometimes be a challenge. This is why it is important to have a basic knowledge of the five most invaluable laws of sales growth in today’s market. An understanding of these laws can help you and your team finally reach your potential.

Law 1: Know Your Customers 

If you want to grow in the market and keep reaching new customers within your industry you need to truly know your customers. This doesn’t just mean knowing who your target audience is but understanding what motivates them and what makes them happy. You can look at your past customers for more information on this. If you know who your target market is, you will be better able to identify them and create marketing campaigns that will reach them and fit their needs.

Law 2: Don’t Abandon Your Marketing 

If you want to keep growing then you want to keep marketing. This not only means continuing with your current marketing endeavor, but introducing new marketing efforts. This way you can continue to reach new audiences in new ways. Consider free marketing methods as well like online forums and social networking as a fresh approach.

Law 3: Conversation is Key

When you engage with your customer and are looking to sell to a person, make sure you are treating them as a person and as an individual. This means engaging in conversation with this individual during the sales process. Don’t just deliver your sales pitch and be done. Connect with your customer by engaging in conversation and asking questions so they feel more of a connection with you.

Law 4: Always Know Yourself

Staying up to date on the market, on trends and on the needs of your target audience is important, but nothing is as important as researching yourself and knowing all of the products and services that you offer inside and out. If you are adding a new product to your arsenal of sales items do not waste any time in getting to know it like the back of your hand. Nothing is as off putting to a customer as a sales professional that doesn’t seem to know what they are selling and who can’t answer questions.

Law 5: Use Your Resources 

If you turn to expert sales coaching either from an internal or external source you can learn entirely new ways to utilize the resources you have or to take advantage of new resources. You will never want to waste the opportunity to utilize a potential resource, whether they are a mentor, friend, colleague or anyone in between. You never know who can be your key to reaching your sales growth.

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Crucial Conversations in Selling – A Five Step Process for Talking When the Stakes are High

In today’s sales market the current economy has turned many common selling interactions into high stakes situations, where there can be a lot on the line. These situations can be stressful even for the most experienced sales professionals. However, this doesn’t mean that you need to panic. These crucial conversations are going to come up a lot in today’s sales world, which is why you need to understand some of the five most basic and effective approaches to take when engaging in sales conversation. The talking you do and the message you are putting out there in these high stakes conversations is essential and by keeping the basics of effective ‘sales talk’ in mind and slowly approaching these conversations with care you can find that executing these five steps may be easier than you imagine.

Start With a Plan

You always want to start with a plan. Take the time to really take a look at what you want to achieve from this conversation and what is at stake in this conversation. By knowing what you are planning to accomplish with this sales conversation you can stay more focused and stay on track.

Make it Comfortable

Being in sales, it can be easy for you to accidentally get forceful with your approach to sell and to get off topic and start focusing only on your sales pitch. This needs to be a conversation; not just a list of the reasons why the client needs to buy from you. If you find you are veering into this territory, make the conversation more comfortable by apologizing for getting off track and moving back to the main point of your conversation. Make sure they feel comfortable by showing interest in what they are thinking and what they are feeling with your conversation.

Clearly State Your Path

Without being too forceful, make sure your path or where you are coming from in your approach is clear. Don’t just focus on what you believe, but provide some back story to how you reached this deal or how you have prepared for the offer you are making them.

 Identify You Understand The Other’s Path

Be certain that you get some input on what the client is thinking and that you understand where they are coming from. Point out the ways in which you are approaching the situation in a like manner to make them feel as though you are on the same page.

Call to Action

Finish the conversation with your call to action, what you are looking to achieve and the main purpose of this conversation. Make sure you clearly state how the follow up will go, who will do what and who will call who to check in at a later date to ensure this important conversation won’t be the last time you two speak.

 

Resource Box:

Online at salestrainingspeaker.biz, you can learn more about engaging in crucial conversations that can lead to sales success for you and your team.

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How Full is Your Sales Funnel?

Being successful in today’s sales world is all about the sales funnel. You should always have a thriving sales funnel that is constantly growing and developing. However, there are times when your sales funnel can get full, and if it is too full you will find yourselves with a less than functional clogged funnel that can prevent you from reaching your desired level of success and from growing your company in the way that you want to. This is why as a sales professional you will want to be able to identify how full your sales funnel really is and look for ways to make sure you can clear up your sales funnel when it is too full to be successful.

One of the main reasons why people’s sales funnels tend to get too full or even clogged is because many companies are focusing all of their efforts on getting new sales leads; which in the end can only add to your problems. This is why in order to make sure you have a clear and efficient sales funnel and one that is generating success for your business, you will need to take some time and meet with your existing customers. Be sure you are spending time with these individuals and that you focus on the existing customers who buy from you often or tend to be your biggest customers.

These individuals can actually be some of the most important in terms of improving and clearing up your sales funnel. Take a look at who your biggest customers are, their needs and what motivates and frustrates them. Learn what has motivated them to use your services in the past and what things have made them happy. These individuals are your target market of consumers and the ones that you have been able to reach in the past. By getting in touch with them you can continue to build a strong bond between your company and your client and you can develop new ways to clear your sales funnel clog as you develop new approaches to keeping your clients happy.

Keep in mind that maintaing a successful sales funnel and fixing issues with filled, clogged or ineffective sales funnels is often a process of trial and error. Not every approach will work in terms of improving your sales funnel, so you will have to try new things. The sales funnel and the market will always be changing so you will need to consistently try new approaches that will continue to change and develop as well. Once you have cleared up your sales funnel issues keep in mind that you will need to continue to work on keeping an effective and cleared sales funnel to maintain success in your business and to keep growing.

 

Resource Box:

At the Sales Coaching Institute, found online at salescoach.us, you can find out more about the importance of the sales funnel and how to maintain a clear and highly functioning sales funnel for your team. Hiring a professional sales training speaker can

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Crucial Conversations in Selling – A Five Step Process for Talking When the Stakes are High

In today’s sales market the current economy has turned many common selling interactions into high stakes situations, where there can be a lot on the line. These situations can be stressful even for the most experienced sales professionals. However, this doesn’t mean that you need to panic. These crucial conversations are going to come up a lot in today’s sales world, which is why you need to understand some of the five most basic and effective approaches to take when engaging in sales conversation. The talking you do and the message you are putting out there in these high stakes conversations is essential and by keeping the basics of effective ‘sales talk’ in mind and slowly approaching these conversations with care you can find that executing these five steps may be easier than you imagine.

Start With a Plan

You always want to start with a plan. Take the time to really take a look at what you want to achieve from this conversation and what is at stake in this conversation. By knowing what you are planning to accomplish with this sales conversation you can stay more focused and stay on track.

Make it Comfortable

Being in sales, it can be easy for accidentally get forceful with your approach to sell and to get off topic and start focusing only on your sales pitch. This needs to be a conversation; not just a list of the reasons why the client needs to buy from you. If you find you are veering into this territory, make the conversation more comfortable by apologizing for getting off track and moving back to the main point of your conversation. Make sure they feel comfortable by showing interest in what they are thinking and what they are feeling with your conversation.

Clearly State Your Path

Without being too forceful, make sure your path or where you are coming from in your approach is clear. Don’t just focus on what you believe, but provide some back story to how you reached this deal or how you have prepared for the offer you are making them.

Identify You Understand The Other’s Path

Be certain that you get some input on what the client is thinking and that you understand where they are coming from. Point out the ways in which you are approaching the situation in a like manner to make them feel as though you are on the same page.

Call to Action

Finish the conversation with your call to action, what you are looking to achieve and the main purpose of this conversation. Make sure you clearly state how the follow up will go, who will do what and who will call who to check in at a later date to ensure this important conversation won’t be the last time you two speak.

 

Resource Box:

At the Sales Coaching Institute, online at the-sales-coach.biz, you can learn more about engaging in crucial conversations that can lead to sales success for you and your team.

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Five Invaluable Laws of Sales Growth

Finding success in today’s sales market is heavily dependent on achieving growth within the industry. You will always want to be setting new sales related growth goals for your company and working to meet those goals whenever you can. However, especially in markets like today’s reaching a respectable level of sales growth can sometimes be a challenge. This is why it is important to have a basic knowledge of the five most invaluable laws of sales growth in today’s market. An understanding of these laws can help you and your team finally reach your potential.

 

Law 1: Know Your Customers

If you want to grow in the market and keep reaching new customers within your industry you need to truly know your customers. This doesn’t just mean knowing who your target audience is but understanding what motivates them and what makes them happy. You can look at your past customers for more information on this. If you know who your target market is, you will be better able to identify them and create marketing campaigns that will reach them and fit their needs.

 

Law 2: Don’t Abandon Your Marketing

If you want to keep growing then you want to keep marketing. This not only means continuing with your current marketing endeavor, but introducing new marketing efforts. This way you can continue to reach new audiences in new ways. Consider free marketing methods as well like online forums and social networking as a fresh approach.

 

Law 3: Conversation is Key

When you engage with your customer and are looking to sell to a person, make sure you are treating them as a person and as an individual. This means engaging in conversation with this individual during the sales process. Don’t just deliver your sales pitch and be done. Connect with your customer by engaging in conversation and asking questions so they feel more of a connection with you.

 

Law 4: Always Know Yourself

Staying up to date on the market, on trends and on the needs of your target audience is important, but nothing is as important as researching yourself and knowing all of the products and services that you offer inside and out. If you are adding a new product to your arsenal of sales items do not waste any time in getting to know it like the back of your hand. Nothing is as off putting to a customer as a sales professional that doesn’t seem to know what they are selling and who can’t answer questions.

 

Law 5: Use Your Resources

If you turn to expert sales coaching either from an internal or external source you can learn entirely new ways to utilize the resources you have or to take advantage of new resources. You will never want to waste the opportunity to utilize a potential resource, whether they are a mentor, friend, colleague or anyone in between. You never know who can be your key to reaching your sales growth.

 

Resource Box:

At the Sales Coaching Institute, online at salescoach.us, you can find out more about reaching sales growth success and about finding ways to utilize professional sales coaching to your advantage.

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How to Develop and Instill a Structured Follow up Process for Sales Accountability

A sales representative that has built a client base that purchased their service or product should realize the importance of future sales coming from this core group. In many instances, this is accomplished with follow up procedures and enhanced communication techniques. Simply sending out follow up letters or a phone call can go a long way in getting important future referrals. Your structured follow up process for sales is very important and should be taken seriously and be given good thought and time.

Importance of Time Management

Following up past clients and new prospects with marketing campaigns and networking depends greatly on effective time management and discipline. The key to streamlining the process is making certain follow up is with those in a position to make purchasing decisions for their organization. When contacting prospects; always have a sense of urgency. It’s important to make contact soon after a marketing campaign has concluded to obtain best results.

Follow Sales Leads Instantly

All sales leads cost money, whether it’s attached to advertising or from marketing efforts. Some businesses will get many leads in a small time frame and then struggle to follow them up. This equates to older leads being forgotten when new leads start coming in. The best approach is recording all leads in a database and following these up methodically. Additionally, it’s important to remember it may take many attempts before a prospect agrees to a presentation.

Prospecting the Right Clients

Many organizations will use prospecting techniques that generate the wrong type prospect for their particular service or product. This would be defined as someone not actually interested or qualified enough to warrant a sales call. This scenario occurs by utilizing prospecting methods which are unfocused; and can be a large waste of time. Remember that it is essential to concentrate on the qualifying process before actually making any type of contact effort.

Effective Follow Up

Whenever you are in the middle of the selling process to qualified prospects, continually follow up. The larger the potential transaction, the longer it may take for a final decision to be made. It’s essential to find reasons to maintain contact often in as many ways possible. This can include telephone, email or personal visits. By constantly staying in touch with qualified prospects you are slowly building a relationship while reinforcing your offering over the possible offers of competitors.

Closing More Sales

Having an effective presentation in front of a qualified prospect increases closing ratios significantly. However, it’s easy to lose a buyer’s attention by continually presenting benefits and features. Therefore, one of the biggest keys to success is to know precisely when to ask for the sale. Good timing can make all the difference in respect to closing the deal. However, if you don’t have a structured follow up process for sales you may find yourself with very few closing opportunities.

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Sales Training: How to Design and Sell a Value-Based Solution

In today’s highly competitive marketplace, sales professionals have to work harder than ever to maintain their current level of sales and income. However, there are many techniques for sales personnel to effectively forge ahead and enjoy success that are often found in Sales Training. This can be simply having a change of attitude, to employing new methods related to presentations and closings. One thing which always stands heads and shoulders above everything else is selling value to your potential client.

Making Certain Your Client Sees Value

Although there are many solutions to increase sales today, the company that will stand apart from the competition is the one showing the most value for the client’s dollar. Even though the customer must be given a high level of service and offered a superior product, quite often adding a little more value to the offer will make the difference between success and failure. It is only human nature to want to receive the most for your money, particularly when economic times dictate it. However, never lose sight of the importance of maintaining a great personal and emotional connection with that client.

Having an Understanding of Client Needs

It will pay to spend a little extra time preparing yourself by studying your client carefully. Every prospect is different and will have needs related to their particular business. The key is matching these needs with an offer that will benefit them the greatest. During the selling process, make certain your potential client is offered a product or service that makes your offering stand apart from the competition. Remember, they have salespeople visiting regularly and have probably seen every selling technique out there. Therefore, make certain your presentation is unique and fresh. It’s essential to grab their attention and maintain it throughout.

Client Interaction and Value Selling

Regardless of the economic climate, those running businesses are constantly looking for products and services that have more value than those already being offered. In today’s selling field, one of the biggest concerns is potential cost savings. Therefore, not only is it important to stress the quality of your product or service, but an extra emphasis on how it will either save or increase client revenue substantially.

Importance of Goal Setting

When sales are down, setting goals becomes even more important. It’s easy to get off track when things are not going as planned. However, top sales professionals realize that eventually a cold streak will end usually with dramatic results. The key of course is always being persistent. Make a strong presentation, consistently show value, and remain confident in your selling abilities.

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