Sales performance is indicative of your company's success at meeting the sales objectives of your business. Sales objectives are a clear communicator of where you wish to take your company. Train and educate your staff in a thorough manner, and their sales performance will help lead you there.
Your company's sales objectives are where it wants to be in a certain amount of time. Providing positive team leadership is one of many ways to not only help you surpass the objectives but to also improve sales performance. Sales performance of a staff is improved via multiple methods. One of the best methods is to hire only the best and brightest to represent your company. Furthermore, you must strive to employ only the strongest people in the sales field to work for you. They will always attempt to meet your expectations and improve the sales performances.
Maintain achievable objectives and sales performance goals for your employees. Devise a timetable for performance and make certain that this meets individual needs. Give sales team members time to meet their targets- remember that Rome was not built in a day, and neither is your successful business. Provide your team with advertising and marketing materials which appeal to a wide audience. Allow them to grow through networking, participating in seminars and trade shows, and in general, having the opportunity to flourish through meeting others.
Sales objectives are easy to develop but tough to achieve. Provide your staff with multiple opportunities to meet these and improve their sales performance through education and training. All of the hard work will be well worth it in the long run.
Monday, October 25, 2010
Wednesday, October 20, 2010
Overcoming Sales Objections
You've worked for weeks to get an appointment with Mr. Big. At the meeting, you've identified his needs and wants and demonstrated that your product will meet (or exceed) those needs and wants. You're moving to gain agreement and, in some manner of speaking, he says "sorry, your product's not for us".
Bad news? Not at all. Rather than being a "no", think of an objection as a "yes, but". The prospect is thinking about your product but something is in the way of moving forward. Remove that obstacle and, more likely than not, you'll close the sale. How to overcome those objections? Follow these three steps.
Step 1:
The first step in overcoming objections is to create synergy between the prospect and yourself. You want the two of you on the sales team working against the objections. This generally involves agreeing with the prospect that the subject is important and then getting them to work with you to solve the problem. If a prospect says "I need to think it over", you might say "I can certainly understand that - it's an important decision. Please help me understand what's of concern - is it the (then list two or three things about the product to get the ball rolling)".
Step 2:
The second step is to get all of the objections on the table before moving forward. This will start to narrow the process towards a successful conclusion. It will also let you see patterns or similarities in the objections which can be helpful in overcoming them. Say something like "OK, we've identified that X is a concern, what other things do we need to look at."
Step 3:
The third step is to ask a closing question such as "We've identified X, Y, and Z as concerns. If we're able to correct those three things is there any other reason why you wouldn't want (the product)?". This will (a) gain a level of commitment or (b) move you back to a needed repeat of the second step.
Sales Objections are generally the result of one of three things - lack of information, misinformation or a deficiency in the offering (your company, product, etc.). The first two are pretty simple to solve - correct the mistaken or missing information. It's the last one that's more difficult.
Bad news? Not at all. Rather than being a "no", think of an objection as a "yes, but". The prospect is thinking about your product but something is in the way of moving forward. Remove that obstacle and, more likely than not, you'll close the sale. How to overcome those objections? Follow these three steps.
Step 1:
The first step in overcoming objections is to create synergy between the prospect and yourself. You want the two of you on the sales team working against the objections. This generally involves agreeing with the prospect that the subject is important and then getting them to work with you to solve the problem. If a prospect says "I need to think it over", you might say "I can certainly understand that - it's an important decision. Please help me understand what's of concern - is it the (then list two or three things about the product to get the ball rolling)".
Step 2:
The second step is to get all of the objections on the table before moving forward. This will start to narrow the process towards a successful conclusion. It will also let you see patterns or similarities in the objections which can be helpful in overcoming them. Say something like "OK, we've identified that X is a concern, what other things do we need to look at."
Step 3:
The third step is to ask a closing question such as "We've identified X, Y, and Z as concerns. If we're able to correct those three things is there any other reason why you wouldn't want (the product)?". This will (a) gain a level of commitment or (b) move you back to a needed repeat of the second step.
Sales Objections are generally the result of one of three things - lack of information, misinformation or a deficiency in the offering (your company, product, etc.). The first two are pretty simple to solve - correct the mistaken or missing information. It's the last one that's more difficult.
Friday, October 15, 2010
Sales - Don't Let it Get Cold Outside!
So you finally did it - you worked your way in to the company, convinced the gatekeeper, and won the business. You figured this in itself was a feat and it's time to relax - big mistake. If you think about how much effort it takes to win the business it would only make sense to maintain and grow it. When you won the business it means someone else may have worked hard in the past and recently lost it, and now they are on the outside looking in. The good news is you are on the inside looking out.
The next steps are more in your control than you realize in terms of keeping, growing, maintaining and even losing the business. What a great situation and now it is up to you to determine your fate. All you have to do is deliver on time, avoid quality problems, make the buyer look good and build a lasting sales relationship.
Usually people think that they can maintain the business for the life of the contract but if it is a multi-year deal you will have to keep the customer happy year over year. In many cases buyers don't like to be locked in because we get "buyer's remorse". This anxiety attack happens because the buyer is always thinking "did I make the right decision", "is there a better deal out there", and/or and "how will the savings target be met".
Your mission should you choose to accept is to make yourself an appendage so the customer can't live without you, and that is what becoming a great salesperson is all about.
The next steps are more in your control than you realize in terms of keeping, growing, maintaining and even losing the business. What a great situation and now it is up to you to determine your fate. All you have to do is deliver on time, avoid quality problems, make the buyer look good and build a lasting sales relationship.
Usually people think that they can maintain the business for the life of the contract but if it is a multi-year deal you will have to keep the customer happy year over year. In many cases buyers don't like to be locked in because we get "buyer's remorse". This anxiety attack happens because the buyer is always thinking "did I make the right decision", "is there a better deal out there", and/or and "how will the savings target be met".
Your mission should you choose to accept is to make yourself an appendage so the customer can't live without you, and that is what becoming a great salesperson is all about.
Sunday, October 10, 2010
3 Steps to More Sales in 2010!
1. Make just one more call
In experience studying scores of both mediocre and successful sales people, some have discovered that the most reliable key to enduring success is discipline. Discipline to provide just a little bit better service than your competitors offer or your clients expect. Discipline to make one more call, attend one more networking event or block an extra hour in your calendar every day to do business development. Discipline to document the objections you receive and create responses to deal with them consistently and effectively. And discipline to practice your sales presentation one more time, every time you head out the door to meet a prospect or close a deal.
Discipline is the one sure way by which poverty may be converted into riches, failure into success - and short-term success into a winning track record that will last throughout your entire career.
2. Make testimonials part of your strategy for cold calls
Turn a testimonial into an opening statement that you can use when making your cold calls. It's a great way to get the conversation started on the right note because it's one (or more) of your customers who is talking about all the great things you can do for that prospect at the other end of phone. This strategy can be really compelling when the testimonial is one that the person you are calling can relate to specifically in their line of work. Let's say you're calling a prospect in the tourism industry and you share with them a sample of the great feedback I received recently from a client who works for that industry's national association, you're making it clear that you understand the challenges they have to deal with in their work. There's also a deeper message being processed by the person cayou'relling: "If Colleen has worked with them, then she understands what we need and if she understands what we need, then she understands me."
3. Create a Profit 100
Ask yourself: who are your best buyers? If you sell B2C, whether you're a dentist, accountant, chiropractor, real estate broker or financial advisor, chances are your best buyers live in the best neighborhoods. They have the most money and the greatest sphere of influence. So take a look at your current customer list, identify where your best customers live and target your marketing efforts to others in those neighborhoods.
If you sell B2B, your best buyers are usually the biggest companies that are spending money and are profitable now. Check your database, who spent last year? Chances are, they will be spending again this year.
Once you have your list create a plan to reach out to this best buyers at least every other week, no matter what, to let these companies know who you are?
In experience studying scores of both mediocre and successful sales people, some have discovered that the most reliable key to enduring success is discipline. Discipline to provide just a little bit better service than your competitors offer or your clients expect. Discipline to make one more call, attend one more networking event or block an extra hour in your calendar every day to do business development. Discipline to document the objections you receive and create responses to deal with them consistently and effectively. And discipline to practice your sales presentation one more time, every time you head out the door to meet a prospect or close a deal.
Discipline is the one sure way by which poverty may be converted into riches, failure into success - and short-term success into a winning track record that will last throughout your entire career.
2. Make testimonials part of your strategy for cold calls
Turn a testimonial into an opening statement that you can use when making your cold calls. It's a great way to get the conversation started on the right note because it's one (or more) of your customers who is talking about all the great things you can do for that prospect at the other end of phone. This strategy can be really compelling when the testimonial is one that the person you are calling can relate to specifically in their line of work. Let's say you're calling a prospect in the tourism industry and you share with them a sample of the great feedback I received recently from a client who works for that industry's national association, you're making it clear that you understand the challenges they have to deal with in their work. There's also a deeper message being processed by the person cayou'relling: "If Colleen has worked with them, then she understands what we need and if she understands what we need, then she understands me."
3. Create a Profit 100
Ask yourself: who are your best buyers? If you sell B2C, whether you're a dentist, accountant, chiropractor, real estate broker or financial advisor, chances are your best buyers live in the best neighborhoods. They have the most money and the greatest sphere of influence. So take a look at your current customer list, identify where your best customers live and target your marketing efforts to others in those neighborhoods.
If you sell B2B, your best buyers are usually the biggest companies that are spending money and are profitable now. Check your database, who spent last year? Chances are, they will be spending again this year.
Once you have your list create a plan to reach out to this best buyers at least every other week, no matter what, to let these companies know who you are?
Tuesday, October 5, 2010
Making More Sales
Many people say that no matter how many hours people have of sales training, skills like these can't be taught - that salespeople either have the knack or not. But the best sales recruiters, managers, and professional will tell you differently and have been putting these beliefs into practice for decades in the sales recruiting field. These experiences show that a good training course can help businesses maximise their sales by unlocking the potential of their sales force and improving performance.
Having a well-organised and motivated sales force is one of the most important aspects of any business, but although there are many sales training programms out there, most of them only have a marginal impact on the effectiveness of businesses. Why? Because the sales training, skills being taught, and experience being shared haven't been tailored specifically to the client's needs.
The first aspect of a good sales training course is to listen to the customer's needs, get a feel for their sales issues and the effect these are having on their company. That's the only way to deliver a training programme that's right for a business. Many companies continue to provide "off-the-peg" training programmes that just don't take account of the specific needs and situation of clients. The exceptional recruiting firm, however, tailors training to the needs of customers - not the other way round.
Having a well-organised and motivated sales force is one of the most important aspects of any business, but although there are many sales training programms out there, most of them only have a marginal impact on the effectiveness of businesses. Why? Because the sales training, skills being taught, and experience being shared haven't been tailored specifically to the client's needs.
The first aspect of a good sales training course is to listen to the customer's needs, get a feel for their sales issues and the effect these are having on their company. That's the only way to deliver a training programme that's right for a business. Many companies continue to provide "off-the-peg" training programmes that just don't take account of the specific needs and situation of clients. The exceptional recruiting firm, however, tailors training to the needs of customers - not the other way round.
Friday, October 1, 2010
Do You Need Sales Training?
Who should hire a sales coach?
- Salespeople who want to increase their skills, their sales strategies and their sales approach.
- Non-salespeople who want to ensure that their sales systems and processes are the most effective that they can be.
- Sales managers and team leaders who need to recruit, manage and motivate sales teams, both small and large.
- Sales leaders and business owners looking to develop powerful sales systems and productive sales teams.
When should I hire a sales coach?
Better question. Now, this is where some disagree with many people because many people would say, "All of the time!" Not surprisingly, most of them have coaching services to sell!
For many people, constant sales coaching loses it zing and may suffer from co-dependency issues. Some think most if not all people involved with sales would benefit from having a coach or coaches at times but not all of the time. Maybe most of the time but certainly not all.
Coaching is great for salespeople looking to break through barriers, stretch for new sales goals, get unstuck orwho are taking on new projects.
- Salespeople who want to increase their skills, their sales strategies and their sales approach.
- Non-salespeople who want to ensure that their sales systems and processes are the most effective that they can be.
- Sales managers and team leaders who need to recruit, manage and motivate sales teams, both small and large.
- Sales leaders and business owners looking to develop powerful sales systems and productive sales teams.
When should I hire a sales coach?
Better question. Now, this is where some disagree with many people because many people would say, "All of the time!" Not surprisingly, most of them have coaching services to sell!
For many people, constant sales coaching loses it zing and may suffer from co-dependency issues. Some think most if not all people involved with sales would benefit from having a coach or coaches at times but not all of the time. Maybe most of the time but certainly not all.
Coaching is great for salespeople looking to break through barriers, stretch for new sales goals, get unstuck orwho are taking on new projects.
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