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Getting Past Gatekeepers – 6 Quick Strategies

If you’ve been involved in sales for any period you will have encountered gatekeepers. You clearly want to increase your sales success if you are reading this. Detailed here you will find practical strategies for dealing with gatekeepers to access decision makers (DM).

The sole focus of gatekeepers is to screen calls that don’t qualify for the DM’s time. Your sole focus then is to show that your call is critical and must be answered by the DM.
  • Turn Gatekeepers into Allies: treat them with respect, humor and compassion.

Understand their process, you are either relevant or not. You may need a few calls to understand their process to understand what relevant looks like.
Take the time to establish rapport with each person you come in contact with. Whether or not they’re the actual person you were wishing to speak to, they are actual people – deserving of your courtesy, respect and attention.
  • Realize Your Value to the Gatekeeper – You can make them look good for passing a useful call through.

What would happen if the gate keeper didn’t put through a useful call to the DM? Speak in terms of the problems you can solve for the DM without pitching to the gatekeeper. What you’re doing is making it worth their while to pass you through. Create a list of benefits they will miss if you don’t speak to them now.
  • Calling before and after gatekeeper’s shift will get you through directly.

DM’s often work long hours and feel less pressured outside of office hours. Believe it or not the gatekeeper has to take a break at some point.
  • Use each call to gather information

Each call can be useful if you know what your outcome is. By asking focused questions you can gather accurate information on the DM’s schedule and current events at the company. You’re also interested in insights into the personality profile (e.g. introvert or extrovert). For instance, the best and worst time to call. How do you pronounce and spell your DM’s name?
  • Use more than one method to make contact.

Calls alone may or may not result in success. Consider using emails, social media or even a business networking to make initial contact. Ask decision makers and their gatekeepers the most convenient way to communicate. Some managers prefer e-mail, others formal letters or calls after work. Once you have this information, play by their rules.
  • Indicating you are “Returning the DM’s call”

This automatically elevates your call’s importance in gatekeeper’s eyes and will get your call put through more quickly.
Use the above strategies get through to the decision makers you need to get through to create more business opportunities and thus close more sales.

Remember the relevant you are the greater your chances of access – Be Relevant and have fun. 

You might actually make a new life-long friend!


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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Sales 101 – The Power of Consultative Selling

Consultative selling is a sales technique that involves fostering trust and partnerships with customers. How can this help businesses increase sales, not just in the short-term but as a long-term marketing plan? The true meaning of consultative selling is about serving the customer. Not just saying the words, but really trying to find appropriate goods or services or to solve problems for customers.

A company must be genuinely motivated to help customers for it to be most effective. Consultative selling involves being engaged in constant and informative communication with customers in order to have a feel for their needs so suitable answers can be provided to them. In a consultative selling model, the sales representative becomes a consultant. The point in this approach is to deliver solutions.
Most companies are still deeply ingrained in the approach of convincing customers that the products they sell are the best for everyone. Niche’ marketing to smaller, more tailored groups has helped change this. When customer needs are not really examined, people can be turned off by the offer because they don’t hear anything that really helps them or makes them feel valuable.
For example, an automobile sales agent is offering the latest model of a vehicle to a young couple with two small children. In the old approach, the sales agent is expected to peddle the amazing new features of the car. He tells them that it has four-wheel drive, it is capable of reaching speeds as high as 100 miles per hour, it has leather interior and a sunroof, etc.
This approach clearly disregards the customers’ needs, which is why the couple is there to begin with. Consultative selling does exactly the opposite. Instead of showcasing the benefits of the new model, the sales person talks to the couple about what they need in a new car and advises them on what type of car has those features. Additionally, the agent offers ideas they might not have considered because she has researched, or been educated in, what a family vehicle should offer. She’s likely to point out safety features, including side airbags, the ability to clean the car or get car seats in and out.
Additionally, because they are young and gas prices are so high, she will try to find a car for them with great gas mileage, even if this means something smaller (and a smaller commission) than a minivan or SUV. This is true in wireless service sales, Saas sales, IoT sales, and really any B2B sales environment. In consultative selling the sales representative is as concerned about getting a right fit for the customer as the size of their commission. Why? Because there are advantages in doing so.

Advantages of Consultative Selling

Consultative selling is part of the newer trend towards business ethics and really serving a customer or business partner. Do a Google search on “compassion and business” and there are many sites, articles, books and blogs on the topic. Tim Sander’s Love is the Killer App is a great book about compassion and business. In it he says “Those of us who use love as a point of differentiation in business will separate ourselves from our competitors just as world-class distance runners separate themselves from the rest of the pack trailing behind them.”
People sense real caring and customers are people. Like most of us they sense the false and gravitate towards the genuine. Thus, if a sales agent (and the company) operates out of real concern for the customer, they may lose sales here and there because the true genuine fit for the customer wasn’t there, but they will gain overall.

Practicing Successful Consultative Selling

When a company starts to integrate consultative selling into their sales model, the first thing to remember is service of the customer. This involves advising, problem-solving and letting the sale go if it isn’t appropriate. It is not about just selling products. Scratch that old mentality!
Develop a customer-oriented strategy that provides real returns Sales people need to receive real training in communication, empathetic listening, and consultative selling. Customers need to be routinely surveyed, contacted and respected. It sounds ironic but in consultative selling, a company should not be overly concerned about making sales.
Even if a customer decides to buy a product that could contribute offer a high profit, it should be in their best interests to do so. If it isn’t, other more appropriate options should be offered, and this includes making a call to a competitor if all in-house possibilities have been exhausted! This is the most important point to remember when practicing consultative selling. With this, you can convince a customer that the company’s highest concern is their satisfaction and not profits.

The importance and likelihood of this customer being retained for a very long time cannot be undersold.


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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Selling with Purpose and not Fear!

What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively?

Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on?
 a) Many people fear sales because they’re afraid of being rejected as I mention.
 b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
 c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
 d) Could it be you don’t believe in the product or service your selling?
 e) Other _______________________________________________
Why do your fear selling? Mentally note which one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. In other words, I want you to question the validity of your fear. If you chose C, for example, then your fear isn’t selling; it has more to do with being unprepared and the potential ‘shame’ of being exposed in public. Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation…at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you’re selling from a position of belief. When you believe in something strongly, that enthusiasm squeezes out the fear. Are you selling something your really believe in or are you selling in order to get a paycheck? If the answer is the latter, you may be successful selling, but you’ll never achieve a true level of success (i.e., making money doing what you love). If you don’t truly believe in what you’re selling, you will always be selling from a position of doubt. Doubt breeds fear. Seek out products you love to sell.
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’t go well, do the same thing; analyze your thoughts and actions and ask, “What should I have done differently?”. Setbacks are indicators or guideposts on the road to sales success.
Don’t Take It Personal. Earl Nightengale once said that success plays no favorites. Success only favors those who persist and don’t give up. Selling is about persistence. Persistence is about not taking rejection personally. When clients or people refuse to buy from you, learn to ask “Why?”. And no matter the response you get back from the customer, learn to depersonalize it and then learn from it. Only sissies take things personally (don’t be a sales sissy)!
There is one eternal truth about this free market we call capitalism…selling keeps the economy moving. Selling is the grease that lubricates the economic machine and keeps all its moveable parts in motion. From this moment on, as a salesperson, I want you to view your profession as the necessary component for keeping this economy going. I want you to see purpose in your profession. Purpose squeezes out fear in order to make room for enthusiasm.

Now, stop wasting time reading this and go out and sell something!


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Relationship Selling – How to Gain Repeat Business!

By understanding the dating process, you can better understand the selling process, and why some sales people have such a repeat business they never have to cold call. Let’s take a look.

Here are the typical steps in the dating process.
  • – First meeting or introduction
  • Second meeting
  • – Get to know each other
  • First date, social gathering
  • – Second date another social gathering
  • Romantic dinner or movie
  • – Several more dates
  • Meet the parents
  • – Pop the question
  • Engagement period
  • – Marriage
If you ask your date to marry on the first meeting, you will probably get rejected! There is a process and following the steps of this process is necessary to have a successful relationship.
Now, let’s look at a typical sales process.
  • – Cold call
  • Second cold call
  • – Business meeting or event
  • Warm call or referral
  • – Testimonials
  • Demonstration
  • – Present to decision makers
  • Close
If you ask your prospect to buy on the cold call, you will get rejected, just like above.
So write down the steps to your sales process and follow them. In fact, the more steps you have, the better the chance of closing the sale.

Relationship selling is simply the most powerful sales tool you could ever employ.

Forget all the closes, trial closes and persuasive techniques. Establish a relationship with your client that will insure repeat business more than anything else.  Build your customer base by truly engaging in the relationship!
How exactly do you establish this relationship?
First, you must find common ground; something outside of work, but not too far. Here are some relationship selling examples…
  • – Birthdays
  • Golf
  • – Bowling
  • Hunting
  • – Fishing
  • Personal collections, stamps, golf balls, pictures, stamps, cards, figures and more.
  • Music
  • Pictures
  • – Kids
  • Grandchildren
  • – Dancing
  • Biking
  • – Hiking
  • Weight loss
I think you get the picture. You must find something that you relate to then expand on that. Add a golf ball to their collection, discuss fishing tips, share diet plans.
It does take some energy to do this, but clients want to buy from someone they like and trust. The best way to establish this is to find the common ground and relate to them. After the sale is made, stay in touch with your client at least every 90 days. Drop them an e-mail to ask how it’s going. Most sales people never do this and just show back up when it’s time to renew.
Relationship selling is the ultimate continuing sales process that springs forth an eternal source of renewals and referrals.

Your client wants to deal with someone they feel cares about them. If you care about them, you must care about their company. Go get em!


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

10 Ways to Handle Objections Effectively

Objections can be the most difficult part of the working day for any sales person. This is especially the case if they are viewed as an obstacle rather than an opening. Here are some useful suggestions on how to handle objections effectively.

  1. Always try and ANTICIPATE objections in your presentation and COUNTER-OBJECT before the prospect gets the chance to use them. Too many sales people wait until objections come along. This makes more hard work that is often not necessary with efficient script planning.
  2.  

  3.  Never rush your response to an objection. STOP and REFLECT. Show the customer you are listening! Sales people often respond too quickly in these situations. This will often create friction with the client which could also be avoided.
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  5.  Repeat the objection back to the customer. This will buy you time and it will also show that you are interested in what they have to say. It’s a good idea to say the same thing but with slightly different wording. It just sounds a bit more natural and less construed.
  6.  

  7.  Remember that objections are often a “BUYING SIGNAL” because the customer is questioning your offer. If they had no interest, why would they still be talking to you? Watch out for an objection that is followed by another question! This is another sign that the customer is interested even though their “tone” may not make it that obvious.
  8.  

  9.  Ask the customer if they are interested if you think that their objection is just a SMOKESCREEN. Smokescreen objections can be a real time waster for sales people and unfortunately even the more seasoned professionals can fall into this trap. Some clients can feel overpowered by a confident sales person and there only escape is to create a “false objection” A simple way to eradicate this type of problem is by further probing in order to make sure that the objection is genuine.
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  11.  Remember that statistically speaking 3 OBJECTIONS are needed before a person will buy. How many sales people give up after the first or second objection without realizing that this person would have bought if they had persisted a little more? This can be particularly the case when a sales person is experiencing a “Bad Patch”
  12.  

  13.  Objections are part and parcel of the Sales Process. Don’t let them stop you from reaching your goals. Yes it’s true that objections can be a form of unwelcome distraction but the true professional doesn’t let them ever get in the way of end goals.
  14.  

  15.  LISTEN carefully to objections. They often hold valuable clues about the client’s needs and PAIN. An objection can often reveal important information that is often worth noting because even if the customer doesn’t buy on this occasion you may know what buttons to press the next time you speak to them.
  16.  

  17.  The better you explain your offer, the less objections you will hear! It’s important to articulate your presentation in a way that the prospect clearly understands what you’re on about. This will help to avoid objections that arise from not clearly understanding what you have said.
  18.  

  19.  Wouldn’t selling be boring if people never objected? This may appear strange at first but I actually think some customers enjoy the “bartering element” of buying and sales people should be fully aware of this. In my career I’ve often been congratulated for my persistence. I sometimes imagined that the client hated me by the time we were closing the deal. The reality was often very different in that they actually complimented my stamina and will to overcome all the obstacles that stood in the way.
  20.  

Remember that attitude plays a huge part when handling objections. It’s never about winning a battle of minds. “Think solution and use an agreeing tone rather than a contrasting one!”

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Get Your Sales Swagger On

Swagger baby. Swagger. It is all about confidence, poise, and self-belief.

Within a professional sports playoff series, the confidence level moves through peaks and valleys. Ultimately, the team with the most belief and faith in their team wins. Even teams with injured players or who are missing key players can elevate their level of play to win the game. Every one of us has “ups” and “not-so-ups.” Conviction and certainty about who we are makes the difference.
When watching TV, you can usually tell by the body language of the players if they believe in themselves enough to push to the next level. It is in their demeanor.
Your level of confidence about selling is in your demeanor. Does your gait demonstrate that you are proud of what you do and who you are? Do you think your prospective customers can tell if you have swagger? Interestingly, I have interviewed many consumers about their buying decisions. I have had customers tell me the reason they made a purchase was because they just felt confident in their sales person. Do you know what that is? Swagger.
Conversely, I have had prospects tell me they didn’t buy because they felt the sales person needed more experience or they did not feel all of their questions were answered to their satisfaction. Do you know what that is? Lack of swagger.
Swagger is not arrogant or conceited. It is ultimate confidence in who you are and your abilities. Perhaps you have heard the saying, “fake it till you make it”. I only partially believe that. The truth of the matter is when you have the clear Intention you will have swagger. Genuine swagger is an underlying confidence that transcends who you are. It resonates from your posture, your words, your tonality, your thinking, your conversation, and your resolve to be of assistance to your customers. It is a deep-seated belief in self.

Swagger looks and feels like authentic confidence. Get your swagger on and make more sales.

 


Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

How to Build Rapport with Anyone Instantly

It’s our experience that people do business with people that they know, like and trust. If you could build stronger relationships with your potential clients faster -would that be of value to you and to your business?

Yes? Then read on.

People like people who are like themselves or who they aspire to become.
Have you ever met a perfect stranger and yet felt instantly comfortable with them? As if you’ve know them for ages.
Have you ever though, met someone for the 1st time and instantly disliked them or felt uncomfortable with them for no apparent reason?
Lots of sales people will say to me …well I’m already pretty good at rapport, I get on with most people….there’s always going to be a few that you don’t hit it off with.
I want to show you how you can get on with anyone, quickly and effectively so that you can do business with them. Even with the ones you wouldn’t normally hit it off with. This is important because they are the extra sales for your business and will give you the edge over the competition.
What is Rapport?
Rapport is that feeling of being comfortable with someone and trusting them.
A crucial component in any interaction particularly a sales interaction. It’s the first thing we need to establish and the most important thing to keep all the way through the presentation to the client.
We often don’t know WHY we like or dislike someone which makes me ask the question then “Where does rapport take place?”
In our minds we have two components – The conscious mind and the unconscious mind. The conscious mind likes to think it is in control. It’s the logical mind, the rational mind, the goal setting mind.
However, the unconscious mind is that part of us that runs the body. It’s the part that stays awake when we’re asleep, listening for the alarm clock. It’s the part that keeps us breathing without thinking about it, it keeps our heart beating and our spleen, dare I say it, spleening!
The conscious mind may set the goals but the unconscious mind is the part that gets the goals. It filters out irrelevant information and makes you take notice of the things you need to look out for, opportunities to meet your goal.
Rapport happens at the level of the unconscious mind so how can we use it consciously to help us build strong relationships quickly and easily?
How do you get into rapport with someone?
How To Get In Rapport
Start with the chit chat – Look for common interests, hobbies, acquaintances, places you have been to, styles of clothing you might like etc. Find some things in common by having a little chat before the sales process begins. You are looking to put them at ease and enjoy having you there.
In order to have this conversation and find the common experiences we have to exchange words AND you need to have good listening skills to notice what information they are giving so that you can use to good effect. You need to be ACTIVELY listening – all too often we’re so busy thinking about what we want to say next that we are not concentrating on what the other person is saying. Key point – be present with your client at all times.
Notice also the language that people use when they talk.
Now obviously I don’t mean are they speaking English or Portuguese here! I mean how do they choose to internally represent the world outside?
People tend to have what is called a dominant or preferred thinking style.
People prefer to communicate in one of three ways:-
  1. Visual

  2. Auditory

  3. Kinaesthetic

We all use all three – we just have one that we prefer to use one more than the others.
What to look for……
If someone likes to communicate using their auditory senses they might use phrases such as
“I hear what you’re saying”
“That rings a bell”
“Tell me more”
If someone likes to communicate using their visual senses they might use phrases such as
“I get the picture”
“I see what you mean”
“Can you imagine that?”
If someone likes to communicate using their kinaesthetic senses they might use phrases such as
“I get the feeling that…”
“I need concrete evidence”
“Give me hard facts”
If you are talking to a client and you just don’t seem to be getting the connection or the understanding that you need – stop and ask yourself – how am I different to them?
It may be that you are speaking a “foreign” language perhaps by noticing their preferred style of communication and adjusting yours to match you’ll achieve rapport.
It’s Not Just The Words You Use
Studies have shown that only 7% of what is communicated between people is transmitted through the words themselves.
38% comes through the tone of the voice, the tempo, the volume and the timbre – or individual characteristics of the voice and
55% of communication, by far the largest part is a result of physiology or body language.
Let’s first understand what is meant by the characteristics of the voice.
You could mirror the tonality and phrasing, the pitch, the speed, volume, tempo – what sort of pauses does that person make?
What about the BIG bit though?
Body language or physiology – one of the fastest ways to build rapport with another person is to mirror and match their body language.
What aspects of another person’s body language could we mirror or match?
The facial expressions,
The gestures,
The quality and type of movements,
Mirror or copy posture….do they stand or sit up straight or are they slouched? Do they have their legs crossed or not? Do they have there hands in their lap or their arms folded or resting their hand on their chin?
Do they make lots of eye contact? What are their facial expressions….if they are looking sad – you wouldn’t want to be sitting there with a big grin on your face!
How do they breathe………long deep breaths, short shallow breaths?
Do they tilt their head to one side……you can mirror all of these things.
Obviously you might want to be a little subtle at times, mirroring and matching some part of their physiology not copying every posture and move – if they notice you’ve blown it! So use it wisely.
Combine that with matching the words or language that they use and you will have them as your friend in no time because whilst the words are working on the persons conscious mind, the physiology is working on the unconscious minds and the brain starts to think WOW! They’re like me!

Practice it, master it and watch your business grow!!


Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Seven Secrets to Sales Success

People mistakenly think that effective sales involves convincing people to buy whatever is being offered. Exceptional sales people however realize that’s not the case. They utilize these sometimes counter-intuitive approaches to distinguish themselves from the herd.

1. Focus on doing the right behaviors
Understand which sales behaviors drive your business. Is it cold calling? Cold walking? Warm calling? Asking for referrals? Speaking for visibility? Advertising? Attending trade shows? If you’re not sure, you need to find out. Keep track of the activities get you “closer to the money” the most often. (Hint: it’s probably not organizing your files.)
Do those activities consistently. Set goals based on behaviors you can control rather than hoped-for results (e.g. number of sales) that are under someone else’s control. Keep your attention on the right activities and the results will naturally follow.
2. Act like you don’t need the business
There’s nothing worse than a desperate sales person. Even if you’re dead broke, never let a prospect sense that. Act like you’re in demand and sought after. Play hard to get.
If someone is stringing you along tell them know you sense they’ve lost interest. Offer to return any documents they’ve given you. They’ll either quickly exclaim their interest or bow out gracefully. Either way, you win.
3. Make sure you know what your prospects want & need.
Many sales people feel they have to convince prospects they need what the sales person has to offer. Before you start touting the benefits of your product, find out what’s important to them. Everyone does not need what you have; most people won’t even care.
Focus on identifying their needs first. Keep reminding them of what they want to accomplish then help them understand how your product meets those needs (if it does). If it’s not a perfect match, acknowledge that and move on to someone who needs you more.
4. Have a customizable script or outline.
Anticipate the likely concerns or problems (not objections) different prospects might have for which your product is a solution. “I help business owners who are frustrated by… fed up with … and concerned about…” By customizing your conversation, your prospects will feel like you really understand them and their situation and will be more open to what you have to say.
5. Always know what the next step is.
Don’t ever end a call or meeting without knowing exactly what’s going to happen in the next two steps. If they’ve asked you to submit a proposal (step 1), find out exactly what happens after the proposal is in (step 2).
6. Sell to the highest person possible
While it may be more comfortable talking with people lower in the hierarchy, they are rarely the decision maker. Your sales will go a lot faster if you start at the top. Even if the CEO doesn’t make decisions about products you offer, it’s still better getting introduced to the VP of Widgets by the CEO that trying to convince the VP that he or she needs you.
7. Never give up
According to the National Sales Association:
  • 2% of sales are made on the 1st contact
  • 3% of sales are made on the 2nd contact
  • 5% of sales are made on the 3rd contact
  • 10% of sales are made on the 4th contact
  • 80% of sales are made on the 5th – 12th contact
Now go out there and close more deals!

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.

 

Sales Training Tips – 7 Ideas Proven To Boost Sales

Many people, including some in the sales profession, believe that sales training is a waste of time and money. A popular belief is that sales people are born to sell, and that an individual either “has it” or they don’t, and nothing can be done to change it.

This belief has been proven to be wrong. Selling is a learned skill. Many of the beliefs about the skills required for success are much different than those actually necessary.

Below is a list of truths about the sales profession:

1 – Sales is a learned skill. A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their career.
2 – Sales calls can be made any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m. and others work evenings. Professionals find people to see them for a full day every day.
3 – The minds controls most sales. This is why many sales come in succession. It’s often called a lucky streak, but it isn’t. It is the sales rep “assuming the sale” without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief the buyer is going to buy today.
4 – Good telemarketing is critical. Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the amount of calls that must be made each week.
5 – Increase selling time. The only time that is real “value added” is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paper work, and attending meetings is an incidental necessity, but not value added. Do all of these tasks outside of the high value added hours. Increasing value added selling time can be learned using lean manufacturing and six sigma principles.
6 – Learn to Close. Closing is the most learned skill in the profession. When a prospect objects about the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.
7 – Learn sales techniques. Techniques are not tricks, and no sales rep would be effective trying to trick someone into buying. Some believe closing is using tricks but it is not true. It is simply being an effective negotiator helping the customer make a buying decision. For example, with a service objection such as the length of after-sale service being too short, the sales rep should use a “right angle close”. This negotiation is simply stating the answer with a buying question, such as “If I can get the two week service changed to four, will you give us a try today”?

 


 

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Advice for Future Salespeople

So many salespeople go into selling without understanding the fundamentals and how they are to be used to build business relationships. Often, the hard sell strategies end up doing just the opposite, sometimes without even realizing it. This is why I had always recommended to your Blitz Marketing Sales Teams to learn more about the subject and go out a make sales yes, of course, but to make friends too.

Sometimes something very subtle, a small mistake can turn off a client and cause negative thoughts and attitudes. So, I would like to recommend a couple of books on the subject of sales for you to read, which in a way compliment each other and also conflict. But I believe there is a philosophy that can be gained from such reading:

“Winning Moves – The Body Language of Selling” by Ken Delmar – 1984.

The book has a little subtitle of interest; “the keys, strategies, moves, gestures, expressions, style and aura that work for winners.” The author suggests that religious leaders, politicians, actors, top trail lawyers and top sales people all have these abilities in common. He further suggests that we can all do this, if we learn how – and that is exactly what this book explains how to do.
Amongst the topics are how to maintain compose, sense of trust, limit stress, look relaxed, self-assured and confident. Imagine disarming prospects, improving your voice and allowing hostile people to backtrack with proper body language and adequate tone. Learn to look alive on camera, command a room, quell anger emotions, its all here and more, this is a great book.

“How to Master the Art of Selling Real Estate” by Tom Hopkins – 1986.

Mr. Hopkins starts this book by explaining what society expects a real-estate salesperson to look like and act like. How to maintain a professional attitude – then he gets into prospecting, qualifying, verbal techniques, telephone sales, open house techniques, asking for commitment or offers, and how to close the sale – next how to present the proposal and how to maintain a referral network from happy customers and their friends as well. There is also a section on staying organized, scheduling and planning. The final chapter is how to keep a score card of your successes; tracking sales, money made, net-worth and goal setting.
Once you are done reading these two books, I guarantee it will help you increase sales, more importantly, it will help you be a better you and make more friends in the process.

 


 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Please join our mailing list. We will send you updates and specials, but know that we will not abuse this right.