Sales Help

5 Tips to Becoming a Sales Star
The following tips are in no particular order. They are 5 things that I have always found to be significant in my own progress as a successful portfolio manager within varying industries. 

 #1 Sales Stars will learn to recognise risk and reward within their portfolios.

Some businesses may require more work and finesse but will bring a higher return.  Other sales leads may require minimal work and may yield a large number of small sales but the low investment required will still justify the smaller revenues generated or the lower margins.

“In some cases, a well-organised sales portfolio may show that certain companies and clients require more work and yet they rarely yield returns that justify the amount of investment required to nurture, develop and manage them. “Warren Buffet

The Sales Star, with the guidance of senior level management should carefully evaluate all activities within their sales portfolio’s to determine where to invest time and resources to generate the highest returns (revenues and profits). You won’t succeed in sales if you can’t do this effectively!

Great salespeople have an intuitive ability to understand this risk reward relationship regarding their pipeline.

They will manage their sales pipeline intelligently. View the pipeline as more of a sales portfolio, and are not afraid to integrate successful strategies from other industries into their own sales techniques to try and “test” to see which ones work, and which ones don’t.

 #2 The close of the sale begins right at the start.

The sales star by having a plan in place, will know the outcome long before they get to the end of this routine process, and they do it by ensuring that; they have a well qualified prospect, they know the prospect’s dominant buying motives, they have identified all of their potential objections before they are even expressed, they have carefully observed the various buying signals from the prospect and they have given an effective and interactive presentation.

They know long before they ask their closing question what the answer will be.

How?

By being effective at people reading, by asking intelligent, effective and appropriate probing qualifying questions, by being good listeners and by asking a variety of trial closing questions throughout the sales process. They don’t try and force a fit. They discover the prospects sense of urgency or they create it.

They are in the prospect’s presence to sell not educate. They are there to do business or develop business. From their opening remark to their final closing statement their attitude is I am here to sell or set up future sales opportunities. This does not mean that they are applying pressure or hard-selling. It means they are serious about helping the prospect solve their problems or take advantage of opportunities.

#3 Focus on one sale at a time and you’ll make a living. Build a trusting relationship and you can make a fortune.

Some salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and building a relationship.

Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems.  It is about building a trusting relationship with them. By becoming a trusted resource, we help in solving their on-going problems, or satisfying their continuing and evolving needs and desires.

Sales stars know that the lifetime value of a client is far more than the value of one sale or transaction.  They take along view of the relationship. It is not just about this sale but future sales, referrals and building customer trust and loyalty.

#4 They will work as hard to keep the business as they did to get it in the first place.

A key concept to keep in mind while selling is that the close of the sale is not the end of the sales process, but the beginning of the sales relationship.

After-sales service is the key to keeping sales closed and keeping customers satisfied and buying again. It can often be a subtle test to see if you can really deliver.

The key is to promise a lot and deliver more. In other words, exceed customer expectations – wow them with service. Poor salespeople continuously promise a lot and deliver less, or promise a little and deliver next to nothing.

Sales superstars know that to ensure repeat business, customer loyalty, positive references and qualified referrals that their after sales service must be one of their strengths.

#5 There is no better investment than investment in yourself.

Over the years, one common denominator in sales super stars is their willingness to invest in the continued improvement of their skills, attitudes and philosophy.

Life is an interesting relationship between paying the price of investment and looking to gain a return on the time and money spent. Interestingly this is the same relationship you are trying to sell to your prospects.

There are hundreds of books to read, audio CD’s to listen to and seminars to attend. It is never to late to start. The important factor is passion and dedication.

Sales stars don’t wait for their businesses to invest in them and their future value. They take full responsibility for the quality of their life and learning. They are pro-active in seeking out learning opportunities. They use professional coaches, have mentors and belong to mastermind groups.

They are constantly taking advantage of networking opportunities looking for all types of people who can help them improve.

I hope you enjoyed today’s post, we would love to hear from you. Contact me directly on daniel@yoursalesexperience.com or comment below.

Have a fantastic day!

Never forget “the experience delivered today, will generate the income for tomorrow”.

Yours in Sales & Service,

Dan

 

Outsource for Growth
  1. What is holding you back from Sales Growth?

  2. What areas of your business have you invested into over the last 6 months?

  3. What has been your Return on the Investment?

  4. How important is coaching your customer facing team on sales, and how often do you do it?

If you answered “I am not sure” to any of these questions then what are you doing to give your company its unfair advantage? You maybe missing real sales opportunities…

Deliver the experience today, to ensure the income for tomorrow.

No more mediocrity, its time for the WOW factor.

Yours in Sales & Service

Dan

Managing Director

www.oursalesexperience.com

 

I sell and I am an introvert

Introverted salespeople? Impossible….

 

Gift of the gab, smooth talking, charismatic, can talk to anyone; these are all phrases that would describe a salesperson, right?

Well yes, that probably is right, having these traits is indeed a fantastic asset for customer facing people (including telephony based). So that must mean that introverts purely work in back office admin roles?

Well yes, again, the vast majority probably do, but not all; some of the best salespeople I know are introverts. Impossible…

Let me offer my support to this bold statement.

  • Introverted salespeople often turn out to be the relationship builders within your sales team.
  • They genuinely care about how your customers think, feel and act with regards to the brand that they work for and the products that they sell.
  • They care about the intricacies of the relationship; they don’t just see a sale, they see a person and the potential to build a lasting relationship with them.
  • They take the time to understand your company’s offerings, researching your customers, and have never ever uttered the words: ‘I am just going to wing this one’.
  • The introvert won’t be top of the sales table after 6 months, but will be on the way up towards the end of that year. More than likely they will be number 1 or number 2 from then on.
  • They will be the one with an amazing complaint record, proactive when a product is launched, and well prepared to mitigate any objections due to their belief in your company’s products.
  • They are active listeners that react to your customer’s body language and tone, and spend time analysing material that will aid them through the sales process.
  • They believe that impressions last, and will make sure every effort is made in the first contact.

Does this mean that none of these traits can be found in an extrovert? Well no, of course they have some of these traits, and they already have one skill they know an introvert will never have; the innate ability to walk straight up to anyone and comfortably start a conversation.

To all those introverts out there that have taken the time to read this article; believe in yourself. You have the skills to succeed. Keep striving to improve, seeking out training opportunities and developing your closing techniques. Continue to sell with pride and above all, never stop caring.

From a fellow introverted relationship builder.

Dan

Managing Director

Our Sales Experience

www.oursalesexperience.com

Successful Accidents?

“Success is no accident”

What our customers value of the goods and services we offer will inevitably change over time. If we do not keep at least a small step in front or in step with our customers, then we become irrelevant and your competitors end up winning. Keeping in step means continually improving/updating/revitalising/cancelling our products and services.

It means continual attention to the conversations we have with our customers, focusing on their needs and priorities and what motivates them to buy from our companies.

“If you want everything you want, you need to find and sell to people who want what you got”. Zig Ziglar

Its integral to understand that value is dynamic, not static. Companies and sales people that don’t help in moving their customers forward are holding their customers back, and missing out on real opportunities to not just help themselves achieve their goals & targets, but the overall companies goals & targets.

It’s a big question that most entrepreneurs ask daily… what are your thoughts? How would you stay relevant to your customers?

Yours in Sales & Service.

Dan

Managing Director

www.oursalesexperience.com

What does your subordinate expect?

My 5 Tips of Sales Management from the view of your subordinate.

1)     Never walk into a your first team meeting and feel like you have to set a benchmark then and there as being a hard nosed, aggressive sales manager that wont take any shit and wants immediate results.

There is no quicker way to lose respect, demotivate your team and sign your P45 than this. I have seen this several times, and 2 things always happen. 1) Your good team members leave (and then you end up leaving); 2) you leave. This approach has never EVER worked. In my most recent experience of this, our team were number 1 in the UK & Ireland, and had been for 2 years. Our previous Senior Exec moved up to a more senior role, and our new Senior Exec wanted to leave his mark from day 1. Within 12 months, 4 team members had left (including myself) and the team was 3rd from bottom of the 64 Commercial Centres across UK & Ireland. In my 19+ years of Sales & Business Development, I have never seen a team combust like that before. The benchmark was set… as being quite possibly the worst Senior Exec in history.

2)     Don’t forget the importance of praise on its own

Always give praise where it is due, and never double barrel the praise with a ‘feedback sandwich’. Give praise, give feedback, just do not do both when praise is due. From a subordinate point of view, the feedback sandwich (in my career history) did not work unless my line was truly trying to deliver a very difficult message, although most of the time I knew that message was coming anyway. The whole ‘you are amazing, you are not amazing, by the way, you are amazing’ always left me walking away thinking, huh? If someone has been amazing, drag them into the room, high five them, give them a hug (is that still PC?), whatever you feel is appropriate, smile and say ‘wow, amazing, keep it going, ‘cos you are HOT HOT’.

3)     Stop focusing on the numbers and more on me and the team

Get to know your customer facing team, as each member is different. Take some time to sit down and impart some invaluable best practice sharing and wider market knowledge. One of the best managers I have had, let me listen to or join in on one of his sales calls/meetings every week as a new starting junior of the team. It helped change my tone and my language (body and verbal), as well as instilling a real respect for him and the work that he did. I was even prouder when he overheard one of my sales calls, and using some of his language he came over, patted me on the back and said, “mate, awesome”. He genuinely loved that I had listened to him well enough to mimic what I thought I could deliver when I spoke to a customer. The figures will come, when your team is firing.

4)     Stop allowing the team to sit in the office and make sales calls from the desk

With technology now moving faster than ever, sales people are getting more and more lazy. I appreciate outbound telephony, or overseas sales; these are impossible not to allow (although with Skype & Facetime this is also enabling face to face contact). Those that make the effort to meet the customers face to face win the business, fact. There is nothing more frustrating (when you are doing well) than sitting in a meeting where the whole team is getting the hairdryer treatment for another poor week, when the last 2 months you have seen the vast majority not out of the office. Get on them early. Kick them out of the office, whatever it takes. We all want to see the team doing well.

5)     Allow us the time to invest in ourselves

Apart from 1 to 1 sales coaching, allow your team members time to do some professional development. This may include, audio book work, sales professional book reading, training courses; whatever they feel is best. Give them some ideas, but allow the decision to come from them. These professionals are offering genuine expert advice, and yes, whilst this is from the perspective of 1 expert at a time, there just may be something in that book that connects with them. It may also help them understand some part of the sales process better, and whilst there may never be the “magic pill of sales stardom”, it will build confidence and push them to test the new knowledge on customers.

What are your thoughts? Are there tips you feel should make this top 5 but haven’t?.

We hope your having a fabulous week!

Dan

Managing Director

www.oursalesexperience.com

 

 

 

 

Why is the customers experience so important?

Some fantastic stats.

Its never always the product or service that was purchased that gets remembered:

  • Its the person delivering the sale,
  • and the experience within that sale.

Today, try and get eye contact and smile at everyone.

Deliver something memorable!

Yours in Sales and Service

Dan

Managing Director

www.oursalesexperience.com