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How Sales Professionals Forget That Sales Are Personal Yet Cannot Be Personal
Written by: Leanne Hoagland-SmithArticle Overview: Do you want to increase sales? Have you tried various marketing techniques from direct mail to cold calling to referrals? Yet, your sales are not where they need to be are they? Why not? Have you considered that the thoughts you have might be keeping your from sales success? Let me explain.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
How Sales Professionals Forget That Sales Are Personal Yet Cannot Be Personal
Do you want to increase sales? Have you tried various marketing techniques from direct mail to cold calling to referrals? Yet, your sales are not where they need to be are they? Why not? Have you considered that the thoughts you have might be keeping your from sales success? Let me explain.
When talking with a sales manager in manufacturing, he shared that his top salespeople, who is direct and a very good sales professional when it comes to achieving sales goals, has a tendency to become frustrated with the young MBAs and inexperienced buyers. More often than note, he will share that this so and so is fool, idiot (his words are actually far more blunt).
The Sales Manager replies, Yes, I know that so and so is an idiot, but we must remember he is our idiot. We must do the best we can no matter how stupid some of the contacts within the organization are.
This Sales Manager truly understood that customers sometimes can be idiots, but this is part of the customer relationship process. He is not allowing those negative personal thoughts to control his personal behavior.
How often when salespeople are attending business networking events or actually meeting with customers, their internal thoughts are being projected externally. Maybe these fine folk think that they can keep their personal thoughts under control, but they are quite wrong. Sales Coaching Tip: Your unconscious beliefs affect your sales skills and your ability to increase sales.
Sales is a personal business. For sales professionals are attempting to take the money out of their clients’ pockets and put it into the company that they are representing as well as into their own pockets.
So how does one keep the sales process personal, but not personal? This starts with your values statement that identifies key non-negotiable behaviors that you and the rest of the organization will demonstrate 24/7.
Next, return to your target market within your marketing action plan. Have you clearly identified those companies that you would like as clients or customers?
If you have some accounts that have the idiot factor, determine if you truly need the sales from these businesses. If so, they make sure that the salespeople understand how to behave around this account and what sales skills are the most effective.
Keeping sales personal and yet not personal is a balancing act especially during down economic times when the competition is knocking on your customers’ doors. However, remember that idiot customer can be highly profitable and all he or she may require is a little extra tender and personal care.
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Leadership Assessment Business Building Check List |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Happy Worker as of Dec 31 2007
- Here's mine... I'm now off to make an offering to the business planning gods for their help in getting to these goals & beyond.
To the combined success of Prophets 2 Profits!
-----------------------------------------
1) Corporate
a) Retail
- Sales reps covering all major markets (1M or more)
- Retail product launch plan
- 1 more retail release (TBD)
b) The Toy Agency
- Systems for:
o Creative process
o Pricing
o Manufacturing
o Logistics
- Marketing agency strategy in place
- 1 new customer every 2nd month (5 new customers); 1 of which will be rev of >= 500K/year
c) Business
- Creative talent pool management strategy & process
- Outsourced and/or weekly bookkeeping
- Monthly budgeting & forecasting
- Better banking organization (Line of Credit, CCs, automate billing for appropriate vendors)
- Team total of 5
- Larger office
d) Web site
- Daily updates
- Start of separation of Blog/TTA/Retail
2) Personal
- Most weekends “off”!
- Entirely separate personal finances; basic personal financing plan
- Family….?
Re: Twitter vs Facebook
- I know this is a naive question but i'm really not sure:
What do you tweet ? Business? promote your business? Personal? Are there things you can't do?
ALSO :Is there a rule book? Is there a success formula using twitter?
Re: Best Internet Marketing Strategies
- Personal development and knowledge are important but as Mat says without action nothing will happen. So don't spend so long learning that you fail to follow through, rather learn as you go along but do something everyday towards achieving your goal.
MichelleJ
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