Sales Big Picture - Top Salespeople Combine the Art and the Skill
Sales Big Picture - Top Salespeople Combine the Art and the Skill
Sales effectiveness includes the skill and art most often engaged one to one:
1. Deliver an introduction that has your prospect wanting to listen. This means much more “you,” than “I” or “we” statements.
2. Ask more questions, more effective questions, before you go into your spiel. Learn and use fat, lean and even deeper questions.
3. Build and check rapport often throughout your relationship. Even if your sales cycle is a year or longer, take time to manage your relationship and realign where you and your prospect are in terms of solidifying a customer.
4. Identify follow up strategies that you want to do which appeal to your customer. Maybe a follow up telephone call results in postponement. Right then and there ask your customer “how” they’d like to be contacted – through email, fax, in-person, another telephone call, or do they want you to follow up.
5. Uncover your prospect’s problems and pain and you will discover how to help them make a decision. You want the prospect to make a favorable decision for you; this is your key role.
6. Encourage, even elicit concerns from a prospect. The most unproductive prospect relationship is one like a “yes ma’am” retort from a manager. Invite concerns and questions so you continually get in tune with your prospect.
7. If you lose a sale, learn to manage it. If you have too many lost sales that you don’t recover from, you will find yourself in a sales slump.
8. Master the art of presentation... and presentation is an art. From eye contact, to handling a difficult listener, to getting your prospect involved, no matter what you sell presentation skills are crucial to helping your prospect decide to buy from you.
9. When the salesperson gets a sale, often they believe that is the end. In truth, the sale is just beginning for the customer! Top salespeople follow up regularly with prospects and clients. That is just one differentiation that makes them top salespeople.
Salespeople who attract prospects easily usually know that if they regularly evaluate their sales effectiveness, this keeps their success rate high. “Inspect what you expect,” is a most appropriate adage if you want to be a top salesperson. With a checklist of sales effectiveness actions and attitudes, inspect them after each contact with a prospect. As you fine tune your increase in effectiveness, you increase your sales. Then to keep your attraction and effectiveness in peak performance, identify your best choices for time and energy management.
Sales Big Picture Top Salespeople Combine the Art and the Skill - To learn more about this author, visit Patricia Weber's Website.
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When a salesperson steps back to take in the big picture of selling, often their main focus is to get a prospect or ask for a referral. These are pieces to puzzle of sales attraction. But this is only one strategy in the process. There are at least three strategic pieces: sales attraction, sales effectiveness and time and energy management.
Sales effectiveness includes the skill and art most often engaged one to one:
1. Deliver an introduction that has your prospect wanting to listen. This means much more “you,” than “I” or “we” statements.
2. Ask more questions, more effective questions, before you go into your spiel. Learn and use fat, lean and even deeper questions.
3. Build and check rapport often throughout your relationship. Even if your sales cycle is a year or longer, take time to manage your relationship and realign where you and your prospect are in terms of solidifying a customer.
4. Identify follow up strategies that you want to do which appeal to your customer. Maybe a follow up telephone call results in postponement. Right then and there ask your customer “how” they’d like to be contacted – through email, fax, in-person, another telephone call, or do they want you to follow up.
5. Uncover your prospect’s problems and pain and you will discover how to help them make a decision. You want the prospect to make a favorable decision for you; this is your key role.
6. Encourage, even elicit concerns from a prospect. The most unproductive prospect relationship is one like a “yes ma’am” retort from a manager. Invite concerns and questions so you continually get in tune with your prospect.
7. If you lose a sale, learn to manage it. If you have too many lost sales that you don’t recover from, you will find yourself in a sales slump.
8. Master the art of presentation... and presentation is an art. From eye contact, to handling a difficult listener, to getting your prospect involved, no matter what you sell presentation skills are crucial to helping your prospect decide to buy from you.
9. When the salesperson gets a sale, often they believe that is the end. In truth, the sale is just beginning for the customer! Top salespeople follow up regularly with prospects and clients. That is just one differentiation that makes them top salespeople.
Salespeople who attract prospects easily usually know that if they regularly evaluate their sales effectiveness, this keeps their success rate high. “Inspect what you expect,” is a most appropriate adage if you want to be a top salesperson. With a checklist of sales effectiveness actions and attitudes, inspect them after each contact with a prospect. As you fine tune your increase in effectiveness, you increase your sales. Then to keep your attraction and effectiveness in peak performance, identify your best choices for time and energy management.
Sales Big Picture Top Salespeople Combine the Art and the Skill - To learn more about this author, visit Patricia Weber's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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