Sales Training – Remember Your First Sales Success
Sales Training – Remember Your First Sales Success
Warm up. Just like the old brass cars needed time to warm up, it’s likely on your first call you rehearsed out loud, or at least mentally, your opening presentation. You carefully planned what you would take along to the meeting – just in case you needed a brochure or a price estimate.
Open the door. In building rapport, you found it easiest to be observant and to make genuine, caring comments on your observations in your prospect’s office or home.
Get in and sit. With the rapport building all warmed up, you began to ask questions to go deeper in learning about your prospect’s needs and wants.
Start the car. As you discover what your client needs and wants you qualify them as the decision maker, when and how they will decide to buy, and how much and how they will purchase. You know that unless you are on a flat surface with the prospect, to begin any presentation may possibly be a waste of theirs and your time.
Get moving and navigating the turns. When you find the prospect is ready, your presentation revolves around their stated interests, not just yours. The benefits are the benefits that they uncovered for you during the start of your conversation, not the ones you want to talk about.
Going faster. Just as there are shift points even in the oldest of cars, there are shift points in a sales conversation. You take your lead from the driver, the prospect. If they want to go slower, you slow down; if they give you an indication they are ready to decide, you gently guide them to that point to buy from you.
Stop and park the car. Stopping is actually the beginning of the sale. Remember how you felt when the first client shook your hand? Remember how it felt when you made the first delivery or shipment? You wouldn’t downshift if you were in high gear in a car, so don’t slow the process down by ignoring or overlooking that the prospect is ready to decide.
That first car show may not be something people alive can fully relive. However, a salesperson who relives the thrill of their first sale will find the experience enough to feel a successful move through the process at anytime. Just take a mental ride back in your history to remind yourself of what goes into the plan and approach.
Sales Training Remember Your First Sales Success - To learn more about this author, visit Patricia Weber's Website.
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Imagine the novelty of steam powered brass machines getting to the first USA automobile show in the snow! Then imagine the newness of making your first sale. Getting that first or first few sales is tough but exhilarating. Think back to that first success and find the basic elements. Then when you need to gain a boost or reestablish your confidence you take that first ride once again.
Warm up. Just like the old brass cars needed time to warm up, it’s likely on your first call you rehearsed out loud, or at least mentally, your opening presentation. You carefully planned what you would take along to the meeting – just in case you needed a brochure or a price estimate.
Open the door. In building rapport, you found it easiest to be observant and to make genuine, caring comments on your observations in your prospect’s office or home.
Get in and sit. With the rapport building all warmed up, you began to ask questions to go deeper in learning about your prospect’s needs and wants.
Start the car. As you discover what your client needs and wants you qualify them as the decision maker, when and how they will decide to buy, and how much and how they will purchase. You know that unless you are on a flat surface with the prospect, to begin any presentation may possibly be a waste of theirs and your time.
Get moving and navigating the turns. When you find the prospect is ready, your presentation revolves around their stated interests, not just yours. The benefits are the benefits that they uncovered for you during the start of your conversation, not the ones you want to talk about.
Going faster. Just as there are shift points even in the oldest of cars, there are shift points in a sales conversation. You take your lead from the driver, the prospect. If they want to go slower, you slow down; if they give you an indication they are ready to decide, you gently guide them to that point to buy from you.
Stop and park the car. Stopping is actually the beginning of the sale. Remember how you felt when the first client shook your hand? Remember how it felt when you made the first delivery or shipment? You wouldn’t downshift if you were in high gear in a car, so don’t slow the process down by ignoring or overlooking that the prospect is ready to decide.
That first car show may not be something people alive can fully relive. However, a salesperson who relives the thrill of their first sale will find the experience enough to feel a successful move through the process at anytime. Just take a mental ride back in your history to remind yourself of what goes into the plan and approach.
Sales Training Remember Your First Sales Success - To learn more about this author, visit Patricia Weber'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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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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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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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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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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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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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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