Sales Training – Salespeople Get Uplifted With Jukebox Music!
Sales Training – Salespeople Get Uplifted With Jukebox Music!
1. We Belong Together, Ritchie Valens. “You’re mine and we belong together.” Is that what you are thinking about your prospects? And just how are you showing them? Do you take your time to build rapport? Are you getting to know them? Then are you letting them get to know you, your product and your service?
2. What's Your Name, Don and Juan. “What's your name? May I walk you to your door? It's so hard to find a personality, With charms like yours for me.” Learn about primary personality styles with a model like the Personal Profile System or some other. An easy and exacting model of a prospects buying style will help you help them easier. If you open the next sales step sooner or later, depending on the buying style, you will find a perfect match of selling for your customer.
3. Stop And Think It Over, Dale & Grace. This is the slow song of rapport: “We've got to stop and think it over. Before we say we're in love. Are we right for each other? Can what we feel be lasting love?” Ask early on a qualifying question like, “And are you able to move forward today if you find I can provide you with …?” It is your role to ask at the appropriate time, often at the end of follow up meeting, for your prospect to make a decision. If you find there are concerns or objections, the next 50’s hit is ready to play.
4. Talk To Me, Little Willie John. “Talk to me, talk to me. Um-mm, I love the things you say. Talk to me, talk to me. Tell me what I want to know.” Welcome objections. I remember an early selling situation where I was not communicating properly with a prospect on their sensory language pattern. I was using primarily visual words when she was clearly auditory. I was getting maybe, maybe, maybe until I made a question shift using auditory language. All of a sudden she was pouring out her concerns to me! Because of that, I could answer her questions and she signed training contract.
5. I’m So Lonesome I Could Cry, Roy Orbison. “The silence of a fallin' star, Lights up a purple sky, And as I wonder where you are, I'm so lonesome I could cry.” Lack of follow-up is the bane of salespeople. Yet the prospect wants to and even needs to hear from you. Maybe they aren’t really lonesome, but they are waiting to hear from you. They want you to attend to their original interest. Plan a scheduled series of between five and twenty-one follow-ups.
6. At Last, Etta James. “At last my love has come along. My lonely days are over, And life is like a song.” Both the prospect and the salesperson will be singing this! The buyer, they want relief from the product or service you have. You the seller, you want that new happy, lifetime customer. Both buyer and seller really are headed in the same direction, but it is because of the skills of the salesperson that they will reach that same point, at the same time, together.
More than a stroll through history with the Jukebox melodies take to your salesperson heart some of the meaning they carry for selling. Better yet listen to each song if you can. It’s the music in them that will make you smarter, take the pain of rejection away, improve your creativity and reduce your stress.
Sales Training Salespeople Get Uplifted With Jukebox Music - To learn more about this author, visit Patricia Weber's Website.
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Filled with music mostly from the 1950’s and 1960’s some Jukebox songs weave a tale of the life of someone who sells. Let’s put a quarter in for some Jukebox music to make you smarter, take the pain of rejection away, improve your creativity and reduce your stress. As a salesperson or small business owner with sales responsibility, your thoughts, attitudes and actions are vital to your sales success. Here are the top picks:
1. We Belong Together, Ritchie Valens. “You’re mine and we belong together.” Is that what you are thinking about your prospects? And just how are you showing them? Do you take your time to build rapport? Are you getting to know them? Then are you letting them get to know you, your product and your service?
2. What's Your Name, Don and Juan. “What's your name? May I walk you to your door? It's so hard to find a personality, With charms like yours for me.” Learn about primary personality styles with a model like the Personal Profile System or some other. An easy and exacting model of a prospects buying style will help you help them easier. If you open the next sales step sooner or later, depending on the buying style, you will find a perfect match of selling for your customer.
3. Stop And Think It Over, Dale & Grace. This is the slow song of rapport: “We've got to stop and think it over. Before we say we're in love. Are we right for each other? Can what we feel be lasting love?” Ask early on a qualifying question like, “And are you able to move forward today if you find I can provide you with …?” It is your role to ask at the appropriate time, often at the end of follow up meeting, for your prospect to make a decision. If you find there are concerns or objections, the next 50’s hit is ready to play.
4. Talk To Me, Little Willie John. “Talk to me, talk to me. Um-mm, I love the things you say. Talk to me, talk to me. Tell me what I want to know.” Welcome objections. I remember an early selling situation where I was not communicating properly with a prospect on their sensory language pattern. I was using primarily visual words when she was clearly auditory. I was getting maybe, maybe, maybe until I made a question shift using auditory language. All of a sudden she was pouring out her concerns to me! Because of that, I could answer her questions and she signed training contract.
5. I’m So Lonesome I Could Cry, Roy Orbison. “The silence of a fallin' star, Lights up a purple sky, And as I wonder where you are, I'm so lonesome I could cry.” Lack of follow-up is the bane of salespeople. Yet the prospect wants to and even needs to hear from you. Maybe they aren’t really lonesome, but they are waiting to hear from you. They want you to attend to their original interest. Plan a scheduled series of between five and twenty-one follow-ups.
6. At Last, Etta James. “At last my love has come along. My lonely days are over, And life is like a song.” Both the prospect and the salesperson will be singing this! The buyer, they want relief from the product or service you have. You the seller, you want that new happy, lifetime customer. Both buyer and seller really are headed in the same direction, but it is because of the skills of the salesperson that they will reach that same point, at the same time, together.
More than a stroll through history with the Jukebox melodies take to your salesperson heart some of the meaning they carry for selling. Better yet listen to each song if you can. It’s the music in them that will make you smarter, take the pain of rejection away, improve your creativity and reduce your stress.
Sales Training Salespeople Get Uplifted With Jukebox Music - 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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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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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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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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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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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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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle'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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