All ya need is Attitude and Ownership to have selling success
All ya need is Attitude and Ownership to have selling success
There are two skills that separate successful sales professionals and businesses from all the others. They are a great attitude, and taking ownership of the customer’s problems, needs and wants.
Without these two, you don't have much of a chance of passing mediocrity. With these two, you can become a top sales producer and owner in your industry.
Attitude of course is how you feel about helping your customer solve their problems, need and wants. We all know the # 1 rule in selling, “The one who solves the customer’s problems, needs and wants the easiest for them will get the sale.” I like to call my attitude towards my customers, “The Mighty Mouse Attitude.” Mighty Mouse, a super hero of the 50’s-60’s was a problem solver.
He solved the problems of the good people against the villains. I can picture it now. The heroine tied to the rail road tracks by the villain with the train speeding towards her. All of a sudden Mighty Mouse swoops down to save her. While singing, “ Here I come to save the day.”
The top producing sales professionals and businesses save the day for their customers. They have the Mighty Mouse attitude of ‘Here I come to save the day’ no matter what the problem, need or want may be.
I do not think it is any coincidence that the sales professionals and businesses that have the Mighty Mouse Attitude also are the ones that take complete ownership of the customer’s problems. They are the ones that really believe the customer is always right. To take ownership of a customer’s problem all you have to do is believe it is really your problem. Solve it like you would want it solved for you.
You must go one more step. It is not good enough to be a Mighty Mouse and take ownership of your customer’s problems, you must also give the customer the proper perception. The perception that you are their Mighty Mouse and taking ownership of their problem. One way to give them the proper perception is by never saying things that give them the opposite perception.
Never say to a customer: “I Don’t know.”
Instead say. “That’s a good question. Let me check and find out.”
Never say to a customer: “Just a second.”
Instead say, “It may take me a few minutes to get that information. Are you able to wait while I check or shall I get back with you.”
Never say to a customer: “NO”
Eliminate “NO” from your vocabulary. When you say ‘NO” you give the customer permission and the idea to say “NO” to you.
Never say to a customer: “We can’t do that”
Instead say, “That is tough one. Let me see what I can do.”
Then come back with choices for them to choose from that you can do.
Never say to a customer: “You’ll have to …”
Instead say, “What we need to do….”
Another way to show the customer you are their Mighty Mouse and that you take ownership of their problems, needs and wants is to always deliver more than the customer expects and more than you promised.
The old saying ‘Selling is Simple, it is just not Easy’ is true. You can make it a lot easier if you have the right attitude and take ownership of the customers problems, needs and wants.
All ya need is Attitude and Ownership to have selling success - To learn more about this author, visit Bob Janet's Website.
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Sam an old experienced sales professional strained to listen as two of the stores younger salesmen stood at the other end of the room talking loudly about how bad business was and how sick and tired they were with the customers. As he walked across the floor to better hear what they were saying he heard one say to the other. “ I am sick and tired of always putting up with the customers problems and having to go out of my way to satisfy them. Sam, chucked to himself and thought, “Will they be around long enough to discover those are the customers you make the most amount of money from?”
There are two skills that separate successful sales professionals and businesses from all the others. They are a great attitude, and taking ownership of the customer’s problems, needs and wants.
Without these two, you don't have much of a chance of passing mediocrity. With these two, you can become a top sales producer and owner in your industry.
Attitude of course is how you feel about helping your customer solve their problems, need and wants. We all know the # 1 rule in selling, “The one who solves the customer’s problems, needs and wants the easiest for them will get the sale.” I like to call my attitude towards my customers, “The Mighty Mouse Attitude.” Mighty Mouse, a super hero of the 50’s-60’s was a problem solver.
He solved the problems of the good people against the villains. I can picture it now. The heroine tied to the rail road tracks by the villain with the train speeding towards her. All of a sudden Mighty Mouse swoops down to save her. While singing, “ Here I come to save the day.”
The top producing sales professionals and businesses save the day for their customers. They have the Mighty Mouse attitude of ‘Here I come to save the day’ no matter what the problem, need or want may be.
I do not think it is any coincidence that the sales professionals and businesses that have the Mighty Mouse Attitude also are the ones that take complete ownership of the customer’s problems. They are the ones that really believe the customer is always right. To take ownership of a customer’s problem all you have to do is believe it is really your problem. Solve it like you would want it solved for you.
You must go one more step. It is not good enough to be a Mighty Mouse and take ownership of your customer’s problems, you must also give the customer the proper perception. The perception that you are their Mighty Mouse and taking ownership of their problem. One way to give them the proper perception is by never saying things that give them the opposite perception.
Never say to a customer: “I Don’t know.”
Instead say. “That’s a good question. Let me check and find out.”
Never say to a customer: “Just a second.”
Instead say, “It may take me a few minutes to get that information. Are you able to wait while I check or shall I get back with you.”
Never say to a customer: “NO”
Eliminate “NO” from your vocabulary. When you say ‘NO” you give the customer permission and the idea to say “NO” to you.
Never say to a customer: “We can’t do that”
Instead say, “That is tough one. Let me see what I can do.”
Then come back with choices for them to choose from that you can do.
Never say to a customer: “You’ll have to …”
Instead say, “What we need to do….”
Another way to show the customer you are their Mighty Mouse and that you take ownership of their problems, needs and wants is to always deliver more than the customer expects and more than you promised.
The old saying ‘Selling is Simple, it is just not Easy’ is true. You can make it a lot easier if you have the right attitude and take ownership of the customers problems, needs and wants.
All ya need is Attitude and Ownership to have selling success - To learn more about this author, visit Bob Janet'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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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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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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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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva'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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