COUNSELLING THE SALES PERSON
COUNSELLING THE SALES PERSON
2 Refrain From Saying Unkind Or Negative Things
3 Exercise Patience With Others
4 Distinguish Between The Person And The Behaviours
5 Choose The Proactive Approach
6 Keep The Promises You Make To Others
7 Focus On That Which Is Under The Persons direct control
8 Act With Caring For Others
9 Assume The Good Faith of Others
10 Seek First To Understand
11 Encourage Open, Honest Expression and Questions
12 Respond With Understanding
When you reflect back feeling
(a) You gain understanding and clarity of feelings and problems
(b) You gain new courage and growth in responsibility
(c) You build confidence and relationships
13 If offended, take the initiative
14 Admit Your Own mistakes and Apologise
15 Let Arguments Pass
16 Commit to Things You Have In Common
17 Be Influenced By The Other Person First
18 Accept The Person and The Situation
19 Prepare Your Mind and Heart Before You Speak
20 Talk Through Differences
21 Recognise and Take Time to Teach When
(a) People are not threatened
(b) You are not angry or frustrated
(c) When the other person needs help or support
22 Agree On The Limits, Rules, Expectations and Consequences
23 Dont Give Up And Dont Give In
24 Be There For The Sales Person At The Crossroads
25 Speak With Both Logic and Emotion
(a) Give Time
(b) Be Patient
(c) Seek To Understand
(d) Openly Express Your Feelings
26 Involve The Other Person In Planning The Solution
27 Help Other People See The Law of the Harvest
You Reap What You Sow
The Principles of Agriculture are similar to the Principles of Sales
I. Prepare the Soil . _____________________
II. Plant the Seed _____________________
III. Cultivate _____________________
IV. Water . _____________________
V. Weed . _____________________
VI. Harvest .. _____________________
28 Teach Responsible Behaviour
29 Counsel in Private
30 Counsel in Confidence
AVOID MAKING 3 BIG MISTAKES
MISTAKE No 1 - Giving advice before understanding the situation
Solution: Empathy seek first to understand
MISTAKE No 2 - Attempting to build relationships without changing attitude
or Conduct
Solution: Empathy seek first to understand
MISTAKE NO 3 - By assuming that good example and relationships are enough
Solution: Talk about mission, roles, goals, guidelines and standards
COUNSELLING THE SALES PERSON - To learn more about this author, visit Colly Graham's Website.
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1 Counsel One To One
2 Refrain From Saying Unkind Or Negative Things
3 Exercise Patience With Others
4 Distinguish Between The Person And The Behaviours
5 Choose The Proactive Approach
6 Keep The Promises You Make To Others
7 Focus On That Which Is Under The Persons direct control
8 Act With Caring For Others
9 Assume The Good Faith of Others
10 Seek First To Understand
11 Encourage Open, Honest Expression and Questions
12 Respond With Understanding
When you reflect back feeling
(a) You gain understanding and clarity of feelings and problems
(b) You gain new courage and growth in responsibility
(c) You build confidence and relationships
13 If offended, take the initiative
14 Admit Your Own mistakes and Apologise
15 Let Arguments Pass
16 Commit to Things You Have In Common
17 Be Influenced By The Other Person First
18 Accept The Person and The Situation
19 Prepare Your Mind and Heart Before You Speak
20 Talk Through Differences
21 Recognise and Take Time to Teach When
(a) People are not threatened
(b) You are not angry or frustrated
(c) When the other person needs help or support
22 Agree On The Limits, Rules, Expectations and Consequences
23 Dont Give Up And Dont Give In
24 Be There For The Sales Person At The Crossroads
25 Speak With Both Logic and Emotion
(a) Give Time
(b) Be Patient
(c) Seek To Understand
(d) Openly Express Your Feelings
26 Involve The Other Person In Planning The Solution
27 Help Other People See The Law of the Harvest
You Reap What You Sow
The Principles of Agriculture are similar to the Principles of Sales
I. Prepare the Soil . _____________________
II. Plant the Seed _____________________
III. Cultivate _____________________
IV. Water . _____________________
V. Weed . _____________________
VI. Harvest .. _____________________
28 Teach Responsible Behaviour
29 Counsel in Private
30 Counsel in Confidence
AVOID MAKING 3 BIG MISTAKES
MISTAKE No 1 - Giving advice before understanding the situation
Solution: Empathy seek first to understand
MISTAKE No 2 - Attempting to build relationships without changing attitude
or Conduct
Solution: Empathy seek first to understand
MISTAKE NO 3 - By assuming that good example and relationships are enough
Solution: Talk about mission, roles, goals, guidelines and standards
COUNSELLING THE SALES PERSON - To learn more about this author, visit Colly Graham'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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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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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, Nations 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 firms 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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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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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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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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Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
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