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Successful Salespeople - Sell with Passion and Manage by Process - Buyer / Seller Interaction Part Two - Click To Read Article
In this article we continue to look at Buyer / Seller Interaction Dynamics. Following on from the previous article (and before developing the detail of how we as salespeople need to behave at each step of the sales process) we are going to look at:
The difference between Desire and Need
The Personality of the Passionate Process Managed Salesman
The Value of Selling with Passion and Process
Successful Salespeople - Sell with Passion and Manage by Process - Prospecting - Securing the Interview - Click To Read Article
In the first two articles of this series we established some fundamental truths about human nature and the way we respond to stimulus. The Buyer/Seller Interaction Dynamics that we established form the foundation for sales activities that we will perform in each step of the sales process. In this article we will look at how the principles that govern Buyer / Seller Interaction Dynamics can be applied to the Sales activity of Prospecting by telephone. Prospecting is the first step in the *PPSS sales process. (* PPSS refer previous articles and openfire.co.za )
Successful Salespeople - Sell with Passion and Manage by Process - The Interview - Click To Read Article
In the first two articles of this series we established some fundamental truths about human nature and the way we respond to stimulus. The Buyer/Seller Interaction Dynamics that we established form the foundation for sales activities that we will perform in each step of the sales process. In this article we will look at how the principles that govern Buyer / Seller Interaction Dynamics can be applied to the Sales activity of The (First) Interview. The Interview is the second step in the *PPSS sales process. (* PPSS refer previous articles and openfire.co.za )
Successful Salespeople - Sell with Passion and Manage by Process - Control and Pipeline Management - Click To Read Article
In this article we use two tools to take a step back from our selling activity and measure the opportunity that we have identified. We do this to ensure that we are pursuing valid sales opportunities only and to make sure that the opportunities in our pipeline are not “pipedreams”.
Successful Salespeople Sell with Passion and Manage by Process - Buyer / Seller Interaction Part One - Click To Read Article
This series of articles brings professional qualifications for salespeople together with business sales process. This seamlessly integrated combination ensures high performance professional sales behavior that guarantees success and “happy”, satisfied customers. There is only one sales process, and it applies to all sales scenarios; successful salespeople have the discipline to apply the process and stick to it all the time. The key to selling success is to have a sales process that maps to the buying process - and as these articles will show - the buying process is an emotional process. Problem is - how does a business process (which is formulated logically) cater for emotion?
Successful Salespeople - Sell with Passion and Manage by Process - Presentations - Click To Read Article
Presentations are the 6th Step in the PPSS sales process. The objective of any presentation is – to motivate to action. This article deals with the structure and skills that are required for effective presentations. As this article will show – there is no point in doing a sales presentation unless all the preceding steps of the sales process have been executed. The Presentations phase of the sales process is the most critical and important, it is the only time we sales salespeople – “sell”.
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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