Five Tips for Beginning Sales People
Five Tips for Beginning Sales People
Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for a day and expect them to be trained. Neither of these options will increase your odds for success.
Begin a massive self-education program that will continue your whole career. Combine visual, auditory and experiential learning. Listen to sales and motivational material every day on the way to and from work. Read, watch DVDs and then put it all together by role-playing with a manager or fellow sales person. Education Creates Motivation - Motivation Breeds Perspiration - Perspiration Creates Elevation.
2. Avoid Cancer
Attitude is everything in sales and life. All companies are full of people with negative attitudes and limiting beliefs. These beliefs and attitudes begin to perpetuate into a culture that is counterproductive to all sales people and potentially deadly to the new sales person. You can insulate yourself from the cancerous attitudes by taking the following steps. 1. Avoid smoke-and-joke circles. There has never been a positive conversation in one of these pity party circles, and there never will. Avoid them like the plaque. 2. Utilize motivational material daily. Nobody can be fully self-motivated all the time. You need tools to assist you. CDs, DVDs, pictures, music, books, quotes, spiritual material, mentors and mastermind circles are all tools that you should use.
3. Utilize a Follow-Up System Religiously
Pick a manual or software system that you will use from day one. Every customer, every prospect, every time. When you start with an organized system, you will be focused on the fundamentals that will make you successful both short- and long-term. Collect as much data as you can on each prospect and customer and organize your follow-up by using post cards, letters, gifts, newsletters, e-mail auto-responders and sequential auto-responders. Persistent = consistent.
In sales and marketing, you must always remember the order of importance of potential sales. Your current customers will always provide you the most return on investment. So often, new sales people are in a constant mad dash for new customers and forget to maximize the potential of the ones they just sold. It’s easier to maintain a good system that was created from the beginning than it is to start a new one later on.
4. Take Massive Action
It’s all about action management, not time management. You have 1,440 minutes in everyday. Success is determined by the actions you take in those minutes. Avoid the time trap of getting caught up in the stuff. Stuff are the things that are minor in nature that we spend most of our day in that create little results. Don’t major in the minor. Continually ask yourself if what you are doing will contribute to a sale either now or in the future. Keep the main thing, the main thing. Each day you must evaluate your actions and create a stop-doing list. After reviewing your day, determine what actions you should lessen or eliminate. Start your day with major actions so it sets a trend for the day. Jump in, don’t wade in.
5. Be Your Own Marketing Manager
Don’t expect any business or anyone to bring you customers. You must take the mindset from day one that you will provide 100 percent of your own customers and anything your company provides is extra. Start by creating your own brand. What will your slogan be that defines you? Utilize your picture, caricature and slogan on all marketing materials and business cards. Create your own Web site as a benefit to the customer that can be integrated with all marketing material.
Next, determine your ideal customer base that buys your product. You can purchase lists of people who drive your brand of product from one of many different list providers. Begin a multi-step marketing approach to these potential customers. Read as many books on copy writing as possible to learn the secrets of getting people to take action from your words. Educating yourself on marketing and copywriting will pay you more dividends than any other single thing you can do.
Sales people are made, not born. It’s the people who do the work, who learn to market themselves, follow-up, handle rejection, persist and maintain a winning attitude that win in the sales profession.
Five Tips for Beginning Sales People - To learn more about this author, visit Mark Tewart's Website.
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1. Educate Yourself
Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for a day and expect them to be trained. Neither of these options will increase your odds for success.
Begin a massive self-education program that will continue your whole career. Combine visual, auditory and experiential learning. Listen to sales and motivational material every day on the way to and from work. Read, watch DVDs and then put it all together by role-playing with a manager or fellow sales person. Education Creates Motivation - Motivation Breeds Perspiration - Perspiration Creates Elevation.
2. Avoid Cancer
Attitude is everything in sales and life. All companies are full of people with negative attitudes and limiting beliefs. These beliefs and attitudes begin to perpetuate into a culture that is counterproductive to all sales people and potentially deadly to the new sales person. You can insulate yourself from the cancerous attitudes by taking the following steps. 1. Avoid smoke-and-joke circles. There has never been a positive conversation in one of these pity party circles, and there never will. Avoid them like the plaque. 2. Utilize motivational material daily. Nobody can be fully self-motivated all the time. You need tools to assist you. CDs, DVDs, pictures, music, books, quotes, spiritual material, mentors and mastermind circles are all tools that you should use.
3. Utilize a Follow-Up System Religiously
Pick a manual or software system that you will use from day one. Every customer, every prospect, every time. When you start with an organized system, you will be focused on the fundamentals that will make you successful both short- and long-term. Collect as much data as you can on each prospect and customer and organize your follow-up by using post cards, letters, gifts, newsletters, e-mail auto-responders and sequential auto-responders. Persistent = consistent.
In sales and marketing, you must always remember the order of importance of potential sales. Your current customers will always provide you the most return on investment. So often, new sales people are in a constant mad dash for new customers and forget to maximize the potential of the ones they just sold. It’s easier to maintain a good system that was created from the beginning than it is to start a new one later on.
4. Take Massive Action
It’s all about action management, not time management. You have 1,440 minutes in everyday. Success is determined by the actions you take in those minutes. Avoid the time trap of getting caught up in the stuff. Stuff are the things that are minor in nature that we spend most of our day in that create little results. Don’t major in the minor. Continually ask yourself if what you are doing will contribute to a sale either now or in the future. Keep the main thing, the main thing. Each day you must evaluate your actions and create a stop-doing list. After reviewing your day, determine what actions you should lessen or eliminate. Start your day with major actions so it sets a trend for the day. Jump in, don’t wade in.
5. Be Your Own Marketing Manager
Don’t expect any business or anyone to bring you customers. You must take the mindset from day one that you will provide 100 percent of your own customers and anything your company provides is extra. Start by creating your own brand. What will your slogan be that defines you? Utilize your picture, caricature and slogan on all marketing materials and business cards. Create your own Web site as a benefit to the customer that can be integrated with all marketing material.
Next, determine your ideal customer base that buys your product. You can purchase lists of people who drive your brand of product from one of many different list providers. Begin a multi-step marketing approach to these potential customers. Read as many books on copy writing as possible to learn the secrets of getting people to take action from your words. Educating yourself on marketing and copywriting will pay you more dividends than any other single thing you can do.
Sales people are made, not born. It’s the people who do the work, who learn to market themselves, follow-up, handle rejection, persist and maintain a winning attitude that win in the sales profession.
Five Tips for Beginning Sales People - To learn more about this author, visit Mark Tewart'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 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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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, 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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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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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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