Boosting Your Personal Sales Results: Getting A Pay Raise
Boosting Your Personal Sales Results: Getting A Pay Raise
1 - A WINNING ATTITUDE
A positive, “can do it” attitude is a key factor in sales success. People who have positive attitudes are consistently on time, smile, are disciplined and focus on how they can be successful rather than on the things that are preventing them from being successful. Companies appreciate people who have winning attitudes and “go the extra mile” by taking time to learn about their firm prior to their interview.
2 - WRITTEN GOALS
Successful people develop written goals and review them on a regular basis. Family, career, financial, spiritual, social, mental and physical goals are all important to overall success. What these goals ultimately lead to is a balanced and healthy lifestyle. Indeed, having a clear picture of one’s goals and a burning desire to achieve them is a key factor in sales success.
3 - LISTENING SKILLS
How did you respond to the last telemarketer who called you at home at night? Did that individual want to listen to you and your needs or want to talk to you and “sell” you something? World class salespeople resist the temptation to talk and, instead, spend time getting their prospective customers to talk and explain their needs. Being able to listen to customer needs, understand their personality types and respond with appropriate solutions is the hallmark of a good salesperson.
4 - SALES AND INTERPERSONAL SKILLS
There are a variety of other key skills that salespeople need to be successful. The types of sales skills needed will vary according to the type of sales job position. Typical skills needed include: relationship building, prospecting, cold calling, qualification, active and reflective listening, probing, profiling, needs analysis, solutions presentation, objection handling and prevention, financial justification, closing and major accounts selling.
Studies show that people who improve their sales and people skills are more successful in their jobs and are less likely to switch jobs often. A recent report from several corporations, including Motorola, shows that companies who invest in sales training receive back $30 for every $1 they invest. Smart salespeople and companies recognize that a key to success is the proper training and tools.
Even experienced salespeople can benefit from on-going training as well. As buyers and purchasing agents have become more sophisticated, the sales techniques that worked 10 or even just 5 years ago may now be ineffective. Salespeople who don't keep up with current trends will lose the competitive edge that leads to sustained success.
5 - CONSTANT LEARNING
Top salespeople attend programs where they can rehearse new sales approaches and receive feedback and coaching from six-figure salespeople/trainers. Many companies are now providing their salespeople with professional sales skills training. It is important to distinguish, however, between sales training that is product-oriented versus sales training that builds overall sales skills. Over 70% of all sales training is product training that only helps a salesperson sell specific products. Indeed, having that winning attitude, setting goals, listening to customers and acquiring new sales skills and techniques are key to getting an instant pay raise. So, are you ready to earn more money in sales?
Craig Arnoff is President of The Sales Alliance Inc., a San Diego based firm that helps salespeople and companies improve their earnings levels and sales effectiveness. The company’s website is at www.sales-alliance.com.
Boosting Your Personal Sales Results Getting A Pay Raise - To learn more about this author, visit Craig Arnoff's Website.
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How can you increase your success and earnings in sales?
1 - A WINNING ATTITUDE
A positive, “can do it” attitude is a key factor in sales success. People who have positive attitudes are consistently on time, smile, are disciplined and focus on how they can be successful rather than on the things that are preventing them from being successful. Companies appreciate people who have winning attitudes and “go the extra mile” by taking time to learn about their firm prior to their interview.
2 - WRITTEN GOALS
Successful people develop written goals and review them on a regular basis. Family, career, financial, spiritual, social, mental and physical goals are all important to overall success. What these goals ultimately lead to is a balanced and healthy lifestyle. Indeed, having a clear picture of one’s goals and a burning desire to achieve them is a key factor in sales success.
3 - LISTENING SKILLS
How did you respond to the last telemarketer who called you at home at night? Did that individual want to listen to you and your needs or want to talk to you and “sell” you something? World class salespeople resist the temptation to talk and, instead, spend time getting their prospective customers to talk and explain their needs. Being able to listen to customer needs, understand their personality types and respond with appropriate solutions is the hallmark of a good salesperson.
4 - SALES AND INTERPERSONAL SKILLS
There are a variety of other key skills that salespeople need to be successful. The types of sales skills needed will vary according to the type of sales job position. Typical skills needed include: relationship building, prospecting, cold calling, qualification, active and reflective listening, probing, profiling, needs analysis, solutions presentation, objection handling and prevention, financial justification, closing and major accounts selling.
Studies show that people who improve their sales and people skills are more successful in their jobs and are less likely to switch jobs often. A recent report from several corporations, including Motorola, shows that companies who invest in sales training receive back $30 for every $1 they invest. Smart salespeople and companies recognize that a key to success is the proper training and tools.
Even experienced salespeople can benefit from on-going training as well. As buyers and purchasing agents have become more sophisticated, the sales techniques that worked 10 or even just 5 years ago may now be ineffective. Salespeople who don't keep up with current trends will lose the competitive edge that leads to sustained success.
5 - CONSTANT LEARNING
Top salespeople attend programs where they can rehearse new sales approaches and receive feedback and coaching from six-figure salespeople/trainers. Many companies are now providing their salespeople with professional sales skills training. It is important to distinguish, however, between sales training that is product-oriented versus sales training that builds overall sales skills. Over 70% of all sales training is product training that only helps a salesperson sell specific products. Indeed, having that winning attitude, setting goals, listening to customers and acquiring new sales skills and techniques are key to getting an instant pay raise. So, are you ready to earn more money in sales?
Craig Arnoff is President of The Sales Alliance Inc., a San Diego based firm that helps salespeople and companies improve their earnings levels and sales effectiveness. The company’s website is at www.sales-alliance.com.
Boosting Your Personal Sales Results Getting A Pay Raise - To learn more about this author, visit Craig Arnoff'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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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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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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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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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan'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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