Today sales expert Brian Tracy discusses the importance of a sales plan, and how you can go about building one.
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly—in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
Establish Rapport
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer's situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Presenting Your Product or Service
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.
Action Exercises
List three phrases or questions you can use or ask to determine if this is a qualified prospect.
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. Learn more at www.briantracy.com
Wednesday, August 24, 2011
Tuesday, August 23, 2011
SalesDog Quick Tip
Become a CRM Expert
Become an expert on your Customer Relationship Manager software. Learn the shortcuts and get into the habit of updating it with brief notes and a follow-up activity after every client call. You'll miss fewer details, and make more sales.
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
Become an expert on your Customer Relationship Manager software. Learn the shortcuts and get into the habit of updating it with brief notes and a follow-up activity after every client call. You'll miss fewer details, and make more sales.
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
Monday, August 22, 2011
Quote of the Week
"The first part of success is "Get-to-it-iveness"; the second part of success is "Stick-to-it-iveness."" -- Orison Swett Marden, Editor, Success Magazine
When you start implementing new sales strategies they're going to take time. Time for you to get used to them, and time for you to start seeing results. Keep this in mind as you work towards your sales goals - nothing happens overnight, so make sure you stick with it and stay positive!
When you start implementing new sales strategies they're going to take time. Time for you to get used to them, and time for you to start seeing results. Keep this in mind as you work towards your sales goals - nothing happens overnight, so make sure you stick with it and stay positive!
Friday, August 19, 2011
The Master Question
Today we're sharing a quick, but important post with you from sales trainer Skip Miller. It's just what I like - value and concrete advice in a short, easy to read format!
Quantify has to be the master question of the day.
“They have to do something soon.”
“It’s a really big deal for them.”
“This is really, really important to them.
Any of these statements strike home? It’s really cool when you can use them in combinations.
“They have to do something soon since this is really, really important to them.”
How soon is soon? How important is important? Senior executives live in a quantifiable world. When you hear a subjective measure, qualify it with a quantify question:
“How soon?”
“Can you define ‘big’?”
“On a scale of 1-10, how important is this?”
Want to get rid of the maybes? Get the numbers. Can’t get the numbers? Probably talking to the wrong person.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
Quantify has to be the master question of the day.
“They have to do something soon.”
“It’s a really big deal for them.”
“This is really, really important to them.
Any of these statements strike home? It’s really cool when you can use them in combinations.
“They have to do something soon since this is really, really important to them.”
How soon is soon? How important is important? Senior executives live in a quantifiable world. When you hear a subjective measure, qualify it with a quantify question:
“How soon?”
“Can you define ‘big’?”
“On a scale of 1-10, how important is this?”
Want to get rid of the maybes? Get the numbers. Can’t get the numbers? Probably talking to the wrong person.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
Thursday, August 18, 2011
Use Humor to Open Hearts and Minds
Today communication expert Dianna Booher shares how you can successfully weave humor into your presentations. Actually enjoying a presentation sounds good to me!
In our presentation skills workshops, a frequent question our consultants receive is this: "When is it okay to use humor in a business or technical presentation?" Answer: Almost always.
The follow-up question: "How do you define humor? And where do you position the humor so that it works best?"
Humor, whether in a presentation or a conversation, doesn't necessarily mean a joke or one-liner. In fact, jokes rarely work. If you've already heard them, assume that others have as well. Having a sense of humor simply means the ability to see life in a light-hearted way. Those who see everything as a matter of life-and-death wear a permanent frown and make those around them ill at ease.
Personal anecdotes, humorous quotations, or witty comments overheard on the street, a cartoon quip, a visual, a prop, a facial expression or gesture added at the appropriate moment--these are the humorous touches that work best after you've established rapport with your colleagues.
Your willingness and ability to "lighten up" can be invaluable in positioning yourself as a confident person, comfortable in unscripted situations.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
In our presentation skills workshops, a frequent question our consultants receive is this: "When is it okay to use humor in a business or technical presentation?" Answer: Almost always.
The follow-up question: "How do you define humor? And where do you position the humor so that it works best?"
Humor, whether in a presentation or a conversation, doesn't necessarily mean a joke or one-liner. In fact, jokes rarely work. If you've already heard them, assume that others have as well. Having a sense of humor simply means the ability to see life in a light-hearted way. Those who see everything as a matter of life-and-death wear a permanent frown and make those around them ill at ease.
Personal anecdotes, humorous quotations, or witty comments overheard on the street, a cartoon quip, a visual, a prop, a facial expression or gesture added at the appropriate moment--these are the humorous touches that work best after you've established rapport with your colleagues.
Your willingness and ability to "lighten up" can be invaluable in positioning yourself as a confident person, comfortable in unscripted situations.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
Wednesday, August 17, 2011
SalesDog Quick Tip
Open emails with a welcoming greeting.
Start your emails with an inviting salutation. Use the prospect's name ("Hi Tom!") so when they glimpse it, they immediately know this email was written for them.
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
Start your emails with an inviting salutation. Use the prospect's name ("Hi Tom!") so when they glimpse it, they immediately know this email was written for them.
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
Tuesday, August 16, 2011
The Worst Sales Prospecting Email Ever
Today sales trainer Kelley Robertson shares a prospecting email he recently received - and explains why it's one of the worst! Thankfully, you can avoid these pitfalls with a few simple changes to your emails!
Good Friday Morning,
My name is (I left the sender's name out) and I live in Florida. I would like to know if I could possibly send your company some promotional product options and quotes via email?
We offer over a million items that we can add your company logo to including;
Pens, T-Shirts, Hats, Magnets, Tote Bags, Water Bottles, Eco Friendly items, Mugs, Key Chains, Stress Balls, Trade Show Items, Umbrellas, Flash Drives, and much more.
Please let me know what items you normally purchase or are looking for and I will send you quotes and try to save you money.
Sender's Name
Marketing Executive
Orlando Florida
This was the email that landed in my in-box last Friday morning. Here are a few reasons why it is one of the worst prospecting emails I have ever received:
No attempt was made to identify a potential business problem I might be experiencing.
The sender did not create ANY value.
"Possibly" and "try" are weak words.
The call to action was weak.
There was no website, company name or telephone number.
The sender used a Gmail address.
If you use email to prospect it is critical to demonstrate your expertise, identify a business problem and indicate how you might be able to help.
Avoid sending messages like this one.
Otherwise, your prospects are simply going to hit the delete button a moment after they open your email; if in fact, they actually take the time to open it.
Kelley Robertson is the President and founder of Robertson Training Group. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. learn more by visiting http://www.robertsontraininggroup.com
Good Friday Morning,
My name is (I left the sender's name out) and I live in Florida. I would like to know if I could possibly send your company some promotional product options and quotes via email?
We offer over a million items that we can add your company logo to including;
Pens, T-Shirts, Hats, Magnets, Tote Bags, Water Bottles, Eco Friendly items, Mugs, Key Chains, Stress Balls, Trade Show Items, Umbrellas, Flash Drives, and much more.
Please let me know what items you normally purchase or are looking for and I will send you quotes and try to save you money.
Sender's Name
Marketing Executive
Orlando Florida
This was the email that landed in my in-box last Friday morning. Here are a few reasons why it is one of the worst prospecting emails I have ever received:
No attempt was made to identify a potential business problem I might be experiencing.
The sender did not create ANY value.
"Possibly" and "try" are weak words.
The call to action was weak.
There was no website, company name or telephone number.
The sender used a Gmail address.
If you use email to prospect it is critical to demonstrate your expertise, identify a business problem and indicate how you might be able to help.
Avoid sending messages like this one.
Otherwise, your prospects are simply going to hit the delete button a moment after they open your email; if in fact, they actually take the time to open it.
Kelley Robertson is the President and founder of Robertson Training Group. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. learn more by visiting http://www.robertsontraininggroup.com
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