Making things happen takes action
Several weeks ago, I was conducting a sales seminar for designers and salespeople. Since I was the last speaker for the week, I asked the group what was their biggest challenge with the information they received. The answer: how will we implement these great ideas? You see the participants weren’t owners and couldn’t go back and immediately make changes. This wasn’t the first time I’ve heard this but this time I decided to add some sales strategies for the participants.
What good would all this information be if no one would listen?
1. So what do you do? First you must understand that if you’re selling customers you are an owner! Without you and your sales the business would die. Trust me, if you can’t sell anything you’ll be out the door and be replaced by someone who can sell. That’s how important you are.
2. Think like an owner. Being an owner and worked with many, I can tell you they think about money and sales. Without sales the business will not exist and a smart business owner puts as much money and time into training their sales staff. If you’ve been sent to a sales seminar consider it an honor and take it seriously. The owner has made an investment in your future. It means you are valued.
Your job? Rise to the occasion and learn as much as you can and be prepared to go back to your business and as they say: learn it, teach it and do it!
3. First things first. You’re probably excited and learned so many things you don’t know what to talk about first. Think like an owner and discuss the things that are connected to number 1. –sales and money. You will have learned lots of important things and many will stand out in your mind but are they the ones “most connected to the bottom line?” Are they ones you can implement easily, will they have the most impact on your business? Start with these things first. As someone once said, we’re learning how to be “mini moguls!”
4. Make sure it “makes sense.” Do you have the data right, do you have an example of how it gets done? If you need more info before you present your ideas, go get it right.
5. Make an appointment with the owner or manager who will be implementing your ideas and use rule 2. as one of your bargaining tools. “You sent me to these informative seminars, and there are ways that we can make more money and improve our sales. Who wouldn’t want to listen to this sales pitch? This will be the best sale you’ve ever had!
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What Makes a Great Salesperson?
Thursday, January 12th, 2012I met with Troy Burk of Right On Interactive recently, and he asked me a
great question – what makes a great salesperson?
I like meeting with Troy. He asks hard questions, is a good thinker, and
comes from the perspective of literally building Exact Target’s sales team
from the ground up.
I thought long and hard (for about 22-seconds…), and came up with the
following answers:
1.Hard Work – A salesperson can have the cleanest look, best lines, and a
resume that makes him look like a king, but if he is not willing to bust
his hump and make hundreds of calls, he’s worthless.
2.Listening – I have a client who is a horrible listener. He railroads
over what his clients are saying to him, and is a football field away
from catching what his clients “aren’t” saying to him. A great
salesperson is a fantastic listener, and can truly communicate their way
into closing a sale.
3.Connects the Dots – A salesperson who can connect the gaps between
where a clients vision for their company is and the challenges that it
will take them to get their with the salesperson’s product, is worth
their weight in gold. All a client cares about is “how can you get me to
my vision with your product”. Can your salesperson make that connection
for your prospects?
What other traits do you feel the greatest salespeople possess?
Jamar Cobb-Dennard
jamar@jamarspeaks.com
Tags: Connection, indianapolis small business, Listening, Sales
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