It is almost fall. Most students have begun the journey back to the classroom. As they begin their annual quest they will have numerous texts to read and exercises to apply classroom learning. It is always interesting to see the euphoria of students learning new ideas and concepts. One of the most intriguing things is watching passionate students desiring the constant search for new data. No matter what there is a constant desire to close the loop and get answers to sophisticated questions.
This time of year requires from those in professional development. This is especially true for those that require sales help. Selling professionals must always be in constant contact with data. Throughout the day numerous questions arise, requiring conclusive answers.
This then begs the question as to whether or not you’re a student of the game. Professionals today unfortunately claim that they are too busy to attend seminars, read books or engage in other educational activities. However, each day is a learning experience and will we must use it wisely considering that we are in a knowledge-based economy. Wasting time and talent because of busyness is simply an excuse for procrastination. In today’s competitive global accounting professionals of all types are required to be daily students. Each day we learn, each day we develop, each day we must become a student of the game.
There is an intense amount of competition in today’s economy. There is more noise than ever due to the proliferation of social networking. There are also more competitors. With many individuals giving up corporate America for entrepreneurship there are more hurdles to battle. The chronic problem for selling professionals is to differentiate from competitive forces.
Differentiation is the key to business development success. It helps build brand and create cache. Consumers make decisions for brand sake. With sellers consumers make decisions based upon perceived value. Such value recognition is based upon nuances such as; sales language, professional ethics, professional dress and most importantly client recognition. These items help distinguish the indispensible sales and marketing professional from the customary. Here are some tips to make you indispensable.
Be the professional. Review your dress code and dress the part. We’re good clothing and have professional equipment that emulates your corporate stature.
Be the service provider. Customer service is paramount for every selling professional. Return calls when you say you will. Always be the professional and always remember business exists because of the customer.
Gratuity. Always be thankful for clients that have done business with you. Send thank you notes and other types of greetings to ensure you are always top of mind.
Referrals. The only way to ensure your indispensability is by others understanding the value provided. Your brand is manifested by the referrals gleaned from your value.
Culture. It is wonderful if you take all the ideas from this post and utilize them continuously. However, the organizations culture must be congruent.
Relationship. The entire reason for doing business is to invest in relationships. Forget the facts and only worry about creating valuable relationships.
Drew Stevens is one of the world’s leading authorities on <a href=”http://www.stevensconsultinggroup.com/”>Sales Consulting</a>, Business Development & <a href=”http://www.stevensconsultinggroup.com/”>Marketing Solutions</a>. Drew is the author of the successful sales process books – Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and <a href=”http://www.stevensconsultinggroup.com/”>sales consulting</a> website – stevensconsultinggroup.com.
One look and you’ll quickly see why I call this “the best of the best”.
Because whether it’s the classic wisdom of Napoleon Hill, Robert Cialdini, and Zig Ziglar … or up-to-the-minute advice on using the power of “Sales 2.0” technologies…
You can take absolutely ANY nugget from within this book’s 385 pages, and IMMEDIATELY apply it to solving your most pressing real-life sales challenges.
This is truly the most powerful and relevant single-volume collection of sales strategies, persuasion tactics, and training advice you’ll find ANYWHERE. Bar none!
*** And I should know, because they’ve also included a chapter with my Sales Strategies.
Jeffrey Gitomer, author of “The Little Red Book of Selling”, says:
“This book is all about what is working NOW [in] business, sales, service, and personal development for the second decade of the twenty-first century.”
Look, I’m not even going to TRY listing all the topics covered, and all the experts contributing. Even on the webpage, they don’t list quite everything.
But I guarantee you’ll be well-impressed when you see what they CREATED!
David and Eric are also celebrating the book’s release date with an incredible, exclusive give-away of $2,686.00 worth of hand-picked FREE Gifts. (You’ll have to visit their webpage to get all the details, and see how you can qualify.)
Look – I want you to go to the book’s website, and see for yourself what all the fuss, and all the excitement is about!
To Your Best Sales Year Ever,
Drew Stevens
PS – I should mention: All those thousands of dollars worth of gifts David and Eric have set aside for you will be offered to someone else – someone perhaps a bit more motivated – if you don’t grab yours by Midnight Tonight. Go to http://www.masteringtheworld.com/stevens.html
It is almost fall 2010. You can almost feel the excitement in the air for football, festivals and the myriad of other activities. One of the most prolific is the end of the year fundraising push. While the church most recently instructions were given for the up coming fall Festival. In the mail I received at least seven pieces of marketing literature from others seeking funds.
We will all be inundated by a plethora of sellers in the next several weeks. They will represent profit and nonprofit institutions such as schools churches and clubs. All will be selling products to their neighborhood kin. While the effort is admirable many will fail miserably. One reason is the current economic conditions. The other is related to a slew of issues that sellers encounter daily.
The largest issue is a lack of customer focus. Many organizations focus efforts inwardly. Organizations are concerned more about how much money will be collected versus the wants and needs of clients. No matter whom your customers, all efforts at all times must be outwardly focused. Organizations exist for one reason- the customer
However raising funds is an admirable gesture as long as it is done properly. Yet many fail. They fail due to lack of planning and they fail because they emulate those sellers that fail too! Many believe they can simply converse with individuals and “sell” Them on products and services. Untrue! Selling is a profession that requires patience, persistence and passion. In addition, it requires the right funds, the right “fit” and the proper formula.
Moreover, many individuals and organizations fail at selling for a myriad of other reasons. Enclosed is a succinct list of selling obstacles to be aware of:
Value. Consumers today require a value from the vendors but they conduct business with. Is a seller’s responsibility to ensure that consumers understand the value provided.
Emotion. Consumers do not make logical decisions; they make emotional decisions. Sellers need to refrain from using the features and facts while focusing more consciously on sales language that creates emotion.
Persuasion. Consumers are persuaded from the influences of other consumers. Sellers must be conscious of creating buzz. Customers to customer influences are too important today.
Belief. Consumers invest in particular organizations because of their belief in sellers. All sellers must have passion and conviction in their sales delivery.
Investment. Consumers do not leave bad organizations they leave poor selling professionals.
Consultative. Consumers invest in those that can aid them. Sellers must have an understanding of the prospective buyers company, industry and competition.
Lsten. Too many sellers talk too much. In order for consumers to invest more questions have to be asked. The best selling professionals questioned first and allow the consumer to sell themselves.
Conviction. Successful selling professionals will believe in what they are selling. No matter what the seller must be convinced first.
Dialogue. Good sellers know how to engage in great conversation. They would rather develop a relationship first and sell widgets second.
Gratitude. Good sellers are always gratuitous to consumers. They remain in constant contact and send words of thanks and praise when necessary. They appreciate every interaction.
This week I feature a guest post by my good friend and author Jeb Blount. Jeb is the author of People By You and the creator of one of the hottest sales sites on the Internet- Sales Gravy. Visit his books and website and enjoy the article.
We have all heard the cliché that customers most often buy from people they like. And while this is true I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.
Sales research has shown that up to 90% of success in selling depends on your skills for establishing an emotional connection with your prospect or customer. The data also indicates that most salespeople do well in selling to people like themselves (where it is easy to make connection). Top performing sales and business professionals – Master Persuaders – however, have learned how to build relationships with, and sell to, anyone.
What do Master Persuaders know that others don’t?
They understand that, despite what trainers have been teaching for more than thirty years, establishing rapport is more than just asking about a picture on the wall or an object on a desk. They also know that building rapport requires more than charisma and attitude. The highest earning Sales Professionals consistently practice the skills required to connect with people at the emotional level. They go beyond rapport and create connections.
It is a fact that people like, and are more comfortable with people who are like themselves. So it logically follows that the more we are like our prospects and customers, the easier it is to connect with them. But in business it is impractical to only do business with people who you are similar to you.
Master Persuaders employ sincerity, trust, and listening, to get beyond differences to create emotional connections. We have all heard the cliché that customers most often buy from people they like. And while this is true I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.
I’m sure to some this sounds a little strange so think about it this way: One of the most powerful human cravings is the desire to be liked and accepted by others. We want other people to become our friend, respect us, listen to us, show us sympathy, appreciate us and make us feel important. And, when we believe that another person likes us, we reciprocate and return the favor.
What Master Persuaders have learned to do is get beyond rapport and become so sincerely interested in their prospects and customers that they become friends with virtually anyone. This is powerful because when a connection is made at this level, they are virtually guaranteed success in influencing others.
Five People Buy You Tips for Connecting With People Who Are Not Like You
Strangers Scare Us: There are few things we find as disconcerting as a stranger asking us personal questions. Yet, that is what many salespeople do the first time they meet a new client or prospect. Top Sales Professionals have learned to find common ground on the business level first by asking easy questions their prospects enjoy answering. Once a conversation is established, they then earn the right to get personal and become even more connected.
The Name Game: We have been conditioned since childhood to respond to the sound of our own name. When someone uses our name we instantly become more comfortable. In fact, there is no other word more beautiful to our ears. Master Persuaders recognize that using names strengthens connections and have developed techniques for remembering and using names.
Find and Solve Problems: The fastest way to lose a connection is to start selling. Prospects and customers don’t want to be sold. Selling happens when your mouth-runneth-over with the features and benefits of your product. When you forget about the “sale” and instead focus on listening to your customer and their problems, you earn trust and deepen the emotional connection.
Shut Up and Listen: Listening is the real key to connecting. Listening is the manifestation of empathy. And empathy is simply our ability to stand in another’s shoes and to learn to be like them. Empathy connects us to other people on the emotional level. Master Persuaders listen deeply, paying close attention to words, tone of voice and body language. They focus their complete and sincere attention on the other person quickly developing a strong connection which often leads to friendship and a profitable business relationship.
Jeb Blount is the CEO of SalesGravy.com, the world’s largest sales career website. A respected thought leader on sales and sales leadership, he is author of three books, People Buy You: The Real Secret to what Matters Most in Business, Sales Guy’s 7 Rules for Outselling the Recession, and Power Principles. He is the author of more than 100 articles on sales and sales leadership and the host of the top rated Sales Guy Podcast. When you buy Jeb’s new book, People Buy You, today, you’ll also receive thousands of dollars worth of bonus gifts from sales growth leaders –learn more at www.PeopleBuyYou.com.
“We have a great product, but I can’t get meetings with the right people!” One of the biggest sales person frustrations is not being able to get in front of decision makers. Gatekeepers, caller ID, and voice mail keep you from reaching the executive suite, and if you can’t get the meeting … you can’t get the sale.
Dr. Drew Stevens, author of Split-Second Selling and sales effectiveness expert, helps sales people reach and engage corporate decision-makers. He teaches you guerilla tactics to develop an account strategy, avoid prospecting traps, and grow your sales pipeline. Join Dr. Drew to learn techniques that will make you more effective in your pursuit of new business.
The life of a small business owner can be lonely. You work around the clock just to survive – it often feels like you need to come up with all of the answers yourself. Until now!
Today’s business thought leaders have created the Business Expert Guide to Small Business Success providing you with actionable information, you can implement right now. From increasing revenue, to improving quality, to managing costs, this book is the true handbook for the small business owner.
You will discover:
* Strategic plan design and implementation
* Cash flow management
* Pricing strategies for profitability
* Leadership and strategic decision-making
* Sales hiring and compensation concepts
* Business development, networking and lead generation techniques
I recently received a telephone call from a woman named Grace. She was extremely upset because she wanted to end her subscription for my autoresponder. I am thankful this woman was not in customer service because of how brash she was. Sometimes it is not what is said but how. Attitude is everything in business.
Attitude can hurt or hinder. There are many businesses that you frequent because of the hired help. And there are others we avoid like the plague.
It is imperative then that attitude and a culture of customer service are paramount.
We are all busy and we all get stressed from time to time. Clearly one additional e-mail is not enough to send anybody into a tizzy. Yet, the recent issues of the flight attendant and other customer service folly illustrate the need for some best practices.
Check you baggage. We all carry issues with us every day. Some of this stuff is enough to fill a freight train. Leave it home. The entire focus should be on value in deliverables to the client not a psychology session in ending your stress.
Cut the crap. Apathy is never a good thing to bring into the workplace. Have passion for the job that you do or simply quit. The purpose of every business is serving a customer.
Compartmentalize. Sometimes being in business is as harried as riding a roller coaster. There are multiple volatilities during the day. Learn to marginalize the highs and the lows.
Feedback. One of the problems with American business is the constant need to speak. It is a cultural phenomenon. A good best practice is to listen more and not offer feedback.
Small stuff. Not to sound trite but do not sweat it. If you are stressed then take time out for you. Go for a walk or listen to some good music but do not remain in a workplace that will create more stress for you.
Reward yourself. We are all little too hard on ourselves. Take the time to reward yourself for the positive things in life. Go shopping and buy yourself something that you want.
Education. Stress sometimes is attributed to a lack of information. Business professionals must take the time to invest in their own self development. Listen to audio books, read voraciously were enrolled in the class. Only you are the captain of your own destiny.
When the little things start to add up and you feel more stressed than ever it is time to remove yourself from those situations. Clearly getting stressed over one simple e-mail is amazing. Ignore it and move on or have the grace to end it professionally. Do not get lost or blinded by the ignorance of stress. Otherwise you will be seeking reconciliation.
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