Do You Need To Get Back To The Basics?
-The emotional buy-in to a difficult economy
-Increased pressure from senior management to increase sales
-More and better equipped competition
So, what are the basics?
Attitude management:
-Setting daily/weekly/monthly/yearly goals.
-Spending routine time reading/listening to self-help/sales materials.
-Isolating yourself from nay-sayers.
-Maintaining a high self-esteem.
-Managing your sales time wisely.
-Relying on your mentor and/or mastermind group.
Effective prospecting:
-Prospecting every day no matter how successful you are.
-Getting more information than you give.
-Getting to the key (right) decision maker(s).
-Asking lot's and lot's of urgency building questions.
-Developing strategic alliances.
-Asking for referrals.
-Managing your territory wisely.
Disarming sales resistance in advance:
-Discovering the dominant buying motive.
-Learning in advance what issues can prevent success.
-Using effective stories to illustrate your points.
-Not giving up too easily or quickly.
Persuasive, powerful and successful sales presentations:
-Knowing the prospect's buying style and emotional wants.
-Listening more than talking.
-Tailoring the presentation to each prospect.
-Selling increased value and not lower price.
-Selling long term win/win relationships and not just making sales.
-Selling customer benefits not features.
-Using showmanship effectively and professionally.
Closing the sale and the prospect:
-Asking for the business.
-Asking for the business.
-Asking for the business.
-Get it? There's more, but I am running out of time.
After sales service:
-Promise a lot and deliver more.
-Sell to the organization not just your contact.
-Honor your commitments.
This should give you some food for thought.
Related Tags: leadership, success, selling, management, sales training, sales, sales management, supervision
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com
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