I must be starting to show my age. Thirty years ago, if I saw a headline on an article that read like this one does, I wouldn't have looked any farther. That is because I already understood the answer when considering a sales organization. Today, things seemed to have changed to the point where, within many companies, it isn't all that clear any more.
As professional salespeople with positive attitudes and a bit of ego, most would like to believe that they possess a good deal of knowledge and most likely do. But do they really have all that they need to get more than their fair share of business opportunities? Here are 10 questions to ask yourself to determine if you could benefit from ongoing professional development which would give you an edge in your sales career.
I suspect Nike made a fortune when they coined the term "Just do it". Well, that is half the equation. Knowledge is the other half. Doing it without knowledge is a dangerous thing. However knowledge without action is worthless.
What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find themselves pitching to someone other than the decision maker.
Yes this is an article on selling not about buying a large rural property. I'm referring rather to the nature of salespeople, the hunter nature of the majority and farmer nature of the rest. Everyone who sells feels most comfortable in one camp or the other. A small percentage of salespeople excel in both. These are the true masters.
There are 3 sets of foundational "R.A.T.I.O.S." that are simple to learn, easy to apply, and will significantly improve your sales "closing" success rate. The most successful salespeople effectively employ all three sets of RATIOS. The great news is that anyone can learn them, get better at them, and remove the fear of selling while increasing the successful results of their selling experiences. Simply put, selling is a process - which means it can be learned. This series will offer some common-sense strategies and tools to use that can make your sales experience more straightforward, simple and successful - even fun!
Sometimes we miss out on the sale because we are our own worst enemy; we do not realize that all we need to do to succeed is get out of our own way! Here are three things you can focus on to improve your sales results.
You might say, "Reality is reality" or "what is ... is". I would like you to consider another possibility if you are willing. Consider that "Your perception is your reality". Then add this concept, "Your social conditioning often creates your perception", a.k.a. your belief system or, in simpler terms, your point of view. There are two more factors to consider within this premise.
Times are good. The economy is booming. Consumerism seems to be insatiable. In the midst of it all there is a frightening trend appearing. Business ethics seem to be slipping away. Individual salespeople need to take heed and take personal responsibility in order not to slide down the slippery slope that can limit or, worse still, destroy their careers.
Over the years that I have spent in sales and sales management, I have heard of a multitude of surveys that questioned consumers of both products and services on what was their number one buying motive when they were making a decision to spend their money. It's amazing what they discovered. It is even more amazing to uncover the one that got missed. That's the one buying motive, common to virtually everyone.
Salespeople are asked to prospect for new customers all the time. Businesses spend fortunes in advertising as they try to entice new people in to spend their money. Both business owners and salespeople regularly totally neglect the best ongoing source of constant sales.
Albert Einstein's famous "Theory of Relativity" (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though very few amongst these millions actually understand the scientific premise of the "Theory of Relativity": people innately understand its import and relate it to its brilliant creator, the wild haired genius Albert Einstein. The famous equation is to energy, as H2O is to water. It has been seared into the collective mind of contemporary culture in even the most the most scientifically challenged people.
Do you constantly find yourself battling with your customers on price? Are you losing sales that you were sure you were going to get? If you want to start winning more sales, you need to stop selling to customers and start consulting for clients.
Many individuals decide that a selling career is right for them. They recognize the wonderful benefits that they can enjoy. Unfortunately, many begin their career by making a critical mistake. The good news is that it is an easy one to avoid.
You would not build a structure without a foundation, yet many entrepreneurs set out to build a business without a solid foundation. When there is not a solid foundation the structure crumbles and so do most small businesses. One way to improve your companies chances of success is to build the foundation on education!
You've most likely heard it said... "You must be willing to do the things others won't do in order to have the things others won't have." And it's true. After working with literally thousands of people either through one on one mentorship or in a group training or seminar environment, I know the reason most never do the things they should be doing to ensure their success.
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