Rodney Dangerfield built his comic career on a signature tagline: “I get no respect.” Unfortunately, there are far too many salespeople who suffer from the Dangerfield syndrome – either they feel they get no respect or, worse, they act that way. They walk around with sullen expressions and a woe-is-me outlook. They are selling sympathy rather than solutions. If we are describing you, study this carefully. Hold your head high and reflect the pride of your profession. Selling is a great field. It has advantages that few other careers can claim.
Day in and day out, sellers are inundated with sales tips, new technologies, and industry updates. It’s easy to get caught up in the newest trends and forget about the basics. Today, I’ve outlined five simple tasks that salespeople can perform to improve their daily efficiency and make them more effective.
Your sales team`s attitude is one of the main factors in determining your business` success. Learn three of the most common weaknesses of sales professionals and how your sales team can avoid falling victim to them.
Attitude and behaviors are more important than technique. Help you sales team apply these three behaviors on a daily basis to increase their productivity and improve their outcomes.
You may say to yourself, “What’s journaling?” Or “Good idea, but I just don’t have the time.” You need a model to follow. Here’s a one with specific categories that works well and is easy to do...
For many in sales, setting goals is about as useful as one breath exhaled in the midst of a hurricane. Not much point to it. Disappears in a flash. Like a cake of made of nothing iced with excuses. So how can we lay out a goal-achieving process that gets us to our goals?
Planning. Seems easier to say than to do. As sales people, we talk about planning, but few of us plan well. We just go into sales calls wishing for the best. That’s called winging it. The big no-no.
To work with customers, either selling or in customer service, you must believe in your products and services, in your company, and most importantly, in yourself. Your skills and your success depend almost entirely on your own self-confidence.
Networking is an often misused prospecting technique. We find ourselves seeking out any individual we can spill our guts to about what we do. The hope is that we will stumble into that person who needs us and will buy our product or service. If we don’t find that person we write it off as a good opportunity to get our name out there.
When you sat down to figure out what the difference was between you and your competitors, what did you discover? Be honest. Most of us have not taken the time to think about it. If we have, there is some bad news.
When people were surveyed why they didn’t buy from a particular salesperson, 86% responded, “I felt they didn’t understand my business”. Listening is a major part of sales. Many salespeople have found success by learning to be good listeners. Active listening is a common term used for people that listen and understand what they are told, but how do we become an active listener?
Salespeople have to exhibit courage at times, we are all afraid of something and salespeople are no different. If you ask a salesperson what part of selling really scares them, the honest ones, have a pretty quick answer. Why?
Attitude determines results, more than anything else. If you want to change your life, the only way to do it is to change the perceptions your hold in your subconscious mind. Change these perceptions and the outcome might surprise you.
You can make the best of the circumstances in which you find yourself, using the resources at hand, or you can waste time complaining while you do nothing and wait for things to get better or for more resources to be made available.
What do you do when you attempt something and don’t initially achieve the results you are after? Do you think you can do it…and try again? Or do you think that you can’t do it and give up?
Staying in your comfort zone means only one thing: you have decided to stop increasing your earnings. You may also find your earnings going down because you start getting sloppy and start cutting corners.
Salespeople earning a million dollars a year have the same number of hours in the day as those who have just spent their first-ever day as salespeople. Not an hour more, not an hour less.
Having Trouble Getting Past the Gatekeeper? Few things befuddle and challenge sales people more than cold calling. Especially getting past gatekeepers. You know, those administrative individuals who are supposed to screen incoming calls for executives.
Two weeks ago on Friday afternoon, 15 minutes after normal quitting time, as Robin headed out the door to go home, Jesse, her boss, saw her walk by his office and called out to her.
