Wednesday, 16 May 2012
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Voice Tips For Effective Speaking
Voice Tips For Effective Speaking

Most of the communicating sales professionals do is wordless.  The moment you enter the presence of another person you start communicating.  Your physique,  your clothing, jewelry, voice qualities, facial expressions, posture and many other factors pass along important information.  They give information or clues as to social, marital and financial status, your sex, and personal taste.

When you speak, your voice speaks in ways that go beyond words.  Your accent may give away your national or regional origin.  Your tone of voice will tell people whether you feel elated or sad, excited or bored.

Through verbal communication, people learn about your...
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Magazine Issues

Time to Decide
Do You Sell to Human Beings?Jill Harrington

Selling is both “art and science.” The science is the process.  And the world’s most successful sales organizations all have a consistent and disciplined sales process that is aligned with how their customers buy. 

But the science without the art is like the Oreo cookie without the filling. It lacks the critical ingredient that makes it work.

Buyers are human beings.  And human beings are individual, imperfect and unpredictable.  Which means all of the science - your strategy, process and logical thinking - can be seriously derailed if you fail to prepare for the human factor – the art. 

So I’d...Read More >>
The 7 Little Lies Prospects Tell Telephone Sales RepsJim Domanski

One of the secrets for being more effective and successful in telephone sales is to know the types of objections you are likely to encounter.  When you do, you are never caught off guard because you are better prepared to deal with them.  For instance, here are the top 7 objections telephone reps typically encounter in the initial phase of a call; usually during or right after the opening statement.  I call them ‘white lies’ because the prospect tosses them out because they want to get rid of you not because they’re honest truths. 

Lie #1: I’m in a meeting
When...Read More >>
Two Questions to Close a SaleMike Brooks

I was having breakfast with a client last Friday, Spike Count of the Baxa Company, in Denver right before a training program I was delivering, and we were talking about the importance of asking questions and listening.

He told me that a few years ago he was working for a company selling an IT solution and that while dealing with the Director of IT, he was suddenly in front of the new CFO and had to think fast!  Here is what he did.

He said that while he was leaving a meeting with the Director, he asked him how he could...Read More >>
Sales 2012: What Will You Choose?Colleen Stanley

It’s that time of the year when people set New Year’s resolutions and goals.  Setting goals really boils down to making new and better choices.  It’s as much about what you are going to start doing as it is about what you are going to stop doing. 

This tradition has been going on for years and most of the time it is just rhetoric and hope which eventually leads back to old comfortable behaviors and attitudes.  Here’s three things to consider choosing if you are serious about making 2012 your best year in sales.   

#1:    Choose your “why.”  Many people get caught up in setting goals that are based on other people’s expectations, not their own.  The conversation around the new goal is one of excitement and motivation, however, often lacks the real reason for changing or improving.  Business owners say they want to grow their businesses.   Why?  Salespeople claim they want to make more money.  Why?  

Here’s a quick reality check.  If your why isn’t big enough, you will not do the work necessary to change and improve.  You will talk a good game and talk will be the only concrete action taken.  Take some time to reflect and figure out your why.  Once you figure out your why, ask the second most important question:  What are you willing to do to achieve it?

The most successful people in the world aren’t the smartest or most talented.  They are people who are clear on their why and willing to do the work necessary to achieve their goals.  “I want to grow my business” sounds like the right battle cry for a business owner.  Are you willing to take the risk, put in the hours, hire the team, grow the team and invest in new resources?  Making more money is the politically correct answer for any salesperson.  Are you willing do the work, invest in yourself to get smarter and experience the discomfort that happens anytime you change in order to take your skills to a new level?   (Or would you rather watch another episode of reality TV.)  Get clear on your why.  It is the first step in executing what needs to happen. 
 
#2:    Choose to slow down.  Most salespeople are card carrying members of the busy club.  They are busy networking, busy prospecting, busy selling …they are busy.  Sounds good except too many busy salespeople are not hitting quota.  The problem is most salespeople are so busy that they don’t take the time to analyze their business – current and...Read More >>
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