| 16 Excuses Sales People Need to Stop UsingKelley Robertson | | Sales people make a number of excuses why they can't reach their sales targets or why prospects and customer don't buy. Here are just a few:
1. Our prices are too high. This is one of the most common excuses that sales people use and even when companies reduce their price, those sales reps still often fail to reach their targets.
2. The competition is cheaper. While there will always be companies who sell the same or similar product as you, very seldom is the competition as cheap as you think. However, smart buyers will often try to... Read More >> |
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| Be My GuestKelley Robertson | | In recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term.
A simple word like guest versus customer can make a dramatic difference in the way we perceive the people who pay our salaries. A customer is someone who makes a purchase. A guest, on the other hand, is someone we welcome with open arms and look forward to interacting with. A guest... Read More >> |
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| Feeble Questions Can Kill Your BusinessKelley Robertson | | "Would you like to know the difference between these products?"
"Can I explain what makes us different than our competitors?"
"Is saving money important to you?"
"Do you want this feature?"
Do you ask these questions or variations of them?
I certainly hope not. They are feeble questions and they do nothing to help you stand out from the crowd or give people a reason to buy from you. Yet, many of the salespeople I encounter still have a tendency to ask these types of questions.
Let's face it. Selling today is a heck of lot more challenging than it used... Read More >> |
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| 17 Best Practices of Top Performing Sales PeopleKelley Robertson Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it's because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.
1. They set HIGH TARGETS and goals. Top performers don't wait for their manager to issue an annual or quarterly quota. They set their own goals which is usually more ambitious than the corporate targets.
2. They carefully PLAN their quarter, month and week, as well as their daily schedule. Too many sales people fly by the seat of their pants and only look at the day or week ahead instead of planning their month and quarter. Look at the big picture.
3. They set OBJECTIVES for every sales call. It is essential to know exactly what you want to accomplish before you make your call (face-to-face or telephone).
4. They ASK high-value questions that probe to the heart of the issue. Sounds simple but most sales people fail at this and ask weak, feeble questions. Top performers are comfortable asking tough questions that make their prospect think.
5. They LISTEN carefully to what their prospects & customers say. You can ask all the questions in the world but if you don't hear what people tell you won't be able to present the proper solution. Instead of waiting for your turn to speak listen to your customer.
6. They CLARIFY the issue when they are unclear what their prospect means. People often say things that are unclear and most sales people assume they know what their prospect means. Top performers take the time to fully understand by asking "What do you mean by that?" of "Can you clarify that for me?"
7. They WAIT TO PRESENT their product, service, solution or idea until they know exactly what their prospect's situation is. The majority of sales people jump too quickly into their 'sales pitch' but top performers are patient and wait for the right moment.
8. They begin every sales presentation with a brief RECAP of their understanding of the prospect's situation. Again, a simple concept but one that is greatly ignored by many sales people. A quick summary of your customers' situation give you the opportunity to ensure that your presentation addresses their key issues.
9. They know how to ADAPT their sales presentation if their prospect's situation has changed. Making changes on-the-fly is challenging but it is one way to stand out from your... Read More >> |
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