plan to reduce in sales

Posted on February 27, 2012 by ResultzCorp | Permalink 0

Reduce

Excessive questioning:  As we have said from Day One we need to ask questions to get information from the prospect.  It is also important to use infrequent questions as a ’following skill’ to prompt the speaker to continue speaking.  Questioning can however, be a real roadblock.

i)              You can ask too many questions and not keep out of the way of the speaker.  (The client might be talking about their needs or how good the product is – let them go.)

ii)            You can ask questions and guide the conversation where you want it to go.

iii)         You could ask excessive questions to form an opinion from your own point of view, e.g. “Did you go to ABC winery, when you were down south?”.  After questions, advice can follow.

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How to sell

Posted on February 24, 2012 by ResultzCorp | Permalink 0

Plan to Reduce Roadblocks

Praising:  We all know to pick out something about the prospect’s home or business in which you have common ground.  Unfortunately people fake being interested in something and this can backfire because praise can be a roadblock, i.e. prospects may think you are manipulating them to obtain a sale.  If you see something that genuinely interests you, be specific in your praise but:

i)              don’t compliment the person – compliment the action or thing;

ii)            don’t compliment the obvious; and

if you feel intimidated or inferior, it’s probably better to leave the compli­ments alone – you are likely to sound patronisin

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Selling invironment

Posted on February 20, 2012 by ResultzCorp | Permalink 0

From Day One we have discussed that it is important for the elite sales professional to steer well-clear of roadblocks to communication.  There are 12 roadblocks to communication.

The major roadblock to communication is judging.  It lies in the natural human tendency to judge, to disapprove or approve of the statement of the other person.  Your primary reaction is to evaluate what is being said to you, to evaluate it from your point of view and your frame of reference.

There are four main roadblocks to look for in the environment.

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selling tips

Posted on February 17, 2012 by ResultzCorp | Permalink 0

The Planned Presentation

The eight minor goals or stages of the sale are:

 

  1. Preparation (Qualified appointment)

 

  1. Affirmations

 

  1. Meet and greet

 

  1. Rapport build/common ground

 

  1. Needs analysis

 

  1. The Presentation

 

î   Unique Benefits (USBs)  of Company, Product and service offered

î   Testimonial letters

î   Investment options

 

  1. Close

 

8.       After presentation follow up

Developing Your Planned Presentation

I highly recommend you get hold of a lined book, so you can write down any tech­niques that you read or hear from sales tapes, conferences, sales colleagues and sales managers.  Gradually you will build a bible of ideas and techniques that, when used, will make you a champion.

To make the techniques from this conference a part of your sales, you must read the notes weekly and make the affirmation “I always read all my notes weekly” and you will be stunned with the results.  Gradually the techniques will become programmed into your subconscious, so that you will use them without consciously thinking about it – it will happen like magic.

 

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sales battle plans

Posted on February 13, 2012 by ResultzCorp | Permalink 0

The dividing of the sales process into minor goals or stages allows you to determine where you are at and what other goals you must achieve in order to get the sale.  It also allows you to analyse where you went wrong on previous sales calls and the areas in which you must improve to gain more sales.  Each stage can be looked at as a mini-sale.  Your pre-planned presentation is about putting together these stages. We must formulate a battle plan.  It doesn’t take long, it’s not that hard, and today will enable you to do just that.

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Planned sales presenting

Posted on February 10, 2012 by ResultzCorp | Permalink 0

Playing it by ear is the most commonly-used method of .  It suffers the weakness of depending upon the mood and experience of the sales person.  If you’re in a bad mood, you tend to do a bad presentation.  A scripted presentation suffers the weakness of not allowing for variations and can sound mechanical and impersonal.The planned presentation involves breaking the sales process up into minor goals or stages and pre-planning the best words, sales aids and actions to achieve these goals.  It is the most effective method because it combines the strengths of playing it by ear and scripting.  As Tom Hopkins says ’Practice’, ’Drill’ and ’Rehearse’

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sales plans

Posted on February 1, 2012 by ResultzCorp | Permalink 0

It frustrates me immensely to convince sales people that, if they don’t know what they are going to say and do when they are in front of the customer, it’s too late.  If they don’t know how to word their introduction, conduct their presentation (using a presentation folder), cover common objections and close the sale using specific closing techniques, they are destined to be average. Ironically some sales people think that by getting along with prospects or clients, telling jokes, chatting about sports and the weather and ‘winging’ their way through unexpected challenges will get them by.  They also might say, “Some day I’ll make a study of how to respond to them (prospects or clients), but for now I’m doing all right.  When I’m in front of the customer the adrenaline is going and sometimes I come up with some really good stuff”.  Sure you do.  That’s why you are breaking sales figures and making $100,000 per year.  The pain of every change is forgotten, when the benefits of that change are realised.

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direct sales

Posted on January 28, 2012 by ResultzCorp | Permalink 0

Today we will learn the right things to say in sales, with empathy to directly increase our conversion rates and incomes. I wanted to make a difference in my life and do something that I believed in.  The highlight of my life comes when people take this training, go out with it and achieve elite conversions.

closing sales, sales psycology, sales speaker, selling

the best sales people!!!

Posted on January 26, 2012 by ResultzCorp | Permalink 0

Every elite sales professional that I have met, has gone through the hard use of sales skills and knowledge to achieve high earnings.

Many of the people going through this conference will put the techniques from Day One and Day Two interactively into their sales, and will double their incomes.  Like the doctor, lawyer, and athlete, we have to put in the work in order to achieve the results.

The golfer uses a club, the tennis player a racquet, a carpenter a hammer, a mechanic a spanner, as tools to get things done.  As sales people, our tools are our techniques, listening skills and our mouth.  We recognise that sometimes the golf ball or tennis ball is hit wrong.  Saying the wrong word or sentences as sales professionals can be likened to this.  It can be the difference between making and not making a sale.

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the truth – clod calling

Posted on January 23, 2012 by ResultzCorp | Permalink 0

What we find hard to accept is the truth – elite sales people, like elite athletes, simply do the basics very well.  A lot of sales people believe they can ’wing it’ and not learn the basics.  The sooner they get rid of this illusion, the sooner they can get on with being the elite professional through the use of basic techniques.

If you find that ’’, ’networking’, ’presenting’ or ’closing’ are hard, it’s because no one has taught you a professional way to do it or you haven’t applied the skills effectively.    Sometimes when people fall out from sales they say, “I wasn’t pushy enough”.  We must realise that they never learnt how to prospect, contact, qualify and close professionally.

 

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great sales people

Posted on January 19, 2012 by ResultzCorp | Permalink 0

We have talked about the way that we communicate as being learned responses.  We have learnt the way we communicate from our parents and they learnt the way they communicate from their parents.  Some people communicate naturally.  What seems natural is usually their good fortune of learning how to communicate effectively from early childhood.  Most of us were taught by well-intended parents, who themselves were taught inadequate ways of communicating. There has never been a ’great salesperson’ who was born a ’great executive sales­person’.  Psychologists argue whether it is instinct or learning that causes us to jump at a sudden loud noise, but they agree that everything about is learned.

New business sales, sales speaker ,

sales success

Posted on January 16, 2012 by ResultzCorp | Permalink 0

Few people take time to plan for success.  Few people succeed.  Most remain as wanderers, like a cork on the ocean, and are blown in the direction of the prevailing wind.  They don’t succeed because they don’t plan and control their success.  Today we will learn how to plan our introduction, presentation and close.

The exciting thing is that everybody has the skills, knowledge and drive to apply them and make themselves highly successful.  These qualities can be expanded and intensi­fied if you are willing to invest time and effort into yourself.

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sales presenting and speaking

Posted on January 16, 2012 by ResultzCorp | Permalink 0

Those who believe they can wing it without the psychological sales techniques are destined to either fail or work long and hard for very little, until they’ve learnt the skills through trial and error. 

There is a natural resistance towards new learning as we discussed in Day One.  I am hoping that you have the courage to deal with this resistance.  The sales skills in this section have been tried, tested and proven well and truly before I interactively used them.  These techniques work when they are applied correctly.

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sales and the origins of

Posted on January 13, 2012 by ResultzCorp | Permalink 0

When the great depression took place, sales were often the only work available, and the difference between making good money and bad money was your sales prowess. Things haven’t changed. There is a huge difference between the elite professional and the average sales person who has not developed the skills. If you want to become a doctor and earn a lot of money, you have to study intensively for six years.  If you want to be a lawyer, you also have to study intensively for six years.  If you want to be an engineer, you have to study intensively for at least four years.  If you want to be a motor mechanic, a carpenter, a builder or a plumber, you have to do your apprenticeship.  We must recognise, for our own benefit, that we need to work smart to stand out from the rest and achieve the elite conversion rate.  We must practice and rehearse better ways of .

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sales speaker

Posted on January 10, 2012 by ResultzCorp | Permalink 0

has been around since primitive man.  We now know that stone-age man travelled great distances to obtain items that they could not get on their hunting ground.

The open-air markets were the next stage in the development of selling.  The merchants and traders went from there to open up shops to trade with the public.

In the 1800s extreme development took place and selling, as we know it was born.  Wool mills were started, railroads were being built and the travelling salesman was born.

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sales presenting

Posted on January 4, 2012 by ResultzCorp | Permalink 0

The elite professional will have written down ways of covering common objections, will have memorised them, role-played them and even come up with ways of handling objections that they have never heard before, just in case they do.

There are three types of presentations:

  1. Playing it by ear
  2. Scripted
  3. Planned
closing sales, sales presenting, sales psycology, sales speaker

test post

Posted on December 5, 2011 by pete | Permalink 0

test post

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