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Develop your potential as a certified sales professional
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Grow your impact as a certified sales leader
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Join the elite group of sales professionals and leaders
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Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
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Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
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Be inspired by our Facebook Live series spotlighting top women influencers
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Standards of Conduct
Common Questions and Answers
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1. Play from a 10. Attitude is your ability to access your skill. If you’re not on top of your game, you won’t make many sales. We all know that, yet many salespeople don’t fire on all cylinders when they need to. Try measuring your attitude on a scale of 1 to 10 and concentrate on ensuring that you are on top of your game for all important sales tasks such as prospecting, meetings, presentations, negotiations…
2. Believe & achieve. If you believe you can, you’re probably right. If you believe you can’t, you more than definitely are! What you believe is one of the biggest predictors of what you will accomplish. Believe you can maintain profit margins, guess what you’ll fight to achieve? Believe you can’t, and guess what? Oh dear! Ask yourself, “What do I need to believe to achieve sales success?”
3. Care about your clients. Many clients don’t engage with salespeople fully or honestly because they have been “abused” by a salesperson who was only interested in themselves at some point or other. Most salespeople care only about the sales and themselves, not their clients. Prove you are different by focusing on adopting the mindset of genuinely caring about your clients.
4. Set big goals. Set your sights on the stars. Go for gold. Think big and go for it. Mediocre goals and targets are for sales wimps not sales superstars! What do you want to achieve in 2010? What clients do you want to engage with? How much revenue do you want to secure? What are your goals for yourself, your business and your life?
5. Take action. Nothing happens when no-one does anything. Most people sit chatting, surfing the internet and faffing around with their “to-do” piles whilst sales winners make money. What can you do today that will take you one step close to your dreams and goals?
6. Ask great questions. Sales superstars ask great questions. Great questions come from a mindset of genuine interest in the client, their business and their life. Do an audit of your questioning skills and habits. Plan and design some new questions to try out. What can you do to improve your questioning techniques?
7. Listen. No point asking questions if you don’t listen to the answers. Listen to what your clients say. Listen to what they nearly say. Listen to what they didn’t say. Listen to what they meant. Listen to genuinely understand. Listen without an agenda. The objective of listening is to understand, really understand, what your clients are talking about… from their perspective. How would you rate your listening habits?
8. Add value. How can you add value for your clients? How can you help your clients? Without knowing how you add value you will be constantly battling with your clients over price. You should be selling on value not price. What questions can you ask your clients to better understand why they want and need you and how you add value.
9. Match don’t pitch. Pitch – the worst and most misleading word in selling. Pitch is what you do to a baseball, not a client.Dictionary: Pitch – to throw, fling, hurl, or toss. So that’s going to work then! You shouldn’t talk solutions until you know what a client wants and needs and why. Match don’t pitch. Ask yourself, “What does this client want and need and why?” Don’t guess, ask!
10. Keep learning. Everyone makes mistakes. Everyone loses sales. Everyone gets knocked down by the express train that is life. How fast are you going to get up and what are you going to learn so that you can perform better next time? Great salespeople keep theirsales techniques and sales strategies sharp by reading sales books, attending sales seminars, learning from others and self-assessment. Do you?
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