Sales Management and Effectiveness teams often focus on the top or bottom performers. They ignore about 60% or more of the people driving revenue. Here are 6 ideas to coach and obtain incremental success from 60% of your revenue force.
With time the perspective towards Sales activities has changed for the good. It is no longer a battle; rather is a win-win situation for the buyer and the seller. This way it becomes crucial to understand influential selling as the old tactics may no longer work.
Update your Testimonials!
"When you say something about yourself it's bragging. When other people say it about you -- it's proof!" (Jeffrey Gitomer)
How good are you at collecting testimonials from your happy customers?
Great? Then well done, keep it up!
You're in the minority though! Many business owners simply never get around to it, or are a little bit nervous about asking or don't do anything with them once they've got them.
Here are some 'off the top of my head' thoughts when it comes to testimonials.
Ten Testimonial Tips...
How resilient are you?
Reading a recent newspaper article by Adrian Furnham, professor of psychology at University College London, reminded me of just how importance resilience is when it comes to achieving success.
In fact I would go as far as to say that you would struggle to succeed in anything without resilience.
Did you know that, without meaning to, you're turning away up to 40% of your potential customers?
Let me explain. In a nutshell, when choosing products or services, your customers will be motivated by one of two things; pleasure or pain. Never is the pain and pleasure principle more apparent than in the selling arena...
When a company fails, the usual reasons get trotted out; "unfavourable market conditions" "the longest recession since xxxx" "fashions have changed" "the internet".
Maybe it's the same if you don't reach your sales targets?