Trust me when I tell you that these three simple rules are the bedrock of success in sales. Eighty percent of your competition won't do these things, but if you will, you will smoke them in sales. In fact, you can become a Top 5% or even a Top 1% producer if you will just take the time to make these rules daily habits. Remember - first we form habits and then they form us!
Honesty and integrity in sales. Those are two words that are not often associated with the profession. Dishonesty in a sales person's resume means they don't play on my team. There are more than enough statistics to support the issue of what I call "resume inflation."
Whether you think you can, or you think you can't, you're absolutely right. Henry Ford Attitude is the key success factor and the foundation to your success. What is attitude? Attitude is your way of thinking or behaving. Read on to use Attitude to accelerate your success!
Robert got what he wanted by deciding what it was and then taking action until he achieved it. It wasn't clever, it wasn't pretty but it worked. And a lot of salespeople and business builders that I know could do with being a bit more like Robert.
Social dynamics is the science of using nonverbal sub-communication to influence others. The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don't even know we're doing anything wrong because we haven't been taught. So, that said, what can we do to make sure we don't short-circuit all of our efforts by using improper social dynamics?
Framing is the art of shaping the meaning of a situation, behavior, thought, word or phrase. It is deciding what this situation in front of you is going to mean to you AND it is helping others decide what the situation is going to mean for them. There are three aspects of framing: pre-framing, re-framing and de-framing. Each of these skills has its own place in your sales presentation.
Today as you face a day of cold calling or prospecting, I hope that you, too, remember the crucial lesson I learned all those years ago. That no matter how discouraged you get when cold calling or prospecting, never give up - because the very next phone call you make can change your day, or your career.
"Why do you guys always buy your candy from this candy store and not the one across the street?" The young boy replied as he pointed to the candy store across the street, "They take our candy away from us. Are your customers perceiving you as the one who adds to the value of their purchase or the one who takes the candy away? If you are not being perceived the way you want, do things to change the customer's and prospect's perception.
Salespeople often allow popular to win versus right. For example, it is time for an account review, a manager inserts himself into the process and informs the salesperson of what is going to be done in that meeting. The salesperson listens to the strategy and knows that it is not right for the account. However, the sales person says nothing to the manager.