Relationship Selling: Understanding the process.

Running with You the rep.

As a rep are you able to view  the selling process through the perceptions of the buyer?

You need to understand that buyers want to buy , not be sold, if the buyer is engaging in a high risk purchase that involves  a long term commitment they are 100% looking for relationship selling , trust and security that they will be able to count on you and your company. ( Are you going to be able to deliver on what you promised).

Buyers want to establish a long term relationship with You the sales rep it gives them a sense of security , therefore the most effective and efficient way to work in selling is to help buyers buy better and smarter.

With greater understanding into buyers needs and priority ,You the rep are in a better position to communicate and demonstrate to them that You are here to help them in every step of the way to achieve their desired goals and objectives.


Till nest time go sell your way to success.

Post by Kyle Daines .

Buying Motives

Running with You the rep.

Buying Motives fall into two main categories:

Rational Motives :

• Gain or saving of money  - Greater profits , improved efficiency.
• Benefits -                             Product Quality.
• Protection / Security -         Confidence in the supplier and product/service . 
• Approval of others -            Recognition.

Emotional Motives :

• Satisfaction -                      Using a product / service connected to pride.
• Pleasure -                           Appearance and design.
• Fear -                                 Fear of competition , Fear of how other people will react.
• Envy -                                Wanting what others want , wanting the success of others.

Buyers want those goods and services that will bring them the maximum benefits , this means describing a product / service in terms of what it does for the buyer .

Till next time go sell your way to success.

Post by Kyle Daines

7 Action Steps To a Successful Sales Team

Running with You the rep .

Today's post is going to look at Sales Management - As a rep read the below and see if your Sales Manager / Director does the following to ensure a successful sales force .

Step 1 - The Foundation : What is your sales strategy , i.e.  how are we going to go about in growing sales from existing clients and growing our client base by bringing on new clients.

Step 2  The Sales Force Structure:  looking at how external and internal sales operate as one .

Step 3 Employing the right people:  Hunters Vs. Farmers , most business need both.

Step 4 . The Sales Process:   From the start of contact with the client , to closing the sale , to after sales relationships.

Step 5 .Sales Technology : how well does your company use and implement your CRM system.

Step 6 - Targets : Is your sales manager constantly looking at the key numbers , making sure everything is going to plan , and if it isn't what changes are they putting in place.

Step 7. Sales management process : This brings all the above 6 steps together .

Till next time go sell your way to success.

Post by Kyle Daines

Closing Techniques

Running with You the rep.

As a professional salesperson how many different closing techniques do you know / can name and deliver ?

Here is a quick summary to help and guide you :

1. The Alternative Close - Here you offer the buyer a choice of alternatives, this helps him make up his mind about which service / product will best suit the business.

2. The Concession Close-This makes the buyer feel that he is getting the best of a bargain.

3. The Summary Close - You summaries the reason why the customer should buy.

4. The Confident Close -  This close focuses on the benefits of the product ,service of the company.

5. The Proof close - Use during your presentation reference to your customer who has benefited from using your product / service.

6. The Isolation Close -  Find out with great questioning techniques what is holding the customer back , isolate his objection -confirm with them that is answered they will buy from you .

7. The Puppy dog Close -  Where you actually let the client try it , test it and sample your product/service before they buy.

8. The Direct Close -  Ask the client " Can we get the paper work ready ? "

Till next time go sell your way to success.

Post by Kyle Daines .

Become a STAR salesperson:

Running with You the rep.

The STAR salesperson in the company are the ones who are always:

S - Staying focus and successful.
T -Tenacity( they have dogged determination to achieve their goals) .
A- Always prepared.
R - Resourceful.
Till next time go sell your way to success.

Post by Kyle Daines

Cold calling success.

Running with You the rep.

Here is a few action points to run with to help you with cold calling .

1. You have to be totally prepared - you have to know your sales pitch off by heart , you have to know what type of objections are going to be given to you and how are you going to over come them.

2. Your attitude - How you view cold calling will determine  your success , its part of sales , start enjoying and embracing the challenge .

3 .  Reflect - look at a few of your last cold calls , see which ones where successful and why ? , and look at ones that where unsuccessful and why ? Understand what your strengths and weaknesses are - we all have them.

4. Understand that rejection is part of the sales game , don't let it get you down , learn and grow from it.

Till next time go sell your way to success.

Post by Kyle Daines .

ATTITUDE WHEN HANDLING TELESALES OBJECTIVES:

Running with You the rep.

1. Always Stay positive: The easiest way to do this is to always think “Why I am I doing this job”? MONEY, LIFESTYLE, FAMILY etc.

2. Stay friendly: SMILE, this vital if you are having a bad day, it will reflect on the phone and alter your telephonic personality, smiling helps counter this.

3. Be enthusiastic: Remember always have a conversational tone with your client / prospect (As you would do when talking to a friend). When a client / prospect gives you an objection, don’t view it as a NO, look at it as an opportunity to persuade and sell.

4. Preparation : Have a good idea what objections will be thrown at you , know how to counter them , do your research before you make the call , cover all bases , know your client/ prospect , use various social media platforms to search for information about your client.
Till next time go sell your way to success.

Post by Kyle Daines

Buyers Thinking.

Running with You the rep .

Understanding how buyers think and decide is vital for any salesperson , here are a few key aspects to take into account when a buyer is deciding on your product/ service.

1. The buyer is looking to see what is the difference in your product/ service compared to your competition .

2. The buyer is looking to see if you and your product/service offers better value and if there is little or no risk associated in doing business with you and your company

3. The buyer is looking to see if they can trust you , that you will deliver on what you have presented.

Till next time go sell your way to success.

Post by Kyle Daines

Lets be more VALUABLE:

Running with You the rep

 Yes, your boss uses the word, of value, be of value, take it a step further, be

-V have a vision
-A accept that you are part of a team, you can not do it alone
-L lead by example
-U understand people, get to know what makes them TICK
-A attitude is a key factor, have the right mental attitude
-B bring in the numbers
-L learn, keep on learning
-E encourage who ever you come into contact with.

Till next time go sell your way to success.

Post by Kyle Daines.

23 Competencies for Sales Excellence FROM BACK IN THE DAY????

Running with YOU the rep

Funny how some sales stuff does not change, ok may be put into new world sales????

1 Product knowledge, amazing how many reps miss this point
2 Identifying needs
3 Listening -still today reps talk to much, and do not listen, yes really listen, for the silent meanings
4 Time management, unreal, the biggest single factor in reps being poor at their jobs, I have been research time, how people, not only reps use it, 8 out of 10 on average poor??
5 Drive, persistent
6 Motivation
7 Establishing Credibility
8 Attitude
9 Communication skills
10 Reading people ( today how they think)
11 Probing ( today, questioning techniques)
12 Self Confidence
13 Follow up, so many reps follow up to late, or do not follow up??
14 Empathy Genuine caring about about the client, (many to day think of the deal only)
15 Well Organised,( sales admin, has automated CRM systems helped)
16 Honesty in dealings, ie ethical
17 Closing the deal
18 Rapport building
19 Patience, ( understanding the sales cycle time frame)
20 Adaptability
21 Personality, not being boring
22 yep, Telephone skills, thought I would leave this one out!!!!!!
23 And today I add, online, social media, skills.

Till next time go sell your way to success. Post by Kyle Daines

Growing every Day

Running with You the rep.

YES are you growing every day in the sales game, have you listed down the areas you still need to
learn in the selling profession.

Even if you have been selling for 10 years, there will be new ways, new technique's to grasp.

Success is never final, it is an ongoing day by day thing, list what 5 areas you are really great at, then ask yourself why

You must do this personal review, critical, as most sales people only hit target 60 % of the time.

Check out your peers who is really, really successful?????

Look at your POTENTIAL, you have it, but give yourself a kick now and again.
Till next time go sell your way to success.

Post by Kyle Daines.

How does your buyer view you ??

Running with You the Rep.

Does the buyer you call on / deal with just see you as a provider of a product/ commodity?
Or are you seen as a provider of improved business results / solutions for the buyers business? - Some one that is driven by change management it  is vital as a sales professional that your business acumen is up to standard .

till next time go sell your way to success.

Post by Kyle Daines .

www.saleswisdom.co.za

Effective time management .

Running with You the rep .

 A key aspect to building successful relationships with your customers is the quality of time spent with them , by understanding the importance of managing your time effectively one is able to identify and correctly segment your customers i.e. knowing which ones need extra care and attention .    
Till next time go sell your way to success.

Post by Kyle Daines

My Top Sales Movies

Running with You the Rep.

Herewith my top Sales movies that i have watched - and i absolutely loved every minute of them.

1. Glengarry Glen Ross - with Al Pacino, and jack lemon.

2. The boiler Room - Telemarketer / Telesales 101.

3. The Prime gig - With Vince Vaughan ( Similar to the boiler room but still a great watch).

4. Two for the money - Another Al Pacino , what can i say he is a great actor.

5. Jerry Maguire - Which Sales man doesn't love the line " Show me the MONEY"!!!

6. The Wolf of Wall Street - Do i need to say more ? / The simpleness behind the whole " Sell me this pen ".

Not only are these movies fun and a great watch - there are little sales tips in each one that can help you as a rep - it's literately fun learning.

Hope you guys have seen and enjoyed theses movies as much as I have.

Till next time go sell your way to success.

Post by Kyle Daines

Think of These 7 points:

Running with You the rep .

Here is a checklist that will help you have Sales wisdom: 

1 Do you have CLARITY regarding your role in sales.

2 Do you understand your PURPOSE in sales.

3 Do you have sales GOALS: besides for just hitting your target. 

4 Do you CHALLENGE your self every day yes O.K. 4 days a week, you do procrastinate

5 Do you have sales STORIES to tell your prospect , you don't want to be seen as average. 

6 Do you deal in HONESTY with your clients.

7 Do you have an all round sales STRATEGY this is sound and gets results. 

Till next time go sell your way to success,


Post by Kyle Daines.

THE MILLION DOLLAR PERSONAL SUCCESS PLAN

Running With You the rep :

Here are a few great steps to helping you guys to go out and achieve your goals - done by Paul. J . Meyer ( 1962) they are still so relevant - ENJOY !

1: CRYSTALLIZE YOUR THINK : Determine what specific goals you want to achieve. Then Dedicate yourself to its attainment with unswerving singleness of purpose,the trenchant zeal of a crusader. 

2: DEVELOP A PLAN FOR ACHIEVING YOUR GOALS,AND A DEADLINE FOR ITS ATTAINMENT: Plan your progress carefully; Hour by Hour , Day by Day , Month by Month. 

3: DEVELOP A SINCERE DESIRE FOR THE THINGS YOU WANT IN LIFE: A burning desire is the greatest motivator of every human action. The desire for success implants " Success Consciousness" which in turn,creates a vigorous and ever-increasing " habit of success". 

4: DEVELOP A SUPREME CONFIDENCE IN YOURSELF AND YOUR OWN ABILITIES: Enter every activity without giving mental recognition to the possibility of defeat. Concentrate on your strengths, instead of your weaknesses...on your powers,instead of your problems. 

5: DEVELOP A DOGGED DETERMINATION TO FOLLOW THROUGH ON YOUR PLANS , REGARDLESS OF OBSTACLES, CRITICISM OR CIRCUMSTANCES OR WHAT OTHER PEOPLE ,THINK ,SAY OR DO: Opportunities never come to those who wait- they are captured by those you dare to ATTACK. 

- Paul. J . Meyer ( 1962)

Till next time go sell your way to success. - The Sales Wisdom team.

Post by Kyle Daines.

Without strong sales skills – You won’t be able to:

Running with You the rep.

1. Create new opportunities with prospects, new clients and existing clients.
2. Penetrates decision makers.
3. Inspire clients to pursue new idea & possibilities.
4. Understand clients buying processes.
5. Move opportunities forward for win/win.
6. Stand out against the opposition. 
7. Make a compelling business case for buying XXZ from you.
8. Present solutions, overcome objectives & win new business on an ongoing basis.

So what daily practices are you putting in place to improve yourself . 

AS A SALESPERSON YOU ARE YOUR COMPANIES GREATEST ASSETS- IT’S TIME TO START INVESTING IN YOURSELF. – Sales wisdom team.
Till next time go sell your way to success.

Post by Kyle Daines.

THE PSYCHOLOGY OF SELLING:

Running with You the Rep :

It comes down to if you believe you CAN SELL and that you WILL SELL!! This inner self confidence will translate into actual results. (YOU HAVE TO BELIVE, BEFORE YOU CAN ACHIEVE).

1.This inner belief has nothing to with the product or service you provide (granting if you do believe in your product and service it does make the sales process a lot simpler).

2.  IT’S UP TO YOU TO KNOW – 

 

• Your product and service is better than your competitors.

•It is vital that you know your product / service inside out, your product knowledge will help build this self-confidence.

• Before you make a sales call, you must understand you will deal with objections and how you are going to counter these objections.

4. With self-confidence and the proper preparation, you will be able to sell anything to anyone. Remember that perfect practice makes perfect, keep building each day, every day on your selling skills and your self-confidence will grow.

There are going to be days that are tough in the sales trenches, when you come back to the office feeling beaten and bruised – NEVER GIVE UP, or let a prospect get the better of you in such a way that it will dampen your spirits. A CHAMPION sales person has a great mental attitude and can remain strong and positive in difficult times.

Till next time go sell your way to success. 

Post by Kyle Daines . 

Your Sales image:

Running with You the rep.

Great salesmen view themselves differently from the rest of the pack - they see themselves as not just other salesperson but rather as advisers ,consultants and some what as friends to their customers always willing to help ,turning issues into opportunities . The way you position yourself in the mind of the prospect,the way the prospect feels and thinks about you is a vital aspect whether they decide to buy from you or not.

Till next time go sell your way to success.

Post by Kyle Daines