Original Source
The U.S. must be the only country where haggling is not a part of daily deals. Today’s video blog takes a look at how to be professional in your negotiations. Remember
Related posts:
SPECIAL
Saturday, August 1, 2015
Tuesday, July 28, 2015
5 Secret Sales Skills Every Sales Pro Needs
Click for Original Source
5 Secret Sales Skills Every Sales Pro Needs
I know your boss thinks you are Superman or Wonder Woman sometime, right? Hey, it comes with the territory. But, in all honesty there are some secret sales skills—some almost superhuman powers each sales pro must posses.
Friday, July 24, 2015
Sales Tips: Expert Preparation
Today’s video blog takes you through the preparation needed to be a true professional salesperson. Remember
Wednesday, July 22, 2015
So You Got Your First Sales Job
ORIGINAL SOURCE
Your First Sales Job
So, you got your first sales job! Congratulations and welcome to the greatest profession on the planet. You are joining a long list of some of the most influential people in the world of business—all who started out in sales.
Tuesday, July 14, 2015
How To Answer, “Your Price Is Too High”
ORIGINAL SOURCE 
If you’ve been in sales longer than half-an-hour you’ve probably heard this from a prospective customer when you asked for the order.
If you’ve been in sales longer than half-an-hour you’ve probably heard this from a prospective customer when you asked for the order.Sunday, July 12, 2015
Attitude Is Everything In Sales
No matter how good you are at the art of selling if you’re attitude isn’t what it should be, you’re going to fall far short of your potential. In fact, it’s doubtful you’ll be in the business very long—you’ll need to go somewhere to earn a pay check.
 |
| http://butchbellah.com/attitude-is-everything-in-sales/Attitude Is Everything In Sales |
Attitude is everything in sales. Everything.
Sure product knowledge is imperative and a working knowledge of the process and steps to a sale are necessary, but combine those with a bad attitude and you have nothing. Zip. Zero. Nada.
The great thing is a positive attitude isn’t hard. In fact, it’s much easier than a negative attitude. Simply choose to see the good in life—look for the rainbow and not the rain.
Watch Your Step! Where Is the Sale Going Next?
Recently I did a video blog about the Steps To A Sale and system I use to train and coach salespeople. In it I discussed the fact no single step is more important than another. You can be great at asking for the sale, but if you can’t overcome objections it doesn’t matter. Or, you could be the best in the world at overcoming objections but if you aren’t good at building rapport you’ll never get that chance.
 |
| http://butchbellah.com/watch-your-step-where-is-the-sale-going-next/ |
The point is each step is important.
What is equally important is that you stay in control of those steps. Now in this case there is one more important: the NEXT one. For at each step along the way; from building rapport and establishing an initial oral contract to answering objections and follow up, the most critical step in the process is the next one because that’s where you are taking the prospect.
Rise Above The Competition-Your Sales Will Thank You!
So, your competitor has been talking bad about you in the marketplace, huh? Oh, they’ve been saying the worse things; you’re going out of business, you’re losing this key account, another account is terribly unhappy with you and on and on and on.
 |
| http://butchbellah.com/rise-above-the-competition-your-sales-will-thank-you/ |
We’ve all heard it before. Sadly, it’s not the first time and it won’t be the last.
So, how do you respond? What do you do when your competitor resorts to underhanded tactics like gossip and rumors?
Easy: take the high road. Rise above it.
And, you’ll be glad to know there’s a way you can do it which makes them look like a bunch of junior high school candy sellers!
Friday, July 10, 2015
Video Inspiration: How Big Is YOUR Frying Pan?
Video Inspiration: How Big Is YOUR Frying Pan?
ORIGINAL SOURCE
One of the most popular written blogs ever is now a great video blog! Enjoy!
ORIGINAL SOURCE
One of the most popular written blogs ever is now a great video blog! Enjoy!
Wednesday, July 8, 2015
What Social Selling Is NOT!
One of the biggest buzz words/phrases to hit professional sales in years is social selling. While many believe they know what it means, I find many to be a bit confused.
Instead of defining what social selling is, why don’t we take a moment and see what is is not:
Social selling is not autopilot: It is not designed for you to put all your sales efforts on auto and move along with your marketing efforts. Inbound marketing, social selling—all of those things still require you to interact with, understand and solve a need or want for your customer.
Social selling is not a salesperson: I had a sales manager many years ago call it b2b: belly-to-belly. While you may not meet every customer face-to-face, social selling will not replace the interaction of a professional salesperson.
Social selling is not the answer for a bad product: Nothing can overcome a bad product or service. If you don’t have what your customers need or want, no amount of social selling, email marketing or anything else will solve the problem. You can put lipstick on a pig, but it’s still a pig.
Social selling is not for everyone: It seems as if many people want to flip a switch and let the “computer” do all the work. I’m sorry to break the news to you, but that’s not how it’s done. Social selling isn’t a be all, end all for everyone. It may not have an application for everyone—including you.
Social selling is not the Holy Grail: it won’t replace salespeople, it won’t keep you from having to prospect, have a great product, fill a customer’s need or anything else you’re doing in the natural sales process. Social selling is simply a way for you to introduce yourself to people, answer questions and advance the sales process virtually. Nothing more nothing less.
You may not have to know what it is, as much as you should know what it is not.
Tuesday, July 7, 2015
Why Your Business Will Fail
I've got some news for you and this may or may not come as a surprise, but your business will fail not because you’re not good at what you do. More than likely the reason why your business will fail is because you’re not good at sales and marketing.
Tuesday, June 23, 2015
KPI’s: Key Performance Indicators
As a professional salesperson or perhaps a sales manager you want to know the score. It’s something built into us and part of what makes a salesperson great. I tell people I used to love to mow grass when I was young—absolutely loved it. The reason: I could push that mower 12 feet and turn around and see accomplishment.
 |
| KPI’s: Key Performance Indicators |
As salespeople, we need that feedback. With that in mind, let’s look at a few KPI’s (Key Performance Indicators) every salesperson and manager should be monitoring.
Number of new calls
I’ve said it before and I’ll say it again; if you don’t prospect you’ll have no one to close. The number of new calls is one of, if not the single most important factors in success. How many are you making weekly or monthly? Whatever it is there is a good chance you could make more. But, however many it is—keep up with it. Measure it and try to constantly improve.
5 Tips For Hiring New Salespeople
5 Tips For Hiring New Salespeople
No matter how strong your team may be today, there will be a time when you are tasked with adding new salespeople. You’ll have to decide where to advertise, how to advertise along with several other variables that make the job harder than it should be.
With that in mind here are a few tips for hiring new salespeople. Tips that will save you time, energy and hopefully keep you from hiring something less than a superstar.
 |
| 5 Tips For Hiring New Salespeople |
Create a profile
Some call it an avatar when discussing an ideal customer, but either way you need to decide on paper and in your mind’s eye what you’re looking for. What skills do they possess? What are you willing to teach? What must they already have? This requires taking time to go through and think about industry experience, degrees and all those things you’re going to list in your job description.
Don’t start with ads
My friends in the newspaper industry may not like to hear this, but I strongly advise against “help wanted” ads. Generally the only people reading them are out-of-work…and many of them are unemployed for a reason. Think instead about you seeking out who you want. Instead of making the job the hunted, you be the hunter.
10 Great Open Ended Questions
Whether you’re new to sales or have been in the business for years, continuing to learn the art of asking open-ended questions will go a long way in improving your sales skills and results.
 |
| 10 Great Open Ended Questions |
Before we dive in to some examples, first let me give my definition of an open-ended question: “Any question which requires your prospect or customer to “open up” and elaborate or provide you with detailed information.” Granted, you won’t find that in the dictionary, but that’s what it means to me and you; to get the prospect to open up and talk.
Conversely, a closed-ended question allows them to shut down and answer with a single word that gets you nowhere. The simple definition is an open-ended question can’t be answered with one word—it’s requires thought and therefore gives you that more detailed answer and information.
So with that in mind, here are 10 Great (according to me) Open-Ended Questions
1. How has the drop in oil prices (or any big event0 affected your business today versus a year ago?
2. Tell me about how you got started in this business?
4 Tips For Generating Leads
As a professional salesperson your time is best spent in front of someone who has the ability, need and desire to purchase your product or service. Unfortunately, there a few things which must happen in order for you to get there.
 |
4 Tips For Generating Leads |
First, you have to have a lead in order to turn them into a prospect. If you will, consider a lead a “suspect” who has the chance to be a “prospect”.
Here are 4 Tips For Generating Leads:
Partner With Other Vendors: Talk to other vendors who do business with your customer. Where do they go when they leave your customer’s office? Many times you both share the same (or very similar) customer base and forming a strategic partnership could pay dividends for both of you.
Networking: We’ve all heard “birds of a feather flock together”. Well, it’s true for customers, too. When I talk about networking in this sense, I mean go where you customer’s are going. Where do THEY network? The odds are good they will be around people in similar businesses or industries.
Sponsorship: What type of industry event or cause do your customers follow?
How Do You Handle Rejection?
I’m frequently asked the same question many times when speaking to or training salespeople, “How do you handle rejection”? They want to know how I (and others) keep from letting rejection interfere with our sales success and goals.
 |
| How Do You Handle Rejection? |
I’ve had people who would have otherwise made phenomenal salespeople have their career either derailed or curtailed by the fear of rejection. Some I’ve known have chosen not to pursue a career in selling for the same reason.
So, what’s the secret?
The secret is: there is no secret.
Everyone has the same feelings, it’s only what you choose to allow to bother you. The biggest problem many times is the fear of rejection is worse than the rejection itself. Someone who hesitates to go into sales for fear of rejection has let the fear stop them and not the rejection—they haven’t been rejected yet.
If you’re in sales long enough you will. It’s part of the gig. It comes with the territory.
As a professional you have to understand the prospect isn’t rejecting you—just what you have to offer. It really is just that simple. But, for some reason people think rejection is the biggest soul crusher in the world.
- I would rather deal with rejection than be a police officer or firefighter and put my life on the line.
- I would rather deal with rejection than be a nurse or doctor who has to tell a family their loved one passed away.
- I would rather deal with rejection than be an attorney assigned to defend a client I know is guilty.
Subscribe to:
Comments (Atom)