Monthly Archives: January 2013

The Sales Professional that Makes the Future

There are a lot of salespeople out there doing the best they can. You probably already met a few when you began in the business, and as you become more successful, you are going to meet more of them. These people are your peers, and while the names and faces may change over time, there are certain principles that will remain the same. The question is: what sort of salesperson are you? Are you someone who is setting the trends, or someone who is following them? The hidden secret is that there are benefits to being both, and either is better than neither.

A Future in Sales Starts with You

To be clear, the person who sets the trends has a distinct advantage over the people who follow. As a trendsetter, you will be able to ride the first wave, which means more momentum to carry you further. That does not guarantee that you will be able to go longer than anyone else, though. Resting on your laurels is one way that those who innovate shoot themselves in the foot. If you are someone who innovates, then you will have to temper that with perseverance.

Following Maps is Not a Sin

You will often hear sales motivation experts and professionals talk about the sins of being a follower, and the virtues of being a leader. What is rarely discussed is that it is the “first follower” that makes the leader worth following; if you are someone who follows a course another has charted, you are showing others that it is worth following in the first place, making you a leader yourself. For those who are developing team-based strategies, being a follower is an important position because it sets a precedent for others. That can lead to much larger collective gains than a single trendsetter could do alone.

History is Written by the Winners

It is no myth that those who succeed will be the ones who are studied and followed afterward. Regardless of how you began your path toward success, the most important part of continuing to be a strong salesperson will be maintaining and gaining momentum. We all remember the names of several popular brands of products, but we do not always know the people who invented them. Likewise, you have a brand to push. Put it before yourself, and with time, it will carry you toward greater heights.

Sales Rehab – 28 Days to Recovery from Negativity Addiction

We all live in a world where negativity pervades our every moment. You might think that the previous sentence is too drastic or is an exaggeration. Unfortunately, it happens to be true. It is only that we are too attuned to all this negativity that it has slipped into our subconscious. As such, we do not readily perceive that there is so much negativity that surrounds us. Being in sales means that we are always subjected to negative thought processes – whether from our bosses or from our clients. However, that does not mean we need to subject ourselves to the same negative processes or allow it to bog us down. There are ways and means of avoiding the negativity that we can utilize which will help us become better people and in the long run, give us the ability to excel even further as effective sales personnel.

Distance from Current Environment

First of all, the best way to overcome this addiction to negative techniques is by slowly distancing yourself from the current environment. It will be difficult especially as a first step because your team members might not appreciate your withdrawal from them. It might also be that you will find yourself being excluded just because you no longer want to be a part of their negative culture. However, it is important that you are strong and keep the faith. In this aspect, it would be good if you have a positive environment at home with support from your spouse or friends. At the very least, you know that you are doing the right thing.

Know How to Act and React

Now that you realize that negativity is affecting every aspect of your life, you should also be more conscious of how you act and react in all sorts of environments. Are you sarcastic and do you love making jokes which hurt other people? Are you the type of person who revels in other people’s failures? There is no point in distancing yourself from negativity if you yourself do not want to improve your situation. You might be surprised at how this simple practice of changing your behavior in the sales environment will actually affect your way of thinking and turn you into a great sales superpower. It really is amazing because something so fundamentally simple actually works.

First Step is the Hardest

Your reliance on negativity may take some work before you can say that you have totally recovered. However, the first step is always the most difficult of all. Before you know it, you will be able to safely say that positivity has increased your enthusiasm and appreciation and thus, totally changed the way that you look at business and life.


Minimalist Motivational Sayings for Sales Professionals

Sales methods of training all have many elements regardless of the usual discourse of strategies from one establishment to another. Nevertheless, each one has something in common, which is obtaining effective solutions. There are undeniable principles to create success which will always be in the center of creating any new marketing system. Here are several methods to improve individual selling performance.

A Call to Action

Almost every leading sales training manager will frequently highlight the significance of obtaining new clientele. The initial step will be determining and then focusing on a selected niche, and carefully linking your prospecting efforts for optimum benefit. It’s important to establish prospective buyers most likely having a legitimate necessity for the services you provide. Once this end user is clearly determined, it is much less difficult to organize and put together a successful marketing strategy.

Dedicated Selling Initiatives

There are many tools sales organizations can use to improve individual effort across the entire selling progression. This might incorporate a larger range of sales education resources with associated material providing more innovative selling strategies. For example, a number of sales teams are starting to see the significance of social media being a different and ideal prospective method of attaining some clientele. You’ll find other alternatives to quickly broaden selling activities in many different and significant ways.

Knowing the Opposition

Sales and training professionals typically concur understanding competition is extremely important. It’s essential the sales force has a distinct comprehension regarding framework of their offering, along with the industry that they work with. As well as possessing exceptional product awareness, it is especially imperative to see the function your competition has within the total selling process.

Modifying the Presentation

For the sales organization to succeed, your client should be provided versatility, such as cost and purchase size preferences. When this happens, it’s simpler to regularly deliver personalized solutions that result in more product sales through that specific customer. It’s strongly linked with realization of buyer needs, and then developing a plan to complement it closely. No matter how productive the sales firm presently is, there’s always a continuing dependence on obtaining additional clients. The more effective sales effort is one where the greatest number of prospects will be acquired. To achieve success, it is only sensible to commit sufficient assets to lead creation. It involves a serious attempt to create a well-balanced combination of selling to both brand new and established clients.

Motivational Techniques

There are certain key elements required in order to maintain motivation within any organization for both sales management and personnel. However, the fundamental concept really is easy. The objective will be to observe various activities, and then solutions to make enhancements conducive to a more committed sales team. Whether it’s enhanced instruction, inducement strategies, or perhaps acknowledgement for achieving revenue quotas, the motivated sales rep can impact your entire group. Whenever motivation is combined with a variety of sales instruction and enhanced product awareness, all the important components for any sales firm or business will be in place to reach specific selling objectives.

Awareness of Selling Goals

Many selling organizations set goals which are so challenging they will become hard to accomplish. It is an issue that should be resolved since it can’t be expected for sales people to meet targets they cannot really understand. Among the first actions will be ensuring the sales group has a defined and transparent selling objective, be it every quarter, monthly or even weekly. The concept is to streamline everything enabling sales staff to become focused on attaining goals.

Techniques to Achieve Selling Objectives

After sales targets are outlined to every individual, it’s just a question of working out the number of prospects everyone needs to see to experience this more refined selling goal. This is determined according to previous demonstrations to closing percentages when leads and visits are consistent throughout the entire group. Having a specified goal of leads to visit means the sales rep can focus on working toward efficient prospecting. The motivational element is very straightforward; more leads equates to more product sales and even more income.

Monitoring Results

Whenever a selling platform is developed for any given selling time period, it’s up to the sales director to ensure they provide regular feedback for the team. It will help in planning or calculating what works, or what might be implemented to make adjustments to attain more favorable results. Once this is achieved, it will improve selling motivation resulting in more efficient training techniques. Highly motivated teams will also regularly close an increased number of sales.

Doug Dvorak - Professional Motivational & Keynote Speaker

Doug Dvorak – Professional Motivational & Keynote Speaker