Testing HomeThe Key to Customer Retention by Nikita Devereaux

Ever notice that most business courses introduce you to client “development”, but never get around to showing you how to maintain those relationships once you’ve secured them?

For any service-based business, “servicing” your clients means lots of collaborative effort. The success of every project depends heavily on your ability to access and adjust to your clients’ preferences, customer base and business objectives. You can implement some measures to help evaluate their specific needs and virtually guarantee repeat business.

Start by exploring answers to questions like:

Are they “big picture” or detail oriented?

If you give too much detail to someone who likes bullet points, you’ll leave something to be desired on both sides. “Big picture” oriented clients pay you to manage all the behind the scenes work so they don’t have to. More hands-on individuals want to be involved with the hows and whys – usually until they are more comfortable letting go of the reigns. Be sure to recognize and adjust to preferences before conflicting styles become a turn off.

How do they communicate approval or disappointment?

Is your client non-confrontational? If so, it may take some time to recognize the subtle hints they use to convey disappointment with (or even approval of) your performance. This feedback is directly related to your ability to address issues or reinforce positives as they occur. Knowing their communication vehicles will help you identify expectations early and craft questions that effectively solicit feedback as your relationship progresses.

Who are their target customers?

Armed with a concise answer to this crucial question, you can help your clients work smarter, not harder. You also learn to adjust your work accordingly. Whether your clients’ major accounts are blue collar or white collar, consumers or businesses, you’ll want to offer suggestions to enhance services and processes specifically for their most valued customers.

What are your clients’ primary goals and how do they plan to achieve them?

You can only help someone get somewhere if you’re sharing the same road map. Find out what role you play and where their expectations lie. Use this assessment to take a proactive approach to helping your clients surpass their goals. With it, you can tailor suggestions to meet their specific objectives and in turn, become invaluable to them.

Finding answers for these and similar questions will help you learn to strategically manage your client relationships. You will get to know what they need and how they need it – before they do. Armed with this information, you can offer suggestions and resources that enhance their business. Your clients will quickly recognize that you are working as a value-added partner rather than a vendor. They will develop more trust and as a result send more work your way, which adds $$ to your bottom line.

Nikita Devereaux is a Professional Speaker, Corporate Trainer and Lean Certified Business Productivity Consultant who inspires companies and individuals to LIVE & WORK smarter – through the application of virtual teams and technologies. Her company, Simply Virtualâ„¢ helps leaders and organizations leverage people and technology to streamline their business systems & processes, increase employee engagement and reduce costs. For more information, visit http://www.simply-virtual.com or call 1.888.814.9800.

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Sales News

Testing HomeHow to Become a Sales Closing Rock Star! by Liz Wendling

The secret is simple.

The best way to close sales is to stop trying to close sales. There are entire books, seminars, trainings devoted to closing the close, landing the client and sealing the deal. The basis of the teachings is that “the close” is recognized as the holy-grail, the be all and end all, and the most important part of the sales process.

The close is important! However, the close is a result of a well-managed and thorough execution of the entire sales process.

When sales professionals show up to a meeting with the mindset and intention of closing the sale, the energy is heavy, the intention is wrong and the customer feels it. Unfortunately, these professionals are still using old-school sales techniques that buyers can spot a mile away. These closing techniques are becoming less and less effective with each passing year. When a buyer hears these techniques, they roll their eyes, become defensive and instantly know that you have not updated your approach in decades.

I hear sales professionals talk about wanting to close more sales. Sales managers push their salespeople to close more sales. Business owners talk about new ways to close more sales. The trouble with all this talk about closing sales is there’s one key person who is less enchanted with the concept of closing-your customer!

Consumers are so sick and tired of being on the receiving end of those types of sales situations. So sick and tired that while you are learning how to be better at closing, they are busy learning how to be better at buying. Today’s buyers are smart and savvy and any attempt to “close them” sends them to your competition.

Your job is not to “close” people. Your job is to help people close themselves. Your job is to create an atmosphere and experience that makes people want to buy. Your attempts to close the sale, is causing them to reject your offer and sends them to your competition.

These sales professionals are unaware of why they are losing deals and missing opportunities. One minute they are passionately pursuing a sale, things are going well and in the next moment they are being treated like annoying insect. They moan and say things like this, “I can’t get anyone to call me back,” or “I send proposals and then never hear back,” or “Everyone is thinking it over,” or “My price is too high.”

I receive calls every day from sales professionals and business owners who believe that the only skill they lack is “how to close.” They say, “If only I was a better closer I could make more money.” “Could you teach my sales people how to close more sales?” “I’m great at everything else but I have trouble closing the deal “or “Can you show me a better way to close deals?”

They’re convinced that the one thing missing in their sales process is the inability to close effectively. They declare they’re not closing the sale because they lack a method to execute closing properly. They think that there’s a magical phrase, slick one liner or fancy closing statement that makes closing the sale easy.

Selling is not about getting your needs met, your quotas and your products or your services. When you start paying more attention to your customer needs, pains and problems and start solving their issues and challenges you’ll find you no longer have a closing problem.

There is no secret sentence, no magical phrase or covert closing technique that will transform you into a closing rock star.

What does make you a closing rock star is when you are willing to take your mind off the close and put your focus on mastering the process.

Complimentary Download of Liz’s E-Book. “Sell Your Way to Success!” Go to http://www.insightbusinessconsultants.com

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Sales News

Testing HomeAdvanced Sales Coaching Model – The Scientific Approach by Aurindam Ghosal

Whenever management try to implement a new process, some people go for it and others do not. The following table tries to describe the reasons many initiatives fail. Some people fail through lack of ability and some through lack of motivation. Counselling or coaching may be needed to help them.

When sales managers try to give guidance to salespeople who are not performing, they will often find that the salespeople express resentment.

The sales manager must treat salespeople with tact and convince salespeople that they should change, using all the manager’s sales powers.

A salesperson should not blame lack of success on the manager. Managers tend to leave successful salespeople alone. It is only when results drop off that they tend to get involved.


Coaching is not:

Telling someone else to change unwanted actions.
Giving tips and instructions about how to do things.
Supporting someone else in reaching his or her goals.

Coaching is helping someone else improve at what he or she is doing, in both the short and long-term.

The products of effective coaching are long-term excellent performance, the ability to self-correct and the ability to keep looking for and finding ways to perform better.
The willingness and the ability to keep looking for and finding ways to perform better means that well-coached people are always looking for ways to do their job a little better. They practice more, they experiment on-the-job, they watch others doing the job, or they learn some new activity which will help.
Long-term excellent performance means the people being coached are able to produce more successful and effective performance repeatedly over a longer period of time.
The ability to self-correct means that the people being coached are aware when they are performing well and when they not performing well, and are able to make the appropriate adjustments to their performance without any intervention by the coach. The more able the individual is to make those adjustments, the better the coach has done his or her job.
The coach’s primary reason for being is to leave the person being coached more capable in an activity that is mutually interesting to both parties.
Coaching is a way of working with people that not only leaves them more competent, but also more satisfied with their work, so that they are better able to contribute to their organisation and find more meaning in what they do in their work.


It is clearly not enough to simply tell people what they have to do, and then reward them, if and when they succeed. The limitations of this short-term approach are severe. It limits people to taking action only when they are told. It destroys individual initiative and innovation. People will rarely be able to correct their own performance errors or deficiencies.

Every individual brings his or her own preferences to work, and his or her interpretation of what is important and what is not important. The coach’s role is to try to understand the individual’s frame of reference, then in partnership with the person, provide enough questioning, practice and feedback to enable the individual to work out how to achieve the desired outcome. On-going, repeated, focused, intentional practice helps us all more aware and more effective.


The first and most important principle is that of relationship – relationship based on mutual respect, trust, and freedom of expression.

The second is that coaching must be practical, and related to the actual job to be done. This also requires adapting the coaching to meet the needs of each individual person and situation.

The third is that coaching requires work from partners, the coach and the person being coached. It implies reviewing what is going well as well as what is not going so well, and being prepared to do whatever it takes to improve on the not-so-good areas.

The fourth is that the coach must always take the individual wherever he or she is. For example, adult workers are already in the middle of their lives, and come with particular views, attitudes, commitments, potent.

As an effective Manager, one will need to be able to juggle between the roles of Leader, Manager and Coach throughout working day. It is often hard to determine which role is appropriate but each one will give different results, depending on the issue or opportunity at hand. Being a coach within the role of management is essential to ensuring the best from team.

In its simplistic form, the role of a coach is to enable his or her ”coache” to identify and achieve their objectives, and to do so through self belief, whilst maintaining responsibility for their actions and results. The coach needs there to guide and facilitate them and motivate them through change, and ensure that they remain responsible throughout.

This role is crucial when someone is trying to engender ownership and motivation within the team. It may seem easier and quicker to ‘tell’ them what to do, and there are times when this is necessary. However, time must be put aside to coach the team into discovering and committing to ‘how’ they will achieve their goals. This has to come from them, to ensure responsibility is taken and maintained.

The skills, attributes and attitudes required for successful coaching are different from those needed in leading and managing. Coaching is all about getting the ‘coache’ to do the thinking, and come up with answers.

Skills: In order to take on this role as a coach the skills, he or she needs to develop include:

active listening
good questioning techniques
letting the people look through their lens at the world and not yours
knowing when to challenge to encourage people to make change where necessary
being able to stop ’spoon feeding’

Attitude: As a coach the attitudes should include:

positive outlook
high energy to keep up the motivation of ‘coache’
high level of interest
a never ending desire to enable ‘coache’ to succeed in their language
having only one agenda – that of the person being coached

Attributes: As a coach the attributes should include:

non judgemental
good listener
consistently act with honesty and integrity
Professional and ethical and confidential at all times.
good communicator


It really helps to have a ‘toolbox’ of techniques, such as the GROW model, that can be used appropriately, in order to help ‘coache’ move forward positively and measurably.

The GROW model is a fundamentally useful tool for any type of coach to use in order to help the ‘coache’ move forward into action. Although there are many models that coaches can use, this is universally popular, due to its simplicity and effectiveness. It can be used for any coaching situation, whether it is a ten minute ‘ad-hoc’ conversation, or a more formal one to one session.

GROW is an acronym for Goals, Reality, Options and Will. As the acronym suggests, it is a 4 stage framework that enables the coach to provide a structure to a coaching session, without getting in the way of the ‘coache’’s agenda.

Although we state that it is a 4 stage framework, this does not negate the fact that the coaching session may not always use it in a linear manner. Depending on the ‘coache’, there may be times for the coach to go through the model twice in one session, or come up with options before establishing a very clear goal – this is not ‘wrong’ – and proves the flexibility of such a tool.


Goal – To have clarified with the ‘coache’ a measurable and specific goal, or point of success in their eyes.

Reality – To get the ‘coache’ articulate the ‘here and now’ so that she/he can map out the journey to their goal. It is important to ascertain the real situation, and also to attempt objectivity.

Options – The ‘coache’ to have brainstormed and produced a list of potential actions that will help them move towards their goal.

Will – The ‘coache’ will have a clear, measurable, action plan that they will own and follow in order to achieve their goal;

In conclusion, it needs to be stressed that ‘Coaching’ is a behavioural science. It should be interpreted with logic and must be implemented with proper planning and thoughts. There will be always a difference between organisation who respects its management style as a science and those who treat it as an art.

I’m Aurindam, Working with Advance Selling Skills Academy UK as a sales coach. Advance is an online sales training academy Established in UK from past 20 years and provide e-learning and performance support for global and small to medium-sized businesses and individual independent learners.

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Sales News

Testing HomeNo, You Don’t Know It All. by Jim Masson

Dealing with the ego is a tricky thing. The ego loves being right. The ego absolutely detests the concept that it isn’t perfect and it always seems to think it knows all that there is to know about their job, life, politics, relationships, whatever. Have you ever met a teenager who didn’t think he or she knew more than their parents or school teachers? Yes, I know there are a couple, but I’m sure you get the picture. The problem doesn’t just affect the stereotypical teenager. It goes much deeper and can cost people thousands and thousands of dollars over a career.

While joking about teenagers might get a laugh or two, I have witnessed, what I like to call, the “full brain syndrome” hundreds of times over the years and it is a disastrous career limiter. I believe it is caused by a combination of an over active ego and the willingness of the majority of people to stay locked in their comfort zone.

Rarely does a day go by when I do not experience poor customer service in a restaurant or coffee shop or downright brutal unprofessional salesmanship in some retail establishment. From the server or salesperson’s perspective there are only four reasons for this.

1-The company they work for has no or poor training, nor do they have quality service standards.

2-The employee has no particular pride in their job.

3-The employee feels they are doing a great job. Their ego tells them so. Their customers don’t agree but the ego wins out, most times.

4-The employee has no personal desire to improve their skills because they have an income and lifestyle that keeps them within their comfort zone. Therefore, they are reluctant to challenge themselves and improve themselves.

To all those who think they are doing a perfect job and can do no better because you know it all, you are wrong. You don’t know it all. If you believe you brain is full, you will never move forward from here you are. To all those who think your service is impeccable, there is not one server or salesperson in a thousand who couldn’t do better, if they actually cared enough to learn how to do better.

A generation ago, businesses invested in training their staff. The majority today do not. It now falls on the employee to improve their own skill-set. This is because most businesses look upon their employees as subcontractors,whether they actually are or not. Companies are taking full advantage of the weak economy and will quickly replace weak employees who are falling short.

Continuing education is the key to improving your skills, your income and safeguarding your job security.

Jim Masson is an accomplished sales trainer, business consultant and expert author. Jim has published 3 powerful new “at Mastery” e-books to help you earn more, more often. “An Introduction to Selling at Mastery”, “Selling at Mastery” and for owners and sales managers, “Manage Your Sales Floor at Mastery” are all ready to turbo charge your selling or serving career.

If earning more money is on the top of your to do list, visit http://www.sellingatmastery.com/ for a complimentary download of “An Introduction to Selling at Mastery”. I welcome your feedback to this article through my website.

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Sales News

Testing HomeTop 10 Trends in Sales and Business Development for 2014 by Ian Altman

Will companies be hiring more salespeople in 2014? What will companies do to stand out from the competition? Will CRM systems expand or contract? How will the economy impact business growth? These are some common questions I hear as I address audiences around the world. Here are my predictions for the ideas and trends that will shape sales and business development in 2014.

1. Evolution of Subject Matter Experts

Buyers can now get just about all of the information about your company, products, and services from your website. However, what they do not have is the trends, best practices, or creative applications that determine whether or not there is a fit for the customer’s situation. Buyers will continue to value the subject matter experts.

If you want to know whether or not you rise to this standard already, ask yourself if your ideal clients would value the meeting from your team enough that they would pay for the session. If so, then you might already be there. If not, then you have a goal for 2014.

2. Content Becomes Emperor

Last year, people said, “content is king.” In 2014, content will continue to be the core to building value and getting heard above the noise. Buyers (and Google) value the best educators, as Marcus Sheridan of TheSalesLion.com says. It used to be that companies feared sharing their best stuff on their websites. As more initial investigations for solutions move to search engines, your ability to stand out from the crowd comes down to whether or not you are addressing the most important questions for your ideal customer. If you are stuck with your head in the sand, you might just get run over.

3. Continued Shift Toward Vertical vs. Geographic Focus

The shift from vertical to geographic focus tends to work in cycles. With the advancement in video-based communication and collaborative technologies, geography becomes slightly less of a big deal. However, the increased value placed on subject matter expertise will shift the table in a big way in 2014 toward vertical markets.

4. Collaborative Sourcing and Selling

Over the past five years, there was a trend of buyers beating up on weaker suppliers. While the short-term goal of the buyer was a reduction in costs, the unintended consequence was the destruction of many suppliers and companies who either lacked a competitive advantage, or failed to identify their lack of negotiation and sales prowess before it was too late. Ultimately, buyers lost a portion of their supply chain. The more sophisticated buyers will seek sellers with whom they can work collaboratively to obtain the greatest value. Buyers realize that the cheapest price has little meaning if the vendor cannot deliver as needed.

Collaborative selling will reward results and outcomes, but will continue to punish those selling commodities.

5. The Shift Toward Project-Based Services Engagements

Buyers have discovered that paying by the hour creates a disincentive for innovation and efficiency. The longer it takes the vendor, the more they earn. However, for the client, the faster they get a solution, the better. The hourly-vendor who delivers the most efficiently makes the least money. In 2014, the top performing professional services organizations will start shifting as much as 30% of their billing to project-based, or outcome-based pricing (with assumptions to protect themselves). Buyers want results, and they’ll pay for it. However, the savvy customer rarely wants to sign a blank check for hours of time without a defined outcome.

6. Sick of Waiting for the Economy – Build your own

Most economists say that the economy will continue to bump along in 2014. Innovative companies with a great story will start putting their capital reserves to work to build their own economy. The economy grows when businesses grow. And, those with creativity and value will get tired of waiting for the so-called “economy” and will build their own environment to thrive. This will drive accelerated growth in the latter half of 2014 to carry into a strong 2015.

7. Hiring Trend for 2014

Recognize that there is a need for subject matter experts. Be on the lookout for businesses cross-training their subject matter experts on how to manage a sales process. Those who do hire sales professionals or sales managers will rely more on specialized recruiters to ensure their next hire is the right one. Hiring people who were just looking for work has burned many companies. Often, the hiring companies discovered that those people were out of work for a reason. There are great ways to find a gem without using a recruiter, but recruiters are still the best way to attract superstars from other companies.

8. Simplified CRM Solutions

Years ago, companies realized they needed something beyond a spreadsheet (or napkin) to keep track of their business pursuits. Customer Relationship Management (CRM) solutions emerged to maintain knowledge, automate forecasting, and improve communication. However, over time, the CRM solutions have taken on a life of their own. The data entry requirements had become so overbearing that few organizations enforced compliance (mostly because the only people who filled out all of the fields were the worst performing reps). Look for a shift in 2014 for companies to identify the top eight (or three) pieces of information they need to understand if a deal is legitimate or not. They will ask reps to maintain fewer pieces of information, but will require compliance.

9. Better Qualification for Efficient Pipelines

It used to be that if a company was trying to reach $5 million in revenue, it would often look for a pipeline of $8 to $10 million. Today, companies often set a three to five-time multiplier. So, for $5 million, they pursue $15 million to $25 million in opportunities. Sharp organizations have started tracking the cost associated with pursuing unlikely deals. Instead of chasing everything, companies will define specific criteria for what makes a good pursuit, and which ones should be dead on arrival. The definition maintains focus, and preserves resources for the proper pursuit of the opportunities that deserve the company’s attention. Look for companies to qualify based on the relative impact and importance to the customer of solving the issue, rather than the desire of the company to sell something.

10. Honesty Prevails

With so much hype and old-school tactics, buyers will reward sellers who identify their own limitations. Claiming you are an expert at everything will be hard to believe when the buyer can search to discover the truth. Humility and candor will be sought after skills in 2014.

What trend do you think should make the list for 2014? Share in the comments section or via Twitter @GrowMyRevenue #SalesTrends

2014 is a year for your business to step from the sidelines and thrive. Stay informed and ahead of the trends impacting your industry to ensure you are a leader in your space. I plan to monitor these trends closely in 2014 and will share discoveries of these trends in my upcoming articles. You can sign up to receive my weekly article at http://www.GrowMyRevenue.com or follow on Twitter @GrowMyRevenue.

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Sales News

Testing HomeWhy All Your Employees Should Be Trained in Selling by Phillip Kuhlenbeck

Your entire organization must have a sales culture where growing revenues is always the focus of every single employee. Make it easy for your employees to present a consistently positive message. Creating a consistent message of what your employees can tell a potential customer. Commonly referred to as an Elevator Pitch, it’s what any of your employees could say to someone if they were stuck in an elevator. It basically a twenty to thirty-second “commercial” that talks about your company, explains what business your in, and contains a question that helps continue the dialogue. Every single employee should know exactly what to say.

In addition, the company President/CEO must be the very best sales person in the organization. He or she should spent at least 50 percent of the week in talking to prospective customers, listening to their needs, closing sales and following up with existing customers.

The leader should regularly update employees on revenue successes and should celebrate, recognize and reward every employee who contributes to the cause. All employees, at every level of the organization, should be encouraged to talk to customers on a regular basis, with the goal of listening to what’s on the customers’ minds, what the customers’ needs and wants are.

Every employee should know the company’s competitors and what they offer to customers. Every employee should know the vision, mission, strategy and objectives of the company, plus have a good knowledge of the company’s products.

All employees need to agree to work as a team to take care of customers and demonstrate an attitude of ownership for problem solving, accountability, innovation and delivering results. When the customer comes back for service, and the technician is cranky or the cashier can’t find the paperwork or the manager is impatient when answering their questions, this will cause those customers to rethink their decision to do business with that company, not because of the original salesperson, but the support staff after the sale.

Good business starts on the inside with everyone who comes in contact with a customer is excited about your company and your product or service. When that is happening, everyone is prepared to help in the sales effort. If everyone in your company is taught to actively prospect, listen with true interest to the other person and has an honest desire to help them get their needs met sales will grow and success will be inevitable.

Phillip Kuhlenbeck is an Entrepreneur, Motivational speaker and Sales Training Expert. Phil wants you to Get More Sales call or text him now: (323) 451-2030

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Sales News

Testing HomeHigh Tech and High Touch: Do You Have a PBA? by Charles Fitzgerald Butler

In the world of online business and internet marketing you are high-tech in everything you do. Experienced entrepreneurs have most of their business run on automation. From the auto-responders, to done for you traffic, and daily training. This is the high-tech part of e-commerce.

How do you add the high touch? Does your home business have a PBA (Personal Business Assistant)? Do you have a closer on your team? Do you have the go to guy/gal who can up-sell your clients to high-end services? Do you fumble the ball when it comes to top-tier products?

Bring in the Closers

Think of yourself as a starting pitcher. You do all the marketing and advertising to bring in the customers. You make the all important first sell. But you have more products. You have top-tier services, memberships, and subscriptions.

Now you just pitched a great game. You can close and get the win. Or you can hand it off to your relief pitcher. He is the closer and he is outstanding at his job. He gets the save and you get the win. Perfect teamwork.

This is what personal business assistants do. They are the closers. They are a team of sales professionals and their job is to increase your sales. This is how they get paid. They do it better than you. You can’t pitch a complete game every day. That’s why you need a closer. Professionals have sales teams. So should you.

Adding Automation

Your PBA helps your new team members get started in business. They perform short interviews, figure out a business strategy, and set up a marketing strategy. They come up with a game plan for your team.

Your personal business assistant walks your new clients through all of your products and services and have them upgrade if necessary. Think about how much time you are saving by having a closer on your team. You can concentrate on bringing more clients on the front end.

Statistics show that a professional salesperson can increase your sales by 33% or more. There is a cost for using a PBA. You can pay commissions of 15-40% or a flat rate monthly fees. You may balk at paying someone to close for you. Think of it as a business expense and it’s a tax write off.

Don’t let being cheap keep you broke. I rather make 80% of my sales than 100% on nothing. Adding the “High Touch” to your “High Tech” business will free you up to work more effectively “In” your home business and “On” your home business.

Game Plan

Sales are the most important part of your business. Your PBA is your personal sales team. Research different companies and interview their sales professional. Make sure their expertise fits your products and niche. Then put them to work.

Charles Fitzgerald Butler, is an entrepreneur and expert in internet marketing. Charles Fitzgerald Butler, is an entrepreneur and expert in internet marketing. Charles has a passion for helping people start and run successful home businesses. You can partner with Charles and start building multiply income streams from your home. Charles’ goal is to help all who partner with him achieve cash flow and profits from their business.

Marketing, leadership, and a business blueprint are essential in your success. Get Your Business Success System Here: Join Now

Helping Families Create Wealth Through Real Estate and Entrepreneurship. Watch the Video for Here: Marketing Systems

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Sales News

Testing HomeThe Making of a Good Salesman by Anthony T Khoury

There is a certain connotation attached to being a salesman. Almost everyone will see you as someone who likes to push products or service onto others. On the other hand it can be seen as quite prestigious to be referred to as a good salesman. It is quite an art to turn customers no’s into yeses and to overcome objections with ease to the point where your customer run out of objections and feel obliged to confirm the deal. As as salesman you should be proud of yourself that you have the ability to turn a no into a yes.

Come to think about it, the one profession, where what you could earn is not limited, is being a salesman. You are the one that determines your own paycheck at the end of the day. You may choose to work only one or two days in a week, but be sure that it will reflect on your paycheck at month-end if you chose not to give it your all.

Contrary to common believe it is really not necessary to subject your customers to small talk and getting to know the whole family before you try to close the sale. To have a greater measure of success, you should get straight to the point and use very few words. The saying goes that you can talk yourself out of making a sale. In fact, there is no need for you to be a smooth talking slick person to be a salesman, all you need is a positive attitude while being yourself to become an exceptionally good salesman.

The Key to Being A Good Salesman

Have you ever been in touch with a family member or friend of yours where you experienced a down feeling due to them being negative? It goes without saying that whatever mood the person you are facing are in, would rub off on you. One crucial point that every salesman should remember is to maintain a warm, friendly and positive outlook when out in the field, selling over the telephone, or when they are hosting a seminar or workshop. It will rub off on those around them and get them sales sooner than they think. Being positive as a salesman is key to being successful. No one is without problems, but you should set aside your concerns when you are out to close a deal as it can have a negative impact on the commissions you make for the day.

Another key component needed to being a good salesman is to make a solid first impression. By giving the other person a firm handshake while giving them a warm smile and looking them in the eye, instills confidence in your abilities as a salesman that knows his product while being able to relate the various benefit of the relevant product or service to the customer. Whether we agree or not, in almost all cases the customer buying the product is doing so due to the impressive way the salesman handled the whole transaction. They are in effect buying the salesman and not the product as they like him.

Unlike what some salespeople would think, it is important to mention the price of your product at the start of your sales pitch. Even though the customer may think that it is way to expensive, it gives you as the salesman the ability to convince them by listing all the benefits and features. In addition, they will not get a big fright at the end of it all and start thinking about their bills, school fees, rent, lunch money, etc.

Reading the customer is key to being successful when perfecting your sales technique. Some customers would be fearful, other will be prideful, and some would be caring. This will enable the salesman to choose which sales-pitch will have the desired effect. Fear is generally a good sales technique to make use of. When you think of very good vacuum cleaners, you will find that a good salesman would state how it can eliminate dust mites and other allergens that is harmful to their health. Looking at the customer’s body language when you do this gives you a good indication as salesman that they are ready to buy. The eBook “The Ultimate Salesman” is a good source as it goes on to demonstrate what is all needed to become good at what you are doing as a salesman.

Internet marketing

Anthony Khoury, Founder of Guerrilla Training Australia. Aspiring entrepreneur and marketer. Loves building start ups and small business in general. Just released a book called The Beach Bum Millionaire: How to build a Million Dollar Business The Lazy Way

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Testing Home5 Tips For Sales Management by Valeria Stephens

Sales is a challenging enough line of work, but your challenges only increase when you get promoted up to sales management. Managing a sales force is a much larger undertaking than most people think. You need to improve your skills constantly. That is the only way that you will be ready to take advantage of any situation that presents itself. Keeping that in mind, there are a few tips that can help you be the best sales manager you can:

1. Be Confident

Confidence is one of the most important qualities of anyone who achieves success in sales management. Wishy-washy sales management professionals do not command the respect of their ales forces. Showing any sort of hesitation can adversely affect your effectiveness as a sales manager. Confidence is different from arrogance. Arrogance can turn people off, but confidence can inspire other people to have confidence in you and themselves. This is an easy way to quickly boost sales.

2. Make a Plan

You should draw up a plan as soon as you have been chosen to lead up a team of business professionals in a sales venture. You need to decide what you need accomplished and how you can make that outcome happen. You must develop an entire goal set for the team. It is important to make all of your goals attainable. Unrealistic expectations can easily discourage your people. Smaller, more realistic goals give people boosts of confidence when they are reached. This confidence fuels them on to the larger goals.

3. Learn Your Job

Any sales management professional needs to learn his or her job. Learn the small details. You may think you know what to do, but paying close attention to every single requirement of your position can help you to deliver better work. Completing proper sales strategy training is a must. Each job has little nuances that are easily overlooked. Addressing these nuances will make your job much easier. Put your ego aside and serve the position.

4. Communicate Clearly and Effectively

Communication is extremely important when managing business professionals. Your people need to know what you expect from them. You need to put them at ease so they will feel comfortable coming to you with any problems they are facing. This can make a huge inference in dealing with problems quickly and effectively. People who fear their managers can hide important problems and let them grow out of control. Just remember not to get too friendly. You should be able to make tough managerial decisions without friendships getting in the way.

5. Become Accessible

Leaders must be accessible to their people. Questions are sure to arise over the course of a normal business day. Do not tie yourself up in meetings or other engagements that make you unavailable to your team. They should have access to you as much as possible. Conducting regular sales management training sessions is a great way to stay connected with your force. An inability to get questions answered quickly can hold up business operations and decrease sales.

Follow these effective sales management tips and you will be able to easily manage your business professionals with zeal.

Visit Fusion Learning Inc. for more tips on getting your staff in top shape.

Valeria Stephens is a Copywriter at Higher Education Marketing, a leading Web marketing firm specializing in Google Analytics, Education Lead Generation, Search Engine Optimization (SEO), Mobile SMS Alerts, Social Media Marketing and Pay Per Click Marketing, among other web marketing services and tools.

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Testing Home3 Lessons on Following Up With Prospects by Mandy Schumaker

I can’t tell you how many times a client has told me, “I’m attending so many networking groups; I must go to three or four things a week”. “Wow”, I say, “You must have quite a few prospects in your pipeline”. “No”, they reply, “Because I’m just not very good on following up with people that I meet. I have several stacks of business cards on my desk that I just haven’t had a chance to get to”.

Hmmm-and you’re here to see me, because you’d like more clients? Interesting, and a VERY common situation amongst entrepreneurs. Here are three lessons I’ve learned along the way about the importance in your business of following up and keeping a full pipeline of prospects:

Lesson #1-The money’s in the follow-up so it’s imperative you actually follow up with the contacts you make at a networking meeting or event. And that means following up quickly-before the trail goes cold!

When you get home from a networking event, make it a discipline to sort through the business cards you’ve collected and figure out which people you really want to develop a relationship with. Connect with them on LinkedIn, or Facebook, AND send them an email message about hooking up for lunch or a coffee date in the next couple of weeks. The longer you wait to do this, the harder it will be to connect with folks-so do it the night you get home, or no later than the next morning.

Lesson #2-I’m often asked if you don’t hear back from someone you’ve tried to follow up with-how many times should you try connecting with them? Here’s what I’ve found to be true-I continue to try and connect with them until they tell me point blank, “Stop calling”.

Want to know how many times that’s happened? Zero. What I usually hear from prospects is something like this, “I just love how persistent you have been in getting together-I love that”. Or, “Ugh-I’m so sorry it’s taken me so long to respond to your emails-thanks so much for being persistent-things have just been incredibly crazy!”

Now, I’m not saying contact them everyday, but maybe once a week, alternating between phone calls and emails. And keep it very open, “just wondering if you might have some time in your schedule the next few weeks to grab a cup of coffee”. Or,” Just thought I’d check in with you again to see if your schedule has let up some to schedule lunch or coffee the next couple of weeks?”

Be pleasantly and appropriately persistent.

Lesson #3-You need to have a system for managing all the prospects you are working in your pipeline. This can be as crude as using a cardboard box with dividers for all the days in the month (numbers 1-31) and a divider for each of the twelve months. Then stapling a prospect’s business card to an index card, writing everything you’ve learned about the prospect on the index card, including when you’ve contacted them and what they’ve said. If they say, call back in three months, you pop that card behind the divider three months from now. Everyday, pull the cards behind the divider for the day and make the calls.

I’ve used this system for years and it’s worked extremely well for me to keep track of my prospects. Obviously, there are on-line customer relationship management systems (CRM systems) you can invest in that do the same thing, but I must say, my little cheap box has served me well!

The point is, you need to keep track of prospects. People often say to me, “how do you fill your teleclasses, or workshops or Mastermind groups?”

For the sole reason that I keep track of prospects, follow up, cultivate relationships with them and nurture them. I’ve had people follow me for years before they bought something from me, but the point is, I’ve stayed in contact with them.

Remember the money’s in the follow-up!

Mandy Schumaker, President of Higher Performing People, is a former sales and management executive in the newspaper industry, who has extensive experience in executive coaching, leadership development, sales and marketing, facilitation and team building. She has a gift for helping executives and entrepreneurs maintain their focus and hold themselves and others accountable, which in turn helps them to become more effective, productive leaders. Receive the free audio CD: “7 Productivity Secrets of Successful Entrepreneurs” at http://www.mandyschumaker.com.

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