Sales Coaching

Sales Coaching – I’m Just Looking Means

Ok, confess you’ve said it yourself when approached by a salesperson. And you understand it in a retail setting, but what about service industry businesses? In your case when the prospect projects disinterest what do you do how do you handle it?

What does “I’m just looking” or general disinterest really mean? It means you have a ready buyer! You don’t go to a car dealership because you have no interest in buying a car, and a prospect doesn’t agree to an appointment because they have no interest unless they’ve been tricked into the appointment. That means your prospect recognizes they have a need and they want to make sure your solution matches their need, they have the money to get what they want, and they are ready to make a decision to buy the right solution.

Your prospect’s apparent disinterest is a defense mechanism to keep you at bay. They don’t want you to launch into a high-pressure sales conversation. They aren’t ready to buy just yet because there are some things they need to know. They need the facts surrounding your solution, they need to know the available choices, and they need your help sorting through those choices to find the best choice or choices for them.

The prospect won’t be ready to buy now until they have the motivation to do so. And typically it’s much easier to do nothing than it is to do something, so you have to change that for the prospect. Help your prospect to discover their motivation by getting them to identify how not having what they want is impacting them, helping them to define the value of this solution to them today, and guiding them into the future to explore the impact of this solution down the road. Remove the focus from immediate sales, and place it on value to the client helping them to buy what they want.

When you’re highly motivated to buy and the seller makes buying a no-brainer you can’t help but act and act now. And your prospects will respond the same way when you help them to pick the right solution, you help them to uncover how the value of the solution is greater than the cost, and when they realize the potential consequences of not acting now are greater than the costs of acting. When you act as a helpful advisor or guide you turn the disinterested prospect into the highly interested buyer.

Enjoy the time and financial freedom you deserve: “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Get a daily boost to increase your sales: the blog for Top Producers and Future Top Producers [http://increasesalescoach.com/blog]

Article Source: http://EzineArticles.com/982507

Mobile & Telecom, MyOrbit Blogs, Software

How to Set up Wireless Network at Home?

Over the years, Wi-Fi implementations have moved toward thin access-points, with more of the network intelligence packed in a centralized network appliance, and making individual access-points mere “plug-in points”. Wi-Fi technology is now spread widely within business and industrial sites, who usually prefer a large number of Wi-Fi access-points for redundancy, support for fast roaming and increased overall network-capacity by using more channels or by defining smaller cells. Wi-Fi also enables wireless voice-applications.

Agent Peterson of the Geek Squad at Zdnet explains how to choose the right equipment and set up a wireless network at home.

  • The main thing is to know which devices you have at home, which can help you choose theright technology.
  • Cordless and Microphones create network interference.
  • Bathroom and Kitchen create locational interference because of the large amount of metal used.
  • Wireless range expander is a very handy solution.

Tags: Wireless Home Network, Network, Home Network, Integration, Wi-Fi, Wireless

Sales Coaching

Sales Coaching – Outcome or Opportunity

Do you view prospecting as an outcome or an opportunity? Do you think of prospecting in terms of a process or an event? The way you answer those questions makes a big difference in the results you experience.

Many people view getting the attention of a prospect as the outcome. That’s not a good thing, and it causes you to miss many opportunities. Getting the attention of a prospect is simply an opportunity for you to develop and continue a relationship with that prospect.

Most people who treat getting the attention of a prospect as an outcome aren’t able to capitalize on that attention. That’s because to them the appointment was what they wanted and what they got. They weren’t necessarily able to convert that appointment into a client and they didn’t have anywhere meaningful to go with the prospect once the appointment ended.

Oops, big mistake. You get yourself in these dead end situations because you think of prospecting and the appointment as an event when you should be thinking of them in terms of a process. Getting the attention of a prospect is the first step in a process that builds a relationship with the prospect leading to a meaningful sales conversation where you’re both there for the same reason.

You’re both agreeing to the appointment to determine if there is a reason for you to do business together. To have a process for prospecting you need a multi-step, perhaps even multi-media, plan to continue to connect with the prospect adding value to the prospect so the prospect wants to continue the relationship and know more. Throughout the process you’re conditioning the prospect to hear from you and to respond to you. And that gives you the power to turn opportunities into business.

Enjoy the time and financial freedom you deserve: “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Get a daily boost to increase your sales: the blog for Top Producers and Future Top Producers [http://increasesalescoach.com/blog]

Article Source: http://EzineArticles.com/980100

Sales Coaching

Sales Coaching – 3 Ways to Simplify the Solution

Selling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term implications of that “yes” decision.

Combine the complexity of the prospects circumstances with the sophisticated available choices, and a prospect is likely to throw their hands in the air in utter confusion. That means you have to take the complex and sophisticated and guide the prospect through a process that makes it easy for them to understand so they can make a decision. You’re job is much less about “selling” than it is about being the trusted advisor/advocate that the client needs.

There are 3 ways you can make things easier for the prospect to make a “yes” decision. And when you incorporate all three ways into the sales conversation you’ll have a mutually engaging highly productive sales conversation. These three ways address the learning styles of your prospects.

People are dominant in one learning style: visual learning, auditory learning, and kinesthetic learning. No big news flash there we’ve known this for a very long time yet many salespeople act as though they’ve never heard about this by the way they hold a sales conversation. For the visual learners use flow charts, tables/graphs, and pictures to demonstrate similarities/differences and consequences/benefits between the best three options for the prospect. You can simplify things for the auditory prospect by relating stories, providing lots of examples, using analogies all to simplify what you’re telling them. And for the kinesthetic prospect it’s important to get them physically engaged in the process perhaps having them write things down, arrange or rearrange options, even stacking options they like/dislike.

And what’s happening when you’re using these different approaches to simplifying the available options? You’re engaging and involving the prospect in the sales conversation. You’re getting them to open up and share their thoughts. You’re getting them to make small “yes” decisions. And you’re helping them to persuade themselves that the decisions they’re making are the right decisions. You’re coming to a mutual conclusion that benefits both you and the prospect. How easy was that?

Enjoy the time and financial freedom you deserve: “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Get a daily boost to increase your sales: the blog for Top Producers and Future Top Producers [http://increasesalescoach.com/blog]

 

Article Source: http://EzineArticles.com/980053

Sales Coaching

Sales Coaching – 3 Skills to Focus On

A sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this way.

That’s not to say you shouldn’t invest in all three areas because you should. The two areas you’re familiar with are self-improvement and sales process training. The area you may not be so familiar with is customer focus.

Self-improvement development is designed to help you to increase your personal productivity, enthusiasm, and energy level. Yes, you need to be focused on doing the things that directly lead to business with enthusiasm for what you have to offer and with an energy level that reflects your commitment. Salespeople who are lacking in these areas tend to be very busy doing lots of “things”, but have little production to show for their efforts.

Sales training development is essential. There’s no question you need the skills to prospect, present, overcome stalls and objections, and close the sale. Without proficiency in these key sales skills you struggle only landing the occasional easy sale.

Client focus development is the critical difference between the average salesperson and the Top Producer. When you’ve developed your client focus skills you’re able to: clearly understand the clients goals and get the client to openly share those goals with you, you’re able to work with the client to develop a plan for the accomplishment of those goals in a mutually engaging on-going conversation, and you’re able to develop a relationship with the client based on integrity and accountability leading to repeat business and referrals.

Enjoy the time and financial freedom you deserve: “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Get a daily boost to increase your sales: the blog for Top Producers and Future Top Producers [http://increasesalescoach.com/blog]

Article Source: http://EzineArticles.com/980091