Tag Archives: Business Growth

Sales Coaching

Which of These 5 Sales Struggles Would You Like to End? – Sales Coach

Working with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five areas include:

 

  1. Prospecting
  2. Overcoming objections
  3. Closing the sale
  4. Time management
  5. Consistency and momentum

 

The first part of your struggle comes from knowing what to do. Yes, many salespeople think they know what they need to do because of the sales training they’ve had. However, that sales training isn’t as effective as it could be because it’s event based making it impossible for you to absorb and apply the information you need, your prospects haven’t had the same training consequently they don’t play by the rules, and it isn’t specific to you and your exact challenges. Another mistake is doing exactly what everyone else in your industry is doing. Bottom line, if what you’re doing isn’t producing the results you want it’s time to figure out what to do to get those results.

The next gap is knowing how to do what you know you need to do. If you’ve ever watched professional sports you may have noticed that the difference between how the super stars do things and how the others do things isn’t easily observable. The same is true for the sales professional.

The only way to increase sales is to take action. Although most salespeople are great at taking action they aren’t great at taking the right action. Right actions are the actions that consistently produce the results you want in the way you want.

There are more opportunities around you each day than you could ever fully take advantage of. The first step is opening your eyes to those opportunities. The next step is opening the door to taking advantage of those opportunities that are in alignment with your sales objectives.

Finally, if you want to overcome your sales struggles you must allow no excuses from this point forward. Everyone has things that are getting in their way, and if you let them they will keep you from getting what you want. In spite of that fact, you don’t have to allow them to keep you from getting what you want. You do have to develop plans for working around those obstacles, and then immediately implement your plans.

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Article Source: http://EzineArticles.com/1023114

Sales Coaching

Do You Have What it Takes to Increase Sales? Sales Coaching

Many people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales.

If you’re in a service industry and you’re the business owner or a commission only sales person you must do one thing before you get the opportunity to practice your sales prowess and increase sales. That one thing is you have to market yourself to attract qualified prospects who reach out to you, and want to do business with you. But please don’t confuse traditional marketing with the way you need to market yourself.

Traditional marketing is nothing more than a costly ego trip. You have to use an approach to marketing that gets real leads entering your sales funnel, and pays for itself. If the attempts at marketing yourself you’re using now don’t pay for themselves then you know you’re using the wrong approach to marketing.

Your approach to marketing needs to produce results on a small scale and produce those results fast. You’ll never send out a mass mailing, run a TV or radio ad on a mass appeal program, or put ads in a general readership publication. All those things cost you big bucks and don’t produce the sales to pay for them.

You may have a bad attitude about marketing yourself just like you may have had a bad attitude about sales before you really understood what sales is. Sales isn’t about coercing and manipulating people it’s about helping them to buy. Marketing isn’t about products and ridiculous claims, it’s about helping the people that need you to find you and want to talk to you.

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Article Source: http://EzineArticles.com/1002935

Sales Coaching

Sales Coaching – How Much Time Do You Spend Actively Selling?

Proudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, responding to existing clients, etc. However, the biggest reason you spend so little time selling is you lack people to sell to.

That isn’t to say you don’t make large time investments prospecting. It is to say that you aren’t getting the return on those investments that you should be. Your sales success starts long before the sales appointment, and that realization alone will help you to hold more sales appointments and spend more time selling.

The difference between hot water and boiling water is only one degree. The difference between the winner and the second loser in a race is only a fraction of a second. And the difference between spending large amounts of time trying to scrounge up an appointment, and spending less time getting more appointments is just two small steps. It’s the difference that comes from understanding that until you can market yourself and successfully produce qualified leads you’ll always fall short of the finish line.

In order to spend more time selling you need to spend time now developing a marketing system that provides the qualified leads you need to sell. Marketing is actually the first two steps in your sales process. The first step for marketing is getting the attention of the right prospects. The second step for marketing is getting those qualified prospects to reach out to you. Once you have a marketing system that consistently and predictably produces qualified prospects entering your sale funnel you can spend far more time actually selling.

Not only does your selling time increase, but so does your closing ratio. Why? Because you’re only meeting with people who want what you have, and they’ve already demonstrated they’re interested in buying now. During the sales conversation you just need to follow the buying/selling process to establish a relationship, and help them to buy what they want.

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Article Source: http://EzineArticles.com/995973

Sales Coaching

Sales Coaching – Why Don’t My Actions Produce the Results I Want?

Do you feel like a dog chasing its tail running and running never catching what you want? It’s true sales is about action, however, successful sales is about right action. And right actions spring from the desired golden ring.

To get what you want you have to know what you want in specific written terms. Simply having written weekly sales goals, although I do encourage you to have them, isn’t enough. You see you don’t ultimately want sales; you want what those sales get you and that’s money, but you don’t really want money you want what money allows you to do. Money allows you to live the life you want to live.

The starting point for determining the actions you need to take for sales success is clearly defining the life you want to live. Otherwise you may hit your sales goals/money goals only to find yourself stressed out and burned out and totally miserable. And you don’t want to work as hard you’re working only to end up miserable. So begin the journey from where you want to get not where you are now.

Do you clearly know what a day in your life will live like when you are where you want to be? Can you feel it? Good, now you’re ready to get down to business. What do you need to do to live a life like that? How will the actions you’ll take to generate sales be different than they are now?

In a recent conversation with a client this very concept came into his sales plans. This business owner could continue to try and chase down anyone and everyone, or he could focus all of his energies and actions on only connecting with the prospects that met his criteria for an ideal qualified prospect. He immediately saw the value in that approach impacting his business: financially, managerially, in their ability to grow, and in their ability to service their clients. Plus this focused approach impacted him personally in terms of time, treasure, and family bringing more overall balance and pleasure in his life.

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Article Source: http://EzineArticles.com/993454

Sales Coaching

Sales Coaching – Attitude Blocking Opportunities?

Do you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities.

Are you like Bob or Sam? The other day I ran into Bob. When I asked Bob how things were going he said, “terrible with the economy the way it is and living costs on the rise nobody has the money to buy insurance from me. It’s like beating my head against a brick wall trying to get anyone to talk to me.” A little later in the same day I ran into Sam. Sam was all smiles literally vibrating with excitement. Sam said, “Cheryl, I have to tell you things couldn’t be better and the future couldn’t be brighter with a down economy and rising living costs people need me more than ever”.

You don’t have to guess which agent is the successful agent and which agent is struggling to hang on. Bob and Sam live in the same community and for all general purposes they’re both selling the same thing, so how can Bob and Sam have such vastly different experiences? The difference is in their attitudes and expectancy for opportunities.

Deep down Bob is no better than the prospects he complains about. Bob views insurance as an expense too. In fact, he keeps delaying purchasing insurance for himself because there’s always another bill that needs to be paid. He turns down opportunity after opportunity all day long because his attitude doesn’t allow him to even see those opportunities for sales

Sam believes in the value he brings to his clients and he’s committed to improving their lives. Sam would be utterly shocked to learn that Bob or anyone could think of insurance as an expense when it’s the greatest investment you can make. Sam knows there are opportunities in absolutely every experience he has, and he keeps a sharp lookout for those opportunities. He knows that even he misses some, however, he doesn’t miss many. Sam also knows that opportunities are just that opportunities. It’s his job to turn those opportunities into something more.

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: https://EzineArticles.com/expert/Cheryl_Clausen/56791

Article Source: http://EzineArticles.com/988635