Tag Archives: increase sales

Sales Coaching

Sales Coaching – Watch These 3 Things As Your Sales Grow

Whoo hoo, your sales are growing and now you’re wondering if it’s time to develop a physical presence in the marketplace. Most service professionals come to this cross-roads and take the next step without carefully considering the impact and the underlying concerns.

Many service professionals like insurance agents and financial advisors are encouraged to get an office as soon as possible. Before you make that decision and take that step just make sure you’re doing it for the reasons that will serve you, and your needs. Don’t do it thinking it makes you look more successful to someone else, because that appearance of success can be just that, appearance only.

As you think about adding employees, creating infrastructure, establishing overhead costs, selecting a fixed location, and furnishing that location you need to consider the long-term impact of all those decisions. The three things you really need to watch are: rising fixed costs that raise the bar on your break-even point each month, your ability to focus on what you need to be focused on with all these additional responsibilities, and the impact on your net income with all these additional expenses. While challenging yourself to stretch is a good thing you don’t want a one ton rock around your neck either.

Before you take that step think options and flexibility. There are lots of million dollar businesses that successfully operate each day throughout the United States from home based offices. It’s true you may need other people to do things that you’re doing now that are taking time away from what you need to do, sell. And there are entire businesses that do just that. You can outsource work to virtual assistants, you can get expert help through online service providers that can be found on websites like elance.com, and you can get the work done on a per job or flat rate basis. Meaning that you aren’t tied to a payroll and you don’t have to increase your sales each and every month just to pay the staff. One of the biggest surprises most businesses owners have is the fact that adding employees reduces your flexibility more than it enhances it. Because when you have employees you have to manage those employees.

One of the most important considerations for you is the lifestyle you’re trying to achieve. Did you want to buy yourself a job where you have to show up to a specific location each day, manage other people, set policy and develop procedures, and all the other things that come with a physical presence? Or did you want the flexibility and freedom that comes from having a home based office with zero employees so you could work from anywhere in the world anytime it fits your schedule? Make sure your decision for a physical presence now is in alignment with the lifestyle you want to have not the one you think you have to have. If that means continuing from a home based office then explore your outsourcing options to get what you need done so you can do the things that are important to you and your success. If it means taking that step and getting a physical presence make sure you can comfortably handle the impact of that decision on your fixed costs, focus, and net income before you lock yourself into anything.

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Article Source: http://EzineArticles.com/984769

Sales Coaching

How To Make Sales Coaching Simpler, Yet More Effective!

Sales coaching is a vital part of running a success company smoothly. It is important because the overall standing of the corporation is the employees. The personnel that is hired is who the clients speaks to and deals with. These individuals have a need for sales coaching to sell products and services throughout a day.

It is essential that they understand the policies of the company to skillfully market the merchandise. Sales coaching can be accomplished by professionals or by the managers of each department. Sales’ coaching is vital to any aspect of a company. Employees are hired and let go every single day. New personnel that enter a corporation may have experience in the selling field and others may not. Sales coaching can assist the new comers as well as a brush up for employees that have been with the business for many years.

Managers have a responsibility to teach their employees how to successfully sell the companies products. They may not have much training in sales coaching. An administrator may enlist the services of a professional for sales coaching techniques. However, each company is operated differently. Before the professional takes charge of this situation, they must know the company’s goals and ideas.

It may be best of the supervisor to step into the meeting to educate each worker on what his or her profession consists of. There are various tips that a manager can use to make sales coaching simpler.

§ Motivation in an important step in sales and leadership. The manager must be encouraging and assist in any questions that may arise.

§ Be patient but strong. There will be moments when an employee may not feel they need the tips that are being presented. Offer them a brief reason; however do not let them control the lecture.

§ Basic skills are required for a sales person. Explain these shortly and then move on to major points of the company.

§ Ask questions. Learning involves listening. Ask the employees to demonstrate how they would handle certain situations.

With these brief steps, sales coaching can be a simple to accomplish. A manage can apply these techniques to new personnel or touch bases with employees that have been with the company for years. Sales’ coaching is important for the standing in the business community.

The sales team is responsible for the profit the company achieves. If these individuals do not learn the sales techniques properly, the corporation as a whole will suffer.

Sandra Stammberger owns and operates [http://www.salestrainingonline.net] Sales Training [http://www.salestrainingonline.net]

Article Source: http://EzineArticles.com/598579

Sales Coaching

It’s How You Say It That Increases Sales – Sales Coaching

The way you present your services is how you package them. The way you package your services determines “sale” or “no sale”. Even when what you’re offering is the very same thing it’s how you say it that makes the difference and increases sales.

When you were a newbie you were trained, perhaps I should even say grilled, to follow a prepared presentation. It didn’t take you long to figure out when you use a “presentation” you’re selling no ifs, ands, or buts about it. And people hate to be sold.

And now, you’ve put your presentation away and you focus on holding a sales conversation. Good for you. However; you may have some of those old features, advantages, and benefits statements hanging around keeping you from selling more.

Believe me you want to have a sales conversation because when you do it feels far more natural for both you and the prospect, and you close nearly every prospect who’s a good match. To do that you have to identify where the prospect is in the buying stage, and then you adjust your conversation to meet them where they are. This makes it possible for you to achieve far greater success in less time.

By the way, sales people have a tendency to either presume each prospect is in the first stage or the last stage of buyer readiness. When you’re wrong you start off on the wrong foot and it’s very difficult to connect with the prospect, and obtain them as a client. You’re out of sync and they won’t feel comfortable with you or buying from you.

Just think about it: when you connect with a prospect

  • they may have no idea they have a need for your solution,
  • they may have some recognition they have a certain level of need for your solution but they aren’t ready to do anything about it,
  • they may be thinking about your solution and investigating their options,
  • or they may have an immediate need for your solution and be looking to buy now.

These are the four very distinct levels of buyer readiness. You don’t want to treat each prospect as though they’re in the same stage of readiness. The only way you can know is by asking questions. 

Listen to what they say before you respond and adapt how you respond to what they say. You’re very familiar with feature, advantage, and benefit statements. All three are absolutely worthless if they don’t match the buyer’s needs.

Plus those statements are focused on selling someone something not helping them buy what’s right for them. Instead, you only talk about features you’ve determined from your conversation are of interest to the buyer. You’ve gotten down to the details of their current situation and what they need, so you know when something about your service is an advantage and only point that advantage out if it’s relevant. You also understand the only time something is a benefit is if it directly fulfills a want the prospect says they have.

You’ll be glad you’ve made these little adaptations in your sales conversation because you’ll immediately notice an increase in sales. You’ll also notice both you and your prospects feel very comfortable talking to each other because they don’t feel like they’re being sold, and you don’t feel like you’re swimming upstream in a white water rapids. It’s a win-win leading to loyal clients willing to do repeat business with you and refer you to others.

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Article Source: http://EzineArticles.com/1140280

Sales Coaching

Sales Coaching… Fact or Fiction?

The old adage in selling has always been, “Find out what they want, then, give it to them.” The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest.

In the past, the selling profession relied upon its own bullpens crowded with accomplished journeymen to assume the role of mentor or coach to guide the up-and-coming. But sadly, those days are gone.

Statistics show the average tenure in today’s typical sales force is only two to three years. For many reasons like downsizing, smaller margins, and fewer incentives, experienced salespeople now find it necessary [easy] to move on. Some get entrepreneurial and open small companies of their own. In their wake, younger and far less tenured people fill the ranks – quickly becoming the less experienced mainstay of frontline selling.

There is still another challenge. Due to the evolution and ever-changing complexities of products and solutions, heavy employment emphasis over the last decade in particular has and continues to be, placed on technical skills over selling skills. No one will argue the importance of knowing one’s products inside and out – especially when they are complex. Nevertheless, without experience, training and a natural aptitude for selling, any sales person is more a “Teller, not a Seller.”

That is to say, a salesrep today can be quite adept at providing correct technical answers for customers but can often lack the sales aptitude and education to do what they need to do – ‘Close Deals’. In practice, now armed with the right solution, customers are free to shop it to other “Tellers” for price. The result? Dwindling margins, unhappy salespeople and high turnover… Huge Costs for the Corporation!

So what’s the answer? In a word, “Coaching.”

At a time when companies outsource for strategic expertise like legal, accounting and payroll services, professional speakers / trainers / consultants – most of whom with decades of distinguished sales and marketing experience – are in demand to meet the need for coaching, mentoring and training

The sad reality is today’s overworked executives and small business owners often find themselves engaged in a delicate balancing act between the needs of their inexperienced sales force and the demands of fundamental day-to-day business survival. Something inevitably has to give and it usually does. For this reason, outsourcing for needed coaching [not available in-house] makes so much sense.

Professional Coaches with ‘proven’ experience work directly with companies and individuals to put ‘proven’ programs into place expressly focused on sales/motivation and success-strategies integral to personal and corporate long-term goals in today’s more Unique Value-Driven marketplace.

Successful companies know:

  • Coaching programs work.
  • Coaches drive greater sales and profitability.
  • Coaches are an Investment – Not a Cost. and,
  • Coaches are far less expensive than the status quo.

 

Fact: Government sources purported the cost of recruiting, hiring, benefits/salary and training the average sales rep is approximately $50,000.00. “No small investment for even a large corporation.”

Fact: “Without proper training and attention, sales aren’t made, reps move on and – the Investment Cost Doubles!”

……………………………………..

Paul Shearstone aka The ‘Pragmatic Persuasionist’ is one of North America’s foremost experts on Sales and Persuasion. An International Keynote Speaker, Author, Writer, Motivation, Corporate Ethics, / Time & Stress Management Specialist, Paul enlightens and challenges audiences as he informs, motivates and entertains. To comment on this article or to book the Pragmatic Persuasionist for your next successful event we invite to contact Paul Shearstone directly @ 416-728-5556 or 1-866-855-4590.

www.success150.com or paul@success150.com

Article Source: http://EzineArticles.com/17047