Tag Archives: sales coach

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.

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/984769

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

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 – 7 Mistakes That Are Screwing Up Your Sales

You don’t know what you want to be when you grow up, or at least you’re acting like you don’t. You’re like a frustrated employee who hates their job, but doesn’t see how to get a better one. You lack focus, but you don’t know what to focus on so you’re running around looking under every rock trying to find someone you can sell to.

This stinks. It’s ugly, painful, and disheartening but it doesn’t have to be that way. You see, there are logical reasons it’s like this and those reasons include:

  1. You don’t know who you want to work with.
  2. You don’t know what they want.
  3. You don’t know why they want it.
  4. You don’t know what not having it is costing them, emotionally or financially.
  5. You’re unsure what you’re trying to accomplish.
  6. You don’t make yourself unique or special to anyone.
  7. You don’t know how to communicate who you are and what you do in a way that gets others to self-select themselves for you.

 

Part of your confusion and misdirection stems from fear. You aren’t making enough sales now, so you’re afraid if you narrow your target that you’ll starve to death. Just the opposite is true.

When you focus on a market and then make a commitment to dominate that market you’ll make more sales with less work and open more doors to places you could never enter now. You may wonder why or how this could be true? It’s true because we all like to feel special, we all like things that are just for us, and the more special you can be to a certain group of people the more sales you’ll earn.

When you aren’t perceived as special or unique you’re perceived as a disposable commodity. And you don’t want to be in the position of just being another sales smuck. Think through those 7 mistakes and develop your plan for becoming a top sales professional.

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/960377

Sales Coaching

Professional Sales Coaching – 5 Hidden Objections

You “hear” objections on a daily basis. The problem is the objections you “hear” are rarely the real objections that are preventing prospects from buying your solution. When you understand the five hidden objections you can proactively remove them.

The 5 hidden objections are based on human frailties:

 

  • Resistance to change
  • Lack of focus
  • Selective listening
  • Assumptions
  • Negative attitudes

 

No matter what the prospect tells you one of these is an underlying factor inhibiting you from moving forward. People don’t like to change unless there’s a powerfully motivating reason to do so, and fear of change or the need to be right even if being right is causing you harm keeps many prospects from being able to accept your solution.

Keep it simple sweetie when it comes to presenting your solution. If your solution can’t be succinctly and simply presented you’re losing sales because the client is getting lost in your story, and their attention is wandering. They’re confused and a confused prospect can’t make a “yes” decision.

You’re just as guilty of selective listening and assumptions as your prospects.

Selective listening is hearing what you want to hear, and then making assumptions about what you thought you heard to your advantage. If you keep your solution simple enough that the prospect can explain it back to you you’ll avoid the frustration of misunderstandings that damage your relationship.

Most people have a negative attitude even when they proclaim they don’t. That means that the whole time you’re talking about your solutions the prospect is thinking, “I can’t …this won’t work…this is too good…etc”. Accept that people are people and they will suffer from one or all 5 of these human frailties, and plan how you’ll address and overcome them as they silently creep into your sale conversation.

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/953071