Tag Archives: Sales coaching

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.

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/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.

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/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

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