Tag Archives: Sales Training

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 – 9 Mistakes That Will Cause You to Fail

I work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but your actions determine your results and your future.

Lots of people enter the industry and only are rare few are still in the business after five years, and even fewer are successful. As we spoke we shared our experiences as to why so many people with so much potential fail from the perspective of the veteran who has seen people come and go like a revolving door, and the coach who works with the elite few who are committed to making it. By the end of our conversation we had a list of 9 mistakes those new to the business make that lead to their failure:

  1. you still have a wage earner mind-set and lack the entrepreneurial drive to make it work no matter what
  2. you think you’re selling products
  3. you don’t understand that it’s all about the relationships you’re able to start and build
  4. you lack focus, direction, and commitment causing you to get off track going in the wrong direction changing directions to chase the next great idea
  5. you think you’re different that you’re a super star, but you’re actions don’t back up your bravado
  6. you have a scarcity mentality and you’re afraid to invest in yourself to develop the skills you need to succeed
  7. you think you know what to do, but you don’t know how to do it
  8. you don’t know what you don’t know and you aren’t trying to figure out what you don’t know or how to know it
  9. you confuse activity with results and burn out with little to show for your tremendous efforts.

 

Did you recognize any of those fatal mistakes in yourself, or are you thinking you aren’t making those mistakes but you know others who are? I know the list is pretty harsh, but review it again and be harshly honest with yourself. If you aren’t headed where you want to be it’s pretty likely that one or more of those mistakes are getting in your way.

So what do you do if you confess that one of those mistakes is making things difficult for you? Congratulate yourself because the first step to removing any challenge or obstacle is recognizing it exists. You have the opportunity to both strengthen your sales skills and your sales results.

If you were sitting with a potential client and they identified a problem how would you proceed? Would you get them to identify all the problems or challenges they face, and then help them to prioritize the top three? After you agreed on the most important problems wouldn’t you help them to choose one of perhaps three solutions? Then wouldn’t you help them to take action(s) based on the selected solution? Hmmm, do you suppose that would work for you too?

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

 

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

Sales Coaching

Using the Theory of Supply & Demand in Service Sales to Your Advantage

Is there too much of you available to be desirable? If you’re ready to jump for every lead that comes your way, the answer is “yes”. Professional sales coaching will help you to understand you can increase demand for you by controlling supply without being discourteous to your prospects.

Have you ever noticed the more plentiful something is the less you want it? Well, the same is true when you make yourself available to everyone for any and all reasons. Professional sales coaching will enable you to see there are several things wrong with being overly accessible: it creates time inefficiencies and low productivity, it reduces your perceived valued in the eyes of the prospect, and it lowers your self-confidence because you’re setting yourself up to hear “no”.

So how do you increase demand and reduce your supply, and do it effectively without acting like a snob? This professional sales coaching secret is based on disqualification. Currently when you meet with a prospect or contact a lead you think of yourself as being accepted or rejected.

Your objective should be to reject any and all leads that aren’t qualified leads. You view this as being far more difficult than it is. Spend some time identifying the 1-5 key questions that you need answers to.

When you know the answers to these questions you will know if there is a reason for you to set aside time to spend with a potential prospect. That means whatever approach you’re using to attract prospects now needs to include a qualification step(s). When the prospect has successfully met the qualification criteria then and only then is there a reason for you to have a face-to-face appointment to discuss how your services might help them to get what they want.

Do you realize just how much time you’ll free up for actual selling if you stop meeting with the wrong people? You won’t be wasting ridiculous amounts of time running to meet people you shouldn’t be meeting with in the first place. And when you’re only meeting with real prospects, do you realize how much more productive you’ll be in terms of closed transactions?

When your focus is on disqualifying the prospect the power is in your court. In contrast, when you live in fear of being rejected by the prospect professional sales coaching demonstrates that you have forfeited your power. The funny thing is we all have an internal weakness meter, and when we sense it we move the other direction.

Review your appointment calendar over the past month. If you find that a paltry 20%-30% of the prospects you met with converted into clients that’s a clear indicator that you need to take the professional sales coaching philosophy of disqualification leading to a supply and demand advantage for you to heart. You have the power to put the ball in your court by knowing the critical qualifying questions and incorporating them into your marketing funnel.

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

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/]

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

Article Source: http://EzineArticles.com/942378