Tag Archives: Sales

Sales Coaching

When to Bank on YOU to Increase Sales – Sales Coaching

Break the chains holding you down keeping you in the land of mediocrity, and unleash the success within you. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and write your own path for success?

Let’s face it. After a few years working as a captive agent and surviving you’ve come to realize the very things you thought you’d be getting didn’t materialize, and the way the deal is structured you’re the big loser. No need to be bitter.

It’s simple: you learned a valuable lesson you needed to learn through personal experience. I’ve had three friends who dreamed of owning a Jaguar. None of them still own one because, as they explained to me, the fantasy of owning one didn’t match the reality of owning one. Where do you go from here?

You’ll be glad to know that because you’re one of the successful ones you have options. You have the option of re-aligning with an independent agency, or starting your own independent agency where you call the shots and craft your own deals. There are only three things you need to take advantage of your options.

You start by developing superior selling skills. It didn’t take you long to figure out that presentation they had you memorize wasn’t worth the paper it was printed on. Now that you’re ready to move into the real money you need to hone the skills you’ve developed on your own into the skills of a true professional. A true professional not only makes more sales, the buyer doesn’t feel like they’re being sold.

With that said the most important skill is the ability to acquire your own leads. You know from experience, the leads you got from the captive agency and the ones you buy from list merchants are about one step above worthless if they’re even that good. Real leads reach out to you because you have something they want. Those leads can and will buy from you.

Vitally important last and final piece: the confidence you gain from knowing what you’re doing and how to do it. This confidence comes from knowing how to run a business not represent a business. As an entrepreneur you stand to have all the gain because you take all the risk. Smart entrepreneurs reduce their risk by aligning themselves with others who can help them to get where they want to go faster with fewer mistakes along the way.

Although you would think the best source for learning how to develop a successful agency would be an agency mentor this can be a misguided perception. It’s great to have a mentor show you how they do things so you can emulate them and do those things too. The danger comes from making the same mistakes the mentor makes and trying to duplicate a business model that doesn’t match your strengths.

Indeed, the success that got you where you are isn’t what will get you where you want to go. You understand that. Others, like you, have found coaching is one of the quickest ways: to develop professional sales skills helping more prospects buy from you, develop the means to acquire your own qualified leads, and develop a successful and sustainable business.

Put more money in the bank by counting on yourself. Identify the areas you want to improve, and reach out and get the help you need. As the success you have today has proven the quicker you take action and the quicker you take right action the quicker you get what you want.

Yes, now you can discover the “7 Secrets” [http://increasesalescoach.com/]

Turn yourself into a Sales Genie [http://increasesalescoach.com/marketing-article]

Increase Sales Coach Gets Results Sales Training Can’t because it’s never just a sales issue.

Article Source: http://EzineArticles.com/1132404

Sales Coaching

You Now Almost Effortlessly Increase Sales – Sales Coaching

It’s painfully obvious to you the prospect needs your service. You’re excited because you know you can immediately help your prospect get exactly what they want. For some odd reason though, the prospect doesn’t seem to see things the way you do.

Rather than being perplexed or frustrated by this recognize you now have the power to make an easy sale. That is as long as you don’t blow it by trying to push for a sale the prospect isn’t ready for. At the moment you have a little misalignment issue to overcome.

Even though you:

 

  • understand the prospects problem
  • know exactly how your service will remove or eliminate this problem
  • and know the tremendous benefit your service provides for your clients

 

Your prospect doesn’t have any of this clarity, yet.

Your prospect is thinking:

 

  • “I better be careful what I say here before this sales person starts to try and talk me into buying something I don’t want to buy”
  • “I’ve tried to solve this problem before and it didn’t work, so I have no reason to believe your solution will work either”
  • “I’m not sure how your solution has much to do with resolving my problem anyway”

 

Now before you allow all this to make your guts churn and your head pound take a deep breath and prepare to remove the prospects concerns. Let’s put this in perspective. What if you were in the prospects seat?

You already know a confused mind will not buy. The buyer is simply confused about how this solution you’re so excited about matches up with their situation. They don’t “see” it working or they don’t “see” it working for them.

Aha, now you’re beginning to “see” the real problem. There are actions happening or not happening for the prospect, and those actions are inner twined with the prospects problem. You also have the problem that buying requires an action on the buyer’s part. So how do you align these actions?

Do you remember when you were a child and your parents told you “what you need to do is…?” Do you remember your reaction? I’ll bet you didn’t like it. Guess who likes it even less when a sales person tells them what they need to do? Yep, your prospect hates to be told “what they need to do.” Telling a prospect what they need to do immediately angers them, and makes them more likely to take an action exactly opposite the action you recommend.

Add to this negative response you’ve just triggered the confusion they have about your solution and, uh oh, you’ve set yourself up for “no sale” now or ever. So let’s back up a little bit and get you in the right position. The right position is a position that helps the buyer to buy.

Here’s how easy it is to increase sales and have your prospects eager to buy. Once you recognize your solution is a match for the problem the buyer faces instead of moving in the direction of selling move in the direction of discovery. Your objectives are to discover the current actions and uncover the desired future actions.

Make no mistake: problems and solutions are both about actions. Get the prospect to tell you about the actions or inactions happening now, and the outcomes those actions or inactions are producing. Then instead of telling them how those actions would be different if they’d just use your solution, ask more questions.

Ask your questions in a way that helps the prospect “see” a new more desirable future. Let’s use an example you can easily relate to as a buyer yourself. You want to take a vacation. You’ve already chosen the location and established a budget.

You have the choice of going on-line and booking and planning the entire trip yourself, or you could use a travel agent. You’ve done all this yourself in the past, however; you’ve sometimes been disappointed by the choices you made because you missed out on some things. You responded to an ad you saw about vacationing in the location you desire.

As you talk with the travel agent the agent asks,

 

  • “What if you and your family could spend 5 days in Hawaii within the agreed upon budget and everything was completely taken care of for you?”
  • “What if when you arrived you would already have reservations to do all the things you most want to do on your trip?”
  • “What if you could secure the dates, prices, and reservations now and wouldn’t have to think about it from this moment forward?”

 

The travel agent is getting you to “see” what it would be like to have their solution.

Not only that, but the agent is also helping you to see who takes what actions and when. The details of these questions are helping you to mentally see into a future you desire. Your desire to have that solution increases the more you can mentally experience having the outcome you want. It makes you “see” how this solution is possible. You understand how it benefits you, and you already know you want it.

Look into the future with your prospects. Yes, both you and the prospect will win as you almost effortlessly increase sales because you’ve made the confusing simple. You’ve made the impossible possible. Take advantage of the 7 Secrets report below and discover even more ways to increase your sales.

Yes, now you can discover the “7 Secrets” [http://increasesalescoach.com/]

Turn yourself into a Sales Genie [http://increasesalescoach.com/marketing-article]

Increase Sales Coach Gets Results Sales Training Can’t because “it’s never just a sales issue”

Article Source: http://EzineArticles.com/1129834

Sales Coaching

Do You Make These Mistakes Building Your Sales Based Business?

You are a business owner. You succeed when you help others buy your services. It sounds so simple until you actually try selling.

After some bruised ego even hurt feelings you discover it’s brutal out there. So you decide you’re going to have to learn how to sell. Now some of you were told you’d be trained to sell by the people who taught you the skills and knowledge you need to provide your services. However, when you tried to do it the way you were shown you found it didn’t quite work like you led to believe.

Are you a little like Hiram and his red shirt? There’s a children’s book about a man named Hiram whose favorite shirt was a red shirt. Hiram wore the shirt a lot and as it began to show its wear Hiram took it upon himself to patch and repair his shirt.

Hiram had a great attitude. Whenever a new hole or tear appeared Hiram cheerfully patched and sewed his shirt. It wasn’t long before Hiram’s shirt didn’t fit so well. As he took a little from here to make a little for there his shirt got too small, and it didn’t cover his body like it did when it was new.

Eventually through some encouragement by others Hiram decided it was time to buy a new shirt. He was very pleased by how the new shirt felt and looked. He realized he’d waited too long to get his new red shirt.

As you struggle through sales you focus on one problematic area at a time. Then you go and get training to resolve your problems in that area. It seems like you’re making improvements when all of a sudden you have another new problematic area.

And so you continue to get “training” on one new problematic area after another. Yet somehow like Hiram’s red shirt all this “training” doesn’t seem to fit together all that well. You seem to have parts of a shirt rather than a whole shirt.

Then you decide you’ll buy an entire “training” program confident that will fix all your sales ills. You find the “training” highly motivating, even entertaining. You’re excited about the investment you’ve made eager to put it to the test.

It’s when you’ve gone home, and put it to the test you realize all this “training” still isn’t working like you thought it would. Your “training” shirt still has some gaps and areas it isn’t covering, and now you don’t know what to do. You aren’t a whole lot better off than when you first decided you needed to get help.

How can this be? Aren’t you cut out to be a business owner? Perhaps you just can’t sell. But you have to sell because you have a business to run, and there isn’t anyone to sell your services but you.

There comes a time when you have to accept that even though you know your business and you know your service, you don’t know how to sell yourself. You have to figure out how to sell in order to survive. You didn’t learn the skill behind your service overnight, and you don’t learn through isolated events.

The best way to learn is with the help of a guide along the path. You need someone to help you understand the sales process in a way specific to service professionals. Then you need on-going help and support from that person helping you with your specific challenges and issues as they come up for you not when they’re talked about in a “program”. You my friend need a mentor coach.

I know you’re thinking coaching is too expensive. Like Hiram how much is it costing you every day in lost sales not to get the help you need so you can start turning missed opportunities into cash. You can continue to make the mistake of struggling on your own, or you can make an investment in yourself and get the help you need. The choice is yours. Will you continue to patch your business like Hiram and with his red shirt, or will you join Hiram making a decision to get the help you really need?

Yes, now you can discover the “7 Secrets” [http://increasesalescoach.com/]

Turn yourself into a Sales Genie [http://increasesalescoach.com/sales-genie.html]

Increase Sales Coach Gets Results Sales Training Can’t

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

Article Source: http://EzineArticles.com/1114887

Sales Coaching

When Top Sales Professionals Get Stuck – This Is What They Do

I’ll bet you think those sales professionals in the top 20% never get stuck. Well, they do just like you. The difference is in how they handle getting unstuck and how you handle it.

The sales environment is never static. When you make the mistake of thinking it is, that’s the exact moment you get hit by the proverbial truck. In most cases there are warning signals that things aren’t going the way you want them to. Top sales professionals don’t make the mistake of ignoring these signals pretending they will go away. Instead they have their radar on high alert detecting and monitoring any and all potential changes in the sales environment.

Most sales people are far more reactive than proactive. You wake up in the morning hurriedly dress and run out of the house. All day long you chase after prospects and clients allowing them to dictate what you’ll do and when you’ll do it. Unfortunately, when you’re so wrapped up in the moment you focus on symptoms mistaking those symptoms for the cause of the problem. Top sales professionals recognize that it’s far easier to react to symptoms than it is to proactively get to the source of the problem, and focus on resolving the real problem.

Whether things are really good or really bad it’s dangerous to take either situation and treat is as though it’s the real circumstance. Top sales professionals realize you have to step back and identify the facts in every situation. Pretending things are different than they really are, is a dangerous and slippery path.

Most sales professionals ask why things are happening to them. This sets you up for a victim mindset. You never want think of yourself as a victim because no one is going to come in and act as your savior. You have to be your own savior. Thus those at the top of their field ask how they can turn their current situation into the outcome they want.

When you want to increase your sales you either try to go it alone, or you turn to your peers for help. Top sales professionals turn to guides who can help them get where they want to get quicker. They don’t typically turn to their peers because their peers aren’t experts providing the help they need. Peers are often:

  • too sympathetic rather than empathetic
  • too afraid if they help you that you’ll surpass them to provide any real help
  • too narrowly focused on what everyone else does to have an innovative approach that will really make a difference for you

 

You tend to look at what your peers are doing and imitate them. Top sales professionals look at what others outside their industry are doing and ask how they can use those ideas in their business. They then adopt those ideas, adapt them to fit their business, and then act on those ideas.

You try things for a while and then abandon them when you don’t get the results you want. Top sales professionals try things they know work for others, adapt those ideas, and then consistently implement those ideas adapting them as needed until they produce the outcomes they want from those ideas. Plus they only adopt ideas that are in alignment with what they’re doing and what they’re trying to accomplish.

Yes, now you can discover the “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Turn yourself into a Top Producing Sales Genie [http://increasesalescoach.com/sales-genie.html]

Increase Sales Coach Gets Results Sales Training Can’t

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

Article Source: http://EzineArticles.com/1056515

Sales Coaching

Why I Offer You This Secret Weapon – Sales Coaching

Everyone can have and use this secret weapon. It doesn’t require a financial investment nor do you need any special talents to use it. However, you will need to make a commitment to use this secret weapon every moment of every day to get the full value it holds.

This secret weapon is your opportunity radar. Sales is serious business, and you can’t afford to lose out because you’re radar isn’t working for you. To develop your opportunity radar you must first identify for yourself all the big problems or big wants that you can produce a desired outcome for. And you most only speak in terms of these outcomes never in terms of products, and never in terms of how great you are.

Develop a highly qualified prospect profile. Give your general profile person a name. Include every detail you can think of that would help you and others to find the people matching your profile. Include the standard things like age, sex, occupation, etc. also include non-standard things like special interests, beliefs, or hobbies.

Put yourself in your profiled highly qualified prospect’s shoes. Go where they go and experience what they experience. The more you can surround yourself with the people matching your profile the more opportunities your opportunity radar will detect.

Increase sales by enlisting the assistance of every person you encounter. Ask anyone who doesn’t match your profile who they know that does match your profile. Ask them to help you connect with that person. Make sure they appreciate the value of helping you to connect with this person, and make it easy and non-threatening for them to do so.

Recognize there are opportunities in nearly every experience you have. You just need to uncover them. Then you need to take action to reap the rewards of your opportunity radar. The more practice you have using your opportunity radar the more skilled you’ll become and the more your sales will increase.

Yes, now you can discover the “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Turn yourself into a Top Producing Sale Genie [http://increasesalescoach.com/sales-genie.html]

Increase Sales Coach Gets Results Sales Training Can’t

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