Tag Archives: Sales

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

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 – 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