Thursday, August 30, 2007
Sales Training Tip #198: Know Your MLB
You may not follow Major League Baseball, but many of your customers and prospects do. At this time of year, make sure to stay up on who's in the playoff hunt. You don't want to get cut short by not knowing that your customer's favorite team is close to winning their division.
Sales Training Tip #197: Referrals Go Both Ways
Go out of your way to refer some of your best customers to people you know. Better yet, get in the habit of making at least one referral each week. Your customers will appreciate the support!
Sales Training Tip #196: Using Time To Your Advantage
Time is the greatest negotiating tool. When giving a proposal, state half of the time you had planned to offer. For example, by offering one week instead of two, it increases the sense of urgency.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
A Question Recently Posed to "The Sales Hunter"
"How can I create a sense of urgency and need for my product?”
Your best way to create a sense of need is by tying the element of time to it. You can do this in a couple of ways. First, offer an incentive to buy now. Don't lower your price, but offer an additional something if they chose to buy now. Second, create a sense of lost benefit if the person does not buy now from you. Ask them what they expect to get from buying from you so they will begin to acknowledge the pain they have. When they do, you can then begin to draw it out more by asking them more questions about it. The whole idea is to allow them to see how their pain will go away and they will be much better off if they buy from you now. Build on this further by helping them realize that if they don't buy from you now, their own personal cost will be higher since they'll have to live with the pain for even longer.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Your best way to create a sense of need is by tying the element of time to it. You can do this in a couple of ways. First, offer an incentive to buy now. Don't lower your price, but offer an additional something if they chose to buy now. Second, create a sense of lost benefit if the person does not buy now from you. Ask them what they expect to get from buying from you so they will begin to acknowledge the pain they have. When they do, you can then begin to draw it out more by asking them more questions about it. The whole idea is to allow them to see how their pain will go away and they will be much better off if they buy from you now. Build on this further by helping them realize that if they don't buy from you now, their own personal cost will be higher since they'll have to live with the pain for even longer.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Professional Selling Skills Training: The Power of Your Network
Long-term success does not come from one-time, single-shot sales. Long-term success in sales comes from what you do day in and day out and is impacted in a huge way by who you associate with. I've recently spent time with several different sales people and I've been amazed at how each of them view success and how they determine their goals. In each case, their frame of reference had a direct correlation on who they network with and the frame of reference the other people had. I hate to say it, but narrow-minded people have narrow-minded goals. Big thinkers have big goals.
I'm fortunate enough to have two kids (or I should say young adults as they are both in college). When they were little kids, we always monitored their friendships. As parents, this is natural because we wanted our kids to not be hanging out with others who were bent on causing trouble. In the same way, adults have to monitor who we allow ourselves to be influenced by. Is their any wonder why successful people associate with successful people?
A challenge I push myself to do is to ensure my network, my friends, and the people I come in contact with are big thinkers with big goals. The last thing I want to do is to be bogged down by people who could negatively impact my goals, the quality of my thinking, and, ultimately, what I accomplish.
A final comment: I was just in a sales office where the entire sales team was having a blow-out month. It seemed as if everything they were touching was turning into a sale. In talking with them, they had a level of energy and drive that permeated every corner of their office and every corner of their brains. Great sales people were hanging out with great sales people.
Contact Mark Hunter, "The Sales Hunter" for your next Conference or Sales Meeting. To see and hear Mark Hunter now, visit www.TheSalesHunter.com.
I'm fortunate enough to have two kids (or I should say young adults as they are both in college). When they were little kids, we always monitored their friendships. As parents, this is natural because we wanted our kids to not be hanging out with others who were bent on causing trouble. In the same way, adults have to monitor who we allow ourselves to be influenced by. Is their any wonder why successful people associate with successful people?
A challenge I push myself to do is to ensure my network, my friends, and the people I come in contact with are big thinkers with big goals. The last thing I want to do is to be bogged down by people who could negatively impact my goals, the quality of my thinking, and, ultimately, what I accomplish.
A final comment: I was just in a sales office where the entire sales team was having a blow-out month. It seemed as if everything they were touching was turning into a sale. In talking with them, they had a level of energy and drive that permeated every corner of their office and every corner of their brains. Great sales people were hanging out with great sales people.
Contact Mark Hunter, "The Sales Hunter" for your next Conference or Sales Meeting. To see and hear Mark Hunter now, visit www.TheSalesHunter.com.
Wednesday, August 29, 2007
Professional Selling Skills Training: Don't Leave Your Personality at Home
Selling is, without a doubt, the greatest profession there is. For people who are pumped, engaged, and intelligent, the potential is unlimited. What I find amazing is the number of people in sales who do not have personality, or, if they do, they leave it at home.
Unless you're harboring some strange tendencies or bizarre thinkings, there's no reason to not let your personality come through on the job. Let your personality come out and get to know people! It's amazing how much more business can be had when we allow our personal side to be exposed. However, I do have one word of caution. This is not a license to become egotistical, but to become full of others you come in contact with.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Unless you're harboring some strange tendencies or bizarre thinkings, there's no reason to not let your personality come through on the job. Let your personality come out and get to know people! It's amazing how much more business can be had when we allow our personal side to be exposed. However, I do have one word of caution. This is not a license to become egotistical, but to become full of others you come in contact with.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
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