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Digg it UP - 12 Things Every Sales Super Star Knows
It’s understandable if your PR fizzles when it’s limited to simple tactics like news releases, broadcast plugs, press events and brochures. But then starts to sizzle when you do something meaningful about the behaviors of those important audiences that MOST affect the business, non-profit, government agency or association unit you manage.It especially sizzles when your public relations creates the kind of external stakeholder behavior change that leads directly to achieving your managerial objectives. Then continues as you follow through by persuading those key outside folks to your way of thinking by helping move them to take actions that allow your department, group, division or subsidiary to succeed.A fact of PR life is this: when you need to move a message from here to there, communications tactics usually can do that job. But be careful here, because a preoccupation with tactics usually denies managers the best that public relations has to offer by diverting the manager from pursuit of the real sizzle outlined above.And I mean sizzle based squarely on an underlying premise such as this: p
4. Your prospect will tell you what you need to tell them to sell them.
Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes. 1) You will give too much information (more than is necessary t
The successful career is more important for health and longevity than diet and absence of bad habits. Along with proper diet, high quality medical services, and absence of bad habits, it appears that success in life is playing the major role too.In the sixties, professor sir Michael Marmot analyzed the information about health conditions of the government workers that are living in London. He discovered an interesting fact: the higher position the person has been promoted in his career, the healthier he is.The professor has become interested in his own discovery and during the last 30 years he did similar researches in many other groups of people living in the different countries and related to different social groups. The result everywhere has appeared the same.For example, he has discovered that people that have PHD on the average live longer than ordinary graduates and those have longer life than those who don’t graduate from high school.He also found out that among Hollywood actors the greatest longevity are those that have Oscars.The same picture goes among successful politicians too. Sir Winston Churchill, Konr
1. Make a sale, you’ll make a living. Sell a relationship and you can make a fortune.
Poor salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and the relationship. Which is your approach?
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires. Super stars know that the lifetime value of a client is far more than the value of one sale or transaction.
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It is important to discover those ‘real’ reasons or circumstances as to why a prospect would buy now, later, not at all or never. Once you have discovered their real issues the sales super star tailors their appeal to those specific needs, desires and buying circumstances.
3. When you sell price you rent the business. When you sell value you own it.
Most poorly trained salespeople tend to lower the price when they receive price resistance. Any price, no matter how low, will always seem high to a prospect or customer if their perceived value is low. The key to effectively handling price resistance is to understand this simple, yet profound, concept.
Prospects and customers say they want low price, but what they really want is low cost. What is the difference?
Price is what customers pay for your product or service now. Cost is what the customer pays by buying late, not at all or wrong. It is their overall cost over an extended period of time.
The sales super stars sell value and don’t defend price. In the long run, it is much easier to justify high price if the value is there, than poor quality and constant product/service problems.
4. Your prospect will tell you what you need to tell them to sell them.
Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes. 1) You will give too much information (more than is necessary to
This is it the big day. Are you all set for the big time? We’re going prime time with the interview you have worked so hard to get. You have done all of your homework on the company. You have practiced answering those all important questions. You feel good and think ready to go. But, are you? Have you covered all of the bases? What about the personal grooming aspects of the job hunt?Do you know what turns off prospective interviewers? I know some of this stuff might seem obvious to some of you but . . . dah. The little things add up too.I'm sure your mother and your teachers told you that neatness counts but other physical trappings could sway the decision for or against you. Besides the obvious: clean body, hair and fingernails, plan an appropriate wardrobe and accessorize suitably.How do you look the part?o Carry a briefcase, folder, attach? or whatever you use to hold your important papers. Scratch the backpack, fanny pack or any other non professional gear carriers. They don’t fit the bill.o Remove body piercings and cover any visible tattoos.o Forget mini or micro skirts, tee shirts and other unprofessiona
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires. Super stars know that the lifetime value of a client is far more than the value of one sale or transaction.
2. People buy when they are ready to buy not when you need to sell.
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It is important to discover those ‘real’ reasons or circumstances as to why a prospect would buy now, later, not at all or never. Once you have discovered their real issues the sales super star tailors their appeal to those specific needs, desires and buying circumstances.
3. When you sell price you rent the business. When you sell value you own it.
Most poorly trained salespeople tend to lower the price when they receive price resistance. Any price, no matter how low, will always seem high to a prospect or customer if their perceived value is low. The key to effectively handling price resistance is to understand this simple, yet profound, concept.
Prospects and customers say they want low price, but what they really want is low cost. What is the difference?
Price is what customers pay for your product or service now. Cost is what the customer pays by buying late, not at all or wrong. It is their overall cost over an extended period of time.
The sales super stars sell value and don’t defend price. In the long run, it is much easier to justify high price if the value is there, than poor quality and constant product/service problems.
4. Your prospect will tell you what you need to tell them to sell them.
Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes. 1) You will give too much information (more than is necessary t
Following the success of Donald Trump's The Apprentice, a sixteen week job interview reality show where Trump hires someone to manage one of his companies, I came to think that business reality shows can be truly successful. What if we were to create the ultimate business reality show? What would that look like? What I would like to see is the greatest business minds of our time come together on television to create a brand new Uber Company ("Uber" is derived from the German language and has come to be a synonym for "super"), a company that, with the guidance of some great business executives, an executive dream team, becomes a "super" company – a company that is super profitable with a rate of growth unseen in our generation.If we put the greatest business minds of our time together to build a brand new company, would it be one of the most successful companies ever? Or, would there be such a clash of egos that it would be doomed to failure. This is imaginary, so I guess we would never know. But imagination is a good thing. So, I decided to be the cast director and have put together my own executive dream team. Here it is:Bill Gates -
You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It is important to discover those ‘real’ reasons or circumstances as to why a prospect would buy now, later, not at all or never. Once you have discovered their real issues the sales super star tailors their appeal to those specific needs, desires and buying circumstances.
3. When you sell price you rent the business. When you sell value you own it.
Most poorly trained salespeople tend to lower the price when they receive price resistance. Any price, no matter how low, will always seem high to a prospect or customer if their perceived value is low. The key to effectively handling price resistance is to understand this simple, yet profound, concept.
Prospects and customers say they want low price, but what they really want is low cost. What is the difference?
Price is what customers pay for your product or service now. Cost is what the customer pays by buying late, not at all or wrong. It is their overall cost over an extended period of time.
The sales super stars sell value and don’t defend price. In the long run, it is much easier to justify high price if the value is there, than poor quality and constant product/service problems.
4. Your prospect will tell you what you need to tell them to sell them.
Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes. 1) You will give too much information (more than is necessary t
There’s nothing like watching an athlete at the top of their game -- the sprinter racing to the finish line, the star center sinking the game winning shot. They make it look absolutely effortless, as if it was the most natural thing in the world for them to perform that well.Appearances can be deceiving. What you don’t see is the long, grueling hours of training and practice star athletes put in behind the scenes: the endless laps around the track with no one watching, the skill drills where that star player practices jump shot after jump shot after jump shot.The same is true for exhibiting. The truly great exhibitors don’t just show up at the show and automatically know how to turn in a great performance. They’ve trained for the event, making sure that they’ve got a good grasp of the fundamental skills needed and the game-day strategy critical to ensure success.What type of training routine does your exhibiting team have? Most companies, if they answered honestly, would have to say little to no time is devoted to practicing the skills needed to do a good job on the show floor. It’s assumed that the skills necessary to be a good sa
Prospects and customers say they want low price, but what they really want is low cost. What is the difference?
Price is what customers pay for your product or service now. Cost is what the customer pays by buying late, not at all or wrong. It is their overall cost over an extended period of time.
The sales super stars sell value and don’t defend price. In the long run, it is much easier to justify high price if the value is there, than poor quality and constant product/service problems.
4. Your prospect will tell you what you need to tell them to sell them.
Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes. 1) You will give too much information (more than is necessary t
When you create advertising for small businesses, consider both the life cycle of your product or service along with customer buying habits.Today, both sellers and buyers alike want fast results. You should recognize that the actual process of turning your prospects into customers still takes time. Buying cycle times may be shorter today, but the process still exists. People often buy according to their past purchasing habits and patterns. These habits can be hard to change.Classic marketing theory details the life cycle of a product or service as(1) introduction,(2) growth,(3) maturity,(4) decline, and(5) phase-out.In other words: when it's(1) New,(2) Rapidly Accepted,(3) The Industry Standard,(4) Fading, and(5) Hard to Find.Furthermore, the people who buy those products/services can be profiled in different stages as (a) innovative adapters, (b) majority adapters, or (c) stragglers.Profiles of these three buyer categories (a) (b) (c) are helpful in creating advertising tailored to each phase of the five life cycles of the product o
4. Your prospect will tell you what you need to tell them to sell them.
Accurate and timely information is the key to success in selling. One of the biggest mistakes poor salespeople make is that they give information before they get information. In other words they talk too much. If you practice this approach, you are going to make one or all of the following mistakes. 1) You will give too much information (more than is necessary to make the sale). 2) You will give the wrong information (based on the prospect's needs, wants, desires or problems). 3. You will give information that could sabotage your success either in the short or long term.
5. If two people want to do business together they won’t let the details get in the way. If two people don’t want to do business together they will let any detail will get in the way.
If two people want to do business together they won’t let any details get in the way. If a prospect doesn’t want to do business with you they will let even the slightest detail get in the way. We are talking here about intent. Sales super stars know how to identify the prospect’s real intent or their purpose. They are not easily misled and tend to probe deeper when they feel they are not getting the real truth from the prospect or customer.
6. They need to work as hard to keep the business as they did to get it in the first place.
Many salespeople make lots of promises or benefit statements while trying to sell a new prospect. A key concept to keep in mind while selling is that the close of the sale is not the end of the sales process, but the beginning of the sales relationship. Sales super stars know that to ensure repeat business, customer loyalty, positive references and qualified referrals that their after sales service must be one of their strengths.
7. To sell more every year, they get better every year.
Life is an interesting relationship between paying the price and winning the prize. Between self-investment and rewards. Between investing time in personal development and your ultimate success. It is never too late to begin an aggressive on-going self development program. There are hundreds of books to read, audio CD’s to listen to and seminars to attend. Sales stars don't wait for their organization to invest in them and their future value. They take full responsibility for the quality of their life and learning. They are pro-active in seeking out learning opportunities.
8. They manage their time and territory effectively.
Each of us gets 24 hours to do with what we will. Some salespeople wish they had more while others wish time would pass a lot quicker. Some salespeople act like they have an unlimited time bank available to them and that their prospects or clients will see them whenever the salesperson would like. The sales super stars understand the importance of using every available sell
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