MAR
12
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10 Part Series - Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

“ My focus is not on selling…I simply help clients buy what they need. I am always in problem solving mode, and that puts me on the client’s side of the table .” – Don Ray, management consultant The buying/selling process begins with an introduction and an exchange of information about the buyer’s business and the seller’s product or service. It’s more informal than formal as each side assesses whether there is a level of trust and credibility to engage in a deeper conversation. A warm referral can speed up this process, otherwise you can take something from your education based marketing materials (blog post, relevant article about their business) to move the process forward. What happens next is often the place where sales are won and lost. In this series of blog posts about Must Have Sales Skills in 2018 the ability to question your way to the sale...
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663 Hits
FEB
26
0

10-part Series - Must Have Sales Skills in 2018 Skill #1: Awareness of your communication style

  “Self-awareness is a key to self-mastery” – Gretchen Rubin   How well do you know your salespeople? How well do they know themselves? The two rhetorical questions I hear consistently from prospects are: How do I find great salespeople? How do I retain great salespeople? Although there are a multitude of issues facing sales organizations the answer to these questions can be perplexing. Why is that? From a hiring perspective you should rely less on resumes. Social media profiles provide some insight into how a prospective salesperson communicates and makes decisions. The remainder of the work you must do to find great salespeople is in the interviewing process. There are ways to understand a candidate’s communication style. They can fall into four different categories; Decisive individuals tend to be more demanding, forceful and determined in their communication. Interactive individuals thrive on being around others and are inclined to share...
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  690 Hits
690 Hits
FEB
09
0

5 "Must Have" Attributes for Salespeople, and Sales Managers

90% of the performance issues in sales organizations are people related. Are the right people in the right positions on the team? Are the best producers happy and motivated to stay? Why do some struggle more than others? How do you find great salepeople? These questions are common and people focused.  The Sales Producer's Blog advocates understanding natural skills and attributes of the sales producers in your organization.The mission of this sales coaching practice states: " to identify and develop coachable sales professionals ." There are consistent attributes in the most successful sales people and sales managers. They may not be visible to the eye, or picked up in a conversation or interview. But, they can be measured.  5 Must Have Attributes for Salespeople :  Personal Accountability . High scores reflect their interest in identifying the cause of a bad decision. No excuses.  Attitude Toward Honesty . This measures their...
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  726 Hits
726 Hits
JAN
30
0

WORKSHOP: How do you bring out the best in people?

The great organizations in this new economy will be those that realize that intellectual capital is the new “most important” asset, and change their management principles accordingly. – Jay Niblick, President, Innermetrix, Inc. What if: You could determine how someone values the world around them? You understood someone’s natural talents based on how they think and make decisions? You understood what motivated them to use those talents? You understood how someone prefers to use those talents? You can! Let's schedule a workshop that will address these questions. Our intellectual economy rewards those who understand the intangible assets of their people. These assets are increasing in value. Understanding the natural talents an individual possesses effects who you hire and how you lead them. Who will benefit from this workshop? Groups of people who are evaluated based on achieving specific business objectives, such as: Executive teams Managers Teams in Sales, Customer Service...
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  697 Hits
697 Hits
JAN
25
2

Are You Focused On Client Needs, or Sales Quotas?

Ask a salesperson to describe the problem they solve. You may get a puzzled look, a client focused solution, or something in between. The stereotypical sales person, or worse “order taker” doesn’t know or care about the problems clients are facing. They are interested in generating transactions and hitting quota. “ Nobody is going to buy from you because you need the money ,” bestselling author and speaker Bob Burg says. “ They’re not even going to buy from you because you’re a really nice person who believes in your product and thinks they should have it .” The current trend in sales is to develop subject matter experts (SME’s). This new version of a sales professional uses expertise and influence to “coach” decisions based on understanding client needs. Establishing trust and credibility at the outset of a relationship is paramount to having success. SME’s don’t have quick fixes. Your...
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665 Hits