Six times Two (6×2) Mental Strategies to absolutely transform any common sales man is a magnet of business opportunities
Being a sales person or marketing executive is one of the most rewarding profession on earth because it allows the possibility to earn in relation of the value of theperformatnce. The best and most effective the performance the higher the income.
This is the main reason explaining that it is a wise idea for anyone practisingthis prefessional career finding the time to enrich oneself through books, seminars, emulation and creativity in order to further develop own abilities and skills
Instead of exercising the sales profession in the same and unchanging method, it must occur that every sales person decides to and pursue to create a path of self development and enrichment, in order to reach always hiher standards of professionalism, and consequently increasing own financial stability, personal assets and quality of life.
For examplee, in the technicque of handling customer’s rejection or doubts, it is important to have always ready some key counterarguments that, if played well during the conversation, can be absolute turning points by helping in increasing the number of positive closings.
Talking about closings, how many times sales executives (even those called experts) are caught by the rush in the last phases of the selling process , and close badly, wasting away time, money and opportunities?
Furthermore, talking about the request of referrals, very useful because it can increase the chances to create new potentials or reinforcing present sales contacts? Every simple, and apparently meaningless, technique can increase exponentially the numbers of contacts.
Laslty, how much useful, meaningful and significant could be for a sales person to have a sinple, fast, effective feedback after each sales appointment. Sincrerely and honestly evaluating what has gone good or not and why can be a source of very precious information. In this way, every seller can fast capitalize continuously on positive traits while finding ways of reducing errors or turning mistakes in opportunities for betterment.
It is logic to expect that a slaes person through proper self analysis and comprehension of personal and professional SWOT evaluation can start to walk the path of an unlimited professional gorwth and achiene excellence along the way.
Hereby following, I will introduce some basic concepts of fundamental strategic steps used by very successful sales professionals I have had the pleasue and honor to meet in my professional life and with whom I have been keeping great friendship. They seem to be quite simple and very straight forward points. However, it is because they are so simple that, very often, are forgotten or, unbeliavably, not even applied and considered old style.
In my opinion, they are certainly very simple but they must be considered fundamental and essential to keep practising because, it is a well known assumption) that the simple things are the ones working better.
Limiting to reading this article and, even, agreein on the concepts freely shared without acting does not take anywhere.
My advice is to take action and start the innovation in the way sales are pursued and attempted by changing steadily, slowly but constantly.
- CREATE A SCRIPT BOOK:
The script book is the collection of the most powerful and effective “phrases of Sale “that the best sellers use in the course of the unfolding of your business.
Not everyone is born as a sales professional, however it is possible to et closer to the performance of the most successful sales gurus by emulating their way of speaking, of dialogues, of verbal patterns, how they management objections or resistance from customers and their ability to bring out the needs of the client and how they successfully close most of their sales.
The script book, as its name implies, is the collection of these verbal patterns (scripts) that are used to present products, disarm objections and launch closures. This kind of information, to be useful, must be simple, immediately accessible, well organized and continuously updated.
A good advice is to split the script book into 5 categories. For example:
- Script to fix appointments
- Script to catch attention
- Script to make latent needs emerge
- Script to defuse objections
- Script to close
Where to take these scripts? There are various resources where you can draw them:
- You and your colleagues. Collect phrases that work best, and start with those. Be tuned with your colleagues so that every time you discover something that worked particularly well, you communicate it. Having done this, the instrument requires continuous updating;
- Your competitors. When you’re waiting to talk to a Customer, already engaged with your competition, try to catch the conversation; you could catch some scripts especially
- convince your company to commission a sales script book to a specialist, to share with your colleagues;
- Consult My webhttps://grandemareopenseatoknowledge.wordpress.com often to find posts and articles you might consider enlightening of the topics of your interest
Even the most successful sellers have “yes” days and “No” days; Well, especially in the second, having available a script book is of great help.
To date, how much you are using something like that, in a scale from 0 to 100%?
How much you think it would be useful to have the answer to most important objections, to have the best “attention getter “, to rely on the most effective closing phrases. Remember at any time the verbalizations useful for maximizing your chances of setting appointments?
- CREATE A TESTIMONIAL BOOK:
One of the most effective ways to influence a customer is to be provided a performance opinion by a third party and it would be even better is this opinion or assessment comes from womeone with same needs
This is one of the reasons why advertising investors pay Millions of euros to celebrities and various athletes, to get sponsored products/services.
Of course, you don’t have to pay these sums to make you Sponsor by someone. It is simply to ask
Your most satisfied customers, the courtesy of a short written (Mail, letter, by hand on a sheet) that emphasize their degree of Satisfaction, maybe adding a few comments.
It is also very effective the anonymous form, however some more data (Name, role, company) increases the effectiveness of the instrument.
As soon as you’ve picked it up a little, arrange it well in an elegant Collector, with a captivating title (what do they think of me, what the markey says, the satisfaction I produce, my most recent
Successes.) and use it more often than you can:
- By performing the prospects;
- Taking it with you to the regular evaluation interviews with your boss;
- Using it to introduce you to job interviews (you’ll be almost certainly selected).
In the usual scale from 0 to 100%, how much have you ever applied something like that during your sales business? How much you think you might be facilitated, especially in meetings with potential customers, in demonstrating the degree of satisfaction of your current customers?
- BACK TO YOUR CUSTOMERS:
A key aspect of the sales process is to create a trust relationship in each customer.
It is often heard that “we do business only with those who we know and there is sympathetic “, and in fact it is very difficult to sell something to someone who won’t value us.
As a result, one of the best tactics for a seller is to resolicit, with a new offer, an old customer. By email, by phone, by post, as it is preferable. The important thing is that we never forget them. Old customers have already trusted at least once, and they could do it again. In addition, they may represent a mine for any referral.
From 0 to 100, how much are you now recontacting old customers? How much are you using the old techniques your old customers are very aware, or how much your appraoch has changed in order to be more effective in generating more sales?
- TRAIN YOUR SALES SKILLS:
Years ago, when I was in the business field before entering the education sector, the company I was working for used to have a veryg ood habit. Every week, who occupied the sale, carried out the so-called “disc test” It was simply to simulate, among colleagues, an interview of sales, made difficult by the amusing resistances of those who interpreted the part of the difficult to get buyer. The roles between sellers and buyers were switched frequently and even the case studies and at the end of each session everyone had to give advices or suggestions on how to improve the effectiveness of the sellling approach.
The consequence of this was a formidable and continuous transfer of experience from the most experienced to the less experienced, from the most creative to the less imainative, and from the most amused to the least amused. Obvious to think that sales,
I suggest to adopt the same technique in any company’s sales team, especially if sales number are decreasing. Even twice a month such training exercise can improve sales efficiency and volumes of sales achieved.
Have you ever performed systematic sales role play with any of your colleagues? How much you think might be useful, in a market that is becoming increasingly competitive?
- STRENGTHEN YOUR GOOD HABITS (ABANDONING BAD ONES):
The quality of your sales habits separates exceptional sellers from mediocre ones. The excellence of the results is often a question of excellence in behaviors. If we decide to abolish a couple of sales habits (for example, do not systematically ask for referrals, Or do little prospecting) twith their exact opposite, You could make quantity jumps (turnover!) remarkable. This tactic may seem simplistic however, if adopted, is able to elevate the performance of any seller, even the more experienced.
Systematically can you identify your depotentiating habits, to replace them with as many empowering habits? How much turnover could be done in a year, eliminating a depotentiating habit per week, and it with your own accountant?
- CLONE THE SUPERSTAR OF THE SALE:
Success disseminates the terrain of hints. In many cases becoming an ace of the sale goes through the modeling of other aces of the sale. Success and excellence are processes, which possess a precise structure. Modeling someone requires to focus on his strategies and underlying beliefs.
You can model the samples by reading their books, participating in their seminars, following them on the field in their sales action, Asking them to put you apart from their strategies.
Understand what they do, how they do it, when they do, because they do it;
Understand how they act and how they dress;
Understand how they create rapport and how they conduct and end the negotiation.
In a scale from 0 to 100, How much would it help you to have a sales mentor? If the your answer is: “So much,” how could you do to get one?
- WRITE DOWN YOUR GOALS, AND WHY DO YOU WANT THEM REACH:
Sometimes, in my sales lectures, I talk about goals, and I ask the participants what they think about the importance of the action of goal setting. They often answer that they consider it very important.
One of the most effective ways to define your goals is to to put them in writing. It may seem trivial or worse, scholastic, however it puts into motion a greater part of the individual’s powers, than the just think, and this greatly facilitates the focus on the goal and simplifies (for the same scenario) the achievement.
When I ask the participants to write their own goals, the hands that usually get up are pretty darn few. And Then I struggle to put together the high importance of goal setting, with the little habit of following them in order to achieve them within an established time frame.
From 0 to 100, how much you have the habit, at least once a year, to write on a piece of paper what are your goals for sale, and why would you like to reach them? How much could this be easier?
- CREATE A WRITTEN SALES PLAN FOR EACH DAY:
Try to imagine that Merge and Simone are two colleagues in sales. Merge briefly puts on paper, every day, the goals of the day, and why she wants to achieve them; Simone does not.
For the same scenario, who do you think gets better results? In a day there are 24 hours and 1,440 minutes. 14 minutes Represent 1% of the available time, 7 minutes 0.5%.
The suggestion is to use 0.5% of the time of each day, to write the goals of the next day, completed by the reason for which you wish to reach them. Create a list of everything that needs to be done; eventually identify the two most important tasks in the day and if possible, unwind them first.
What could mean, for your results, to plan constantly every day? If the answer to this question was from “enough” and up then what are you waiting to get started? What percentage do you think you own of some of the basic skills that make a seller to become excellent (self-esteem, emotional intelligence, listening skills Active, determination, persistence, enthusiasm)?
How much your turnover will change when you reach excellence in these areas?
- FIND OUT WHERE THE MONEY IS LOCATED:
I judge this one of the most powerful strategies that exist, despite being only 25 letters long! This strategy, if followed, is able alone to double (and beyond) your commission basis. It’s simple and effective at the same time (but it’s not the things simple ones that work best?).
You can catapult yourself to the top positions of the best sellers of your company in a short time, and leave you there, in high, for the rest of your working career.
You’ve probably already heard about Vilfredo Pareto, a Economist, sociologist, engineer who lived between the 19th and 20th centuries. One of its intuitions is represented by the fact that, generally, 20% of the efforts produces 80% of the results.
This empirical law of 80/20 is applicable to many areas: 20% of the population owns 80% of the wealth, the 20% of the causes of malfunction of a production system generates 80% of non-compliance, 20% of the calculation power of a processor generates 80% of the output, 20% of product defects generates 80% of customer complaints, and so on.
From here then descended the So-called “excellent Wall”, a concept that is realized when, in a given system, it is not possible to make improvements to its part without damaging another.
At this point, I would like you to answer a question:
- USE THE LAW OF THE NUMBERS:
The numbers, you know, are an objective form of representation of reality; a number cannot be discussed because it is self explanatory and the maximum representation of reality .
When someone wants to describe a certain phenomenon with precision, try to use numbers, values, percentages, measures, because they provide a clear picture of the situation.
Even in the sale this answers to the true. A series of indicators are used in the sale to evaluate and assess efficiency relating number of appointments compared to number of calls, percentage of closures on total visits, turnover at work time, commission revenue to customer, and so on.
- EVALUATE YOUR PERCENTAGE OF EFFECTIVENESS FOR EACH, AND THEN SEEK, INDIVIDUALLY, TO IMPROVE THEM.
Starts, at month 1, with parameter 1 (we put both the relationship between N. Orders and number of visits), and throughout the month, tries to improve this parameter. Ask yourself: “What can I do to improve drastically …? “and then make it firmly. Behave with the other 11 parameters in the 11 months Subsequent.
- ACT AS IF YOU WERE CERTAIN TO REACH YOUR SALES GOALS:
The mind of individuals is a strange machine, equipped with surprising abilities. One of the ways to exploit these skills is to act now as if yYour goals have already been achieved. The mind works in three temporal windows: past, present, future.
People have a chance to imagine today the occurrence of a future situation.
Let’s say you have the goal, in the next 12 months, to Build €200,000 of commissions.
If I had the certainty of reaching this goal, how would I do it? What emotions would I try? How would I set my approach and attitude? What would I say to my customers?
Behave exactly already in this way and, at the same time, of scenario, you facilitate a lot to achieve your goal. Jim Carey, the well-known actor, is a fine example of this kind of this attitude. When he was poor (he lived in an old van) He signed a cheque post dated of $10 million, arranged to himself and dating 24-11-1995. Kept this cheque in the wallet,
And he always carried it with him. At the same time he began to behave like he was sure he would cash cheque. He began to do the typical things of a comic actor who might deserve such cheque, and history tells us that the cheque was actually cashed even before the date.
Sylvester Stallone, Abraham Lincoln, Scott Adams are other clear examples of the use of this technique, which leans on skills innate of the unconscious of human beings.
In a scale from 0 to 100, how much do you act as if your Objectives have already been achieved?
The methodology is as follows:
- Decide a goal;
- Ask yourself: “If I had the certainty of succeeding, ” how I would behave from now on? “
- Write what you would do and how you would;
- Start acting like this, and wait for the result.
Now that you’re appropriate for these 12 models to improve, you’re ready to see your results point upward, as you wish and merits.
The action is what turns the potential into results, and will be what will transform your potential into your results.