| You have to train regularly and apply yourself to | | | | sales work out. Zig Ziglar and Brian Tracey are |
| become good at anything. To get buff in the | | | | two favorites of mine. |
| gym, you have to eat the right food, get yourself | | | | Thirdly |
| a sensible and achievable workout programme | | | | Get yourself a workout programme just like you |
| and most importantly actually go to the gym | | | | would in the gym. But instead of body parts to |
| several times a week and workout. Some people | | | | work on, work on parts of the sales presentation. |
| will put pictures of the type of physique they | | | | Break it down into four easy sections, and list |
| want to acquire on the fridge door and get | | | | what types of exercises you will need to work on |
| themselves a training partner to give them the | | | | in order to get that part buff . |
| kick they need when the TV looks more | | | | The beginning - Things like voice inflection, pace |
| tempting than the gym on a training night. | | | | and tone are important and also tell the client who |
| The same goes for Sales Training. In order to | | | | you are, why you're calling and what's in it for |
| become good at selling over the telephone you | | | | them. Give them a reason to listen to you. |
| have to get yourself a training programme. So | | | | The middle bit - Get to know your client, learn |
| apply yourself in the same way you would if you | | | | what they want from your service or product, |
| were looking to be a success in the gym. | | | | use open ended questions. These are questions |
| Firstly | | | | that start with Who, When, Where, Why, What |
| Get your head straight. You need to be | | | | & How. Using these types of questions |
| motivated and driven in order to work on your | | | | gather more information than closed questions |
| sales skills. So build yourself some reachable goals. | | | | which will give you Yes and No responses. |
| Think about what you really want from life and | | | | Most importantly, make it sound like a |
| your job and set yourself some short, medium | | | | conversation. |
| and long term goals. You're not working on that | | | | The Sell - Describing your product or service with |
| sales floor for the ambiance, so get yourself a | | | | features and benefits. |
| target and go for it. I wanted a sports car when I | | | | Remember that features tell and benefits sell, so |
| first started out in sales because that was what | | | | use colourful and relevant benefits. Get feedback, |
| the top guys on my sales floor drove. I knew | | | | so as you can see how you pitch is going. Trial |
| exactly what type of car, what colour, age and | | | | close. e.g. "Is this the type of service you would |
| year it would be and I found one at a car dealer | | | | by?" Talk to your prospect and not at them |
| near the office where I worked. I went down | | | | The End - Closing. Don't complicate this one, its |
| there and I sat in a 2nd hand Porsche 911 almost | | | | really quite straight forward. Just ask for the deal. |
| every week. I can still remember the smell of the | | | | The above is a simple guideline of areas and |
| leather and the acceleration of my heart as I sat | | | | things that you can work on. Each point can be a |
| behind the wheel and pretended that I owned it. | | | | training course in its self. Get into the swing of |
| It doesn't matter what you set as your goal as | | | | understanding what all of the above skills are and |
| long as you believe that it is reachable. I got the | | | | know your industry. |
| car by the way; it took me nearly two years. | | | | Fourthly |
| Secondly | | | | Most importantly, apply yourself and train every |
| Surround yourself with the right crowd. Get to | | | | day. If you buy a book on sales then read it. I am |
| know the high achievers on your sales floor, talk | | | | on different sales floors everyday and I see the |
| to them and learn from them. Don't get too | | | | same sales books lying on the same sales |
| involved in the play hard work hard crew as it | | | | person's desks all the time. This is like buying a |
| just makes your rise to success harder. I say this | | | | £100 pair of trainers for the gym and then |
| because I have done it. I've earned high salaries | | | | wearing them to go for a pizza. Take your job |
| and blown the lot on fast cars and high living and | | | | seriously. Anthony Robbins states that 7% of |
| it did seem like fun at the time, but in that state | | | | people finish the books on self improvement they |
| you make bad decisions and boy does it knock | | | | buy. Make up your mind to be one of the minority |
| you to pieces and set you back. | | | | that succeed. |
| If you're on your own at work, or you feel that | | | | Finally |
| you could outperform everyone there, then | | | | If you want to earn a 6 figure salary in sales then |
| immerse yourself in sales training books and | | | | you have to apply yourself. Don't be like one of |
| information. You do not have to go out and spend | | | | the masses and put everything off until |
| a fortune on sales training courses. In fact I would | | | | tomorrow. Think big and go for it and you will |
| ask you to be wary of any courses that are | | | | make it happen. |
| fantastically entitled with name like, 'The Killer | | | | I hope this gives you a guideline to the sort of |
| Lines Needed to be a Sales King' or 'How to | | | | things that you need to work on in order to be |
| Smash Your Sales Targets in 1 Day.' I don't know | | | | phenomenal in sales. Just remember that there |
| if these are actually courses but I have seen | | | | are a lot of sharks out there ready to sell you |
| dozens with names like these that would lead you | | | | the ultimate sale training dream. Success in this |
| to believe that you can double your earnings | | | | business will not come over night from reading a |
| overnight. There is not a magic pill or one thing | | | | chapter or two of a magic sales manual. You |
| that you can do to convert you overnight into a | | | | have to work hard, practice and train. There isn't |
| phenomenal salesperson. Enthusiasm and drive will | | | | a one line solution. Sales is like a jigsaw with lots |
| help you. But if you don't understand the sales | | | | of little pieces that you need to put together. |
| process, listen & empathise with your client | | | | Start small, and go for your goals in a |
| and their needs then you won't be a huge | | | | professional, ethical and focused way and success |
| success in sales. | | | | will find you. |
| Look for sales book that will give you an all over | | | | |