| There has been a time that we have all | | | | salesperson and creates the proper mindset and |
| experienced, although a rare situation, where you | | | | winning beliefs of a "Sales Professional." This is a |
| totally surrendered to the selling skills, selling | | | | complex topic, which is why it is so difficult to |
| fundamentals, sales technique and enthusiasm of a | | | | master. |
| true 'Sales Professional." You were convinced that | | | | Generating Results Through Selling |
| you were not going to purchase, you made that | | | | This pillar is exciting because it offers the |
| decision on the way to the presentation. You just | | | | opportunity of taking a giant leap forward in |
| wanted to hear about the product, not buy it. | | | | generating results if applied correctly. By using key |
| During the sales presentation you began to rethink | | | | scientific methodologies understanding the role the |
| your resolve and thought that 'maybe there is | | | | human brain plays in making buying decisions, the |
| something to this'. | | | | Sales Professional can experience vast |
| By the end of presentation, you did not change | | | | improvements in closing ratios and speed the |
| your mind, but you made a new decision based | | | | trust building process with clients and referral |
| on new information, that made you want to buy | | | | partners. Plus, the results can be achieved on |
| what the salesman was selling. It was masterful: | | | | purpose every time by following the scientific |
| the timing of the questions, the tone of voice, the | | | | process/methodology, versus crossing fingers and |
| amazing ability to listen to what you were really | | | | hoping that the gift of gab or instinct will get you |
| asking for. It was like poetry in motion. It seemed | | | | by. |
| like that salesperson could read your mind - and | | | | The Sales Objective |
| wow - even understood your pain. We are | | | | Sales professionals know exactly what their job is |
| helpless and totally at the mercy of the Sales | | | | on a daily basis. They know what their objective |
| Professional's defined sales technique and | | | | is on every sales call and are comfortable driving |
| sequence and the most fascinating of all, we | | | | the sales process because they are crystal clear |
| loved every moment of it! The sales process was | | | | on what step is next. Their clients find it easy to |
| effortless, enjoyable and we even spent more | | | | do business with them because they reduce the |
| money than what we had originally planned. | | | | number of decisions the client needs to make, |
| Why? Because the level of sales professionalism | | | | allowing them to focus on their business. The |
| made us feel that our needs were safe we could | | | | foundation of a defined sales process is made up |
| trust this person. We felt comfortable enough to | | | | of what I call the Six Money Making Activities: |
| be confident that this process would solve our | | | | Prospecting, Setting Appointments, Presenting |
| problem and add value to our lives. You see, we | | | | Value, Closing, After Care/Follow-up, and |
| love working with true professionals. We love | | | | Referrals. |
| buying from them because they make our lives | | | | The Advanced Sales Strategies |
| easier. Even better, we love referring them | | | | Advanced Selling Strategies consist of creating |
| because they make us look good. We tell their | | | | leverage and compression, preemptive selling to |
| stories at dinner and we go out of our way to | | | | eliminate all objections before they come up, and |
| ensure that our friends and family use this | | | | consultative selling. In essence, here you begin |
| salesperson. | | | | moving from $25/hr. activity to $2,500/hr. |
| Effective professional selling fundamentals are | | | | activity. |
| what make this 'Sales Professional' that good. To | | | | Sales Management |
| be compassionate about being a sales person, | | | | Create a lean sales accountability system. All of |
| with the drive to become this effective, you | | | | the first six pillars are, fundamentally, subject |
| should become familiar with the '7 Pillars of a | | | | matter and skills that can be learned and honed |
| Sales Professional'. You will build a solid foundation | | | | by committed sales professionals. However, the |
| for professional growth with these effective | | | | key to bringing them all together and turning them |
| selling fundamentals. | | | | into more income, is a lean system. This ensures |
| The Selling Fundamentals | | | | all the right things happen, at the right time, every |
| The fundamentals of selling consist of a basic | | | | time, with minimal wasted effort and maximum |
| foundational sales skill set. These include features | | | | benefit both to the customer and to the sales |
| and benefits, hot buttons, closing, silence after | | | | professional. Such a system should keep track of |
| asking for the sale, the law of averages, the 80 | | | | every one of your contacts as well as your |
| 20 rule, the six money making activities, open | | | | current lead pipeline and then drive each lead |
| ended questions, etc. It is virtually impossible to | | | | through the Defined Sales Process (pillar 5) that |
| build a career as a sales professional with out this | | | | you created to take advantage of best practices. |
| foundation. Returning to the fundamentals is the | | | | Contact management and CRM systems can be |
| secret to getting out of selling slump. | | | | helpful here, but a lean work flow automation |
| Art of The Sale | | | | solution is the way to get it done right. Such a |
| Anyone can draw a picture of an apple, but an | | | | system brings accountability to how you are |
| artist draws an apple so beautifully that you might | | | | handling the leads in your pipeline and whether you |
| pay to put it on your wall. Learning the | | | | are moving them through your Defined Sales |
| fundamentals is a great start and will make a | | | | Process at a pace and conversion ratio that |
| dramatic impact on your sales career and pocket | | | | ensures that you are consistently making money. |
| book. Now add learning how to deliver those skills | | | | With competition at an all time high and unskilled |
| in the same way an artist makes a painting and | | | | salespeople lowering their prices on a daily basis, |
| see your results soar. The art of selling consists | | | | Sales Professionals need to streamline their |
| of the proper use of voice inflection, body | | | | business, focus on highest payoff activities and still |
| language, presentation skills, timing of questions, | | | | deliver more value than competitors. By defining |
| use of silence, pace of speech, etc. Research | | | | your sales process and accountability system, you |
| shows that tone of voice and body language | | | | then can focus on creating the life and business |
| make up 93% of the impact we make on other | | | | you've always dreamed of. |
| people. It's NOT what you say, it's HOW you say | | | | Becoming familiar with, and using these |
| it that matters. | | | | professional selling fundamentals, generate |
| The Psychology of Selling | | | | confidence and creates personal pride in being a |
| All sales people face the same psychological | | | | professional salesperson. Continue to educate |
| challenges of facing rejection, insecurity, fear, call | | | | yourself in your chosen profession. Go back to |
| reluctance and procrastination. These are not | | | | why you sell what you sell, and be willing to act |
| logical problems but rather problems of emotional | | | | on the care that you feel for your clients. Care |
| self-regulation. Pure will power can sometimes be | | | | enough to be unreasonable when they don't |
| suffice but when we fail to overcome these | | | | understand the value of what you are offering |
| challenges it may be due to taking a purely logical | | | | and ask again for the sale. The world needs |
| approach (better time management) to solve | | | | professional salespeople who understand and can |
| emotional problems (lack of impulse control). The | | | | effectively use these selling fundamentals to sell |
| psychology of selling consists of coping strategies | | | | the right things to the right people at the right |
| and tools to deal with the realities of being a | | | | time. |