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Casual Articles - How To Get Everyone In Your Company On Your Sales Team
It is unfortunate that many managers today fail to understand the role that leadership plays in the execution of their roles and responsibilities. Over the years I have read over 300 definitions of leadership. There are hundreds of books available on leadership and numerous seminars are held each year professing to teach people how to lead. And yet, many managers fail to grasp the importance of this critical attitude. (I have chosen to call leadership an attitude rather than a skill.)This week I would like to talk about what leadership isn’t or what I call the eight biggest leadership myths. If you are operating with any of these as your philosophy
What if you’re a one person shop and don’t have any employees? You should remind yourself constantly, starting first thing in the morning that you owe everyone you come into contact with today a smile, some words of encouragement, and a helping hand. This may sound silly, but it works.
To put your employees in the right mindset, don’t use the word “selling.” Instead let your employees know that they are a “business consultant” or a “service consultant.” Encourage them to recognize that they have been given a great opportunity to share with your prospects and customers all kinds of overlooked benefits about the product
Print off this page, take the quiz and find out if you've got what it takes! See the scale at the bottom to mark yourself.Answer the following questions on a Scale of 1 - 51 - definately not 2 - not likely 3 - sometimes 4 - probably 5 - definitely--------------------------------------------------------------------------------1) Do you have many hobbies (besides TV viewing and playing video games)? ____2) Do you take a leadership role in group settings? _____3) Can you discipline yourself to finish a project, even if it means late nights and low recognition from your peers? ____4) Do y
How can you cultivate selling skills in employees who don’t normally think of themselves as salespeople? People in your company who are tentative, introverted, and are not really inclined to engage and embrace a prospect or a customer to get them to buy from you.
You can cultivate the sales skills of everyone in your company by teaching them “strategic selling.” Strategic selling means having an advisory relationship with your prospect or customer. It is when you put the interests and well-being of your prospect or customer ahead of your own.
Strategic selling means never recommending that a prospect or customer buy or acquire any products or services from you that you don’t feel will be of benefit to him or her. It is when you assume the role of guiding, leading, and helping each prospect and customer to recognize the advantages and opportunities they will receive when they purchase your product or service.
Everyone in and around your business, whether they realize it or not, plays a selling role that can either help or hurt you in very significant ways. For example, suppose a prospect comes into your business, and a well dressed, well groomed employee meets him or her at the door with a warm and friendly welcome. Five minutes later the prospect makes a purchase.
Who made the sale the salesperson or the salesperson with an assist from the employee who greeted the prospect? The answer of course, is that they both made the sale. If the employee who greeted the prospect had been poorly dressed, poorly groomed, and had scowled at the prospect instead of smiling and greeting him or her. The prospect’s first impression would probably have been very different as he or she entered your business
The fate of a business isn’t just in the owner’s hands. Rather, it is in the hands of every employee or person that has contact with prospects and customers. And that’s true for your business as well.
Never take courtesy, friendliness, and caring on the part of your employees for granted. Discuss courtesy regularly with your staff, make courtesy a regular feature in your company newsletter and regularly spotlight “Smile of the Month” awards for your most courteous people.
What if you’re a one person shop and don’t have any employees? You should remind yourself constantly, starting first thing in the morning that you owe everyone you come into contact with today a smile, some words of encouragement, and a helping hand. This may sound silly, but it works.
To put your employees in the right mindset, don’t use the word “selling.” Instead let your employees know that they are a “business consultant” or a “service consultant.” Encourage them to recognize that they have been given a great opportunity to share with your prospects and customers all kinds of overlooked benefits about the products
Sometimes adversity hits you right between the eyes when you least expect it, especially when getting a haircut at the local barbershop.The other day I decided to check out this place for the first time since it was just down the road from my home. I had been meaning to visit it for some quite time and finally had the chance to stop in. If I liked this barber, I could end up being a regular customer for it was much more convenient to go his place than to drive so far out of the way for a haircut.Parking directly in front of the red, white and blue barber pole, I walked up to the door and poked my head in to ask how much he charged and whether cr
You can cultivate the sales skills of everyone in your company by teaching them “strategic selling.” Strategic selling means having an advisory relationship with your prospect or customer. It is when you put the interests and well-being of your prospect or customer ahead of your own.
Strategic selling means never recommending that a prospect or customer buy or acquire any products or services from you that you don’t feel will be of benefit to him or her. It is when you assume the role of guiding, leading, and helping each prospect and customer to recognize the advantages and opportunities they will receive when they purchase your product or service.
Everyone in and around your business, whether they realize it or not, plays a selling role that can either help or hurt you in very significant ways. For example, suppose a prospect comes into your business, and a well dressed, well groomed employee meets him or her at the door with a warm and friendly welcome. Five minutes later the prospect makes a purchase.
Who made the sale the salesperson or the salesperson with an assist from the employee who greeted the prospect? The answer of course, is that they both made the sale. If the employee who greeted the prospect had been poorly dressed, poorly groomed, and had scowled at the prospect instead of smiling and greeting him or her. The prospect’s first impression would probably have been very different as he or she entered your business
The fate of a business isn’t just in the owner’s hands. Rather, it is in the hands of every employee or person that has contact with prospects and customers. And that’s true for your business as well.
Never take courtesy, friendliness, and caring on the part of your employees for granted. Discuss courtesy regularly with your staff, make courtesy a regular feature in your company newsletter and regularly spotlight “Smile of the Month” awards for your most courteous people.
What if you’re a one person shop and don’t have any employees? You should remind yourself constantly, starting first thing in the morning that you owe everyone you come into contact with today a smile, some words of encouragement, and a helping hand. This may sound silly, but it works.
To put your employees in the right mindset, don’t use the word “selling.” Instead let your employees know that they are a “business consultant” or a “service consultant.” Encourage them to recognize that they have been given a great opportunity to share with your prospects and customers all kinds of overlooked benefits about the product
From start-up costs to paying employees, entering the world of small business is not an easy journey for your bank account. After all of the hassles of figuring out how to pay for your initial costs of expenses such as office space and supplies, one large question remains. How do you reach potential consumers? Without a large budget to accommodate the overwhelming costs of advertising in print publications, attracting the attention of buyers can be a serious challenge.However, advertising can be much cheaper than you expect. Any way in which you reach the eyes and ears of an audience is a form of advertising, and you have an audien
Everyone in and around your business, whether they realize it or not, plays a selling role that can either help or hurt you in very significant ways. For example, suppose a prospect comes into your business, and a well dressed, well groomed employee meets him or her at the door with a warm and friendly welcome. Five minutes later the prospect makes a purchase.
Who made the sale the salesperson or the salesperson with an assist from the employee who greeted the prospect? The answer of course, is that they both made the sale. If the employee who greeted the prospect had been poorly dressed, poorly groomed, and had scowled at the prospect instead of smiling and greeting him or her. The prospect’s first impression would probably have been very different as he or she entered your business
The fate of a business isn’t just in the owner’s hands. Rather, it is in the hands of every employee or person that has contact with prospects and customers. And that’s true for your business as well.
Never take courtesy, friendliness, and caring on the part of your employees for granted. Discuss courtesy regularly with your staff, make courtesy a regular feature in your company newsletter and regularly spotlight “Smile of the Month” awards for your most courteous people.
What if you’re a one person shop and don’t have any employees? You should remind yourself constantly, starting first thing in the morning that you owe everyone you come into contact with today a smile, some words of encouragement, and a helping hand. This may sound silly, but it works.
To put your employees in the right mindset, don’t use the word “selling.” Instead let your employees know that they are a “business consultant” or a “service consultant.” Encourage them to recognize that they have been given a great opportunity to share with your prospects and customers all kinds of overlooked benefits about the product
Why bother attending business conferences if you are not prepared to get your money’s worth? The most effective way to leverage the value of a conference is to actively follow-up afterwards. Solidify the things that you learned, new relationships, and new opportunities. Here is how:Bring back useful information.Before leaving the conference, purchase any helpful workshop tapes or CDs. Also bring back useful recordings of conference speeches and of sessions that you missed. The idea is to reinforce the conference content and to capture useful ideas/information that you missed.Develop and execute an action plan.One of the keys to lev
The fate of a business isn’t just in the owner’s hands. Rather, it is in the hands of every employee or person that has contact with prospects and customers. And that’s true for your business as well.
Never take courtesy, friendliness, and caring on the part of your employees for granted. Discuss courtesy regularly with your staff, make courtesy a regular feature in your company newsletter and regularly spotlight “Smile of the Month” awards for your most courteous people.
What if you’re a one person shop and don’t have any employees? You should remind yourself constantly, starting first thing in the morning that you owe everyone you come into contact with today a smile, some words of encouragement, and a helping hand. This may sound silly, but it works.
To put your employees in the right mindset, don’t use the word “selling.” Instead let your employees know that they are a “business consultant” or a “service consultant.” Encourage them to recognize that they have been given a great opportunity to share with your prospects and customers all kinds of overlooked benefits about the product
The Expression of Interest (EOI) is the beginning of the submission processes for many agencies and potential clients of yours.The purpose of the EOI is to assist the donor/agency/business to compile a shortlist that will be invited to submit a tender for an opportunity.For you, the purpose of the EOI is simple – get on the shortlist!As with all aspects of proposal and tender development, the EOI process is not without challenge:• Often working with limited information• Understanding EOI timing is important, so you are responding to most up-to- date information, however this can in some cases be easier
What if you’re a one person shop and don’t have any employees? You should remind yourself constantly, starting first thing in the morning that you owe everyone you come into contact with today a smile, some words of encouragement, and a helping hand. This may sound silly, but it works.
To put your employees in the right mindset, don’t use the word “selling.” Instead let your employees know that they are a “business consultant” or a “service consultant.” Encourage them to recognize that they have been given a great opportunity to share with your prospects and customers all kinds of overlooked benefits about the products and services your business sells.
As important as the knowledge of the valuable contribution they make to a prospect or customer’s life is, you also need to give your employees some motivating economic incentives.
Depending upon the cost structure of your product or service, you should offer every employee who has a hand in selling, some direct or variable compensation for the results he or she produces. This can mean so much per bonus above quota or so much per transaction. You can also offer a special compensation for new customers brought into the fold for the first time.
Rewarding your employees will mean different things to different people. To some people, it’s a comfortable salary and variable bonuses. To other people it will mean being compensated in direct proportion to the tangible results they produce. Yet to some people a special plaque or award is recognition enough.
It is up to you to know what motivates your employees. Raises, bonuses, and commissions should be tailored to fit the business you’re in. Understand, that money is only a small part of the compensation. To get your people to do outstanding work, you also need to lavish them with praise and recognition.
It is important that you and everyone of your employees understands that your business is a system that starts with your suppliers or your vendors, and then moves to the creation or distribution of products and services. But this system will not work unless everyone who is part of your business understands that he or she has an important part in transferring your products and services from your business over to your prospects and customers.
The key to getting everyone in your business involved in selling is letting every employee know every day that he or she is a critical and highly respected part of your selling system. Once everyone in your business understands and believes this, everyone in your business will be highly motivated to make more sales.
Copyright©2006 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide.
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