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Casual Articles - Attention CEOs: The Five Factors of Top Salespeople
The franchise business world is constantly changing as new opportunities are released every month to an already stretched market place. By utilising the 5Ks of being a successful franchisor it is possible to keep ahead of the competition.The 5Ks for being a successful franchisor are:Keep Communicating Keep Supporting Keep Innovating Keep Investing Keep PositiveAlways refer to the 5Ks to ensure that the franchise offering is strong and remains competitive. They will also serve to ensure that the franchisees remain profitable in a more ruthless and overcrowded market place.Keep communicating with the franchise net
The factors are:
1. They are “knowledge giants.” “They know what they’re talking about. They have a perfect understanding of their product or service. They understand their competition and the competitive landscape. They come across to prospects as ‘go to’ people because they really know what they’re talking about, and they can help prospects solve real business problems.”
2. They have an aptitude for sales. It’s in the DNA. “All of us have a natural aptitude for some
Seven Skills of Highly Prosperous People is the first section in Robert Allen's highly successful Multiple Streams of Income program by Nightingale Conant.The first of these seven essential money skills is to value it. You must understand the value of a dollar before you can begin to work with it.The second money skill is to control it. If you don't value it, there is no motive to control it. And of course if you don't control your money, someone else will.The third skill is to save it. You must spend less than you bring in to have some money to work with. And of course you can't save it if you can't control it.The fourth money skill is to invest it. Stashing your money unde
Consider these two statistics about business-to-business sales:
* Four percent of the sales people in the U.S. sell 94 percent of the goods and services, according to two meta studies—one by Harvard University and one from the Gallup Organization.
* Eighty percent of business-to-business (B2B) transactions are the result of relationships/consulting type sales, where the buyer has to like, trust, and get along with the seller, according to current surveys done by “Selling Power” and “Sales and Marketing Management” magazines. (Twenty percent are commodity sales where price is the driving factor. Today, in some industries, nearly all sales are commodity-based.) The statistics tell the story: Selling yourself is the most important sale in 80 percent of the B2B sales.
What is the most important skill of a salesperson?
Listening. It seems contradictory. “How I sell myself if I’m listening?” It’s simple.
* Ask questions.
* Listen to the answers.
* Respond with comments that show you listened, and ask more questions.
In the end, there will be opportunities to suggest your solutions. “When a sales person starts out with a presentation, most of us feel like we’re being sold to. Most of the country’s top salespeople recognize the negative psychology of that,” says Asher. Instead of polishing up the perfect presentation, top sales people will ask about the prospect’s issues, problems, pain and requirements. After they’ve unearthed all that, they offer a solution. “Now the psychology is switched around. Once a relationship is established, they act more like a trusted, helping advisor than an ‘it’s-all-about-me’ sales person.”
What is the Profile of a Top Salesperson?
If you were to create a profile of a top sales person—that four percent of the sales population that accounts for 94 percent of the sales—you would see five factors converging. “It’s what I refer to as ‘the perfect storm for sales,’” says Asher. This profile can be most comprehensively determined through use of a thorough online sales assessment, but can briefly be diagnosed with the following list
The factors are:
1. They are “knowledge giants.” “They know what they’re talking about. They have a perfect understanding of their product or service. They understand their competition and the competitive landscape. They come across to prospects as ‘go to’ people because they really know what they’re talking about, and they can help prospects solve real business problems.”
2. They have an aptitude for sales. It’s in the DNA. “All of us have a natural aptitude for some j
Buyers Don’t Rely on the Yellow Pages Like They Used toCustomers’ buying behavior has changed - for good. If your business depends on most categories in the Yellow Pages to attract new customers, you’ve probably seen a decline. Traditionally, people headed to the Yellow Page directory precisely when they were ready to buy. They’d check the listings to find their options, or "let their finders do the walking." Now they’ve got more choices.New research by The Kelsey Group in March, 2005 found that 70% of US households now use the Internet as an information source when shopping locally for products and services. These buyers aren’t going to the Internet for online purchases, nor to find dist
What is the most important skill of a salesperson?
Listening. It seems contradictory. “How I sell myself if I’m listening?” It’s simple.
* Ask questions.
* Listen to the answers.
* Respond with comments that show you listened, and ask more questions.
In the end, there will be opportunities to suggest your solutions. “When a sales person starts out with a presentation, most of us feel like we’re being sold to. Most of the country’s top salespeople recognize the negative psychology of that,” says Asher. Instead of polishing up the perfect presentation, top sales people will ask about the prospect’s issues, problems, pain and requirements. After they’ve unearthed all that, they offer a solution. “Now the psychology is switched around. Once a relationship is established, they act more like a trusted, helping advisor than an ‘it’s-all-about-me’ sales person.”
What is the Profile of a Top Salesperson?
If you were to create a profile of a top sales person—that four percent of the sales population that accounts for 94 percent of the sales—you would see five factors converging. “It’s what I refer to as ‘the perfect storm for sales,’” says Asher. This profile can be most comprehensively determined through use of a thorough online sales assessment, but can briefly be diagnosed with the following list
The factors are:
1. They are “knowledge giants.” “They know what they’re talking about. They have a perfect understanding of their product or service. They understand their competition and the competitive landscape. They come across to prospects as ‘go to’ people because they really know what they’re talking about, and they can help prospects solve real business problems.”
2. They have an aptitude for sales. It’s in the DNA. “All of us have a natural aptitude for some
As a professional sales person I bet you have never considered that your expertise could be used at a local nonprofit group to sell car wash fundraiser tickets. As a professional sales person you know that networking and word-of-mouth advertising with good referrals can help you in your sales career.These are the exact fundamentals needed for nonprofit groups, which sell car wash fundraiser tickets. Consider a high school band with 100 members and they need to raise $40,000 for the upcoming season in order to pay additional cost of transportation due to the high diesel fuel costs for the buses.If these kids can sell enough carwash tickets at 5 dollars each they might be able to raise ei
In the end, there will be opportunities to suggest your solutions. “When a sales person starts out with a presentation, most of us feel like we’re being sold to. Most of the country’s top salespeople recognize the negative psychology of that,” says Asher. Instead of polishing up the perfect presentation, top sales people will ask about the prospect’s issues, problems, pain and requirements. After they’ve unearthed all that, they offer a solution. “Now the psychology is switched around. Once a relationship is established, they act more like a trusted, helping advisor than an ‘it’s-all-about-me’ sales person.”
What is the Profile of a Top Salesperson?
If you were to create a profile of a top sales person—that four percent of the sales population that accounts for 94 percent of the sales—you would see five factors converging. “It’s what I refer to as ‘the perfect storm for sales,’” says Asher. This profile can be most comprehensively determined through use of a thorough online sales assessment, but can briefly be diagnosed with the following list
The factors are:
1. They are “knowledge giants.” “They know what they’re talking about. They have a perfect understanding of their product or service. They understand their competition and the competitive landscape. They come across to prospects as ‘go to’ people because they really know what they’re talking about, and they can help prospects solve real business problems.”
2. They have an aptitude for sales. It’s in the DNA. “All of us have a natural aptitude for some
At first glance, an exhibit hall seems like a treasure trove for prospecting. Yet, with all the distractions of the show and your competition vying for the attention of the attendees, interest-grabbers like unique trade show giveaways or promotional items can help draw booth traffic, create recall after the show, and provide contact information in a memorable way to prospects.Yet, not all promotional items are worth your investment and some even may prove detrimental to your success. So how do you pick trade show giveaways that further your objectives without burdening your budget?First, you need to define what you hope to achieve with your trade show giveaways, in addition to attracting
What is the Profile of a Top Salesperson?
If you were to create a profile of a top sales person—that four percent of the sales population that accounts for 94 percent of the sales—you would see five factors converging. “It’s what I refer to as ‘the perfect storm for sales,’” says Asher. This profile can be most comprehensively determined through use of a thorough online sales assessment, but can briefly be diagnosed with the following list
The factors are:
1. They are “knowledge giants.” “They know what they’re talking about. They have a perfect understanding of their product or service. They understand their competition and the competitive landscape. They come across to prospects as ‘go to’ people because they really know what they’re talking about, and they can help prospects solve real business problems.”
2. They have an aptitude for sales. It’s in the DNA. “All of us have a natural aptitude for some
As more students graduate from college than ever before, America’s job market has grown to accommodate these eager job-hunters. Employers are expected to hire about 17.4% more college graduates from the Class of 2007 than last year’s college alumni. An increasing number of re-entry students or those over the age of 25 are also trying their luck in the university system.It is not uncommon for 2007’s graduating classes to be characterized by diversity in age and walks of life. A grandmother who simply wants to learn about art history may sit next to a 20-year-old who dreams of becoming the next Picasso. While elderly college students may not have a job search on their minds, today’s career world i
The factors are:
1. They are “knowledge giants.” “They know what they’re talking about. They have a perfect understanding of their product or service. They understand their competition and the competitive landscape. They come across to prospects as ‘go to’ people because they really know what they’re talking about, and they can help prospects solve real business problems.”
2. They have an aptitude for sales. It’s in the DNA. “All of us have a natural aptitude for some jobs and won’t do well in others. In Jim Collins’ book, “Good to Great,” one of his bottom lines is to get the right people in the right seat on the bus, in jobs where they have natural talent or aptitude,” says Asher.
3. They have the top 10 skills of the super salespeople, which are generally unknown to the average sales person. “Some of these skills are counterintuitive. They do not come naturally so they must be learned,” Asher explains. For instance, someone with a “driver” personality like Asher’s is not a natural-born listener—yet listening is the number one 1 skill. So it must be learned. Another skill is patience coupled with perseverance. “Most sales people give a lot of prospects a few contacts. Top salespeople pick a few top prospects and give them a lot of contacts. When you get a new B2B prospect, you have to give them on average 12 touches before they will buy,” he says. In Asher’s sales training experience, when you give a person with a natural talent for sales the top 10 skills of the super salespeople, you will usually see an explosive growth in sales by that salesperson.
4. They are motivated. Asher says motivation involves the following considerations:
* Is the person self-motivated? If they test high for sales aptitude, they are usually naturally self-motivated. If they do not test high for sales aptitude, they need to be motivated by sales managers.
* What type of sales person are they? The two basic types are “hunters” and “farmers,” and if they are mismatched to the job, their motivation will suffer. A hunter likes the thrill of the hunt, the challenge, and will be most motivated by acquiring new accounts. A farmer likes to have many accounts that he or she can nurture for up-selling and cross-selling opportunities. If you have a hunter in a hunter job, he or she will be motivated. Put a hunter in a farmer job and motivation declines. Where is the sales person in his or her life? Are they single and trying to build wealth, thinking about money all the time? Or, are they middle-aged, having made a substantial nest egg, and don’t need so much money? Motivation w
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