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Casual Articles - 7 Sales Skills to Improve On
This is a common interview question that pops up and is one that pretty much sums up the point of a job interview in the first place.In other words, what can you do for our company?Essentially the company is looking to hire someone to solve a problem or fill a need.It can be very easy for people to forget this when they go into an interview and to focus on what the company can do for you.Here are some suggestions to ensure you structure the whole interview to focus on what you can do the company and hence, why the company should hire you: 1. Answer the question by telling them what you can do for this company specifically. In other words, while you want to mention some general skills that any company would desire (ie. strong communication s
KEY TIP: Determine which problems that you eliminate or solve for your prospects. Plan and ask questions to uncover and agitate those problems.
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided aga
1. It is never appropriate to arrive late, or more than 10 minutes early, for your interview. If you show up to a job interview late, ill prepared, or dressed inappropriately, you could be sealing your own fate.2. A neat, professional appearance, is never out of style and is always apropos for a job interview.3. Walk tall, smile, make eye contact, and present a firm handshake - this goes for men and women.4. Bring at least two copies of your resume to the interview.5. You will feel much more at ease if you have rehearsed with a friend, relative, or co-worker a day or two before the interview to sharpen your communication skills.6. Answer questions clearly and concisely.7. Don't get long winded or meander into personal details that are just not appropria
Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time
Do you chase after your prospects until they tell you yes or no? Do you ever tell your prospects "No", as in "No, I am not going to sell to you"? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it.
To qualify fast you must have a set of criteria describing who you will and will not sell to. You want to sell to the prospects likely to buy your products, and drop the prospects unlikely to buy (so that you can find more good prospects). Sounds simple, but too many salespeople let sludge buildup in their pipeline, constricting the total revenue that flows out.
KEY TIP: Develop a list of sales qualifying criteria that prospect's must meet in order for you to invest your sales time with them.
Sales Skill #2: Motivating Prospects
Qualifying goes beyond budget, authority, and need. You want to sell to prospects who *want* to buy from you. Finding prospects that need our products usually is not difficult. Finding those who really want our products though can be very hard if we wait for them to come to us.
Products sold by professional salespeople are more complex and offer more value than commodity products offered through stores, catalogs and brokers. Prospects generally do not know they need such products, until they first discover that they have a problem. This process can take seconds or years depending on the nature of the problem (and the prospect!). Prospects get motivated to work with you when you help them to discover that you solve their problem better than anyone else does
KEY TIP: Determine which problems that you eliminate or solve for your prospects. Plan and ask questions to uncover and agitate those problems.
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided agai
Dreams of owning a business is as far as many people get.What is it that makes one person move heaven and earth to live their dream of starting a business and someone else who seems determined stay an employee?One woman’s story…In 1976 a motor home rolled into a small town outside a major North American city. The driver was a woman in her late 40’s, a single parent, traveling with her youngest son. She left everything else behind on the Prairies. The motor home was their home and transportation on their trek west.There was never any question that she would work for anyone else. The business she had experience in, the manufacture of concrete septic tanks, was not something she wanted to pursue in her new life.One of the first things she had to ask herself was, “
To qualify fast you must have a set of criteria describing who you will and will not sell to. You want to sell to the prospects likely to buy your products, and drop the prospects unlikely to buy (so that you can find more good prospects). Sounds simple, but too many salespeople let sludge buildup in their pipeline, constricting the total revenue that flows out.
KEY TIP: Develop a list of sales qualifying criteria that prospect's must meet in order for you to invest your sales time with them.
Sales Skill #2: Motivating Prospects
Qualifying goes beyond budget, authority, and need. You want to sell to prospects who *want* to buy from you. Finding prospects that need our products usually is not difficult. Finding those who really want our products though can be very hard if we wait for them to come to us.
Products sold by professional salespeople are more complex and offer more value than commodity products offered through stores, catalogs and brokers. Prospects generally do not know they need such products, until they first discover that they have a problem. This process can take seconds or years depending on the nature of the problem (and the prospect!). Prospects get motivated to work with you when you help them to discover that you solve their problem better than anyone else does
KEY TIP: Determine which problems that you eliminate or solve for your prospects. Plan and ask questions to uncover and agitate those problems.
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided aga
So, you want to work with animals, do you? How is your education? You need at least a high school diploma to get into most programs. If you don't have a diploma, but have your GED, you can still do most veterinary work. Even animal grooming needs a certification - and many of these careers need licensing as well. For veterinary college you will need the high school diploma and college - lots of college!Everyone, no matter what program they pursue, needs to know the business of running a practice. Whether that's a veteinary practice or as a pet groomer, you need to be able to reconcile your checking accounts, make appointments and deal with customers. In most places, a little selling is desirable - up-sell to the next size food or adding on an in-between grooming treatment, for inst
KEY TIP: Develop a list of sales qualifying criteria that prospect's must meet in order for you to invest your sales time with them.
Sales Skill #2: Motivating Prospects
Qualifying goes beyond budget, authority, and need. You want to sell to prospects who *want* to buy from you. Finding prospects that need our products usually is not difficult. Finding those who really want our products though can be very hard if we wait for them to come to us.
Products sold by professional salespeople are more complex and offer more value than commodity products offered through stores, catalogs and brokers. Prospects generally do not know they need such products, until they first discover that they have a problem. This process can take seconds or years depending on the nature of the problem (and the prospect!). Prospects get motivated to work with you when you help them to discover that you solve their problem better than anyone else does
KEY TIP: Determine which problems that you eliminate or solve for your prospects. Plan and ask questions to uncover and agitate those problems.
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided aga
Your Vision of Your Perfect ClientsPicture in your mind your 3 perfect clients. You may think of them as your A+ clients.Your Perfect Client Prototype – Qualities & Attributes The Be – Do – Have ApproachBE: Your perfect clients attitudes, beliefs, & values Example:DO: How your perfect clients’ behave. What do they do and what do they not do. Example:HAVE: What do your perfect clients have and what don’t they have that makes them a perfect client. Example:What Makes Your Perfect Clients Tick? “The key to creating far more satisfying and synchronistic relationships is to say what usually goes unsaid in the context of business, to share the motivations and missions that drive us and our customers (clients) to get out of bed each morning and face anothe
Products sold by professional salespeople are more complex and offer more value than commodity products offered through stores, catalogs and brokers. Prospects generally do not know they need such products, until they first discover that they have a problem. This process can take seconds or years depending on the nature of the problem (and the prospect!). Prospects get motivated to work with you when you help them to discover that you solve their problem better than anyone else does
KEY TIP: Determine which problems that you eliminate or solve for your prospects. Plan and ask questions to uncover and agitate those problems.
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided aga
Before you wonder "Am I doing things right," ask "Am I doing the right things?" - Author UnknownHow often do your shoulders slump and your gaze drop when you think about work?Do you dread Sunday evening and find it painful to get out of bed on Monday morning?Does your body feel tense at the end of the day?Do you take your frustrations out on those you love or do you find yourself retreating from others so you can be miserable alone?Do you feel exhausted by your current situation but are too overwhelmed to do anything about it?If you answered yes to any of these questions, chances are you are out of balance and it is creating stress in your body, mind, and at work. Unfortunately, you are not alone. It is estimated that nearly 80% of the population
KEY TIP: Determine which problems that you eliminate or solve for your prospects. Plan and ask questions to uncover and agitate those problems.
Sales Skill #3: Selling to People Outside Your Comfort Zone
Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided against you?
You can't afford to look away and ignore people that you don't have natural rapport with. The good news is that people like people like themselves. All you have to do to gain rapport is stretch your behavior outside or your comfort zone until you become like another person.
KEY TIP: Match speech patterns with people to gain rapport outside of your typical sports or weather conversation.
Sales Skill #4: Reaching Decision-Makers Through Voicemail
There's two ways to make more sales. One is to close more of the prospects you do contact. The other is to get more prospects into the pipeline. When prospecting, you can look at voicemail as either your friend or your enemy. With 70% of your prospecting calls going to voicemail, it is time to make friends with it.
Although you will never get even close to getting every voicemail returned, you can get a significant number of your messages returned when treat them as a one-on-one commercials.
KEY TIP: Prepare 3-5 separate benefit-focused voicemail messages that you can leave over a period of days or weeks for a single decision-maker before you give up on her. Each message should focus on a single unique customer-focused benefit.
Sales Skill #5: Delivering "I Gotta Have That" Presentations
Let's face it, a lot of business presentations are really boring. Salespeople talk about why their product is great, why their company is great, and the history of their company. Prospects don't relate to this. That's why they look so bored.
Great presentations get the prospect's imagination involved. The best way to involve the imagination is through storytelling. Stories rich in descriptive detail get the prospect picturing them using your product and evoke that "I Gotta Have That" reaction.
KEY TIP: Study 1-3 of your best customers
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