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Berkshire | david.davies@sandler.com
 

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Selling

Here's a Mystery.  

Most departments in an organisation have a common language and a common process.

Everyone in Accounting talks the same language.

In Marketing, there's a very analytical process by which everyone agrees to measure results.

In Operations or Engineering, or any other part of the organisation you care to name, everyone agrees on the process by which things get done, and everyone agrees on the key terms that connect to the process.

As organizations grow, they realise that there are numerous different ways to define success.
A new business, for example, will be immensely satisfied the first year the operation returns a profit.

On the other hand, a more established company may expect to see a specified rate of growth year over year.

Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you. Here are a few different ways that you can consider defining your success.

Sales success depends on building a solid, growing client base. The first impression you make while prospecting for new clients can make or break your ability to secure new business. You only have seven seconds to make your first impression with a client. Here's how to make those seven seconds count!

Make a Positive First Impression Within Seconds

Small business owners in the South East opting for apprentices over grads Small business owners in the South East would rather recruit an apprentice for an entry-level role than a graduate, according to a survey of 200 small business owners in the South East. 53% of respondents said that they would rather opt for an apprentice for an entry-level role.

Your meeting date and time has been established. You’re confident your product or service is superior to your competitors. Your goal for the meeting is to convince the prospect. You’ve planned to be there for 45 minutes.

In regards to your business, the expertise you have gained over the years is completely worthless… until someone gives you money for it. If you have a medical doctorate, all you really have is a bunch of student loans until you have patients, and get paid for your knowledge.

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible:

How do you convince someone to buy your product or service? Think about how you buy a product or service. Even the richest people in the world with “money to burn” do not buy for the sake of buying. Yes they can buy whenever or whatever they choose, however there is a reason that they buy. People love to buy, they just don’t like to be sold.

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

There are three primary language postures.

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from hour to hour?

In today’s environment, we have to stop acting and looking like beggars with briefcases and begin to recognise that the name of the game is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers.

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already working with.” As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted that their prospects and clients’ problems are actually theirs. Unfortunately, these monkey collections have some predictable consequences.

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business.

The rotten economy, if you haven't noticed, may be taking a toll on your health. "Today's economy is stressing people out, and stress has been linked to a number of illnesses-such as heart disease, high blood pressure and increased risk for cancer," according to a new study in the July 15 issue of the American Journal of Epidemiology. A lot of this stress is understandable-but also unnecessary. If you are in sales, a sales system can help you reduce that pressure you are under in a big way. You will be as productive as ever, which should mean less anxiety