Running with you the Sales Reps.
Six months gone in the year, history or not!
Think of ways you improved your Reputation, and what areas you want to focus on in the next six months.
Did your reputation improve with your clients, your boss, your team mates, your network(that's a good word, we all need to network)
Or were you the know it all, did you let your Intelligence get in the way or was your ego in check.
From experience one see's this all the time, I have even been gulity of it, (have been improving big time in this area)
Some how we humans find it almost intolerable that there is someone more intelligent than us in the meeting. Did this affect your sales performance in the first six months.
BUT having said the above, how important is one's Character, You be the judge.
Till next time, go sell your way to Success.
Saturday 30 June 2012
Wednesday 27 June 2012
Do You know who your Opposition Reps are?
Running with you the Sales Reps.
I am sure you know in depth those competitor companies you have to fight in the trenches every
day. But do you know the two or three competitor reps that you come up against in the field.
Do you beleive this to be important, does this give you an edge, does this help you think of ways to out smart them.
Do they have better multi-level relationships in the client business than you!
Do you have "a feel" how many times they meet with your client, in a certain period,
Do they have a bigger share, or less of a share of the clients business,
Do these reps know about you!Yep, each day you are paid to be on your game, be creative.
I know of many ways to out smart competing reps, go brainstorm with you team mates, you will come up with great ways to win the battle.
Till next time, go sell your way to Success.
I am sure you know in depth those competitor companies you have to fight in the trenches every
day. But do you know the two or three competitor reps that you come up against in the field.
Do you beleive this to be important, does this give you an edge, does this help you think of ways to out smart them.
Do they have better multi-level relationships in the client business than you!
Do you have "a feel" how many times they meet with your client, in a certain period,
Do they have a bigger share, or less of a share of the clients business,
Do these reps know about you!Yep, each day you are paid to be on your game, be creative.
I know of many ways to out smart competing reps, go brainstorm with you team mates, you will come up with great ways to win the battle.
Till next time, go sell your way to Success.
Tuesday 26 June 2012
You as a BRAND
Running with you the sales reps.
Over the past few years you as a brand has been a buz word, it does however make sense.
So how do you do this, here's how I see it.Focus on the following-
Self awareness, you need to dig deep to get a handle on this, it sometimes takes years.
Personal choices, we demand how we should live, not someone else's version,
Personal characteristics,ie honesty, courage, integrity to name a few to help you be better,
Personal leadership/discipline, you know what this means,
Your behaviour, developing this is a key success factor,
Relationships and how you Communicate.
Your Time management, most people have 24 hours in a day!
ALL quite SIMPLE- right!!!
SUCCESS, What does this mean to you!
Today being good and competent in your job is not good enough for tomorrow's business world.
You have to be outstanding and unique, more that a cut above the rest, so go do it, being a sales rep is great, be a positive source of energy.
Till next time, go sell your way to Success.
Over the past few years you as a brand has been a buz word, it does however make sense.
So how do you do this, here's how I see it.Focus on the following-
Self awareness, you need to dig deep to get a handle on this, it sometimes takes years.
Personal choices, we demand how we should live, not someone else's version,
Personal characteristics,ie honesty, courage, integrity to name a few to help you be better,
Personal leadership/discipline, you know what this means,
Your behaviour, developing this is a key success factor,
Relationships and how you Communicate.
Your Time management, most people have 24 hours in a day!
ALL quite SIMPLE- right!!!
SUCCESS, What does this mean to you!
Today being good and competent in your job is not good enough for tomorrow's business world.
You have to be outstanding and unique, more that a cut above the rest, so go do it, being a sales rep is great, be a positive source of energy.
Till next time, go sell your way to Success.
Sunday 24 June 2012
Yes that word PRICE
Running with you the Sales Rep.
Many of us!-have a problem with over coming price objections, so let me spend sometime covering a few key areas(I won't give you all the answers, I get paid for that, yep we all have to make a Rand or two)
It is not wise to pay too little, but it is also not wise to pay too much.We have all heard the saying, Quality is remembered long after price is forgotten, so lets move on.
First step,you need to feel comfortable with value for money concept,which is Benefits vs Investment(not the word cost, stay away from this useless word, it has a negative feel)
Next look at what does the word Value mean to your client and you, it could mean the following-
Low risk(most things have a risk attached to it)
Is it the flavour of the "month"
Reliability
Status/ego
Long lasting
Uniqueness
to name a few.
Now go and apply this to your product or service.
Till next time, go sell your way to Success.
Many of us!-have a problem with over coming price objections, so let me spend sometime covering a few key areas(I won't give you all the answers, I get paid for that, yep we all have to make a Rand or two)
It is not wise to pay too little, but it is also not wise to pay too much.We have all heard the saying, Quality is remembered long after price is forgotten, so lets move on.
First step,you need to feel comfortable with value for money concept,which is Benefits vs Investment(not the word cost, stay away from this useless word, it has a negative feel)
Next look at what does the word Value mean to your client and you, it could mean the following-
Low risk(most things have a risk attached to it)
Is it the flavour of the "month"
Reliability
Status/ego
Long lasting
Uniqueness
to name a few.
Now go and apply this to your product or service.
Till next time, go sell your way to Success.
Friday 22 June 2012
What Level of Sales Rep are You.
Running with you the Sales Rep.
Guy- what do you mean by the above, read on, enjoy.
Firstly let me make a comment, in my view every one needs to know how to sell,(not just take the order) simple we are 99% of the time in a sales situation, in a face to face situation.
I believe so much in the above, that I sent my son on a day sales training course while he was in his last year of high school, good move or not, he started to sell to me after that, I had to on my game to over come his objections!!
Anyway I see reps in Three phases of development-
New to the game of selling, so they have Basic sales skills, which include product knowledge,
presentation skills, prospecting skills, telephone skills, focus on relationships, etc
You see on many business cards Relationship Manager( another word for sales person) this is the
next level,focus on relationships,better planning through the sales process, improving personal
management skills,improved sales skills, broader market/ competitor information gathering.etc
Consultative/Strategic sales person, looks at long term planning with the client, share of the clients
business,develops and maintains wide multi level relationships in the clients business, partnership
is formed with the client, helping them sell more.
The above refers to b2b, and is not a full breakdown, but you get the picture.
Till next time, go sell your way to Success.
Guy- what do you mean by the above, read on, enjoy.
Firstly let me make a comment, in my view every one needs to know how to sell,(not just take the order) simple we are 99% of the time in a sales situation, in a face to face situation.
I believe so much in the above, that I sent my son on a day sales training course while he was in his last year of high school, good move or not, he started to sell to me after that, I had to on my game to over come his objections!!
Anyway I see reps in Three phases of development-
New to the game of selling, so they have Basic sales skills, which include product knowledge,
presentation skills, prospecting skills, telephone skills, focus on relationships, etc
You see on many business cards Relationship Manager( another word for sales person) this is the
next level,focus on relationships,better planning through the sales process, improving personal
management skills,improved sales skills, broader market/ competitor information gathering.etc
Consultative/Strategic sales person, looks at long term planning with the client, share of the clients
business,develops and maintains wide multi level relationships in the clients business, partnership
is formed with the client, helping them sell more.
The above refers to b2b, and is not a full breakdown, but you get the picture.
Till next time, go sell your way to Success.
Thursday 21 June 2012
The Ten/Twelve month formula
Running with you the Sales Rep.
Most sales reps are given sales targets to achieve for the year, the targets are usually for a 12 month period, (the businesses financial year). So why do I use the above formula, read on.
Lets agree that there are twenty one sales days in the month, for how many months in the year, do you have to sell not 12 months, yep you know the answer.
Lets also agree in the example that there are ten public holidays that fall on work days.So we have the following numbers, 21days x 12 months = 252 days,(to sell to your clients) less 10 days (public holidays)=242 days
You take 15 working days leave a year, 242-15=227days, say you are sick, compassionate leave etc for 5 days, 227-5=222days. Your clients close office for 10 days over Christmas period, 222-10==212days.
So from starting with 252 days you are now down to 212 days.
212 divided by 21 days=10 months .
Then if you spend only 3 hours a day selling, you have, 212 days x 3 =636hours in a year to sell b2b stuff. You then work out what you have to do to use your precious and valuable time, to be a winner, do other reps spend more time selling, do they focus on their best ROE(return on effort).With this you have to factor in travelling time per day, your sales admin time per day(internal meetings,etc)
Yes, we all know this, so why are there so many reps and businesses not achieving, please do not be one of them.
Till next time, go sell your way to Success.
Most sales reps are given sales targets to achieve for the year, the targets are usually for a 12 month period, (the businesses financial year). So why do I use the above formula, read on.
Lets agree that there are twenty one sales days in the month, for how many months in the year, do you have to sell not 12 months, yep you know the answer.
Lets also agree in the example that there are ten public holidays that fall on work days.So we have the following numbers, 21days x 12 months = 252 days,(to sell to your clients) less 10 days (public holidays)=242 days
You take 15 working days leave a year, 242-15=227days, say you are sick, compassionate leave etc for 5 days, 227-5=222days. Your clients close office for 10 days over Christmas period, 222-10==212days.
So from starting with 252 days you are now down to 212 days.
212 divided by 21 days=10 months .
Then if you spend only 3 hours a day selling, you have, 212 days x 3 =636hours in a year to sell b2b stuff. You then work out what you have to do to use your precious and valuable time, to be a winner, do other reps spend more time selling, do they focus on their best ROE(return on effort).With this you have to factor in travelling time per day, your sales admin time per day(internal meetings,etc)
Yes, we all know this, so why are there so many reps and businesses not achieving, please do not be one of them.
Till next time, go sell your way to Success.
Sunday 17 June 2012
Overcoming Objections
Running with you the Sales Rep.
We are all trained to overcome buyer objections, we also know which key ones will be thrown at us, right!
Here's a few as a refresher-
Business is slow right now,
I am to busy to meet with you,
We expect hard times ahead,
We are satisfied with whom we deal with.
nearly forgot this objection!
Your price is to high.
We all know that price will be one of the objections, why do so many reps then jump to giving discounts. If you have been selling for a while you should have at least five ways to overcome this,
right!
In my travels I must admit that I haven't heard the word that starts with R in terms of the economy, I hate that word,we are just in a different economic climate. there is business being done we must just find it,right!
In 2008 I came up with the RSQP formula relative to b2b.
Relationships
Service
Quality
yes Price last
To view the full information on this formula you can go to my other blog,focused at SME Owners,
http://www.scotrho.blogspot.com
Till next time, go Sell your way to Success
We are all trained to overcome buyer objections, we also know which key ones will be thrown at us, right!
Here's a few as a refresher-
Business is slow right now,
I am to busy to meet with you,
We expect hard times ahead,
We are satisfied with whom we deal with.
nearly forgot this objection!
Your price is to high.
We all know that price will be one of the objections, why do so many reps then jump to giving discounts. If you have been selling for a while you should have at least five ways to overcome this,
right!
In my travels I must admit that I haven't heard the word that starts with R in terms of the economy, I hate that word,we are just in a different economic climate. there is business being done we must just find it,right!
In 2008 I came up with the RSQP formula relative to b2b.
Relationships
Service
Quality
yes Price last
To view the full information on this formula you can go to my other blog,focused at SME Owners,
http://www.scotrho.blogspot.com
Till next time, go Sell your way to Success
Saturday 16 June 2012
Best of the Best
Running with you the Sales Rep.
How are you trying to be better, each day are you growing as the best there is, You can here's a few insights-
Imagine yourself successful, see yourself capable and self-confident,
Reflect on what has made you successful todate, do you need to adjust,
Are you a positive vib to people you meet and work with,
Are you upgrading you skills and knowledge.
Remembering in every sales team there will be one or two reps that will not hit their monthly target, you do not want to be one of them!(sure there are exceptions to every rule)
Know your Genius, keep focused, have dogged determination to succeed, without sales reps there is no economy, people buy from people, even with all the online stuff!
I met a rep this week at a client,he had just joined them, he's a ball of fire, on red bull I would say, what energy he has, he 's got the whole office moving forward, thinks on his feet. Quickly I focused on his sales admin, why, most times this is an issue, but with David no, all good.
Till next time, go sell your way to Success.
How are you trying to be better, each day are you growing as the best there is, You can here's a few insights-
Imagine yourself successful, see yourself capable and self-confident,
Reflect on what has made you successful todate, do you need to adjust,
Are you a positive vib to people you meet and work with,
Are you upgrading you skills and knowledge.
Remembering in every sales team there will be one or two reps that will not hit their monthly target, you do not want to be one of them!(sure there are exceptions to every rule)
Know your Genius, keep focused, have dogged determination to succeed, without sales reps there is no economy, people buy from people, even with all the online stuff!
I met a rep this week at a client,he had just joined them, he's a ball of fire, on red bull I would say, what energy he has, he 's got the whole office moving forward, thinks on his feet. Quickly I focused on his sales admin, why, most times this is an issue, but with David no, all good.
Till next time, go sell your way to Success.
Friday 15 June 2012
Closing the Sale
Running with you the Sales Rep.
We all want to close the sale, so do we know how to ensure that our hit rate is up there with the best.
Do we need to know the closing techniques, yes, no? I am in the sales trenches with reps nearly everyday, many of them close the deal, quite a few don't!
Here's some reasons why-
they wait to be given the order!
they do not collect the payment within agreed terms!
they do not know the different closing techniques!
Those that close the deal, ask for the order, although they do not know the NAME of the closing approach, that's cool, get the result.
Is it important for reps to know the the difference between cash flow and profit?
Your Boss tells you collect the money, so the deal is only closed when the money is in the bank.
If you want to know some closing techniques, here's a few-( you guys know them)
I (99% of the time used) the Isolation close, you know get straight to the point.
the alternative close.
the summary close
the testimonial close
Till next time, Go Sell your way to Success.
We all want to close the sale, so do we know how to ensure that our hit rate is up there with the best.
Do we need to know the closing techniques, yes, no? I am in the sales trenches with reps nearly everyday, many of them close the deal, quite a few don't!
Here's some reasons why-
they wait to be given the order!
they do not collect the payment within agreed terms!
they do not know the different closing techniques!
Those that close the deal, ask for the order, although they do not know the NAME of the closing approach, that's cool, get the result.
Is it important for reps to know the the difference between cash flow and profit?
Your Boss tells you collect the money, so the deal is only closed when the money is in the bank.
If you want to know some closing techniques, here's a few-( you guys know them)
I (99% of the time used) the Isolation close, you know get straight to the point.
the alternative close.
the summary close
the testimonial close
Till next time, Go Sell your way to Success.
Thursday 14 June 2012
Has the sales game changed in 30 years ?
Running with you the sales rep.
Given that this is my first sales blog, I thought it a good idea to start with my first sales course I went on in 1980, when I was a rep in Rhodesia.
The course was run by the Alfred Tack organisation, being my first exposure to sales training I was all ears, and yes I learnt so much.
Heres some of the stuff I learnt see if it is still applicable today 2012!
Buying motives fall into two categories,
Rational and emotional.
You know the differents, so know need to go into depth, but the trick is to focus more on the Emotioanl aspects, it is a key to sales success.
Doing a client needs analysis, want vs needs.
This is still used today.
Features and Benifits statement
This is still used today.
So as I see it three key areas that are still critical today, unless you see otherwise, so please feel free to comment, this blog needs to be a two way deal
Two years later(1982) I was a rep in Benoni and guess who came through the door, yes, the sales trainer from the Alfred tack course I went on, and yes I had to sell to him, wanted car finance, and yes I Closed the sale.
So till next time, go sell your way to success.
Guy Daines
www.scotrho.co.za
Given that this is my first sales blog, I thought it a good idea to start with my first sales course I went on in 1980, when I was a rep in Rhodesia.
The course was run by the Alfred Tack organisation, being my first exposure to sales training I was all ears, and yes I learnt so much.
Heres some of the stuff I learnt see if it is still applicable today 2012!
Buying motives fall into two categories,
Rational and emotional.
You know the differents, so know need to go into depth, but the trick is to focus more on the Emotioanl aspects, it is a key to sales success.
Doing a client needs analysis, want vs needs.
This is still used today.
Features and Benifits statement
This is still used today.
So as I see it three key areas that are still critical today, unless you see otherwise, so please feel free to comment, this blog needs to be a two way deal
Two years later(1982) I was a rep in Benoni and guess who came through the door, yes, the sales trainer from the Alfred tack course I went on, and yes I had to sell to him, wanted car finance, and yes I Closed the sale.
So till next time, go sell your way to success.
Guy Daines
www.scotrho.co.za
Selling to different Personality Styles.
Running with you the Sales Rep
Is it important to understand your clients personality. This was a new insight for me "back in the day"
I was exposed to this by my friend and mentor in the early 1990's, Bill Gibson.
His model categorised, Four Styles, Controller,( you know the type, total control freak, micro managers)Analytical,Supporter,and Promoter.
As I understand it we are a combination of two styles.Other authors use driver, amiable, expressive.etc
Whatever one you use, please understand how to sell to these styles, it does place you in a better position, with lots of "online selling"now taking place it is a challenge to get to grips with.
For those that do more face to face selling it is a must, it would be good to receive your views.
Bill Gibson has developed "The Complete Sales Action system" you can view at www.kbitraining.com
Tell next time, go sell your way to success.
Is it important to understand your clients personality. This was a new insight for me "back in the day"
I was exposed to this by my friend and mentor in the early 1990's, Bill Gibson.
His model categorised, Four Styles, Controller,( you know the type, total control freak, micro managers)Analytical,Supporter,and Promoter.
As I understand it we are a combination of two styles.Other authors use driver, amiable, expressive.etc
Whatever one you use, please understand how to sell to these styles, it does place you in a better position, with lots of "online selling"now taking place it is a challenge to get to grips with.
For those that do more face to face selling it is a must, it would be good to receive your views.
Bill Gibson has developed "The Complete Sales Action system" you can view at www.kbitraining.com
Tell next time, go sell your way to success.
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