Testimonials - A key to closing.

Running with you the Sales Rep.

Here's the deal, look at the business you have lost this year, those "new" prospects that you called on,
and did not close the sale.

Did you use any TESTIMONIAL'S.

But to get a testimonial in the first place you need to earn it, HOW,
-By being true to your word,
-By being more valuable to your current clients,
-By being a step ahead of your opposition,
-By taking responsibility for your service,

To name a few, Testimonial's, can be your greatest friend, when all else fails, sure there are times when it is not the right time, place to use them, exception to the rule I say.

Till next time go Sell your way to Success.

Your Client Base

Running with you the Sales Rep.

So HOW great is your client base, how do you analyse it,
-Sales volumes?
- Profitability?
The trick is to view your base, based on Quality,

Quality of relationship, You will always have 3 types of client,
-those you want to deal with,
-those you do not want to deal with, but have to due to the level of business they give you,
-those you want to deal with, but who do not want to deal with you.
The second one above is the pain in the butt clients, your ROE is below benchmark.

The next trick is in the Quality of your prospecting, if you prospect for those clients who seem to fit your values and your company's culture your ROE ( return on effort), will be at a higher level,
makes sense!
Most reps just want to take on any type of client, "I need the business, I need the volume, to me it is bull sh-one-t.
INTERESTING
Till next time go sell your way to Success.

Sales Management Myopia

Running with You the Sales Rep.

As a Rep you may be interested in the undermentioned, if you are a Sales Manager even more so?

Going through my Sales Rep library found this stuff from one of my training notes.

Many businesses often misread the importance of Sales Management role, here's why, some
comments from the field.

- As long as a rep gets results, i don't mind how he gets them?---- how cool is this!
- We pay on results, if a rep doesn't make it they(he or she) soon leave--- not with our labour law in RSA.
- Reps hate paperwork, we have tried to introduce, CRM, online call reports, sales research reports etc, but they don't go along with policy--- Mavericks !!

So management knows it has a responsibility to ensure that-
    - the company has a professional sales team- they are the image of the company,
    - management needs checks and balances to manage the INTERFACE between Rep and client.

Interesting!

Till next time, go sell your way to Success.

Know Your Enemy

Running with you the Sales Rep.

What do you do to outwit your competition, it is a race every day, sales warfare in the market place day in day out.
Use some of the following-
- do you really know your key competitors, do you know the names of the reps that call on YOUR CLIENTS, yep they are your clients, stuff the opposition.
- never underestimate your competitor, the fight is on to find and keep those clients that are profitable
and who are good payers.
- how are you keeping in touch with your clients vs your competitors.
- how many reps do you have to fight each day in the market place, 5, 10, 12 ?
- what share of the clients business do you have a why?

A few things to work on this week, go and whack the opposition.

Till next time go Sell your way to Success.

Key Sales Rep "skills"

Running with you the Sales Rep.

My son and I were chatting about reps that are "just order takers" vs the 110% Pro.
I am in the sales trenches every day with reps and have a 10 point skills guideline that I use to improve their performance.
Here are 5 not in order of importance, but yep very important, if you get my drift.

-Sales Admin, yes, all the paperwork that's still needed today to be done to be on your game?
-Managing clients/your Time management, so you are not pushed from "pillar to post"
-Debtor collection, money in the bank, deal not closed till this happens?
-Building lasting relationships

Yep and one more-People skills/emotional IQ.

Till next time, go Sell your way to Success.

Keep Selling SImple

Running with you the Sales Rep

Whether you are new to the game of selling or been playing the game for awhile Refresh with the undermentioned,
 Three approaches, us these to complement each other while you are face to face with your prospect or client.
  Combined these each time you find yourself in the selling role.

-Yes still must sell the benefits of dealing with YOU and YOUR company,
-Consultative selling,
-Relationship selling,

Yes ok, the Trick is to know how to use the above in your sales story, sit and spend some quite time thinking about your approach, and ways to incorporate the above every single time you are face to face with  some one you want to do business with.
I still do it today, for 30 odd years, its fun at the same time.

Till next time go sell your way to Success.

Buyers Mindset

Running with you the sales Rep

Hi Chaps and Ladies been awhile since hitting the blog keyboard, been updating my book, work in
progress.

So do you know much about your Buyers mindset, I suppose their is a differences, depending on the Title of the person you are calling on.
-Here is some food for thought,
 -does the buyer you call on just see you as a seller/provider of a product,
 -a second or third quote for their records!
 -buyers want to know that they can Trust you 110%,
 -buyers want to know that you can deliver what you say you can?
 -do you speak the buyers business language,
 -find the pain the buyer is going through.

Till next time go sell your way to Success.