Running with You the Sales Rep
Have you moved with the times.
Old selling approach,
-Get new accounts
-Get the order
-Pressure your company to give discounts
-Sell to anyone
-Have the same approach to all accounts
New selling approach,
-Retain and grow current clients
-Become a valuable business resource
-Price for profit, sell solutions
-Understand pricing dynamics GP%
-Manage for long term two way benefits
-Concentrate on high profit clients.
Some other stuff to take in,
-Understand your clients, clients business
-Be innovative and proactive
-Define your value, you the Reps value.
COOL, till next time go sell your way to Success.
Wednesday 22 October 2014
Monday 1 September 2014
3 KEY MONTHS
Running with you the Sales Rep
- SEPT,OCT, and NOV, these need to be and will be the months that you should exceed your sales targets in SA, summer is here.
- I have found over the past 17 years that these months some how produce better results, vs June to Aug, strange, but interesting.
- So focus on your pipeline, close the deals you had lined up, use the isolation close approach,
yep ask your client up front what is stopping them doing business with you, then reclose.
- set your self the goal of taking on X new clients,
- which current clients can you up sell, or cross sell to.
- which one networking group can you join, so you can build relationships and pipeline for Jan onwards.
LOOK at your MANAGEMENT of YOUR TIME.
Till next time go sell your way to Success.
- SEPT,OCT, and NOV, these need to be and will be the months that you should exceed your sales targets in SA, summer is here.
- I have found over the past 17 years that these months some how produce better results, vs June to Aug, strange, but interesting.
- So focus on your pipeline, close the deals you had lined up, use the isolation close approach,
yep ask your client up front what is stopping them doing business with you, then reclose.
- set your self the goal of taking on X new clients,
- which current clients can you up sell, or cross sell to.
- which one networking group can you join, so you can build relationships and pipeline for Jan onwards.
LOOK at your MANAGEMENT of YOUR TIME.
Till next time go sell your way to Success.
Monday 18 August 2014
LACK of MOTIVATION
Running with you the Sales Rep
WE all have ups and downs, the trick is to keep the ''downs'' to a minimum.
-Go find some inspiration,check out the wild side???
-You know you are good, get excited again
-Get back to being simple, have only one or two key goals for the next seven days.
-Read positive stuff( I listen to Dr Wayne Dyer, cool stuff)
-Go meet with you best clients, go now.
-Look for solutions.
IT is all about your self confidence, you must enjoy what you do, but is it you, or the situation.
Till next time go Sell your way to Success.
WE all have ups and downs, the trick is to keep the ''downs'' to a minimum.
-Go find some inspiration,check out the wild side???
-You know you are good, get excited again
-Get back to being simple, have only one or two key goals for the next seven days.
-Read positive stuff( I listen to Dr Wayne Dyer, cool stuff)
-Go meet with you best clients, go now.
-Look for solutions.
IT is all about your self confidence, you must enjoy what you do, but is it you, or the situation.
Till next time go Sell your way to Success.
Do YOU know your opposition
Running with You the Sales Rep
-Good to know this stuff when you are in the sales trench each day.
-Who are your two or three major competitors.
-Do they offer exactly what you offer?
-Who their existing clients are, do you SHARE clients, what share do you get.
-Size of orders you get vs your opposition.
-Do they have a better multi level relationship than you do.
-If you win more business from a certain client vs your competitor, do you know why?
GO do this homework, you may be doing this already, cool, sharpen up.
Till next time go sell your way to SUCCESS.
-Good to know this stuff when you are in the sales trench each day.
-Who are your two or three major competitors.
-Do they offer exactly what you offer?
-Who their existing clients are, do you SHARE clients, what share do you get.
-Size of orders you get vs your opposition.
-Do they have a better multi level relationship than you do.
-If you win more business from a certain client vs your competitor, do you know why?
GO do this homework, you may be doing this already, cool, sharpen up.
Till next time go sell your way to SUCCESS.
Wednesday 14 May 2014
Managing YOUR TIME
Running with you the Sales Rep
- Does your Boss believe you have a handle on how you manage your time, how do you go about demonstrating that you are on your game in this regard.
- How much time do you spend selling to HIGH potential clients vs low potential, important to know.
- Do you love being stuck to your laptop checking out emails every hour of your working day.
set time aside to do email stuff 3 times a day max.
If you do not Value your Time, no one will, be ruthless, check out your best ROE,( return on effort)
It is an important business decision you must make to ensure you are not pulled like a YO-YO.
How do you think about your management of time, here is the THINKING PROCESSES,
( everything is a process today!)
-Analyse where you spend your time,
-Planning how good are you,
-Priority, get this right.
-Review daily where your time went- yep one of the most important discipline's.
Till next time go Sell your way to Success.
- Does your Boss believe you have a handle on how you manage your time, how do you go about demonstrating that you are on your game in this regard.
- How much time do you spend selling to HIGH potential clients vs low potential, important to know.
- Do you love being stuck to your laptop checking out emails every hour of your working day.
set time aside to do email stuff 3 times a day max.
If you do not Value your Time, no one will, be ruthless, check out your best ROE,( return on effort)
It is an important business decision you must make to ensure you are not pulled like a YO-YO.
How do you think about your management of time, here is the THINKING PROCESSES,
( everything is a process today!)
-Analyse where you spend your time,
-Planning how good are you,
-Priority, get this right.
-Review daily where your time went- yep one of the most important discipline's.
Till next time go Sell your way to Success.
Thursday 1 May 2014
If You can not Prospect ??
Running with you the Sales Rep
- Prospecting is a fundamental foundation for any Rep, IF YOU do not do it, it could affect your income.BIG TIME
-SURE there are always the exception to the Rule, I am coaching a team of 4 reps, 2 have great critical mass in terms of exciting clients, about 20% of their sales come from new clients.
The other 2 reps have only been on board for about 10 months, they have a small client base 30% of their business from this source, so 70% needed from PROSPECTING.
- The one Rep, hates prospecting, the bottom line
- prospecting is part of the sales game,
-Very few Reps will have sustainable income, and be successful at selling, if they do not get a HANDLE ON PROSPECTING.
- Put in place weekly goals on how you plan to action your Prospecting side of your sales business.Yes you as a sales person effectively run your own business, think about this statement.
Cool
Till next time go Sell your way Success.
- Prospecting is a fundamental foundation for any Rep, IF YOU do not do it, it could affect your income.BIG TIME
-SURE there are always the exception to the Rule, I am coaching a team of 4 reps, 2 have great critical mass in terms of exciting clients, about 20% of their sales come from new clients.
The other 2 reps have only been on board for about 10 months, they have a small client base 30% of their business from this source, so 70% needed from PROSPECTING.
- The one Rep, hates prospecting, the bottom line
- prospecting is part of the sales game,
-Very few Reps will have sustainable income, and be successful at selling, if they do not get a HANDLE ON PROSPECTING.
- Put in place weekly goals on how you plan to action your Prospecting side of your sales business.Yes you as a sales person effectively run your own business, think about this statement.
Cool
Till next time go Sell your way Success.
Wednesday 23 April 2014
Why You KILLED the SALE
Running with you the Sales Rep
We all know some things have changed in sales and some have not?
For 30 years I have been hearing objections from buyers, or people who think they are buyers and want to play funny games, we the Sales Pro know their stalling tactics or simply their untruths.
These are the main objections that have been around for years and years.
- your price is to high
- I am happy with my current supplier
- no budget
- I need to think it over.
Yep and most sales reps have not prepared how to handle these objections, 30 years I have been hearing them, I have a least 4 reply's to the above at any time.
So go up your game, Sales is a Profession so become highly skilled at your game, it is your call.
Till next time go Sell your way to Success.
We all know some things have changed in sales and some have not?
For 30 years I have been hearing objections from buyers, or people who think they are buyers and want to play funny games, we the Sales Pro know their stalling tactics or simply their untruths.
These are the main objections that have been around for years and years.
- your price is to high
- I am happy with my current supplier
- no budget
- I need to think it over.
Yep and most sales reps have not prepared how to handle these objections, 30 years I have been hearing them, I have a least 4 reply's to the above at any time.
So go up your game, Sales is a Profession so become highly skilled at your game, it is your call.
Till next time go Sell your way to Success.
Thursday 27 March 2014
Ways to win the Sales Battles
Running with you the Sales Rep.
You are in the battle field every day, so here are a few, ways to win,
-Make sure you make the right connection with your client/ prospect.
-Develop a way of gaining your client/prospect interest.
- REALLY prove the Value you can add to your client or their customers.
-Do not look for the quick sale, look for building Trust, sales will follow.
Review your prospecting results, Jan to March, what success did you have.
Review your last 20 calls to exciting clients, how comfortable do you feel with them,
Review, any lost business, why etc.
Till next time go Sell your way to success.
You are in the battle field every day, so here are a few, ways to win,
-Make sure you make the right connection with your client/ prospect.
-Develop a way of gaining your client/prospect interest.
- REALLY prove the Value you can add to your client or their customers.
-Do not look for the quick sale, look for building Trust, sales will follow.
Review your prospecting results, Jan to March, what success did you have.
Review your last 20 calls to exciting clients, how comfortable do you feel with them,
Review, any lost business, why etc.
Till next time go Sell your way to success.
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