Running with you the Sales Rep.
Yep, count down to the Xmas holiday break, but the next few weeks are really important, why, need
you to finish on a high, with no sales regrets going into 2016.
- which clients do you really, really have to get closer too.
-work on your attitude, be positive, hard at this time of the year, yes you can do it.
- be resourceful, be prepared
-pin your prospect down for a time to meet, do not wait till next year, make those extra calls.
- be courageous at this time.
BE REMEMBERED, BE REMEMBERED.
Remember what do you really, really want to achieve in the next 4 weeks.
Till next time go Sell your way to Success.
Tuesday 3 November 2015
Tuesday 27 October 2015
Are you in your CLIENTS MIND
Running with you the Sales Rep.
You may be thinking what is this all about, here's the deal, you need to PENETRATE/ GET INTO your CLIENTS MIND,
-it is one art of communication that is critical to build very strong RELATIONSHIPS.
When you communicate do not be overly personal, unless you have know your client for many years, and they understand where you are coming from. Also try not to preach, dictate.
- make your communication positive, focused, and action driven
Remember the key is the way you LEAD your CLIENT to the conclusion you want/need
- your ability to reach out to people and alter, make them review there opinions is the bottom line.
Till next time go Sell your way to Success.
You may be thinking what is this all about, here's the deal, you need to PENETRATE/ GET INTO your CLIENTS MIND,
-it is one art of communication that is critical to build very strong RELATIONSHIPS.
When you communicate do not be overly personal, unless you have know your client for many years, and they understand where you are coming from. Also try not to preach, dictate.
- make your communication positive, focused, and action driven
Remember the key is the way you LEAD your CLIENT to the conclusion you want/need
- your ability to reach out to people and alter, make them review there opinions is the bottom line.
Till next time go Sell your way to Success.
Wednesday 7 October 2015
MY Blog AUDIENCE
Running with You the Sales Rep
It would be good of you to mail me at guywdaines@vodamail.co.za, if your are an Outside rep, or in sales admin position, I am doing some research and would like to obtain a feel for my audience, so I can focus my future blogs, I will not put you on my mailing list unless you ok it. Thank you.
So you have just been sent on a training course/seminar, to ensure it was purposeful/worthwhile ask yourself, these questions.
-What specific output would make this training worthwhile
-What would ensure that your time was well spent
-What has been the most valuable to you, yep that word,VALUABLE keeps coming up in my blogs
Go action/ implement ASAP
Till next time go Sell Your way to Success.
It would be good of you to mail me at guywdaines@vodamail.co.za, if your are an Outside rep, or in sales admin position, I am doing some research and would like to obtain a feel for my audience, so I can focus my future blogs, I will not put you on my mailing list unless you ok it. Thank you.
So you have just been sent on a training course/seminar, to ensure it was purposeful/worthwhile ask yourself, these questions.
-What specific output would make this training worthwhile
-What would ensure that your time was well spent
-What has been the most valuable to you, yep that word,VALUABLE keeps coming up in my blogs
Go action/ implement ASAP
Till next time go Sell Your way to Success.
Tuesday 22 September 2015
You know what these letters stand for--SSDD
Running with you the Sales Rep.
So what does SSDD stand for, when I hear people use them I fell sorry for them, and then move into action to help them.
SAME SH one T DIFFERENT DAY.
I ask why, do you not have some daily affirmations, most say NO, most say I am busy, yep busy being busy.
-Say instead, Day by day in every way I am a better me, I am grateful for what I have in my life, yep good that you have a job giving you an income.
-Say I am committed, determined and have energy, I am totally confident.
Go do some self study, go and improve your being, yes you can, you must.
To the SAGE, all in life is a movement toward perfection, so what need has he for excessive, the extravagant, or the extreme by Dr Wayne Dyer, one of my mentors, who passed on recently.
Till next time go sell your way to success.
So what does SSDD stand for, when I hear people use them I fell sorry for them, and then move into action to help them.
SAME SH one T DIFFERENT DAY.
I ask why, do you not have some daily affirmations, most say NO, most say I am busy, yep busy being busy.
-Say instead, Day by day in every way I am a better me, I am grateful for what I have in my life, yep good that you have a job giving you an income.
-Say I am committed, determined and have energy, I am totally confident.
Go do some self study, go and improve your being, yes you can, you must.
To the SAGE, all in life is a movement toward perfection, so what need has he for excessive, the extravagant, or the extreme by Dr Wayne Dyer, one of my mentors, who passed on recently.
Till next time go sell your way to success.
Wednesday 9 September 2015
GROWTH Quotes
Running with You the Sales Rep,
Since 1994 I have collected a library of different quotes, it is always a positive to read quotes from time to time.
Here are a few that will focus you on being a growing contributing sales PRO.
- We grow because we struggle, we learn and overcome-R C ALLEN
- Strength and growth come only through continuous effort and struggle-Napoleon HILL.
- All growth depends upon the right activities-Guy Daines
- Growth means change and change involves risks, stepping from the known to the unknown-George SHINN
- Every winner has scars-Herbert N CASSON
- Without a goal to work towards, we will not get there-Natasha JOSEFOWITZ
Enjoy, cool
Till next time go Sell Your way to Success.
Since 1994 I have collected a library of different quotes, it is always a positive to read quotes from time to time.
Here are a few that will focus you on being a growing contributing sales PRO.
- We grow because we struggle, we learn and overcome-R C ALLEN
- Strength and growth come only through continuous effort and struggle-Napoleon HILL.
- All growth depends upon the right activities-Guy Daines
- Growth means change and change involves risks, stepping from the known to the unknown-George SHINN
- Every winner has scars-Herbert N CASSON
- Without a goal to work towards, we will not get there-Natasha JOSEFOWITZ
Enjoy, cool
Till next time go Sell Your way to Success.
Wednesday 2 September 2015
Lets be more VALUABLE
Running with You the Sales Rep.
Yes, your boss uses the word, of value, be of value, take it a step further, be
-V have a vision
-A accept that you are part of a team, you can not do it alone
-L lead by example
-U understand people, get to know what makes them TICK
-A attitude is a key factor, have the right mental attitude( I learnt this in 1981 on an Alfred Tack sales course)
-B bring in the numbers
-L learn, keep on learning
-E encourage who ever you come into contact with.
I did a blog back in 2012 on this subject, being Valuable will help you as an all round person.
cool, go do it.
Till next time, go Sell your way to Success.
Yes, your boss uses the word, of value, be of value, take it a step further, be
-V have a vision
-A accept that you are part of a team, you can not do it alone
-L lead by example
-U understand people, get to know what makes them TICK
-A attitude is a key factor, have the right mental attitude( I learnt this in 1981 on an Alfred Tack sales course)
-B bring in the numbers
-L learn, keep on learning
-E encourage who ever you come into contact with.
I did a blog back in 2012 on this subject, being Valuable will help you as an all round person.
cool, go do it.
Till next time, go Sell your way to Success.
Thursday 27 August 2015
So much stuff about selling???
Running with you the Sales rep.
Yep, you are felling more than frustrated, your boss keeps bring new stuff to the table, new words, new sales phrases, language, new sales process. he has this motto, keep on changing, keep on adapting.
OK it is good to try new stuff, but it needs to be in the RIGHT context, and timing, otherwise, sales life become so complex, you end up making life sh one t for your clients.
Follow these simple rules,
- value,
- client centric,
-lifetime value of client b2b,
-persuasive communication,
-trust,
-client retention rate,
-firing unprofitable clients.
-sales presentation.
-after sales follow up.
GO and implement simple plans for each of the above, relative to your client base.
Till next time go Sell your way to success.
Yep, you are felling more than frustrated, your boss keeps bring new stuff to the table, new words, new sales phrases, language, new sales process. he has this motto, keep on changing, keep on adapting.
OK it is good to try new stuff, but it needs to be in the RIGHT context, and timing, otherwise, sales life become so complex, you end up making life sh one t for your clients.
Follow these simple rules,
- value,
- client centric,
-lifetime value of client b2b,
-persuasive communication,
-trust,
-client retention rate,
-firing unprofitable clients.
-sales presentation.
-after sales follow up.
GO and implement simple plans for each of the above, relative to your client base.
Till next time go Sell your way to success.
Tuesday 18 August 2015
YOUR CONTRIBUTION?
Running with You the Sales Rep.
Here is how it works, do you sit down on a regular basis, and ask your self, what is my contribution, not just in EXCEEDING SALES TARGETS, but all round business performance.
Do you come up with game breaking new ideas, do you check out the detail.
Are you an inspiration to those you came in contact with, or are you more "me Focused"
How do set the example, are you a leader without a title( good words by Robin Sharma, I hope you know who he is)
Is life to easy for you, how's your obsession on being the best of the best
Plan Purposefully
Prepare Prayerfully
Proceed Positively
Pursue Persistently.
The 8 P's Author Unknown
Till next time go Sell your way to success.
Here is how it works, do you sit down on a regular basis, and ask your self, what is my contribution, not just in EXCEEDING SALES TARGETS, but all round business performance.
Do you come up with game breaking new ideas, do you check out the detail.
Are you an inspiration to those you came in contact with, or are you more "me Focused"
How do set the example, are you a leader without a title( good words by Robin Sharma, I hope you know who he is)
Is life to easy for you, how's your obsession on being the best of the best
Plan Purposefully
Prepare Prayerfully
Proceed Positively
Pursue Persistently.
The 8 P's Author Unknown
Till next time go Sell your way to success.
Wednesday 12 August 2015
Your 30 Second window of opportunity
Running with you the Sales Rep.
- First thing check your watch, 30 seconds is a long time, go time it.
What do you think your prospects first impression is of you, a sales person,? I hope not.
- what are the key opening statements/ questions you will ask.
Remember, do the following,
- be brief,
- gather key information.
- show how you solve problems by story telling about how you help another client.
- slow down, do not do the HARD sell, show you have a positive approach by using positive words.
Set up a follow up date.
Yes 30 SECONDS, up front is critical.
Till next time go Sell Your way to Success.
- First thing check your watch, 30 seconds is a long time, go time it.
What do you think your prospects first impression is of you, a sales person,? I hope not.
- what are the key opening statements/ questions you will ask.
Remember, do the following,
- be brief,
- gather key information.
- show how you solve problems by story telling about how you help another client.
- slow down, do not do the HARD sell, show you have a positive approach by using positive words.
Set up a follow up date.
Yes 30 SECONDS, up front is critical.
Till next time go Sell Your way to Success.
Tuesday 30 June 2015
2015 SIX Months dead and buried
Running with You the Sales Rep
Check, review the following so you can adjust your sales plan for the next 6 months.
How well was your written communication to clients, prospects - did you focus on making a sales or building a relationship, you know what's more important.
Did you manage your sales manager, yep you heard me, give him/ her information and feedback before you are asked for it, be ahead.
How was your networking, yes use LinkedIn, it is a foundation for keeping abreast of what is happening in many different industries etc.
Review where you sales came from, yep dig deep into the numbers, deal with FACT not fiction.
Identify where you must improve, have a plan and JUST do it, stop messing about.
How far above or below were you on your targeted income, REMEMBER one reason you are in SALES is to create WEALTH.
Till next time go sell your way to SUCCESS
Check, review the following so you can adjust your sales plan for the next 6 months.
How well was your written communication to clients, prospects - did you focus on making a sales or building a relationship, you know what's more important.
Did you manage your sales manager, yep you heard me, give him/ her information and feedback before you are asked for it, be ahead.
How was your networking, yes use LinkedIn, it is a foundation for keeping abreast of what is happening in many different industries etc.
Review where you sales came from, yep dig deep into the numbers, deal with FACT not fiction.
Identify where you must improve, have a plan and JUST do it, stop messing about.
How far above or below were you on your targeted income, REMEMBER one reason you are in SALES is to create WEALTH.
Till next time go sell your way to SUCCESS
Monday 25 May 2015
WE are all Sales people
Running with you the Sales Rep
Recently I was having a pint with a mate who has an accounting degree, but has taken up a position with a well known Assurance company as a Financial Adviser, not a accounting position.
His role is to advise clients on which product would suit them, so i said are you enjoying the sales game, sales profession.
His reply, I am not a sales person, I advise???, so I said but you have to identify needs, recommend solutions, and close the sales, and build relationships. So Jack you do sell not only yourself, but the brand you represent, PLUS, financial products, you sell B2C.
Why do so many people dislike being a sales person, my Dad sent me on a sales course when I was still at school, 18 years old, every one sells.
Till next time go Sell your way to Success, Blog by Kyle Daines
Recently I was having a pint with a mate who has an accounting degree, but has taken up a position with a well known Assurance company as a Financial Adviser, not a accounting position.
His role is to advise clients on which product would suit them, so i said are you enjoying the sales game, sales profession.
His reply, I am not a sales person, I advise???, so I said but you have to identify needs, recommend solutions, and close the sales, and build relationships. So Jack you do sell not only yourself, but the brand you represent, PLUS, financial products, you sell B2C.
Why do so many people dislike being a sales person, my Dad sent me on a sales course when I was still at school, 18 years old, every one sells.
Till next time go Sell your way to Success, Blog by Kyle Daines
Wednesday 20 May 2015
Do you REALLY focus on what is IMPORTANT
Running with you the Sales Rep.
To get a handle on this , you must first really understand yourself, what is your capacity, are you a good problem solver, yes you do procrastinate, your time management is??
So set 2 maybe 3 key goals to focus on, achieve by a certain date, not say 10. cut out multitasking, it kills your thinking and creative mindset.
Keep your other goals on your radar, written down, ask where will I get my best ROE (return on effort)
The principle of focus is spoken by all very few grasp the importance, and make it work 4 days out of 5.
Most of what you do needs improvement so do a reality check and be honest with your self, or are you to COMFORTABLE with your current income and where you are at in your life.
Move with speed, go get fitter.
A quick thank you to you, my blogs are viewed in China, Indonesia, USA, Russia, Germany, Ukraine, France, UK and South Africa. Short to the point blogs work for us together.
Till next time go Sell your way to Success Blog by Kyle Daines.
To get a handle on this , you must first really understand yourself, what is your capacity, are you a good problem solver, yes you do procrastinate, your time management is??
So set 2 maybe 3 key goals to focus on, achieve by a certain date, not say 10. cut out multitasking, it kills your thinking and creative mindset.
Keep your other goals on your radar, written down, ask where will I get my best ROE (return on effort)
The principle of focus is spoken by all very few grasp the importance, and make it work 4 days out of 5.
Most of what you do needs improvement so do a reality check and be honest with your self, or are you to COMFORTABLE with your current income and where you are at in your life.
Move with speed, go get fitter.
A quick thank you to you, my blogs are viewed in China, Indonesia, USA, Russia, Germany, Ukraine, France, UK and South Africa. Short to the point blogs work for us together.
Till next time go Sell your way to Success Blog by Kyle Daines.
Wednesday 13 May 2015
Enjoy it when a customer objects
Running with you the Sales Rep
It is always interesting to listen to reps complain, that their clients have objections.
One thing you must understand is that the majority object,
so have plans in place to handle objections.
That is the difference between top reps and those who struggle to meet their numbers.
Make sure you have the following under control.
-your attitude is in the right space,
-your goal to really solve your clients issues, relative to your offering,
-how well do you know your client/prospect
-have you done your research.
My take on this subject, see it as and opportunity for you to become better at what you do, and to build a better relationship.
Till next time go Sell your way to Success. Blog by Kyle Daines
It is always interesting to listen to reps complain, that their clients have objections.
One thing you must understand is that the majority object,
so have plans in place to handle objections.
That is the difference between top reps and those who struggle to meet their numbers.
Make sure you have the following under control.
-your attitude is in the right space,
-your goal to really solve your clients issues, relative to your offering,
-how well do you know your client/prospect
-have you done your research.
My take on this subject, see it as and opportunity for you to become better at what you do, and to build a better relationship.
Till next time go Sell your way to Success. Blog by Kyle Daines
Thursday 7 May 2015
Your Customers are Opportunities
Running with you the Sales Rep
Here is why your customers are opportunities,
- to network with.
- to obtain market feedback.
- to obtain information on your opposition,
- to learn from.
Yep also to build long term relationships with, to make sure they love your product or service, to trust you, to do business together for mutual gain.
Go see how you are positioned with your customers, ask them,
Simple stuff.
Till next time go Sell your way to Success. Blog by Kyle Daines
Here is why your customers are opportunities,
- to network with.
- to obtain market feedback.
- to obtain information on your opposition,
- to learn from.
Yep also to build long term relationships with, to make sure they love your product or service, to trust you, to do business together for mutual gain.
Go see how you are positioned with your customers, ask them,
Simple stuff.
Till next time go Sell your way to Success. Blog by Kyle Daines
Friday 24 April 2015
FOUR months are HISTORY
Running with you the Sales Rep
So where do you stand after the Jan - April period, yep its gone forever, but does one really think about this, 4 months are history for good, no more coming back.
- So question yourself, did I achieve what I set out to achieve.
Did I improve my skills, and knowledge,
Did I lose any key clients,
Did I take on the RIGHT new clients.
Did I build better relationships,
Did I provide better service to my support team in the office.
Did I do the RIGHT numbers and GP%.
Ask yourself, is your mind in the correct space to be a winner, did you spend to much time with negative people or clients.
Go smash the opposition in the next 4 months, yes you can, you are the Force, you can make it happen. EXCEL, EXCEL.
Till next time go sell Your way to Success. Blog by Kyle Daines
So where do you stand after the Jan - April period, yep its gone forever, but does one really think about this, 4 months are history for good, no more coming back.
- So question yourself, did I achieve what I set out to achieve.
Did I improve my skills, and knowledge,
Did I lose any key clients,
Did I take on the RIGHT new clients.
Did I build better relationships,
Did I provide better service to my support team in the office.
Did I do the RIGHT numbers and GP%.
Ask yourself, is your mind in the correct space to be a winner, did you spend to much time with negative people or clients.
Go smash the opposition in the next 4 months, yes you can, you are the Force, you can make it happen. EXCEL, EXCEL.
Till next time go sell Your way to Success. Blog by Kyle Daines
Monday 16 March 2015
Why did the Prospect turn me down
Running with You the Sales Rep.
As reps we are turned down from time to time, the trick is to ensure you have more yes's than no's.
So why do the buyers reject you, could be-
-you weren't genuine enough, you pushed to hard to get a sale,
-you have not demonstrated how you and your company are different,
-the customer has a great relationship with their current supplier,
-the buyer may have had a bad experience with someone else from your company, this I have heard a lot.
So go show your VALUE, look at how you present your product, innovate, try new ways, do not get stuck in the MUD.
Till next time go Sell your way to Success. Blog by Kyle Daines
As reps we are turned down from time to time, the trick is to ensure you have more yes's than no's.
So why do the buyers reject you, could be-
-you weren't genuine enough, you pushed to hard to get a sale,
-you have not demonstrated how you and your company are different,
-the customer has a great relationship with their current supplier,
-the buyer may have had a bad experience with someone else from your company, this I have heard a lot.
So go show your VALUE, look at how you present your product, innovate, try new ways, do not get stuck in the MUD.
Till next time go Sell your way to Success. Blog by Kyle Daines
Monday 9 March 2015
A Lesson Learnt
Running with you the Sales Rep.
Here is a conversation I heard between a 26 year old sales rep who has been selling for 1 year and a 35 year old rep who has been selling for 12 years.
The young rep, positive, reads many sales books, has 4 sales blogs that he researches and who is doing a Marketing degree.
The older rep, tunes the 26 year old, reading selling stuff is all bull sh one t, selling is all about just get the sales, the young rep talks about relationship building, the 35 year old, comments, that's for key account managers to do.
The older rep comments why are you doing a marketing degree and you are in sales, degrees are a waste of time, the 26 year old reply's by 35 I will be running my own BUSINESS
The young rep asks the 35 year old, I suppose you live in a R2millon house and drive a car that cost about R350k, and have a sound investment portfolio, Yep you guessed it BLANK LOOK ON OLD REPS FACE>
Who would you employ, the 26 year old yep
Till next time go sell your way to SUCCESS.
Here is a conversation I heard between a 26 year old sales rep who has been selling for 1 year and a 35 year old rep who has been selling for 12 years.
The young rep, positive, reads many sales books, has 4 sales blogs that he researches and who is doing a Marketing degree.
The older rep, tunes the 26 year old, reading selling stuff is all bull sh one t, selling is all about just get the sales, the young rep talks about relationship building, the 35 year old, comments, that's for key account managers to do.
The older rep comments why are you doing a marketing degree and you are in sales, degrees are a waste of time, the 26 year old reply's by 35 I will be running my own BUSINESS
The young rep asks the 35 year old, I suppose you live in a R2millon house and drive a car that cost about R350k, and have a sound investment portfolio, Yep you guessed it BLANK LOOK ON OLD REPS FACE>
Who would you employ, the 26 year old yep
Till next time go sell your way to SUCCESS.
Tuesday 13 January 2015
2015 time to be the Professional Rep
Running with you the Sales Rep
Here are a few points to focus on for this year.
- Creating a difference between you and your competition, how do you stand out, your customer must see you being more capable, show them ways by sales stories, by how you present your product, your track record.
- Knowing the difference between satisfied and loyal customers, satisfied customers will buy from anyone,loyal customers will buy from you time and again and will refer business to you.
-The majority of reps I came across in 2014 were HALF PREPARED, not having done their research/
home work on their prospect.
So be Different
Create loyal customers
Be fully prepared
Till next time go sell your way to Success. Blog compiled by Kyle Daines
Here are a few points to focus on for this year.
- Creating a difference between you and your competition, how do you stand out, your customer must see you being more capable, show them ways by sales stories, by how you present your product, your track record.
- Knowing the difference between satisfied and loyal customers, satisfied customers will buy from anyone,loyal customers will buy from you time and again and will refer business to you.
-The majority of reps I came across in 2014 were HALF PREPARED, not having done their research/
home work on their prospect.
So be Different
Create loyal customers
Be fully prepared
Till next time go sell your way to Success. Blog compiled by Kyle Daines
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