Tuesday 6 September 2016

6 months/ 6 months

Running with you the Sales Rep
 Guy, what do you mean, 6 months gone in your sales year, March to August ( your company financial year is March to February), so SIX months to go, so where are you at?

- the first 6 months should be better than the last six months, why, NO DECEMBER AND JANUARY, which are " slower months", or are they.
- so if you are behind in your sales targets in the first 6 months, your BOSS MAN, may be hacked off with you.
Action, look closely at the business you lost, and why, can you improve your closure rate.
Were you great at overcoming objections, Here are so keys to unlock your sales growth.
- your attitude
- your persistence
- your level of selling skills
- your deep understanding of your clients business
- the level of relationship with clients/

SO GO LOOK AT YOUR PIPELINE< go put in extra effort to finish the year on a high.
I have been putting the finishing touches to my book, thus not that much activity on my blogs, thank you for your support.
Till next time go sell your way to Success.

Monday 27 June 2016

The Sales Game

Runnning with you the Sales Rep

So do you know the game, yep Guy been selling for years, here is a refresher.

1 How good are you at prospecting for new clients, being the Hunter.
2 How good is your networking
3 How good is your self development, up skillling
4 How  good is your sales admin
5 How good is your product knowledge.
6 How good  are your interenal relationships.
SIMPLE STUFF! GO GET IT RIGHT!
Till next time go sell your way to success

Monday 23 May 2016

3 Simple rules in Selling

Running with you the Sales Reps.

Keep these in mind and I know you will be more successful and will enjoy the life of a sales person.

yes it is this simple, maybe not easy, but with focus and up skilling in these areas, it is a walk in the park.

Consultative selling- buyers have information, but they do not have your knowledge
Solution selling- bring solutions to the table
Relationship selling- business world is small always build long term

So when you are face to face with prospects, clients you need to IMPLMENT THE THREE ALL TOGETHER, that's the trick.

cool
Till next time go Sell your way to Success

Tuesday 3 May 2016

6 Daily Affirmations

Running with you the Sales Rep

Here are 6 of the 22 daily Affirmations i use ,
enjoy,

1 Day by day i understand myself better
2 Day by day i become a better listener
3 Day by Day i see new opportunities
4 Day by day i am improving my skills and knowledge
5 Day by day i contribute to growing people.
6 Day by day i grow in wisdom,

cool, go smash the opposition reps.
Till next time go sell your way to Success.

Tuesday 26 April 2016

Rules for Controlling ths Conversation

Running with you the Sales Rep

Yes you have heard this before, but do you implement all the time.

1 As a closer you must direct the client in the direction that will benefit them and you.

2 Control the clients emotions, ie his thinking, and in how he , she answers you.

3 Sometimes the client traps themselves with their own, questions, yep, i see it all the time.

How, why, Guy , you may ask, SIMPLE! USE THE right QUESTIONS

Till next time go sell your way to Success., keep it simple.

Thursday 14 April 2016

How does your Sales Manager stack up

Running with you the Sales Rep

Why do I hear on an on going basis, that Sales leadership, is poor, is it something to do with expectations, or sales culture, or, or???
Yep we know any one can lead a team when all is above the curve, but in hard time's different story.

It is important that you monitor and understand your leader's (or so called leader) behavior, and his habits, and mood swings.

I heard recently, about a new sales manager taking over a team, all he did was "rant and rave" on the war path, hit the panic button I guess he lacks self confidence, has an image issue.

Sales managers need to up their game, big time.

Till next time go sell your way to Success.

Sunday 3 April 2016

Why do reps get bashed most of the Time

Running with you the Sales Rep


What do i mean, many sales gurus in their blogs have goes at reps, i even do from time to time.
Do the reps bring it on themselves, due to their lack of hitting target, lack of following the system, lack of effective personal leadership.
yep i think, know it is due to the above, and the majority of reps fall into the above.
Come on folks go do something about it. go show the world you are the best, yes it is hard work, who cares.

Till next time go Sell Your way to Success

Thursday 31 March 2016

Bored Salesman

Running with you the Sales Rep.

What do i mean, i am in contact with many reps, well they think they are.MOST have very little clue.
They lack the full understanding of what it takes to be the best of the best, some are lucky, they succeed by default.
You are there to be of service.

Recently i asked a team of reps who have been selling for years, What is a Sales Process, blank stare, so boring.
Then they wonder why they are not hitting targets,and why the boss is on their back , micromanaging.
So please get up and go be proud of your Profession, Many reps hate to say they rep for a company, poor, boring.

Till next time go sell your way to Success.

Tuesday 15 March 2016

Back to Basic's

Running with you the Sales Rep

Recently did refresher training with reps, 30% new the following, what do the these letters stand for.
-ABC of selling,
Always be closing,
Attention benefits close

-AIDA
Attention , Interest, Desire, Action
Attention,  Interest, Decision, Action

-ABR( you have not heard this before, trust me)
Always building relationships.

Strange most of the reps that did not know the above, FAIL TO HIT THEIR TARGETS, I wonder,
yep I suppose I am ruthlessly pragmatic?

Till next time go Sell your way to Success.

Monday 15 February 2016

Your Sales Activties

Running with You the Sales Rep

Yes we all know this is the key to your success as a rep., but when last did you review your activities, and in what order are your activities PLANNED.

Do you track the level of success per activity, how do you measure your activities. A lot easier today given CRM systems, but is it.

Braking your day into TWO will give your more focus, it will help you see a better picture of where you are at, think about it, 7.30am till 12noon and then 1pm to 5pm.

How effective, and efficient are you in the above two time periods, really, Simple stuff.

Go try it work at it for 20 business days

Till next time go sell Your way to Success.

Friday 29 January 2016

FEBRUARY 2016 here?

Running with You the Sales Rep

Yep, month two, great it has 22 working days,!!!!! gives you more sales, relationship building time,

So go and review, January month, vs your plans for Feb
ASK yourself, what will I do better, what will I do differently,

Here are a few tips,
- slow down, sell better and faster? contradictory, no. make sure you move with speed, speed in your decision making.
- busy being busy this year will see you at the bottom of the sales ladder.
- how much time do you want to speed face to face selling, hard to answer, but keep a check on this every week. recently I was in on a coaching session with a rep, and she had no clue of how many hours she spent FtoF,
sure quality vs quantity.
- if your company has a CRM system, is it helping you be, more focused, more effective and efficient, thereby helping you produce better results, if not, you are not working your CRM system how it should be.

Till next time go Sell Your way to Success. blog by Kyle Daines

Wednesday 13 January 2016

Your PIPELINE

Running with You the sales Rep

Your pipeline QUALITY, the volume in RANDS and NUMBER of deals will show you the way this year.

- yes ok this is on your agenda, but try and look at your pipeline in a different way,
is my pipeline looking in good shape, type of clients, ROE ( return on effort), what deals, quotes are below profit benchmark,

- this year you will be tested big time on pricing, do your home work, handle pricing objections with confidence, otherwise your pipeline will suffer by at least 50% to 60%, yep, wake up call!

- which products should I be selling more of, less of,

Keep your approach SIMPLY this year, cut out the clutter.

Till next time go Sell your way to Success.