Running with You the Sales Rep
So give the following lots of thought, thinking time.
Client not forth coming with YES, Go ahead, sign order, INTERESTING
- You have to convert their lack of confidence in you, which equals lack of trust, trust, trust, and their perceived value , solution you are selling.
- Remember you are a problem solver?????
- client might think too high a risk to go with you, yes YOU< YOU, the business your are representing is the 2nd step in CONFIDENCE.
- May be they think they can get it CHEAPER< CHEAPER, are they comparing apples with apples, or green peppers vs red peppers !!!
go get your thinking right on PRICING
Till next time go sell your way to Success.
Thursday, 9 March 2017
FEAR of PRICING objection
Running with You the Sales Rep
Yes we hear this as sales mangers, Sme owners, bosses, etc pain in the butt when I hear it,
This issue has been around for ever, since business started way back in the day.
In 1980, yes you read correctly, I attended an ALFRED TACK sales training course, here is an extract from the book we got given HOW TO SUCCEED IN SELLING.
It is said that a dog can tell instinctively if a human being is afraid of it, BUYERS certainly have a sense which tells them whether or not they can take advantage of the salesman's/ salesladies FEAR OF DISCUSSING PRICING
Buyers know and feel it is their job to raise price objections, BUT< BUT< BUT in reality what they are asking you is, PLEASE CONVINCE ME THAT IT IS IN MY BEST INTEREST TO PAY YOUR PRICE.
Makes you think, Go sort your thinking out re PRICE
Tell next time go sell Your way to Success.
Yes we hear this as sales mangers, Sme owners, bosses, etc pain in the butt when I hear it,
This issue has been around for ever, since business started way back in the day.
In 1980, yes you read correctly, I attended an ALFRED TACK sales training course, here is an extract from the book we got given HOW TO SUCCEED IN SELLING.
It is said that a dog can tell instinctively if a human being is afraid of it, BUYERS certainly have a sense which tells them whether or not they can take advantage of the salesman's/ salesladies FEAR OF DISCUSSING PRICING
Buyers know and feel it is their job to raise price objections, BUT< BUT< BUT in reality what they are asking you is, PLEASE CONVINCE ME THAT IT IS IN MY BEST INTEREST TO PAY YOUR PRICE.
Makes you think, Go sort your thinking out re PRICE
Tell next time go sell Your way to Success.
Friday, 17 February 2017
Are you GROWING
Running with you the Sales Rep
Take a step back and ask yourself, how much funds do you invest in up skilling yourself vs the amounts you spend on partying etc, very interesting.
Then you complain, when you lose a deal, a top client, your mind is in the incorrect place, life seems full of shit and SSDD.
I did research recently with reps, there was feedback, one I found very interesting, said, in sales you do not have to be qualified, yep you got it right, rep is a loser, 40% of sales target.
Are you filling your head with new sales techniques, new ways of building better relationships, new insights into different ways to close deals etc,
IF NOT GOOD LUCK IN THE NEW WORLD OF SELLING
www.srecoaching.co.za
Till next time go Sell Your way to Success.
Take a step back and ask yourself, how much funds do you invest in up skilling yourself vs the amounts you spend on partying etc, very interesting.
Then you complain, when you lose a deal, a top client, your mind is in the incorrect place, life seems full of shit and SSDD.
I did research recently with reps, there was feedback, one I found very interesting, said, in sales you do not have to be qualified, yep you got it right, rep is a loser, 40% of sales target.
Are you filling your head with new sales techniques, new ways of building better relationships, new insights into different ways to close deals etc,
IF NOT GOOD LUCK IN THE NEW WORLD OF SELLING
www.srecoaching.co.za
Till next time go Sell Your way to Success.
Tuesday, 24 January 2017
Why are you losing so much Business
Running with You the Sales Rep
Address these areas, on a scale 1 to 10, (10 being the highest)
1 Do you present well one on one and a group, strange how it is different when there is a group
2 How is your sales knowledge, up skill on an on going basis
3 Can you handle all objections thrown at you, I find this the biggest single factor re above heading, shame, poor salesmanship, get it right quick.
Yep there are a few others, these are the key ones.
Till next time go Sell your way to Success. blog by Kyle Daines
Address these areas, on a scale 1 to 10, (10 being the highest)
1 Do you present well one on one and a group, strange how it is different when there is a group
2 How is your sales knowledge, up skill on an on going basis
3 Can you handle all objections thrown at you, I find this the biggest single factor re above heading, shame, poor salesmanship, get it right quick.
Yep there are a few others, these are the key ones.
Till next time go Sell your way to Success. blog by Kyle Daines
Friday, 20 January 2017
Your Key CLIENTS
Running with you the Sales Rep
2017, started, all cool, so have you asked yourself the following,
1 What do I need to do, to stop my best clients going to the opposition, yes what must you do, not your company.
In 2009 I came up with the RSQP Formula, had a n article on this published in a SA business mag.
- relationships
- service
- quality
- price
You know the 80/20 law, so go quickly and put in place plans to ensure you keep the majority of key clients
Till next time go sell your way to Success. Post by Kyle Daines
2017, started, all cool, so have you asked yourself the following,
1 What do I need to do, to stop my best clients going to the opposition, yes what must you do, not your company.
In 2009 I came up with the RSQP Formula, had a n article on this published in a SA business mag.
- relationships
- service
- quality
- price
You know the 80/20 law, so go quickly and put in place plans to ensure you keep the majority of key clients
Till next time go sell your way to Success. Post by Kyle Daines
Thursday, 12 January 2017
2017 will YOU be a CLOSER or an order taker
Running with you the sales Rep
Will you exceed your number by hoping to get orders, or do you have to go and sell, and be a CLOSER,
THE GREATEST MASTER CLOSERS ALWAYS MAKE FRIENDS, EVEN WHEN TRAVELLING A ROAD LEADING INTO THE UNKNOWN, by J Garcia Spain
Go test yourself on how great are your closing skills, in 2017 you will need to be on your game
Till next time go sell Your way to Success.
Will you exceed your number by hoping to get orders, or do you have to go and sell, and be a CLOSER,
THE GREATEST MASTER CLOSERS ALWAYS MAKE FRIENDS, EVEN WHEN TRAVELLING A ROAD LEADING INTO THE UNKNOWN, by J Garcia Spain
Go test yourself on how great are your closing skills, in 2017 you will need to be on your game
Till next time go sell Your way to Success.
Wednesday, 11 January 2017
10 years old and COLD CALLING
Running with you the Sales Rep
Yep at the age of 10 I was cold calling, how did it begin, that was nearly 51 years back in the day.
We lived in Rhodesia, now zim, folks took us on holiday to Durban, SA, 3 day drive, my Old man enjoyed his fishing, we were as I learnt in later years a lower middle income family.
We stayed in flats, many flats on the street with holiday makers, Yep you guessed it my dad would catch fish during the day (SHAD) great eating fish. Fish packed in an ice box, all cleaned.
Told son, go knock on doors, do not come back till all fish sold, and money accounted for.
that money was then, in part used to buy more bait, buy us, my sister and I ice cream etc, and my folks Scotch, which was hard to buy back home.
Did I learn stuff, sure, big time, but only really kicked in from age 17 when I did part time sales in the holidays, INTERESTING
Till next time go sell your way to Success
Yep at the age of 10 I was cold calling, how did it begin, that was nearly 51 years back in the day.
We lived in Rhodesia, now zim, folks took us on holiday to Durban, SA, 3 day drive, my Old man enjoyed his fishing, we were as I learnt in later years a lower middle income family.
We stayed in flats, many flats on the street with holiday makers, Yep you guessed it my dad would catch fish during the day (SHAD) great eating fish. Fish packed in an ice box, all cleaned.
Told son, go knock on doors, do not come back till all fish sold, and money accounted for.
that money was then, in part used to buy more bait, buy us, my sister and I ice cream etc, and my folks Scotch, which was hard to buy back home.
Did I learn stuff, sure, big time, but only really kicked in from age 17 when I did part time sales in the holidays, INTERESTING
Till next time go sell your way to Success
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.
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
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
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.
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.
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.
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
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.
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.
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.
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
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.
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.
Tuesday, 3 November 2015
Keep FOCUSED at this time of year
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.
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.
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