There are Great Sales Reps

Running with you the Sales Reps

Given the market conditions business is still being done, and you the rep are to be thanked for this,
many company's "bash their reps", for not preforming, do not blame the economy, it is old news, please do not let this happen to you.

Here is how you can get things into perspective and to manage your diary, every company has a sales process, here is how I see it.

I call it the sales game-(an overview)

-Prospecting and new clients-cold calling,demonstrations, proposals, selling solutions, to name a few,under this heading,-next
-Existing clients- problem solving, upselling,key account management,trust/relationship building,
service, your key numbers(not just sales in money terms and gp%) but other key numbers!!
-Networking- how do you go about this!
-Your Product-product quality,product knowledge,product mix sales, competitor awareness!
-Self development/training-sales meeting,skills development,personal leadership development,
-Sales admin-emails, sales reports,crm management, phone calls, quotes
     etc,etc,etc, yep you get the picture.
So a lot to get through in a day, a week, so look at your diary now, how is it planned for next week!
   Which translates into your management of your time, right, good, go do it.

Till next time go sell your way to Success.

The Perfect Prospect/Client

Running with you the Sales Reps

We all want the perfect situation, so what does this mean in our selling game.

The Perfect Prospect/ Client is one who-
  - has cash flow to pay you
  - has potential to grow, so more sales for you
  - has character, keeps his word, you must keep your word same for clients
  - a mind set of win win, many people do not believe in this, disappointing!
So Prospects/ Clients want the perfect supplier, what does this mean-
   - client centred, solution driven
   - creative thinking
   - commitment
   - competent
   - competitive pricing
   - under promise and over deliver

So till next time go sell your way to Success


  

Powerful Persuasion Part 2

Running with you the Sales Reps

Herewith more on the above subject by Tom Hopkins, as sales people we need to implement,
Powerful Persuasion.
How do you go about "reading your client",how do you build trust and long lasting relationships.
   -think of ways to keep in touch,
   -keep your word,
Remember one of your goals is to persuade your client to like you better than the opposition rep,
critical step in winning business,
Whatever you are selling, you are in the Relationship, Service and Investment business, when clients buy from you , they actually invest with you and then your company, simple, I suppose.

This week I had two reps from competing businesses come see me re- a deal that I am working on,
four day's gone by and no follow up from them on the quotes they gave me, life must be good for them. They are however negatively affecting their company's brand!

Tom's Champion Creed
"I am not judged by the number of times I fail, but by the number of times I succeed, and the number of times I succeed is in direct proportion to the number of times I can fail and KEEP TRYING"
Till next time go sell your way to Success.  

Powerful Persuasion

Running with you the Sales Reps

Back in the day, early 1980's I was sent on my second ever sales course, held by Tom Hopkins,
great stuff, implemented many of the new tricks learnt, lets see if any of the sales stuff relates
to today's selling game, You be the Judge

There were, or are 5 persuasion techniques,

-impact
-repetition,
-utilisation,
-internalisation,
-reinforcement.

The qualities and characteristics that separate the average from the great,

-they invest in their mind, learning, knowledge,attitude, ongoing never stops,
-they love people and use money for good, they do not use people,
-they are daily students of technique.
(to name a few)

A major key to success is the ability to relate to all types of people.
More on this in my next post, Till next time go sell your way to Success.

The Fun side of being a Sales Rep

Running with you the sales Reps

I was going through my library recently, and found the following, I do not know the source
but enjoy, it is old back in the day stuff! lets have a laugh.

It is titled"what type of rep are you"

The wheelbarrow, no good unless pushed

Are you a canoe, you need to be paddled

Are you a kite, no strings on you, you just blow away

Are you a rugby ball, never know which way you will bounce

Are you a trailer, no good unless pulled along

Some are 100% pros, in their pitching all the time.

Good to be humble and review where we are at.

Till next time go sell your way to Success.

Your Clients are not playing Ball

Running with you the Sales Reps

So you have a few clients that do not see "things" as you do, in terms of, how valuable you are to them, how your product gives them satisfaction, the solutions you come up with, to name a few!

These are all objection in one form or the other, so how do you go about "reading them " better.

Firstly are they playing corporate games with you, politicise, you know, is psychology selling
a key for you, do you really, really, really understand how your client thinks.

Most clients do not give you all their business, all eggs in one basket as the saying goes, so
your client is always comparing you, your business etc to the other suppliers they deal with.

A big opportunity for you, to be a positive vibe every time you have contact, face to face, email,
sms, ping, text(depending which country you live) with your client, there is so much negative stuff around, stay away from all the Bull sh-one-t.

Your clients need positive affirmations at different levels, go do it, you can.

Till next time go sell your way to Success.

Thinking and Planning

Running with you the Sales Reps

So we are in September, you have planned what you are going to do for your December holidays,
good that is out of the planning way.

So you are now THINKING about "being in the now", that's a good space to be in, but it is only
half the picture, you need to be planning now for your first three months in 2013.

Yep forward planning, your pipeline in terms of sales(okay depends on your sales cycle)and any
other key areas you have to do planning on.

There are maverick reps who "will wing it", that's cool, depends how reps work within their company's system.

Find time to sit and look at ways you can be more effective for your clients, also which ones you would like to drop, it will give you a good feeling to fire the odd client,it will give you perspective.
You don't agree, no problem.

Till next time go sell your way to Success.