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

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

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.

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

OLD selling vs NEW selling

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.

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.

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.