Categories
Sales Profession

How to choose the first task of the day?

The first task of the day has an important impact on the rest of your workday. Choose it may well be decisive for a major part of the remaining tasks.

Deciding how to start your working day can have a significant impact on the rest of the day. The first pulse has a major impact on the productivity and effectiveness of all the tasks that follow. If you start on the right foot means you can take one step after another. You’ll be more motivated by what you’ve already taken an important stone ahead just start your day. Recommended Read: How to Sell More, Sell Your Attitude

Otherwise you waste time wondering why time has passed and we have not achieved anything. This can generate such a vicious circle because you give so many laps preventing you from performing any task effectively. You just pretty much as the day started. So the question is: how to choose the first task of the day?

Think of your most annoying tasks and start with that. It is not necessarily to be as urgent but should be what concerns you most at the time. If you do not start with that job you always run the risk to distract you while you’re trying to do something else.

Do not even pause when you’re done with the first task. Give a good first step is essential but not enough to finish the rest well. You have to gain momentum to give you a hard drive to attack the rest of the tasks. You should not make mistake to choose your first task which is very important for sales professionals.

The first task of the day can be decisive for the rest of the day. If you’re not lucky to have chosen well and do not advance do not despair. You still have time to do things. What you have done has not been done. Do not look back but to focus on the remainder of the day. What is achieved today as great and the rest will be done later. It will give time for everything. It’s about to get…

Image courtesy fotolia.com

Categories
Sales Profession

The fine line between being inquisitive and become an interrogator

In sales, there is a fine line between being simply curious and conducting an interrogation. The consequences of going over the line could cost you the sale, lose your business or worse lose a loyal customer for life.

Remember, sellers are looking for information that we can use to help our customers – not a confession. So why sales professionals treat many of your prospects as suspects rather than partners valuable?

The key to staying on the right side of this line lies in the questions you ask, and especially how you ask them to customers or prospects. The present five tips to help you make sure you are being perceived as a problem solver rather than an inquisitive interrogator uncompromising. This will help improve your sales process when making these important questions.

1. Pause and listen.

Let’s be honest – Do you really listen to what their customers have to say or just want to ask questions? If that sounds a bit familiar, do the following. Count to three (at a normal speaking pace) every time your prospect finishes talking.

This will give you enough time to collect the thoughts of the prospectus and continue to listen if he or she has not finished. The pause also helps corroborate his client did not continue talking.

2. Support what you say only when told by the prospectus is valuable to you.

Before you ask your next question, make sure to thank your prospect to the information already provided in response to the above. It is not always easy for a prospect to open your thoughts, especially in the early stages of their relationship.

While this approach can yield great results, do compliments or false expressions of gratitude. This can be very annoying to the prospectus and terminate the interview or alienating to continue answering questions.

3. Take notes and ask for clarification.

To make sure you remember the details as well as the substance of what a customer is saying, take notes, and ask them to clarify something that is not fully understood. Remember, in sales, his best friends are “why”, “how” and “why.” Use them often for additional information of their customers and then do not forget to document your answers.

4. Paraphrase.

To be sure you really understand what a customer says, repeat it back to them understood, using their own words and their interpretation of what you have understood. Then finish with a question, to get your confirmation that your interpretation is correct now.

5. Watch your tone

It amazes me the number of professionals who ask questions even your most promising customers or prospects in a tone that sounds downright aggressive or belligerent accuser. If you have had the feeling of being a little aggressive with your questions, practice with a colleague to see if you sound funny or interrogator.

If this is not an option, take your manager or supervisor to one of his interviews, and ask your honest and constructive feedback. The way you react to your prospects questions based not on what you ask, but how question. Find out how sounds can make the difference between being an average salesperson or not.

Experts agree that the most successful salespeople listen to 70% of the time, and talk only 30%.

Now you can add to your tool these five tips to get the information you need from your potential customers, creating an open and start building profitable long-term relationships with their customers.

Categories
Sales Techniques

Expectations, Perceptions and Reactions

Success and failure are synonymous

These are experiences. The difference between success and failure can be expressed in three words: expectations, perceptions and reactions. Luck and the positions of the stars are not the factors that determine our life, victory and defeat, to be accepted or rejected, euphoria or depression. The results however depend on our reactions, which are caused by our way of perceiving reality and stem from our expectations in that regard.

A student takes eight as a vote, another student gets a six, which one rejoices, and what is discouraged? The child who took eight is depressed because he expected a ten. The second child is happy, because I think I got five or less. The experience makes us so aware of our value.

Similarly, consider a seller who has made 12 cold calls, received 12 negative responses one after the other and decided that for the rest of the day will not make more phone calls. She will be placed, perhaps read the newspaper or a telephone call to friends to plan their weekend, but carefully avoided any further opportunity for discussion and any risk of failure.

Another vendor, but will need 30 “no” every morning to be happy. What is the origin of these two diametrically opposite reactions? This is our own perception of reality, resulted from our expectations.

The reactions affect our emotions

Our reactions trigger our feelings. Have you ever experienced a feeling of discouragement? It possible that your frustrations are due not to what has happened to you, but what your reaction. Changing the way you react, you can change your mood.

To illustrate this here is the true story of two sisters, an alcoholic, the other completely sober. His father was an alcoholic and both were asked the same question: “Why did you become who you are?” The answer was the same: “What cans one becomes an alcoholic father?” Here’s proof of how we are not the product of our environment, as it can affect us, but the product of our reaction to this environment. Changing how we react to change our way of thinking and being.

However, if you can not change the way they react; try to assess your perceptions. If you think you have a problem and you feel discouraged, you can try to change the mood by reading the newspaper. Almost certainly, before they reached the third page of someone who has read a mess bigger than yours, so big that you would change places with him for all the gold in the world. You’ve probably never had a problem of this magnitude so far, and if you disagree, try to revise your perceptions of what is the reality, and how it can be difficult. Simply changing the yardstick of what has happened you can change your reactions and, consequently, the way you feel. If you can not change your way of looking at what has happened to you, you have another option: you review your expectations.

Behavior and results

They are the last two terms to be taken into account. The results you get, such as how much you earn, are a direct consequence of your behavior, and act differently depending on how you feel. Each of us can follow two courses of different emotions, the wave of enthusiasm you feel active, courageous and willing to take risks. If you keep yourself in this mood, the results will be significant.

On the other hand, even the most optimistic there can be crossing a negative period, the feelings are in this case of depression, depression, bad mood. When these moods have over our behavior is cautious and defensive. The results, which are good, are minimized. The challenge is to control the flow of emotions.

Emphasize the word emotion for the next day when you feel down. Then change your expectations for the day, the perception of reality, or at least your reactions to it and you can reverse the situation.

Categories
Sales Techniques

What ‘s Failure

People are not remembered for the few defeats of their lives, but the number of successes. Consider three questions:

  • Have you ever experienced a failure?
  • Have you ever taken a refusal as a personal affront?
  • Have you ever experienced a feeling of anxiety?


Imagine how far you can appreciate a failure, be entertained by a refusal to live well and anxiety.
Basically there are three types of people who try to achieve success in sales. The first are those who take to heart failure and rejection and therefore subjected to a high degree of stress, leaving the field soon. Many companies lose 20 to 60% of their sales during their first year of operation. There are people who want to excel. They place great expectations in the work, persistence, and eventually reach their goals. 

These people, however, perceived failure and rejection as a personal affront, and their economic success is too often accompanied by adverse reactions, such as hypertension, drug use, alcoholism.

The third type of person is the one with which you would like to identify yourself.These people want to succeed and have high-level expectations. However, they have developed a unique kind of reaction against the lack of success, rejection, anxiety, therefore, deprived of these feelings even for one day, become nervous and uneasy.

Categories
Sales Techniques

Appreciating failure

What are the qualities that a person need to have to succeed at your job? For some, the future is in jobs that require technical expertise and specialized.Indeed, people who have this type of profession they’re doing pretty well.

The ability to communicate and express ideas is very important. Different characters, from actors to politicians, are often able to achieve success and become famous thanks to their ability to persuade and to their charismatic personality, Ronald Reagan is considered in this sense, the most popular U.S. president,
A single key allows the attainment of success is intelligence, understood as the ability to reason and solve problems. Talented people, scientists, professors, occupy positions of prestige.

Beyond all these components, however, there is a quality that can make us stand out from the mass and shine, and the courage to take risks.

The personality of a person can have two aspects. On the one hand, it is intelligent, rational, competent, on the other it was courageous, motivated by a strong spirit of adventure, willing to risk it. There are situations where one is forced to choose a behavior. The distance the best results are obtained by accepting to take risks and seize opportunities. So we need to launch and have a strong spirit of adventure, balanced side of our personality with a just fear and a small amount of caution.

People need to go beyond the basics of the art of selling, and understand many other things, for example:

  • How to stay motivated, even in the face of adversity
  • How to persevere, despite the hostility of the customer
  • How to turn stress into a stimulus
  • How to convince customers effortlessly
  • How to create that kind of relationship that culminates in the desired result
  • How to turn the strength of client receptivity
  • How to close the deal with sales techniques and new concepts
  • How to put others at ease
  • How to eliminate negative attitudes and develop the potential capabilities
  • How to re-evaluate themselves after a failure.

The objective is to achieve a better understanding of yourself, which allows you to put in relationship with others and achieving results. You will become stronger and learn to manage better.

Categories
Sales Techniques

Program the sales negotiations

The closing of a deal those results in a positive way should be considered as whole sales negotiations conducted with success. In fact, to maximize your chances of receiving a positive response and minimize those be told “No”, you create a series of assumptions that lead to a positive end. This means creating the right climate from the first contact with the customer. With this, I do not mean that you have to ask the order as soon as you step in, but you have in a sense put the client in a position to say “Yes” right from the start. Note that both think in positive terms from the beginning to the conclusion of the negotiations.

The principle to follow is the following, in English is called the ‘Six P’: Proper Planning Prevents Poor Performance Possible (a good presentation avoids a possible poor performance):

If you are not close by promoting competition

If after working to identify the potential customer, contacted him, aware of its problems and explained how to solve them, not even close, you have done nothing but prepare the customer to buy the next person who will make a proposal: you can be sure that someone will be in competition.

Categories
Sales Techniques

The Weather

Before looking at how successful people live well with adversity, we consider a kind of experience that could prove more dangerous than failure itself. Often the fear, i1 thought, prediction of failure as the failure to immobilize him. The reverse is also true: the expectation of success is galvanizing the same success. Similarly our enthusiasm is not blocked by the fact of experiencing a failure, but by fear or the expectation of failure. I remember, for example, a newspaper article about a paratrooper. During a launch, the parachute did not open and he is completely in a panic not even attempt to operate the parachute. As a prophecy that draws strength from self, fear can make us act in a way that it happens exactly what we fear most. In other words, the paratrooper, in a panic, was not able to think and act correctly. Fear can freeze.

More recently I read another article about a paratrooper. He tried to open the parachute once without success. Then he pulled the emergency cord, but not even the reserve parachute opened. At the height of 3000 feet, he had to think to himself: “Damn!” or something very similar.

If any of you have experience of skydiving will be aware that the instructions in the event of difficulties in landing say they try to touch the ground in a forward position with respect to the feet and groped and then immediately roll or tumbling acrobatics, this way of looking at avoid direct impact with the ground. The parachutist that we were talking about, after a flight from 3000 feet high, on impact with the ground and only just broke his ankles.

Reported abrasions, bruises, wounds but only one broken bones. She had followed instructions to the letter. The man who died could have survived and one to which you would not have given any possible survivors. We will discuss not only the challenge of facing adversity, but also how to deal with fear, thought and anticipation of failure.
Imaginable hot summer days and an inviting swimming pool. Tap water is cold and you find it. The thought of being in water makes you change the decision. Still, if you taffeta, once past the first moment of cold would be happy and refreshed.

For sale the same thing happens. You are eager to succeed, but most think of what could happen, the more you stay inactive. Pick up the phone and the handset is ‘heavy’ in your hand. However, once made the first call, even if the potential client has not given you a lot of hope, are acting. After a few more phone calls you will get a “yes” and you end up with the right incentives and a positive situation.

In summary, you can not fail. In fact, the failure does not exist. What exist are the experiences that do not respond fully to meet your expectations and what you have to ask: “What have I got? What was the positive side?” Think about the positive things you got from those experiences that were not performed exactly as you wanted.

Categories
Sales Techniques

Reach a situation of double success

Get a double success means that the seller has been successful in selling and the customer in buying. If you give your customer the feeling of ‘winning’, surely you will get more orders from him. If the sale gave the impression of a victory by the seller on the customer, the closure has not been satisfactory, although the result was positive.

If the customer proves insecure in making the final decision, means he’s afraid of something. In most cases, this fear stems from an incomplete knowledge of the topic. The customer must be enabled to be brave enough to take the decision. Then you have to reassure him and help him overcome the fear of change.

  • Recognize the signals transmitted by the client
  • Develop a list of arguments

If you follow a careful planning, you will find yourself in front of the right person at the right time and with the right product or service. Using the formula of double success you will see that the deal will boost automatically and will result in a closure. If you ensure that the client is ‘ready’ for the conclusion, will close almost a formality.

Categories
Sales Techniques

The various stages of negotiation for sale

The planned closure is one of the parties that make up the sales negotiations, the goal to strive from the outset. To sell, you need to know to create the potential customer a feeling of necessity equal to your purchase need to sell. This condition can be achieved in stages during the sales process. Dividing the process into its component parts, you can identify the objectives to be attained in each phase, and ensure that they are met before moving to the next. Also you can measure your results in achieving such objectives in different phases and compare them every month or every three months to realize improvements.

  • OBJECTIVE (new clients)
  • PRE-CONTACT (detailed research)
  • CONTACT (attract customers)
  • INVESTIGATION (get details)
  • To prove (to prove that it’s all true)
  • PROPOSAL (to submit the offer)
  • CLOSED (ask)
  • ORDER

II Japanese method

A Japanese company uses a computer control module for the monitoring of sales that helped them to reap success in every market. The module is entitled ‘Profile of sale’ and it is a list of 11 key points which must pass through a seller during negotiations.

PROFILE OF SALE

  1. RESEARCH OF POTENTIAL CUSTOMERS
  2. Make contacts
  3. WHO DECIDES AND HIS MEETING WITH CONSULTANTS
  4. IDENTIFYING NEEDS AND REQUESTS WITH WHOM WILL ‘THE DECISION
  5. CRITERIA FOR SALE
  6. SOURCES OF RESEARCH INFORMATION
  7. SURVEY
  8. PRESENTATION
  9. PROPOSAL
  10. CLOSING
Categories
Sales Techniques

Advantages of Failure

The first advantage of the failure is that this allows you to become stronger, more resistant, to create a sort of scar tissue around your character, to train your mind.

A boy of seven years and his brother were injured in a fire. They had to stay in bed for more than three months, and one of them died. Nine months later, despite the burns, the leg of the surviving brother was in fairly good condition to enable him to walk with crutches. The first day without crutches was painful for the boy. Nevertheless, he tried to camminale a bit ‘more every day, until you get to walk almost normally. But it was not yet satisfied his classmates teased him, and he still could not run like other children. Every day, clinging to the tail of his horse, walked miles and miles in the fields until he could run again. But that was not happy, and be like all the other boys continued to train every day. Several years later, on the track of Dartmouth University, Glenn Cunningham beat his world record of a thousand meters. Here’s what you can get proving themselves.The problem is that not many have faced a real experiment a failure or refusal real.
As the metal is forged from high temperature oven, in the same way our personality is formed by the evidence we have had to bear. A grain of sand inside an oyster penetrated can cut it as a failure, a waste, it can hurt our feelings. Of course, the oyster can transform the irritant into a precious object. Similarly we can transform the negative moments of life into strengths.
Continuing the theme, here’s another true story to a child of seven years. He was alone in the yard when he saw an owl asleep on one of the lower branches of a tree. Intrigued by the idea of ​​having a new playmate of the little boy quietly went to the tree and grabbed the owl jumped to their feet.

The animal, frightened and began to peck at his arm violently. Pain and terror to the boy slammed the bird to the ground several times and ended up killing him.Shortly after, disappointed and in tears, while burying the animal, he began to think: “How could I make live animal instead of killing them, and make people happy rather than sad?” Imagine a little ‘who spent whole life to give life to animals and make people happy? This is the story of Walt Disney.

Another anecdote. An angelic-looking little English boy brought a message a day at the police station on behalf of his father. The officer decided to follow the instructions of the card and took the child to a corridor on which gave the cells, let him in one of those empty, closed it and went inside. Ten minutes later the policeman returned, he did go out and explained to him that that was what happened to naughty children. Gradually the child’s fears increased and they were turning into a neurotic. As time passed, he realized he is about to become a psychopath and he tried desperately to stay sane. Who spent his life to exorcise their fears by creating horror stories? This is the story of Alfred Hitchcock.

The story of Glenn Cunningham, Walt Disney and Alfred Hitchcock show how the past is not determinative, but rather our ability to positively respond to and solve our bad experiences.

When a person is faced with a divorce, or the failure of his firm, these painful experiences make it weaker or stronger? It depends on us. Many people take a decision without being aware of it, and choose a negative reaction that will lead to anxiety and depression. The next time you try a disappointment, choose a positive reaction, which help you to become more resistant.

Think about what are the factors that determine success. What are the key characteristics of successful people? Some think that the main quality is his enthusiasm. Of course it is important, but until that point, then if a person is not able to address the possible failure?

The more emotional you are, you will have more opportunities to develop interpersonal relationships. But an emotional and enthusiastic person is also more vulnerable to those who might be his hostile. On the other hand, some vendors seem completely devoid of emotion, cold, and expose the facts in an analytical way. Their emotional coldness can protect them from attacks by people unkind or insensitive, but their lack of enthusiasm will create difficulties in their interpersonal relationships.

So you have three choices, two of which have problems and the third is the solution:

  • Be enthusiastic, develop interpersonal relationships, but be vulnerable to hostile people.
  • Being emotionally detached and therefore less disturbed by any refusal, but with difficulties in establishing a good relationship.
  • The ideal: to get involved emotionally and establish a good relationship, in the face of negative reactions to maintain a positive attitude until you get a result.