5 ways to leverage your way into selling your products or services:
What other things do you do to leverage your clients and prospects into more appointments?
Photo Credit: Allegr0
Now that your Sales People have Sales Business P.L.A.N.s, make sure they each have their P.D.A.
Mark Sanborn, author of “The Encore Effect,” formulates Remarkable Performance as Passion plus Discipline plus Action. Without all three, your three-legged stool won’t stand upright and will toss your results to the ground.
So, how does this apply to the sales P.L.A.N.? Ask your Sales Professionals these questions:
The plan combined with performance results in consistent, winning results. Consistent results build a business and a career. What are you building?
Photo Credit: Tim Samoff
Sometimes a No is better than Yes.
In a recent post, Two ways to deal with "no", Seth Godin describes extremes of how to react when you don't win your prospect's business.
How do you turn the engagement of winning business into more business?
When is "no" better than "yes?"
At times, not being the first to be awarded the business is to your strategic advantage:
when do you like to not win the business?
Photo Credit: Stefan Elf
Most small businesses don't have an up-to-date or complete business plan. Most Sales people have no plan at all. As a professional manager, you certainly should have a plan. To see the acumen and dedication of your sales people, you must require an individual business plan from each.
One page will suffice. It should be simple enough in order to be quickly reviewed every day and easy enough to remember.
More importantly, how are they going to spend their money? What and where are they going to invest? How much are they going to save? What bonuses or lifestyle change do they want to use their income for? Taxes?
Their personal number is more important than any number on the company books. This is the real reason for their motivation. Only when you understand what motivates your sales team, can you plan to inspire them.
What is your P.L.A.N.?
Photo Credit: the_background
Are you values driven? If you aren't, then what are the chances that your sales force is?
Ask yourself these questions:
Here's an exercise to help you develop a values driven sales culture. Amazingly it takes only a few minutes to start.
Involve each of your sales people and allow them to contribute to the list. This has amazing team building value!
Abundance, Communication, Consistency, Creativity, Discipline, Effectiveness, Gratitude, Honesty, Humility, Imagination, Impact, Integrity, Leadership, Learning, Mastery, Passion, Persistence, Philanthropy, Structure, Systemization, Trust, Accountability, Advancement and promotion, Appreciation, Awareness, Celebrity, Challenging problems, Compassion, Contribution, Cooperation, Curiosity, Decisiveness, Dependability, Determination, Diligence, Discovery, Dreaming, Empathy, Encouragement, Enjoyment, Excellence, Exploration, Focus, Personal development, Personal Growth, Persuasiveness, Problem Solving, Prosperity, Sincerity, Spirituality, Succeed; A will to-, Truth, Vision, Willingness, Acceptance, Accessibility, Accomplishment, Accuracy, Achievement, Acknowledgment, Activeness, Adaptability, Adoration, Adroitness, Adventure, Affection, Affluence, Aggressiveness, Agility, Alertness, All for one & one for all, Altruism, Ambition, Amusement, Anticipation, Approachability, Articulacy, Arts, Assertiveness, Assurance, Attentiveness, Attractiveness, Audacity, Authority, Availability, Awe, Balance, Beauty, being around people who are open and honest, Being the best, Belonging, Benevolence, Bliss, Boldness, Bravery, Brilliance, Buoyancy, Calmness, Camaraderie, Candor, Capability, Care, Carefulness, Caring, Certainty, Challenge, Change, Charity, Charm, Chastity, Cheerfulness, Clarity, Cleanliness, Clear-mindedness, Cleverness, Close relationships, Closeness, Collaboration, Comfort, Commitment, Community, Competence, Competition, Completion, Composure, Concentration, Concern for others, Confidence, Conformity, Congruency, Connection, Consciousness, Content over form, Contentment, Continuity, Continuous improvement, Control, Conviction, Conviviality, Coolness, Coordination, Cordiality, Correctness, Country, Courage, Courtesy, Craftiness, Credibility, Cunning, Customer satisfaction, Daring, Decorum, Deference, Delight, Delight of being, Democracy, Depth, Desire, Devotion, Devoutness, Dexterity, Dignity, Direction, Directness, Discretion, Diversity, Dominance, Drive, Duty, Dynamism, Eagerness, Ease of Use, Ecological awareness, Economic security, Economy, Ecstasy, Education, Efficiency, Elation, Elegance, Endurance, Energy, Entertainment, Enthusiasm, Equality, Ethical practice, Excitement, Exhilaration, Expectancy, Expediency, Experience, Expertise, Expressiveness, Extravagance, Extroversion, Exuberance, Fairness, Faith, Fame, Family, Family feeling, Fascination, Fashion, Fast living, Fearlessness, Ferocity, Fidelity, Fierceness, Financial gain, Financial independence, Firmness, Fitness, Flair, Flexibility, Flow, Fluency, Fortitude, Frankness, Freedom, Friendliness, Friendship, Frugality, Fun, Gallantry, Generosity, Gentility, Giving, Global view, Good will, Goodness, Grace, Gregariousness, Growth, Guidance, Happiness, Hard work, Harmony, Having a family, Health, Heart, Helpfulness, Helping other people, Helping society, Heroism, Holiness, Honor, Hopefulness, Hospitality, Humor, Hygiene, Impartiality, Independence, Industry, Influencing others, Ingenuity, Inner harmony, Inner peace, Innovation, Inquisitiveness, Insightfulness, Inspiration, Intellectual status, Intelligence, Intensity, Intimacy, Intrepidness, Introversion, Intuition, Intuitiveness, Inventiveness, Investing, Involvement, Joy, Judiciousness, Justice, Keenness, Kindness, Knowledge, Liberation, Liberty, Liveliness, Location, Logic, Longevity, Love, love of (patriotism), Loyalty, Majesty, Making a difference, Market position, Maturity, Maximum utilization (of time and resources), Meaning, Meaningful work, Meekness, Mellowness, Merit, Meticulousness, Mindfulness, Modesty, Money, Motivation, Mysteriousness, Nature, Neatness, Nerve, Non-violence, Obedience, Open-mindedness, Openness, Optimism, Order, orderliness, Organization, Originality, Outlandishness, Outrageousness, Peace, Perceptiveness, Perfection, Perfection (e.g. of details), Perkiness, Perseverance, Physical challenge, Piety, Playfulness, Pleasantness, Pleasure, Poise, Polish, Popularity, Positive attitude, Potency, Power, Practicality, Pragmatism, Precision, Preparedness, Presence, Preservation, Privacy, Pro-activity, Professionalism, Progress, Prudence, Public service, Punctuality, Purity, Quality of what I take part in, Quality of work, Quality relationships, quietude, Realism, Reason, Reasonableness, Recognition, Recreation, Refinement, Reflection, Regularity , Relaxation, Reliability, Religion, Religiousness, Reputation, Resilience, Resolution, Resolve, Resourcefulness, Respect, Respect for others, Responsibility, Responsiveness, Rest, Restraint, Results-oriented, Reverence, Richness, Rigor, Romance, Rule of Law, Sacredness, Sacrifice, Safety, Sagacity, Saintliness, Sanguine, Satisfaction, Satisfying others, Security, Self-control, Self-givingness, Self-reliance, Self-respect, Selflessness, Sensitivity, Sensuality, Serenity, Service, Sexuality, Sharing, Shrewdness, Significance, Silence, Silliness, Simplicity, Skill, Skillfulness, Solidarity, Solitude, Sophistication, Soundness, Speed, Spirit, Spirit in life (using), Spontaneity, Spunk, Stability, Standardization, Status, Stealth, Stillness, Strength, Success, Supervising others, Support, Supremacy, Surprise, Sympathy, Synergy, Teamwork, Temperance, Thankfulness, Thoroughness, Thoughtfulness, Thrift, Tidiness, Time freedom, Timeliness, Tolerance, Tradition, Traditionalism, Tranquility, Transcendence, Trustworthiness, Understanding, Unflappability, Uniqueness, Unity, Usefulness, Utility, Valor, Variety, Victory, Vigor, Virtue, Vitality, Vivacity, Warmth, Watchfulness, Wealth, Willfulness, Willingness, Winning, Wisdom, Wittiness, Wonder, Work under pressure, Work with others, Working alone, Youthfulness, Zeal
What would you add to the list?
As a Sale Professional, like an athlete, your performance is dependent on Powerful Daily Routines.
Jason Womack of Your Best Just Got Better asks the question, "When are YOU at your best?"
I am at my best when I:
I am at my best when I:
Start my day immediately drinking a liter of water
Start my day launching into prayer of thanks and gratitude
Show up early for my appointments
Spend at least 15 minutes organizing or cleaning up some part of my environment whether it be home, office or car or other place like the neighborhood or public space
Learn something new through listening or reading and journal about it -- inspired, creating and innovating
When are YOU at your best?
If you do get your prospect's attention and the response is negative, ask for forgiveness and a favor.
Yes, a favor.
Let them vent, first and all the way, the angrier the better, as long as they don't hang up or leave.
Why? Do yourself a favor: Try it until it works, then post a comment asking why.
Photo credit: Do me a favor and let me in... Beatlesgirl7
Part 1 or a 4-part tele-workshop series
Free Tele-workshop for Sales and Marketing Professionals, Sales Managers, Business Owners and Solo-preneurs
• When you’re asked, “what do you do?” at a business-networking event, how often do you leverage your answer into an appointment immediately?
• How often do people contact you to ask about your services after the event?
• During these financially challenging times, what do you say to drive more meetings with prospects who need you?
• Do you know exactly what you must say to capture immediate attention, interest and desire in order to thrive in any economy?
If you are worried about how you are going to grow your business in the coming months, then you MUST be on this call:
“What Do You Do?” -- Attend the Whadayadoo Tele-workshop
The first call is absolutely FREE.
Wednesday, November 12th, 2008
10:15 AM Pacific / 12:15 PM Central / 1:15 PM Eastern
During this first call, you will:
1. Develop powerful, customized language to command attention and compel the interest of your listener
2. Learn what NOT to say when asked, “what do you do?”
3. Network and meet potential strategic partners within the workshop
4. Understand the power of Specialization
5. Decide on exactly who you want to help
6. Discover a powerful system to inspire 4 out of every 5 participants you talk with to commit to follow-up
In order to receive the telephone number and bridge code, you must register at http://whadayadoo.eventbrite.com/
Others have misused the words: Collaborative Selling, Partner Selling... I call it Alliance Selling
Social Selling is more than "word of mouth," more than "accidental spokespersons," more than promotion via social networks and social media. Call it Advisory Selling, Collective Selling, Community Selling, Group Selling, Connection Selling -- you get the point (I hope).
It starts with your own ability to establish credibility as an Advisor established in your Initial Consultation with a prospect. During your Needs Analysis phase, you uncover the needs for other services and products available from your partners. Through proper matching and recommendation, you don't just "refer" your prospect -- you set the appointment.
Through collaboration with other trust Advisor Alliance Partners, you will build your business 200% and 300% faster and more effectively.
So, why aren't you doing it?