Need a bit of inspirational fuel to power you through your next appointment? Look no further!
To start you off, here is a fascinating article on network marketing, courtesy of Business Daily.
Then, please enjoy the myriad of encouraging words that follow.
“There are a thousand excuses for failure, but never a good reason.”
-Mark Twain
“Another six deals are coming in,” she says. “Four of these clients said they’d come back to me soon. They sounded really interested in doing business”.
And then it happens: all but one blow her off and she’s missed target, again. The more you add ‘maybe’ deals into your report or sales funnel, the more those deals fall through, and the less the sales flow. You’re left with empty deals and disappointment – not to mention added financial pressure.
Deals roll over for many reasons, most of which is the client’s inability to say ‘no’ directly. When you hear costumers say, “Great presentation, give us a few days to think it over and we will get back to you”, don’t be fooled. This is not a confirmation of an imminent sale or even a solid prospect – keep it away from your pipeline.
In order to get a solid prospect, it’s imperative that you:
1. Get the client to open up about their needs, budget and decision making process, and then to listen.
2. Be able to meet their needs in all areas – provide what they want, within their time frame, at an agreed cost.
3. Be prepared to accept a ‘no’ if your offerings cannot fulfil their needs.
4. If it does, set a date for a presentation and decision.
5. Ask this question: “Assuming I come back with a solution and you believe that we have the right solution for your needs, and it fit in the budget that we discussed, what would happen then?” If you get a positive response, put it in your pipeline. Don’t be a pest – if your offering fits, they’ll know. At all cost, avoid calling the customer and leave those futile, “Could you give me an update on where we are?” voicemail messages.
1. What do you do… when the buyer says your product is no good?
Carry testimonials with you – other customers’ letters stating how good your product is are a great help when your opponent tries to say it is bad. Or offer to prove to your opponent how good your product is by demonstration.
2. What do you do… when the buyer keeps you waiting?
This tactic is designed to put you off. You should disarm it by simply being pleased that he was late. Try, “I am glad the meeting started later, it gave me valuable time to prepare.” Alternatively, walk around the office peering at certificates, opening magazines and picking up golf trophies (or anything else that’s lying around). It’s guaranteed that the buyer will magically appear.
MIND THE TRAP
Perhaps you are a Sales Director. Perhaps a Sales Manager. Maybe you are simply someone that people naturally look up to. Few will argue that the best sales managers are inspired, dedicated, industrious, energetic and courageous. So where is it that they commonly fail?
1. Weak managers set weak goals. Set SMART goals:
Specific, Measurable, Achievable, Realistic and Time-based. Then communicate these clearly so there’s no confusion about expectations. By all means reach for the stars, but to do so without supplying training, resources, flexibility or freedom, and without regular supervision and feedback, is setting them (and you) up for failure.
2. Weak managers take full credit .
Don’t dare usurp credit for a job well done by your team. Give full kudos to the team as a whole or the team member responsible for the project. Be generous with reward and recognition where appropriate – and if needs be, shout their praises out in the open, so everyone can hear how well your guy has performed.
3. Weak managers belittle employees
If you favour the ‘tough’ boss role, know that you are unlikely to win respect and commitment from your team over the long run. Give your team members regular feedback with intelligent and constructive criticism, positively congratulating them in public, and tackling negative feedback in private. In criticism scenarios, focus strictly on job performance, not the person’s character.
Strong leaders recognise and reward a job well done, inspiring their teams to perform at their best and eliciting a high degree of loyalty and sales excellence. Be the boss who listens to challenging ideas, allow super sale stars to upset the status quo in the interest of excellence, and encourage them to take risks and elevate the business to new levels.
First impressions count. How you look determines the tone you set when you walk through the door.
Success Checklist
To look professional, your appearance should reflect your position, but also want the client to focus on you, not your clothes or wacky hair. To keep the focus on your sales pitch…
1. Make sure your hair is clean and tidy.
2. Men should be clean shaven or their beard should be neat. Women should use make-up sparingly.
3. Keep fingernails neat and clean.
4. Use breath mints if you’re seeing a client after lunch.
5. Perfume or cologne must be subtle.
Sales isn’t just a job; it’s a lifestyle, and that requires balance…