50 Habits of Top Performing Sales People Habits 25 and 26 – Appearance and Demeanor
June 29, 2016
Selling
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The May newsletter completed “Part Two”, the twelve “Sales Skills”, and it is time to move to “Part Three”, “Interpersonal Skills”. “Interpersonal Habits” are about how sales people relate to customers and prospects. Most sales seminars and sales skills books, pay very little attention to this area. Although most of this is common sense, there is a good deal of skill involved, and these skill sets must be learned. Let's look at Habits 26 and 27 - Appearance and Demeanor. Habit 25: Your appearance is professional Habit 26: Your demeanor is professional My partner Lou spent a good deal of his career ...
50 Habits of Top Performing Sales People Habit 24 – You are a Professional!
May 18, 2016
Selling
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Continuing with the twelve Sales Skills let's look at Habit 24: You are a Professional! Last month's newsletter talked about the importance of hand delivering quotes when possible. This month, let's focus on why it is important to be a professional. This HABIT really separates the top performers from everybody else. It's not just the HABIT, but it's the performance that the habit demands. It's easy for anyone to say, "I'm a professional" and, in fact, anyone that gets paid is, by definition, a professional but that's not the point. The word, professional, implies someone who is specialized, qualified, proficient, expert, trained, practiced ...
Habit 23: It’s Important to Hand Deliver the Quote
Continuing with the twelve Sales Skills let's look at Habit 23: It's Important to Hand Deliver the Quote. Habit 23: Deliver "C" and "D" quotations in person. Last month's newsletter talked about "Closing" on the sales call goal skillfully. This month let's focus on why it's Important to hand deliver the quote. In previous newsletters we talked about classifying opportunities and specifically, "C" and "D" opportunities. To refresh your memory on the definitions of these classifications: "C", is a qualified event for which a quotation has been presented and the prospect has submitted the quotation for purchase approval. "D", is a qualified event ...
50 Habits of Top Performing Sales People Habit 22 – Closing
Continuing with the twelve Sales Skills let's look at Habit 22 - Closing. Habit 22: "Close" on the sales call goal skillfully. Last month's newsletter talked about setting a goal for each sales call. This month, let's focus on one of the most important components of the sales cycle, "closing". Much is made of "CLOSING." Hundreds, maybe thousands of books have been written about proper closing methodologies. Books have been written about the "ABC's" of "closing,"presenting detailed recipes and step-by-step procedures for "closing." Virtually every single one of these books, and I might even say sales skills seminars, do not discuss ...
50 Habits of Top Performing Sales People Habit 21 – What’s the Goal for the Sales Call?
February 29, 2016
Selling
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Continuing with the twelve Sales Skills, let's look at Habit 21 - What's the Goal for the Sales Call? Habit 21: Set and close on a goal for each sales call, whether the sales call is in person or on the phone. Last month's newsletter talked about understanding the difference between features and benefits and not introducing benefits until a need has been qualified as genuine pain. This month, let's focus on defining the goal for the sales call. I wonder how many sales calls you would not be making if you were required to submit a written description of the ...
50 Habits of Top Performing Sales People Habits 19 & 20 – Is It a Feature or a Benefit?
February 4, 2016
Selling
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Continuing with the twelve Sales Skills let's look at Habits 19 & 20 - Is It a Feature or a Benefit? Habit 19: Understand the difference and the uses of features and benefits. Habit 20: Know not to introduce benefits until there is a need that has been qualified through genuine "PAIN." Last month's newsletter talked about confirming problems as NEEDS and determining the level of PAIN to improve the sales cycle and determine the need of your target customer so you can offer your solution tailored to that customer. This month, let's focus on how to determine the difference and ...
50 Habits of Top Performing Sales People Habit #18 – How Do You Determine PAIN?
December 16, 2015
Selling
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Continuing with the twelve Sales Skills let's look at Habit #18 - How Do You Determine PAIN? Confirm problems as NEEDS and determine the level of PAIN. Last month's newsletter talked about leveraging probing (asking questions) to improve the sales cycle and determine the need of your target customer so you can offer your solution tailored to that customer. This month let's focus on how to determine the PAIN associated with the need. "PAIN", simply stated is the financial value of a problem. How much money does the "PAIN" cost? How much money will the customer/prospect save if the "PAIN" is ...
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