We humans are truly emotional beings. This really hit home when I read a blog written by Ilyce Glink, 7 tips for landing your dream home (I know someone who is actively searching for one). Selling a home can be a very emotional experience. But this isn’t much different than the decisions that we make all the time when we want to buy something. It just seems that when buying or selling a home we tend to recognize the emotional component more openly. We need to remember that emotions play a predominant role in any buying decision. Acknowledging this as we plan our sales calls can make a difference.
As leaders, we expect quite a bit from our sales managers. And I’d be willing to bet that we are not giving them all the support and training they need to excel. One of the best sources that can guide you in determining where additional help/support/training is most needed is by asking. But don’t begin by asking what they need. Instead, try to find out more about how they view their role. Ask them, “How do you define your role as a sales manager?”
Another Opening, Another Show—it’s another way to approach your sales call. Each sales conversation presents another opportunity to capture interest, to learn more about your customer, to communicate your marketing message, handle objections, and gain commitment. And then the cycle begins again with your next call.
When I read the title of the blog “Diversity Training Doesn’t Work”, I thought it might provide some tips that could help us improve our training programs. Instead, it provided some insight as to why our Thinking Like a Customer selling approach works. In his blog, Peter Bregman not only explains why diversity training doesn’t work but he takes it takes it one step further—how most diversity training programs promote more prejudice, not less. The findings were fascinating—and provide valuable insight into human nature.
Paraphrasing from Dale Carnegie, dealing with people is likely the biggest and most common problem you face in business. This is especially true for sales people for to be able to sell, to influence people, you need to be able connect with them. And what better way to connect with them than to develop a meaningful business relationship?
How odd it is to hear that a sales person does not want to ruin the “relationship” with a customer by asking for the business. It seems that some sales people don’t know the difference between a friendship and a business relationship. I guess this is due a confusion of how to distinguish the two. Friendships are important and yes, it does help to be likable, especially in sales. But you are not getting paid to become someone’s friend. You are calling on your customer to sell your product.
To excel in selling, you need to continue to sharpen your skills, to learn more about the art of selling and to continue to hone your craft. The truth is that the vast majority of people in any organization, including sales people, do what the company tells them to do in terms of continuous learning and development. So if the company does not provide continual training or opportunities to learn more about selling, most sales people will wind up not working on how to improve.
Have you ever been in a situation when you asked a closing question and felt uncomfortable? Many sales people admit to including a close as part of their sales dialogue only when they are being observed by their manager. How unfortunate! For when the sales rep plans for and engages in a meaningful sales conversation, asking for a commitment becomes a natural part of the conversation. When omitted, the customer may be left feeling that something is missing. It is like leaving without saying goodbye.
I wonder how many sales people who employ high pressure tactics realize when high pressure exists, it blocks out everything else. Take for example a natural phenomenon: Thousands of people visit Yellowstone National Park every year—and witness the majesty and power of the Old Faithful geyser. When you arrive at the appropriate time, you get to watch the steam gush higher and higher—quite an impressive display of nature’s power—a...
Customers today are often busy and when they do meet with a sales person, they want it to be a worthwhile encounter. That’s one of the reasons why it is so important to plan what you are going to say and do as well as what you hope to accomplish before you even enter the door to your customer’s office. Planning your sales interaction goes beyond thinking about what you are hoping to achieve on that particular call. You likely nee...