|
10 Expressions to Avoid In Sales Information
Keeping up with what words are in and out isn't hard. Yet, with all the other more important things on our to-do list, it doesn't get remembered easily. 1. Any archaic, stilted words, such as: hitherto, whereby, thereby, herein, therein, thereof,...
Entrepreneurial Traits that Drive Sales
Frequently overlooked and hidden deep within our marketing tool box is the ultimate marketing vehicle for your business – you! Many small business owners are so busy figuring out how to increase sales and revenue they forget to grow themselves as...
How To Immediately Get An Avalanche Of Referral Business: Secrets For Turning Your Happy Clients Into A Powerful Sales Force!
How To Immediately Get An Avalanche Of Referral Business: Secrets For Turning Your Happy Clients Into A Powerful Sales Force! Hello Marketing Maniacs! Here’s a question I got the other day… Q: Joe, we try to get referrals from most of our...
Multiplying Sales As A Writer
Often, time is an enemy of writers. Sales seem slow and checks too small. How does one make the most of their effort? Here are some tips that will multiply your sales. 1. Companies accepting manuscripts from freelancers offer copies of their...
Ten Tips for Getting More Sales From Your Website
Ten Tips for Getting More Sales From Your Website by Michael Southon (1) Create a Direct Response Website, with the minimum number of pages possible (e.g. an Index Page, a Contact Page, and an Order Page). (2) Make sure your sales copy is...
|
|
| |
|
|
|
|
|
|
Sales Performance and Motivation: How to Get Your Edge Back
Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day...
... you don’t feel as enthusiastic as you used to, or you find yourself missing opportunities during your sales presentations. You start to cut corners and begin to care a little less. After a while you can no longer ignore the thought that tugs at you...“I’ve lost my edge” .
We’ve all experienced the dreaded slump. As someone who has survived to sell another day, here is a time tested plan of action to jumpstart your sales motivation and performance.
STEP 1 - Acknowledge
The first step toward overcoming any challenge is acknowledging it. Recognize it as a real, but temporary obstacle to your ambition, and you’ve already begun to remove it.
STEP 2 - Take responsibility
Personal responsibility is a hallmark of success. We each decide every minute of every day how to spend our time, and those decisions shape our thinking and our selling behaviors. Accepting responsibility encourages us to be proactive in creating solutions rather than cultivating excuses.
STEP 3 - Refocus
Refocusing on your goals is a great way to spark something innovative in your attitude and your sales presentations. Remind yourself that your daily activities are parts of a larger whole. You’re not just selling to move market share. You’re selling to accomplish personal and professional goals.
If your sales presentations aren’t as strong as they used to be, refocus on basic selling skills for an immediate impact:
•Begin each call with a clear statement of purpose
•Probe to uncover customer objections and needs
•Close for some type of commitment on every call
•Follow through with an action plan
STEP 4 - Self-assessment
Sharpen your self-awareness to get your motivation and performance back on track. This step challenges you to go beyond a basic inventory of your strengths and weaknesses. Carefully consider: What steps of the selling process do you try to rush or avoid altogether? Compare the selling situations you find most challenging with those that are easier for you. Examine how you respond to different personality types. Your goal is to identify any
impediments to your success, so be as specific as you can.
STEP 5 - Seek feedback
Conventional wisdom is that we never see ourselves as others see us; therefore, feedback is an essential complement to your self-assessment. Your direct supervisor, sales trainer or territory partners should be able to provide an objective assessment of your current competencies as well as pertinent impressions of how your performance has changed over time. Since your selling habits directly impact their success they have likely formed definite impressions of your skills.
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can increase your self-awareness while improving your customer service: What is the best way for me to present information to you? How has my product enhanced your business? What is the most important thing I can do when I call on you?
STEP 6 - Are you having fun yet?
This step truly is as straightforward as it seems. It’s a reminder that if you don’t enjoy what you’re doing, maybe you should change what you’re doing!
STEP 7 - Respond
Sales professionals know that no one stays the same. As you continue to grow and evolve in your career you may want to revisit this exercise from time to time. A fundamental change in your motivation or performance may indicate your desire for increased responsibility or a different focus in your career. The insight you have gained here can be the cornerstone for your next professional adventure!
STEP 8 - Keep moving
Still stuck? Sometimes the key to moving forward is simply to keep moving.
Copyright ©2005 by Sally Bacchetta. All rights reserved.
About the Author
Sally Bacchetta - Freelance Writer/Sales Trainer
Sally Bacchetta is an award-winning sales trainer and freelance writer.
Contact her at sb14580@yahoo.com and read her latest sales articles on her website.
|
|
|
|
|
| Sales - Wikipedia, the free encyclopedia |
| Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
| en.wikipedia.org |
|
| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
|
| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
|
| Oracle Customer Relationship Management Solutions |
| Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
| www.oracle.com |
|
| Sales and related occupations |
| Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
| www.bls.gov |
|
| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
| Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ... |
| sales.monster.com |
|
| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
|
| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
|
| GPO U.S. Government Bookstore: Main Page |
| Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
| bookstore.gpo.gov |
|
| Sales |
| Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ... |
| www.managementhelp.org |
|
| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
|
| Sales - Wex |
| Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
| www.law.cornell.edu |
|
| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
| Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
| sales-marketing.careerbuilder.com |
|
| Compare prices for retail store sales at SalesCircular |
| SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
| www.salescircular.com |
|
| Sales Jobs in Canada - workopolis.com |
| Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
| www.workopolis.com |
|
| free online sales training articles, sales & selling processes ... |
| Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
| www.businessballs.com |
|
| Music Sales Group |
| Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
| www.musicsales.com |
|
| Sales Autopsy |
| A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
| www.salesautopsy.com |
|
| REALTOR.com: Real estate listings & homes for sale |
| REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
| www.realtor.com |
|
| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
| www.nationjob.com |
|