5 Star Selling

Are Traditional Customer Relationships Overrated?

5 Star Selling

I recently read an article by another Sales Trainer saying that “traditional relationship building is overrated” and clients or potential customers don’t need more “friends”. I couldn’t disagree more. In my view developing relationships builds trust. Unless you are involved in a quick one time sale (and I think fast relationship building is important there as well) continued trust between buyer and seller is paramount to developing ongoing business.

Selling with Integrity

5 Star Selling

I credit a lot of my selling success to the fact that I tried constantly to sell with integrity. Situations where you stray from that approach will eventually take a toll on your own attitude and create other problem issues and your selling will suffer. What does selling with integrity mean? There are several things. It means being honest about your services or products.

Tune up Your Selling Skills

5 Star Selling

Often salespeople who have been selling for several years will find themselves becoming complacent and doing the same things over and over again. They end up going through the motions and sometimes it works and often it doesn’t. And even some new people fall into that rut very quickly. It takes real effort to make changes and refresh your skills or take on new ones. If this is something that happens to you from time to time, I would recommend a few approaches.

The Relatonship Between Price and Benefits

5 Star Selling

If you are selling a commodity (Product X vs Product X) it generally comes down to price and if that’s the same you have to sell the attributes and service of your company. If price is the objection, one normally has to be competitive and then go through the other things. If selling Product X vs Product Y, your sales people need to know the comparative benefits of your Product X in the specific situation the product or service will be used, especially if there are many of them.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Top Companies Attract Top Talent

5 Star Selling

I was recently reading a blog posted by business strategist John Spence that talked about how companies attract top talent. Of course he was referring to talent for many different positions, but I thought the same company attributes would attract top sales talent as well. He listed the following. Fair Pay. Being paid approximately the same for the same job or work at other companies. Challenging work. Top performers want work that engages them and uses their skill sets. Cool Colleagues”.

Fear, The Enemy of the Salesperson

5 Star Selling

Fear is the enemy of the salesperson. It sometimes becomes such a huge problem that it can ruin a salesperson’s career. Fear is what you feel when you are getting ready to make appointments and you think you may not be able to get them. Fear is what you feel when you must go in and face a customer who has a problem. Fear is what you feel tugging at your insides when you ask a customer to do something, facing the possibility they might say “no.”

Check Your Attitude

5 Star Selling

Do you have a winning attitude? You should know that your attitude can make the difference in success and failure. If you don’t think you can achieve something you probably can’t. So how can you develop a positive and winning attitude? Associate with others who have a positive attitude. Their enthusiasm, optimism, and “Can Do” spirit will rub off. Eliminate the negatives in your life and accentuate to positives.

In a Slump….Check Your Fundamentals

5 Star Selling

What do the athletes do when facing a slump? They start by making sure they check the fundamentals to make sure there are no problems there. The same should be true for sales professionals that feel they are no longer on top of their game.

Calling With Management

5 Star Selling

Management can help you reach top people and other important people at your accounts. This practice is referred to as “calling in depth,” so you will still be hooked in if your primary contact is transferred or moves to another company. They can help with continuity at the account when you are new. They can help you develop relationships you might not have been able to achieve on your own, which can pay big dividends when negotiations are needed or problems occur.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Take Notes or Not?

5 Star Selling

I believe taking notes is very important (even though I had a good memory) so I found a pretty foolproof method to do that on sales calls. I came into every sales calls, even first-time calls, with a series of things I wanted to cover and I had the list on my Day-Timer, PDA, or Tablet, and laid it out on my lap or on the edge of the desk so the contact could see it.

Sales 40

Use Your Time Effectively

5 Star Selling

Have you ever gotten to an appointment early or the contact you were going to see is delayed and you end up sitting around waiting for a while. Why not, if you can do it without disturbing them, spend a few minutes chatting with the receptionist or other people who may be in the surrounding area. Sometimes you can pick up a lot of good information from those folks. And in small companies, these people may wear several hats and even be involved as buyers or gatekeepers.

Focusing a Sales Call

5 Star Selling

Someone asked the question “How do you focus your prospect when a sales call is getting away from you? Once you see that things are disintegrating and going everywhere (and nowhere), I think one of the best techniques is to regroup and say something to your prospect like “We seem to be trying to cover too many things at once.

People Buy From People

5 Star Selling

Everyone’s heard the phrase “People buy from people”. It may seem simple and obvious, but what does that really mean? In face to face selling it means that the salesperson’s attributes are some of the most important factors in selling the customers they encounter. Is the salesperson likable? Is their personality appealing or is it abrasive, obnoxious or in some way off-putting.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Think Win-Win

5 Star Selling

Negotiating can be a tough skill to master, but when negotiating the best result is usually a win-win solution. This is not always achievable, but a win-win result leaves both parties feeling good and sets the stage for continuing future business. One of the best ways to achieve this kind of solution is to try to cast yourself and the other party on the same side of the problem so that you are working together to resolve the issue in a satisfactory manner.

Record Creative Ideas

5 Star Selling

As a salesperson you will often encounter situations that will give you creative ideas about how to respond. Record these ideas as they occur and encourage management to include a “creativity session” during the sales meetings where your ideas and those from other salespeople can be shared with the group. Your “group knowledge” will expand significantly as these sessions are continued. Lee Davis. Blog Sales Insights

Treat Everyone with Respect

5 Star Selling

Treat everyone in your customer’s organization with respect, from the receptionist to the president. People learn what you are like by watching how you treat those who cannot necessarily help you. To help you with this, realize that they have their own skills and talents and can do some things better than you. Respect them for it. Lee Davis. Blog Sales Insights

I gotta question for ya

Bernadette McClelland

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless.

What Is Your Personal OS Platform – Faith, Fear or Fragility?

Bernadette McClelland

Faith is a winner’s game. Fear is a survival game. Fragility is a losing game. Winners, high achievers, go-getters. Have more than belief. They have faith. A knowing … that everything will be OK. That taking both leaps and baby steps.

4 Negotiation Strategies to Help Your Sales Process

Sales and Marketing Management

Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process.

Put On Your Game Face and Talk Sporty To Me

Bernadette McClelland

If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring.

Sports 283

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Dave Kurlan's 10 Surefire New Years Resolutions For All Salespeople

Understanding the Sales Force

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year.

The Science of Strategy – What Steve Jobs and I Have in Common

Bernadette McClelland

Strategy is one of those words that, to a right brain creative like me, every now and then sends ‘this does not compute’ messages through the brain. Not dissimilar to a strategist hearing words such as ‘creativity’, I guess.

Is Buying From You Too Risky?

The Sales Heretic

I have weird feet. Seriously. My forefeet are wide, I have very long toes, and my right foot is nearly a half size larger than my left. Which makes shoe shopping a challenge. Roughly 98% of the shoes I try on don’t fit comfortably. So when I recently purchased several pairs of shoes online, I [.].

Sales in a Digital World: Adopting an Omni-Channel Approach

Sales and Marketing Management

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Why Consultative Selling Does Not Work for Prospecting

Sales and Marketing Management

Author: Wendy Weiss, The Queen of Cold Calling™ I was recently working with a new client. His mission is to set up appointments on behalf of his manager. My new client was stressed and frustrated and having no success.

37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done.

Why Curiosity Is Critical for Sales Success

No More Cold Calling

What is 7427466391? Imagine if you saw this on a billboard along your commute route …. What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on?

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

Dancing with the Competition? Watch your Step.

Jeffrey Gitomer

How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man.

The Top 8 Requirements for Becoming a Great Salesperson

Understanding the Sales Force

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff.

How to Write a Winning Direct Mail Sales Letter

Sales and Marketing Management

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.