Strategies For Success, Inc

Pain Part 1 – The Great Motivator

Mark — Tue, 09 Mar 2010 17:20:54 +0000

Trying to sell someone on change is a waste of time if there is no reason for that person to make a change. The best, the only real, reason for a prospect to make a change is because he or she is experiencing pain. If you can’t uncover real pain with a prospect, getting to an emotional impact, then you’re not talking to a viable prospect, and it is time to close the file.

You Make the Call

Mark — Tue, 09 Mar 2010 17:13:16 +0000

Situation: Not much going on today – you don’t have any appointments scheduled, no cold-calls to make, and you’ve mailed all of your response post cards. There were no leads to follow-up from that talk you gave at the Rotary Club last week, and you came up empty at that business card exchange luncheon.

Action: It’s time to take a thorough look at your prospecting mix, and make the changes necessary to produce more solid leads. if one of your activities simply aren’t working, it’s time to eliminate them, no matter how uncomfortable you may be by making the change. If one of your activities is producing leads steadily, but not as well as another activity, then change the formula. Cut back on less productive activities, and increase the activities that have been most responsible for sending you to the bank. your prospecting mix is a dynamic part of your selling career, and you’ve got to stay on top of the plan, fine-tuning constantly to build your client base.

Taken from SandlerBrief Volume IV, Issue III

Bookmark It

Sales People are Professionals – Part 6

Mark — Wed, 03 Mar 2010 17:07:14 +0000

Professionals stay objective, they don’t get emotional. Ever go your doctors and get back news. Notice your doctor may be sympathetic, but they don’t get emotional.

We wouldn’t want them to be. As professional sales people, we have to do the same but a lot of times we don’t stay objective.

We start to form personal opinions about our prospect because the prospect becomes resistant or nasty. We have to step back, staying completely objective leaving our emotions at the front door step, analyze and diagnose the customer’s real problem and provide the solution. Professional sales people acquire the skills and behaviors to stay objective. It is not an easy skill to learn but it probably wasn’t easy for your doctor either.

This is Mark Miller with Strategies for Success, Sandler Sales Institute, 713-957-2377. And that’s TODAY’S SALES MEETING MINUTE.

Bookmark It

Sales People are Professionals – Part 5

Mark — Tue, 02 Mar 2010 00:03:46 +0000

What makes a professional? A professional is characterized as any individual requiring specialized knowledge, possible technical knowledge, conforming to ethical standards and engaged in receiving a financial return.

The selling profession have been tainted by unethical sales people scamming the public. Phrases such as “Buyer be ware!” “Don’t tell a sales person too much, they may use it against you” probably came about because of unethical practices of sales people. Sales people are entitled to make money but don’t be a pig.

Never do or say anything that would purposely harm your prospect even though sales people have to take a lot of abuse. A true professional always displays behaviors far above any prospect’s behavior. Learn to be a Professional Sales Person.

This is Mark Miller with Strategies for Success, Sandler Sales Institute, 713-957-2377. And that’s TODAY’S SALES MEETING MINUTE.

Bookmark It

Sales People are Professionals – Part 4

Mark — Fri, 26 Feb 2010 15:00:36 +0000

Specialized knowledge in sales is communication skills. Doctors, lawyers, accountants invest in themselves to develop their specialized knowledge every year. Sales people specialized knowledge is their communication skills but what do most sales people do to reinforce their skill level? Nothing, That’s right, Nothing.

Would you go to a surgeon for an operation that hasn’t cracked open a medial book in 20 years. Maybe the reason why John Q. Public shows little respect for sales people is that we do not grow professionally in our careers because we don’t seek the continuous training and development of our skills like other professionals.

This is Mark Miller with Strategies for Success, Sandler Sales Institute, 713-957- 2377. And that’s TODAY’S SALES MEETING MINUTE.

Bookmark It

Sales People are Professionals – Part 3

Mark — Fri, 26 Feb 2010 12:58:21 +0000

We spend a life time learning how to be the best communicators we can possibly be. It is probably the most difficult skill one can learn and develop. Rocket scientists can build a rocket, but they probably couldn’t sell it, for a profit. Unfortunately, most sales people try to learn selling skills by the seat of their pants. They may have 20 years sales experience but what they really have is 1 year sales experience, 20 times.

Professional sales people invest in themselves in training that reinforces their skills no matter what happens to the economy or how the market changes. More to come on future Sales Meeting Minutes.

This is Mark Miller with Strategies for Success, Sandler Sales Institute, 713-957-2377. And that’s TODAY’S SALES MEETING MINUTE.

Bookmark It

Sales People are Professionals – Part 2

Mark — Thu, 25 Feb 2010 16:47:30 +0000

I realize that the definition may fit doctors, lawyers, accountants, engineers, but it also applies to sales people as well. Technical knowledge means that we must learn as much as we can about our products and services which includes features and benefits plus all the mechanics of how business is done between two parties.

Not only do we have to learn about our own products and services, we have to learn as much about our competition as well. More to come on Sales People Are Professionals on future Sales Meeting Minutes.

This is Mark Miller with Strategies for Success, Sandler Sales Institute, 713-957-2377. And that’s TODAY’S SALES MEETING MINUTE.

Bookmark It

Sales People are Professionals – Part 1

Mark — Thu, 25 Feb 2010 16:35:41 +0000

Many people in sales feel like they are not professionals as compared to doctors, lawyer, accountants, etc. In fact, many sales people might feel that like they are second class citizens or they feel the general population thinks that sales people are some kind of pond scum.

If you think selling falls into any of these categories, you would be wrong. For my family and I, selling has been a very rewarding career both financially and self development. Think about it, we have the best economy in the entire world. However, our whole economy is based on someone buying and someone selling.

There is nothing to be ashamed of by saying you’re a professional sales person. You might not like the looks you get but you know John Q Public can’t survive without us. More to come on Sales People Are Professionals on future Sales Meeting Minutes.

This is Mark Miller, Sandler Sales Institute, 713-957-2377. And that’s TODAY’S SALES MEETING MINUTE

Bookmark It