Thoughts on Sales

Everyone is in sales. Yes even you. The problem that we have is that we tend to think of sales as a function solely related to goods and services, but the art of sales relates to every facet of your life. Just think about it, you had to sell your employer on the idea of employing you. You had to sell your partner on the idea of going out with you. Kids have an inherent sales talent, they outsell their parents any day.

Every time you deal with another person either you are selling them or they are selling you. This leads to the feeling that the sales relationship has to be aggressive and is a case of win or lose. All too often this is the case but it should not be this way. The sales environment should be a matter of "win/win" both parties should come away feeling satisfied with the outcome.

We are going to look at changing your attitude from that of a "sales person" who must sell something to someone, to that of an "assistant buyer" who focuses on helping someone buy something.

If you are managing a Sales Team these are great motivators and reminders to share with your team.

If you would like to inspire your team with either a great training session or a presentation at your next sales meeting please contact me to arrange a get together.

VAST - Value Added Sales Training. A great workshop to unleash the potential of every salesperson

 Sales Tips

What can you learn from last week that will help you achieve your goals this week?

Unless you investigate you can't improve.

The effort you put in after working hours to improve your working skills determines the value of the effort that you put in during working hours.

Learn More. Earn More

The way you walk your talk determines the way others talk about your walk

Have you Learned your talk?

Can you Talk your talk?

More importantly

Do you WALK your talk?

Walk your talk. Earn More

How much selling time do you have?

This is your most valuable time.

Plan to have more of it.

Plan to make the most of it.

Are you keeping a Time Log?

You can't manage time.

You can only manage activities in the time you've got.

So you've got to know how much time you've got.

Sales are important and are about

S Service

A Attitude

L Love

E Energy

S Satisfaction

Increase your SALES and Earn More

Price is important

P Professionalism

R Responsibility

I Integrity

C Commitment

E Enthusiasm

Keep your Price Up and Earn More

Planning is important.

P - Purpose. Why are you doing this.

L - List activities. What must be done.

A - Action. Do it.

N - No wasting time

Plan More. Earn More.

The shortest pencil is longer than the longest memory.

What's written down can be reviewed. What's reviewed can be repeated or improved

It pays to write it down.

Accurate records are essential for good business so keep detailed records of all your interactions with your customers.

Record more. Review More. Earn More.

To SIP on success implement a Service Improvement Program.

How, and who, can you serve better today?

Serve Better. Earn More.

Why Customers Stop Being Customers

1% Die

3% Move

5% New Buyer

9% Price

14% Product

68% Poor Service!

Which is in your control?

That's right. SERVICE! So?

If you listen more than you talk, then think about what you heard, you will make sense when you talk and people will listen to you more.

Listen more. Earn More.

Great Service is:

giving customers value for money;

making their time with us worth their while;

meeting their expectations; and

delivering on our promises.

Salespeople strive to get the order but often have a problem.

Assistant Buyers strive to solve the problem and often get given the order.

Solve More. Earn More

Customers want to be heard so listen. But Listen to understand not just to answer.

Only when you understand can you give a sensible answer.

Stupid Selfish. Taking what you want at someone else's expense.

Smart selfish. Earning what you want by helping others get what they want.

Be Smart. Earn More.

Everything that you want, someone else has. What can you do for them that will make them willing to give it to you?

Serve More. Earn More

You owe yourself everything that you want in life. What are you doing to fulfil that obligation.

Fulfil your obligations to yourself. You deserve it.

Don't let your best of yesterday be your benchmark and limit you.

Use your best of yesterday as a foundation to build a better today.

Keep Improving. Earn More.

What you buy in to about your company is what you will sell on to your customer.

Check your "Buy In" Improve your "Sell On" Earn More.

To be your best, just do the best you can at everything you do.

Do your best. Earn more.

Problem Knowledge plus Product Knowledge leads to Effective Solution Offering.

Offer More Effective Solutions. Earn More

The only way that you can really help your customers is to fully understand their problems and thoroughly know your products

What one thing can you do better today than you did it yesterday? What would you have to do to do it better? Will you do it? When?

Keep Improving. Earn More.

There is no growth in doing something that you know you won't fail at. All growth comes from learning to do something new, differently or better

Grow More Earn More

Treat every one, and I do mean everyone, at your customer as important. Apart from being the right thing to do, it’s the profitable thing to do.

When asked "Are you trying to sell me something?" You should answer "No, but I am hoping to be able to help you buy what you need."

Help More. Earn More.

Treat every customer as if they were your most important customer. Respect them, their needs and their business.

Respect more. Earn More.

Customers are the reason for our existence, we do not do them a favour by serving them; they do us a favour by accepting our service.

Serve Well. Earn More!

Accurate sales records accelerate Sales Revenue.

Keep accurate records. Earn more.

Imagine being able to say

Of all the people that I met today I am proudest of ME

Today I did my best. I added value. I made a difference.

Be proud. Earn More.

Losers stumble into the day waiting to see what happens.

Winners stride into the day intending to make things happen.

Be a Winner. Act with Intent. Earn More.

What can you do for your customers that is so valuable that they are prepared to pay you for it?

Add Value. Earn More!

As a sales professional you have a responsibility to help your customers make decisions that are right for them.

Fulfil your responsibility. Earn More.

So you’ve got competition. Great. It means there's value in the market. However do they think that you are competition?

Be the one others strive to beat.

Happy Sales Day!

A brand new sales day. A brand new opportunity to serve. A brand new opportunity to show your professionalism.

Celebrate More. Earn More.

Take out an insurance policy on SUCCESS

1. Know what you want.

2. Know what you have to do to get it.

3. Do It!

Clarity + Understanding + Commitment = SUCCESS

Customers don't really care about you. They care about how much you care about them. How can you show them that you care about them?

Be Care Full Earn More

The 1st person that you have to SELL is you. You must BUY IN before you can SELL ON. So BUY IN to the value of your service.

Buy In Sell On Earn More

Remember. The more choice your customer has the better your offering has to be, to be your customers choice.

Improve your offering. Earn More

Daily growth Q's.

What did I do right yesterday? Can I repeat it?

What did I do wrong yesterday? Can I stop it?

Do more of what works & you'll Earn More.

3 step success formula

Outcome - What do you want?

Awareness - What is going on?

Flexibility - If what you are doing isn't working do something else.

Go Earn

15 down – 8 to go

On track with your earnings goal?

Yes :) Keep it UP.

No :( Step it UP.

What's UP?

Uninterrupted Professionalism!

Be Professional. Earn More.

As important as knowing what to do, is knowing what to stop doing.

What things should you stop doing?

A tip from wise craftsmen. Measure twice cut once. Be sure that what you are planning to do will help you achieve your goal.

Think. Plan. Think again. Do.

Sometimes 1 dumb move can wipe out years of smart moves so it is important that you ALWAYS take the time to think before acting.

Think more. Earn more

You are where you are because you have done more smart things than dumb thing.

Keep doing more smart stuff than dumb stuff and you’ll keep growing.

13 selling days to go. Are you on track with your earnings goal for this month? Yes. Keep it up. No. Step it up.

Do what it takes. Earn what you're worth.

The Golden Rule's been upgraded.

"Do unto others as they would have done unto them."

Meet customer wants and you'll Earn More.

3 keys to Maximum Success.

Maximise exposure with your client.

Maximise exposure in your area.

Maximise return on time.

To Supersize your Earnings Maximise!

People often talk about "My Job" This is great as you should take ownership of your job. Is this is "Your Job"? How would we know?

Own it. Show it. Earn It.

Professionals never "wing" it. They make it look easy because they prepare, and practice, so diligently.

Be Professional. Earn More.

You must become the person who deserves your goal. Wanting it is not enough. You must earn it. What must you do to deserve it? Do it.

Be Deserving. Earn More.

28 selling days. 3 down 25 to go. Are you on track with your earnings goal for this month? Do you have an earnings goal? Yes. Good. No. Set one.

Go Earn

Do you know the ABC of selling

Some say "Always Be Closing"

I say "Always Be Careful" of what you Say, Do, and Offer.

Be Careful. Regret less. Earn more.

Remember that your real job is "assistant buyer" what are you going to help your clients buy today?

Go Earn

In your pre-call planning describe how your customers will be enriched by buying your product or service. What is the benefit to them?

Plan well. Earn More.

Enjoy your day off, you earned it. But remember, if you invest some time in preparation for next month then you'll be better off next month end.

Spend Wisely

It's the end of the week and the end of the month. Did you end strong? Did you do your best? Celebrate your Achievement but Plan for Improvement.

Go earn.

If you were the client, would you want a salesperson like you to call?

Yes. Great.

No. Why not? What should you change so that you are welcomed?

Go Earn

Preparation Promotes Confidence.

Know your Company.

Know your product.

Know your customer.

These 3 "knows" increase your yeses.

Go Earn

Your most valuable asset is your time. The quality of your product & product knowledge doesn't help if you don't have time to share it with customers.

Yay,

It's Monday. Why Yay because Monday is a sales day and any sales day is an earning day and earning money is what it's all about.

So happy earning day.

To sell you, I must convince you. To help you buy I must assist you.

A salesperson pushes - An assistant buyer leads

Salesperson's attitude - I'll convince you to take what I've got.

Assistant buyer's attitude - I'll help you get what you need.

You've got to buy in before you can sell on.

To live your best life be true to the YOU, that you want to be.

Live with passion. Change your life from making a living to making a difference.

Live up to the reputation that you want to have.