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Sales Superstar Secrets - How the World's Best Salespeople Close More Sales!

People often ask me what the difference isunderstanding of how they can truly help
between sales superstars and salestheir clients.The information you need will
"wannabes". There are many possible answerschange from market to market but could well
to this question however there are severalinclude... size, markets, customers,
core characteristics that sales superstarsprojects, turnover, values, mission,
display in bucket loads which are oftenindividuals, individual drivers, future
missing or less obvious in more mediocregrowth plans, exit strategies etc etc. When
performers.Not surprisingly, few of these areyou start to truly understand your clients
rocket science and none of them are new. Ityou can really start to tailor your solutions
would be really easy to read through them andto meet their needs... Sell solutions
think, "I know that!" but the question has tonot products.Sell solutions not products.
be "Do I really implement that and if I didSell solutions not products. Sell solutions
implement that consistently, what differencenot products.Clients do not get up one
would it make for me?" So I challenge you tomorning and decide to invest in a new PC
read this twice, rate yourself (honestly) onsystem. They buy solutions to challenges
a scale of 1-10 in each are and then createwhich are effecting their business growth,
an action plan to increase your effectivenessprofitability, efficiency etc. Most
and consistency in every area. Have asalespeople are too tied up in the
plan and work it every day.Sales superstarsnitty-gritty of their products and have
know what they want and they are focused onlittle or no understanding of what the real
getting it. Period. When I run sessions I askbusiness benefits are to their clients. This
individuals to review WHY they are in salesis partly due to lots of product training and
and WHAT they want to get out of it. Mostpartly due to not asking the right
people do the exercise with the state ofquestions.If you've ever had problems with
mind... "I know this" or "Why are we doingtrying to get clients to commit; had deals
this? Can't we just get on with it??!". Thethat seemed "on" then went sour; thought a
problem is that although it seems obvious,client needed a far bigger solution than the
it's this desire that focuses us on doingone they were prepared to pay for; had
what we need to do on a day to day basis.Topclients who bought something else instead...
sales performers plan their day the nightthen you were probably selling products not
before or at the very latest in the morningsolutions.As a benchmark rule... we shouldn't
over their coffee. Rather than chatting aboutdiscuss specific products or solutions until
Eastenders (they probably don't watch thatwe know what the explicit need(s) of our
rubbish anyway!) they are getting down toclient is. (Explicit: stated by client not
planning their day. They ask themselvesyou!) Know your market.Know who your
questions like, "How can I achieve my goalscore clients are, their demography, their
today?", "What activities do I need toindustry sector, their personal demographics
undertake today?" and "How can I add valueetc. Outline your perfect customer on a piece
for my clients today?". Then they plan theirof paper... in detail. Check that there are
campaign and work through itenough of them to build your business to the
meticulously. Prospect new clientssize that you want to build it to. Work out
every day.Metaphorically speaking, sales is ahow to reach them, create your offering for
bucket with a hole in the bottom. Get overthem and get to work!I have worked with many
it! If you stop filling the bucket, it willclients who will not turn away business. They
soon be empty. Empty bucket means an emptysay things like, "You can't very well turn
sales pipeline and an empty bank account. Youstuff away can you?" I can see the argument
can sometimes patch up the hole short-term byfor this in the short term but in the medium
improving your client relationships,to long term it can become professional
increasing your sales skills and by creatingsuicide. The reason for this is that you end
more from existing accounts but long term theup tied up working for the clients that you
bucket is still leaky!Whether you fill yourdon't want anymore and you never find the
bucket by cold calling, networking,time to target and approach those who you do
referrals, events, PR, marketing, directwant.Let's say for example you're a
mail, white papers... you need to be doingconsultant and you charge £750 per day but
this every day. We all know this but onlyyou want to be in the £2,500 per day
sales superstars do it! Most salespeople onlymarket. If you're delivering 27 days a month
prospect when they have little or no choice.at £750 you're too busy to target the
Not only is this the wrong way to go about£2,500 a day clients. What's more, if
it, you also guarantee that you're feelingyou're good, the £750 a day clients will
pretty desperate when you do get around toalways keep you busy. Clearly this
it! And what client likes a desperatesegmentation will not always be about
salesperson?? Be genuinely interestedmoney... you may choose to be at the
in your clients.Clients are bored ofbulk-business, low end of the market place..
salespeople going through the motions.even so, you need to know your
Salespeople are bored of going through themarket. Be proactive, confident and
motions. So why do it?I understand that it'sprofessional.The outside world will always
hard to get motivated on the 47th call of thejudge you by what you do and how you appear.
day or the 15th meeting of the week but ifIt may seem unfair but it's the way that it
you can't get motivated then you can be sureis! What's more, you will normally be judged
that your client won't be! I'm guessing thaton your lowest point of your lowest day! If
your market is pretty competitive right now.you have a bad day and you do something
In many markets clients get hundreds ofthat's not particularly professional then you
marketing approaches for every meeting theycan bet your last Rollo that you will be
take or for every salesperson that they speakremembered for that and not your numerous
to. Make sure it's you by getting motivatedgreat days!!Sales superstars constantly raise
and interested in your clients now.Peoplethe bar and ensure that they are seen as
often ask me, "How do I differentiate myselfproactive, confident and professional by
from the competition?" The answer's simple...their clients, their peers, their managers,
be genuinely interested! Ask greattheir friends and their families. If this is
questions.Most salespeople think they area case of "fake it until you make it" then so
great at questioning. Most salespeople arebe it. Ultimately, if you keep on behaving a
wrong. When I run sessions I often ask peoplecertain way it will become natural for you
to write down some questions they can ask ofand before you know where you are, you'll
their clients. I give them between 5 and 15wake up one morning and just be that way
minutes. Few people come up with more than 3without having to think about it!!!
or 4 bland questions and many come up withLearn from the best.I once read that we
less that that!!!When I ask about it,become most like the 6 people that we spend
delegates say things like, "Oh! It'sthe most time with. Now, that's a bit of a
difficult like this. I have loads ofscary thought. Factor in the moaning,
questions when I'm in flow!!". Poppycock!whining, mood-hoovers that often surround us
Most salespeople ask few or no questions andon a day to day basis and it's hardly
those they do ask are all about them not thesurprising that we end up struggling to stay
client e.g. "Have you got budget?", "Are you"up for it"!Everyone should have their own
the decision maker?" and "Are you happy with"success team". This can be real or virtual.
your current supplier?".Great questions comeWho do you want to model your life on? Whose
from two things:- The first is beingactions impress you? I try to surround myself
genuinely interested in your client. Thewith positive people who are goal-oriented
second is planning and preparation. Questionsand who take responsibility for their own
need to be planned, rehearsed and writtensuccess. I listen to motivational speakers
out. Questions need to be captured, learntand experts in the car. I seek out top
and practised. Focusing on this one area ofperformers and ask them what they believe,
your business over the next few weeks couldhow they behave and what they did to achieve
well cause a sales explosion for you.their success. Then I ask myself, "How can I
Listen to understand.If we're bad atuse this to increase my success?"So there we
questioning we're even worse at listening. Ifare... 10 characteristics of sales
you think about it, this is hardly surprisingsuperstars. On your 1-10 scale - how
because we're never actually trained toeffectively do you display them on a day to
listen. Most salespeople "listen to talk".day basis? Where are your areas for
This means that they are filtering theirimprovement? How are you going to raise the
clients' words listening for what they wantbar and get more of what you want in your
to hear. For this reason, many salespeoplecareer and your life?Good luck!For the last
totally miss crucial pieces of information10 years, Gavin Ingham has been helping sales
because it wasn't what they were wanting topeople to explode their sales performance by
hear at that time. This can kill a sale.To beturning self-doubt, fear and lack of
able to listen to understand we need to bemotivation into self-belief, confidence and
genuinely interested in our clients, focusedaction. With his inspirational approach to
on what they are saying and devoid of agenda.sales performance and motivation Gavin
This doesn't mean that we don't havecombines commercial experience, personal
objectives for meetings just that the bestexcellence and communications technologies in
way of getting there is to understand ourdelivering personal and business sales
clients, their challenges and their needssuccess.Visit now to join Gavin Ingham's
more fully. When we truly listen to clientsfree newsletter Real World Sales Tools ~ real
with the intent of understanding we will reapworld sales tools & strategies that you can
the benefits because clients so rarely getutilise to outsell, out-manoeuvre,
listened to in this way. Know yourout-position & out-live your competition!
clients.In today's fast moving market placesRefer us to your friends & colleagues but
few people know their clients fully. Thisnever to your competition!Join now and get
means that they miss opportunities and loseGavin's ground-breaking 9-part objection
business because they don't have enoughhandling course absolutely free.



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