| People often ask me what the difference
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| | enough understanding of how they can
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| is between sales superstars and sales
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| | truly help their clients.The information
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| "wannabes". There are many possible
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| | you need will change from market to
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| answers to this question however there
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| | market but could well include... size,
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| are several core characteristics that
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| | markets, customers, projects, turnover,
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| sales superstars display in bucket loads
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| | values, mission, individuals, individual
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| which are often missing or less obvious
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| | drivers, future growth plans, exit
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| in more mediocre performers.Not
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| | strategies etc etc. When you start to
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| surprisingly, few of these are rocket
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| | truly understand your clients you can
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| science and none of them are new. It
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| | really start to tailor your solutions to
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| would be really easy to read through them
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| | meet their needs... Sell
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| and think, "I know that!" but the
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| | solutions not products.Sell solutions not
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| question has to be "Do I really implement
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| | products. Sell solutions not products.
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| that and if I did implement that
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| | Sell solutions not products.Clients do
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| consistently, what difference would it
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| | not get up one morning and decide to
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| make for me?" So I challenge you to read
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| | invest in a new PC system. They buy
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| this twice, rate yourself (honestly) on a
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| | solutions to challenges which are
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| scale of 1-10 in each are and then create
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| | effecting their business growth,
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| an action plan to increase your
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| | profitability, efficiency etc. Most
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| effectiveness and consistency in every
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| | salespeople are too tied up in the
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| area. Have a plan and work it
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| | nitty-gritty of their products and have
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| every day.Sales superstars know what they
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| | little or no understanding of what the
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| want and they are focused on getting it.
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| | real business benefits are to their
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| Period. When I run sessions I ask
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| | clients. This is partly due to lots of
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| individuals to review WHY they are in
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| | product training and partly due to not
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| sales and WHAT they want to get out of
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| | asking the right questions.If you've ever
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| it. Most people do the exercise with the
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| | had problems with trying to get clients
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| state of mind... "I know this" or "Why
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| | to commit; had deals that seemed "on"
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| are we doing this? Can't we just get on
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| | then went sour; thought a client needed a
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| with it??!". The problem is that although
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| | far bigger solution than the one they
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| it seems obvious, it's this desire that
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| | were prepared to pay for; had clients who
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| focuses us on doing what we need to do on
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| | bought something else instead... then you
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| a day to day basis.Top sales performers
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| | were probably selling products not
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| plan their day the night before or at the
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| | solutions.As a benchmark rule... we
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| very latest in the morning over their
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| | shouldn't discuss specific products or
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| coffee. Rather than chatting about
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| | solutions until we know what the explicit
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| Eastenders (they probably don't watch
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| | need(s) of our client is. (Explicit:
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| that rubbish anyway!) they are getting
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| | stated by client not you!) Know
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| down to planning their day. They ask
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| | your market.Know who your core clients
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| themselves questions like, "How can I
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| | are, their demography, their industry
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| achieve my goals today?", "What
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| | sector, their personal demographics etc.
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| activities do I need to undertake today?"
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| | Outline your perfect customer on a piece
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| and "How can I add value for my clients
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| | of paper... in detail. Check that there
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| today?". Then they plan their campaign
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| | are enough of them to build your business
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| and work through it meticulously.
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| | to the size that you want to build it to.
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| Prospect new clients every
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| | Work out how to reach them, create your
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| day.Metaphorically speaking, sales is a
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| | offering for them and get to work!I have
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| bucket with a hole in the bottom. Get
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| | worked with many clients who will not
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| over it! If you stop filling the bucket,
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| | turn away business. They say things like,
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| it will soon be empty. Empty bucket means
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| | "You can't very well turn stuff away can
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| an empty sales pipeline and an empty bank
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| | you?" I can see the argument for this in
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| account. You can sometimes patch up the
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| | the short term but in the medium to long
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| hole short-term by improving your client
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| | term it can become professional suicide.
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| relationships, increasing your sales
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| | The reason for this is that you end up
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| skills and by creating more from existing
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| | tied up working for the clients that you
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| accounts but long term the bucket is
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| | don't want anymore and you never find the
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| still leaky!Whether you fill your bucket
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| | time to target and approach those who you
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| by cold calling, networking, referrals,
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| | do want.Let's say for example you're a
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| events, PR, marketing, direct mail, white
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| | consultant and you charge £750 per day
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| papers... you need to be doing this every
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| | but you want to be in the £2,500 per day
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| day. We all know this but only sales
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| | market. If you're delivering 27 days a
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| superstars do it! Most salespeople only
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| | month at £750 you're too busy to target
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| prospect when they have little or no
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| | the £2,500 a day clients. What's more,
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| choice. Not only is this the wrong way to
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| | if you're good, the £750 a day clients
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| go about it, you also guarantee that
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| | will always keep you busy. Clearly this
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| you're feeling pretty desperate when you
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| | segmentation will not always be about
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| do get around to it! And what client
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| | money... you may choose to be at the
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| likes a desperate salesperson??
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| | bulk-business, low end of the market
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| Be genuinely interested in your
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| | place.. even so, you need to know your
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| clients.Clients are bored of salespeople
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| | market. Be proactive, confident
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| going through the motions. Salespeople
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| | and professional.The outside world will
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| are bored of going through the motions.
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| | always judge you by what you do and how
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| So why do it?I understand that it's hard
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| | you appear. It may seem unfair but it's
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| to get motivated on the 47th call of the
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| | the way that it is! What's more, you will
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| day or the 15th meeting of the week but
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| | normally be judged on your lowest point
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| if you can't get motivated then you can
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| | of your lowest day! If you have a bad day
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| be sure that your client won't be! I'm
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| | and you do something that's not
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| guessing that your market is pretty
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| | particularly professional then you can
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| competitive right now. In many markets
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| | bet your last Rollo that you will be
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| clients get hundreds of marketing
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| | remembered for that and not your numerous
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| approaches for every meeting they take or
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| | great days!!Sales superstars constantly
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| for every salesperson that they speak to.
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| | raise the bar and ensure that they are
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| Make sure it's you by getting motivated
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| | seen as proactive, confident and
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| and interested in your clients now.People
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| | professional by their clients, their
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| often ask me, "How do I differentiate
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| | peers, their managers, their friends and
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| myself from the competition?" The
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| | their families. If this is a case of
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| answer's simple... be genuinely
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| | "fake it until you make it" then so be
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| interested! Ask great
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| | it. Ultimately, if you keep on behaving a
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| questions.Most salespeople think they are
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| | certain way it will become natural for
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| great at questioning. Most salespeople
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| | you and before you know where you are,
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| are wrong. When I run sessions I often
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| | you'll wake up one morning and just be
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| ask people to write down some questions
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| | that way without having to think about
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| they can ask of their clients. I give
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| | it!!! Learn from the best.I once
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| them between 5 and 15 minutes. Few people
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| | read that we become most like the 6
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| come up with more than 3 or 4 bland
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| | people that we spend the most time with.
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| questions and many come up with less that
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| | Now, that's a bit of a scary thought.
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| that!!!When I ask about it, delegates say
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| | Factor in the moaning, whining,
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| things like, "Oh! It's difficult like
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| | mood-hoovers that often surround us on a
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| this. I have loads of questions when I'm
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| | day to day basis and it's hardly
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| in flow!!". Poppycock! Most salespeople
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| | surprising that we end up struggling to
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| ask few or no questions and those they do
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| | stay "up for it"!Everyone should have
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| ask are all about them not the client
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| | their own "success team". This can be
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| e.g. "Have you got budget?", "Are you the
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| | real or virtual. Who do you want to model
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| decision maker?" and "Are you happy with
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| | your life on? Whose actions impress you?
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| your current supplier?".Great questions
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| | I try to surround myself with positive
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| come from two things:- The first is being
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| | people who are goal-oriented and who take
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| genuinely interested in your client. The
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| | responsibility for their own success. I
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| second is planning and preparation.
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| | listen to motivational speakers and
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| Questions need to be planned, rehearsed
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| | experts in the car. I seek out top
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| and written out. Questions need to be
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| | performers and ask them what they
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| captured, learnt and practised. Focusing
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| | believe, how they behave and what they
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| on this one area of your business over
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| | did to achieve their success. Then I ask
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| the next few weeks could well cause a
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| | myself, "How can I use this to increase
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| sales explosion for you. Listen
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| | my success?"So there we are... 10
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| to understand.If we're bad at questioning
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| | characteristics of sales superstars. On
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| we're even worse at listening. If you
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| | your 1-10 scale - how effectively do you
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| think about it, this is hardly surprising
| |
| | display them on a day to day basis? Where
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| because we're never actually trained to
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| | are your areas for improvement? How are
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| listen. Most salespeople "listen to
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| | you going to raise the bar and get more
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| talk". This means that they are filtering
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| | of what you want in your career and your
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| their clients' words listening for what
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| | life?Good luck!For the last 10 years,
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| they want to hear. For this reason, many
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| | Gavin Ingham has been helping sales
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| salespeople totally miss crucial pieces
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| | people to explode their sales performance
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| of information because it wasn't what
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| | by turning self-doubt, fear and lack of
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| they were wanting to hear at that time.
| |
| | motivation into self-belief, confidence
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| This can kill a sale.To be able to listen
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| | and action. With his inspirational
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| to understand we need to be genuinely
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| | approach to sales performance and
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| interested in our clients, focused on
| |
| | motivation Gavin combines commercial
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| what they are saying and devoid of
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| | experience, personal excellence and
|
| agenda. This doesn't mean that we don't
| |
| | communications technologies in delivering
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| have objectives for meetings just that
| |
| | personal and business sales success.Visit
|
| the best way of getting there is to
| |
| | now to join Gavin Ingham's free
|
| understand our clients, their challenges
| |
| | newsletter Real World Sales Tools ~ real
|
| and their needs more fully. When we truly
| |
| | world sales tools & strategies that you
|
| listen to clients with the intent of
| |
| | can utilise to outsell, out-manoeuvre,
|
| understanding we will reap the benefits
| |
| | out-position & out-live your competition!
|
| because clients so rarely get listened to
| |
| | Refer us to your friends & colleagues but
|
| in this way. Know your clients.In
| |
| | never to your competition!Join now and
|
| today's fast moving market places few
| |
| | get Gavin's ground-breaking 9-part
|
| people know their clients fully. This
| |
| | objection handling course absolutely
|
| means that they miss opportunities and
| |
| | free.
|
| lose business because they don't have
| |
| |
|
