Revisit To Sales Basics
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The document discusses the importance of developing a sales approach that prioritizes relationships over transactions, emphasizing the need for resilience, creativity, and open-mindedness in identifying new opportunities. Sales professionals are encouraged to initiate dialogues with clients, understand their needs, and present creative solutions while maintaining poise and confidence, even in the face of rejection. By shifting away from traditional sales tactics and focusing on consultative positioning, salespeople can enhance their effectiveness and foster long-term client relationships.
Revisit To Sales Basics
- 2. Demeanour Project a strong profile of poise, confidence and Interest in the client’s needs. When asked to describe his business nature, one veteran sales professional answered, I don’t sell products; I sell relationships. •Expect to achieve more than a single order •Give prospect reason to make you a fixture going forward •Make yourself memorable by projecting enthusiasm in your belief • Show confidence in your ability to work effectively This will inspire prospective client to see you as going beyond role of sales to a more consultative positioning, based on respect and trust.
- 3. Diagnostics Initiate a dialogue to learn what is important to the client. In past, emphasis for a sales call was placed on a set presentation, rebutting objections and closing the sale. •Move away from a one-way communications model •Initiate dialogue with diagnostic way– placing emphasis on client concerns •Punctuate questions on challenges and needs •Make the client’s job easier & reduce decision-making risk This approach will give the sales professional insights into needs and risks that are important to the prospect, thereby providing an opening to present creative solutions to address.
- 4. Beyond Status Quo Why settle for the status quo? Challenge the rules. Joe Girard’s best-selling book, How to Sell Anything to Anybody, changed world of automotive retailing forever. He was named “The World’s Greatest Salesman” by Guinness Book of World Records •Start with a primitive system of cold-calling to identify •qualify and make sales presentations •Become more systematic • Inspired creativity can lead to more productive working environment It’s easy to allow what’s always been done to stunt your creativity. Challenge yourself and the current sales system in your industry, and you may discover a path to significant rewards.
- 5. Opportunity Be alert to new opportunities and ready to act quickly to reap the rewards. •Every day may bring new and unexpected business opportunities your way •Be mentally prepared to take the leap if such an opportunity arises •Keep at the forefront of your mind what your ultimate goals are •If you know what you want, you’ll be better able to act quickly •Be open to new ideas You may have a great opportunity staring you in the face, but unless you’re open to recognizing them even when they’re not what you expected or thought you wanted, you may miss out.
- 6. Resilience Turn rejection into opportunity. Many sales efforts will not have a positive result • Those with higher rejection levels demonstrated a stronger work ethic •Those with highest levels of rejection registered highest sales volumes Sales professionals who develop a resilient approach will not allow a rejection to undermine their profile of poise, confidence, and enthusiasm
- 7. A veteran sales person, when faced with a negative responses, shows no disappointment, and routinely asks, “Is it OK if I show up again?” His motive is to demonstrate that he continues to be confident that he has the ability to help the prospective client meet his needs.
- 8. THANK YOU