November 12, 2009 Edition 22
Eleven Sales Success Secrets
Listed below are 11 sales secrets. Use these ideas to increase your sales productivity.
1. Establish value before you quote price.
2. Involve the customer with your product as quickly as possible.
3. Don’t quit before your prospect does.
4. Set clear objectives for each sales call and sales interaction.
5. Focus on relationships and not transactions.
6. Ask high-gain and high impact questions.
7. Accept the fact that some prospects really do want to think it over!
8. Logic makes people think, emotion makes people act.
9. Make it easy for the buyer to buy.
10. Interpret your benefits not your features.
11. Listen first, then explain.
Five Rules for Hiring Sales People
By Bryan Flanagan
Rule #1: Hire attitude, teach skills. Some research suggests that success is based on 85% people skills versus only 15% technical skills. Training for skills is so much easier than performing an attitude transplant. At Ziglar Training Systems we believe that the “I Can Attitude” is more important than the “I Q Attitude.”
Rule #2: Don’t hire in your own image! Analyze what your needs are and go find solid people that will fill those needs. And guess what? They may be different from you!
Rule #3: You are always recruiting, you are not always hiring. Too often, we select a sales candidate from too small a pool of available talent! Therefore, we should always be on the lookout for talented people and continue to expand our resources. Observe people in various environments: from the waiter at your favorite café, to the clerk at the department store, to the soccer mom on your daughter’s team. And, oh, by the way: don’t forget to look in your own backyard. There may be potential sales champions working right under your own nose. You know, those support team members who already know your business but may not know about the sales opportunities.
Rule #4: Eagles don’t flock, you have to go get ‘em one at a time! Don’t expect the world to beat a path to your door based on how well you write a Sunday newspaper ad! You have to be on the lookout each and every day.
Rule #5: Look for people who aren’t looking. Seek those people who are currently performing at a high level but who are receptive to new opportunities and greater challenges. These are the candidates who take longer to bring on board, but prove to be solid performers because they know what it takes to achieve success.
Bryan Flanagan is Zig Ziglar’s Sales Ambassador. He is a sales coach, consultant, author and presenter. If you need to know anything about sales – ask Bryan!
Humor
Thoughts by a Sales Pro:
If you had to identify the single reason why sales people don’t achieve more and reach our full potential, that reason would be “sales meetings!”
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Great list,
only thing I might add to it is learn to understand your prospect’s and how they communicate and buy but you could also argue that that’s a part of listening and asking high gain questions.
Greg