Sales Prosperity – Success Tips
Including Tips for Sales Managers
Know Your Strengths and Challenges
If you want to more productive and prosperous in your sales activities, you must begin by knowing where you are strong and where you have challenges. You will not benefit from “sticking your head in the sand.” By knowing and understanding what you do well and what requires more attention, you can improve your productivity. There are several ways to gather this information.
Assessments which are specific for determining skill levels in the sales process can be very helpful. This works especially well when we can “benchmark” the top performers in your organization, so you can compare your skills with the most effective sales personnel. Assessments which measure your behaviors and motivations can also be powerful tools to better understand your unique skills and motivators.
These behavioral assessments will also tell you about your style of communication and can assist you in learning how to be more effective in communications with your clients. Interviews with clients and people who know you and your work can also be useful for this assessment process.
Know Your Product
Any good sales people know that product knowledge and understanding your “USP” (unique selling proposition) is essential for setting you and your product in the best possible light thus enhancing the sales process. New sales personnel do not always have to be “experts” but they do need to know the strengths of their product and how it might compare with major competition. Developing relationships and getting the information you may not be able to answer to your clients questions becomes essential when you are new or are developing new relationships.
Know Your Customer
Understanding your customer, in general, is important. Understanding your customer, in specifics, can be the difference in the sales process. You can not be lazy or make assumptions to have long term success. A tailored proposal based on your client’s specific requirements is necessary to close the deal, so do your homework.
Knowing the attitude and style of specific customers will be very useful when you put your presentation together. For example, your client may be a “detail” person, or perhaps a “cutting edge” person. Your sales pitch will vary to best connect with the unique character of your client. You can be coached in how to be the most effective in building your targeted presentations.
Know How to Communicate Benefits to Your Customer, Effectively!
Understanding your client is essential. Knowing how to best communicate your “USP” in ways that solve your clients’ challenges will help you to most successful. So, knowing your product’s benefits, and your clients requirements, packaged for the unique communication style of your client will lead to sales. This is easier said than done, but can be learned and then practiced for the greatest levels of success.
Know How to Focus and How to Follow-up
Understanding the sales process and setting goals is important. Perhaps even more important to sales success is knowing how to stay focused and releasing the distractions which can get in the way of your positive efforts and waste your precious time. Focus is a skill that can be coached and developed. If you have time to waste then this skill is not as important, but most successful people are very busy and need to be able to keep themselves clear and focused on their goals.
Appropriate follow up with clients provides the experience of professionalism, respect, and customer service that helps to build long term successful relationships. Great follow up will also lead to referrals and testimonials that will generate future business. Over performing in your follow up activities will be seen as exceptional service and this leads to greater productivity and prosperity.
Know How to Prepare Yourself for Prosperity and Success
Wanting to be rich and successful is not enough to create this higher level of success. Preparing yourself for achieving your goals requires time, effort, and often feedback. Attracting success and prosperity has become a recognized part of the sales process for the most successful sales performers.
You can read books on this topic or go to trainings. If you wish to take the quickest path to prosperity and to overcoming any personal blocks to success, you may want to consider getting coaching that is designed for your specific requirements. Everyone wants to be successful. Not everyone knows how to get there with some extra support from an accountability partner. (It can cost you some money to be successfully coached, but it can also pay major dividends to have this additional support.)
Sales Success Tips for Sales Executives-Managers-Owners
Do you want to get the most out of your sales force? Would increased productivity help your organization’s bottom-line?
Benchmarking your best producers is very useful. Knowing their skills, their motivations, and their behaviors will help you to avoid wasting time and money when filling your critical sales positions. Understanding your weakest performers can offer you the information you need to develop these low performers or to avoid hiring them for your unique sales situation. With your best sales performers benchmarked, you will be able to develop the most effective training programs to increase productivity in all your sales team. Each organization is unique so do not get outside consulting or training that does not fit for the specific requirements that you have.
Would you like to pay coaches or trainers based on your teams success and not on a flat fee basis? If a trainer or coach could help you or your sales team increase sales by 20% would you be willing to pay a 2% of this increase or 10% of your increased profit for this service? This is similar to a 10% “finders fee” for a productive referral. Besides benchmarking, your success may require coaching and training for your sales team. Consider a lower cost coaching/training model with an incentive driven compensation system. In some situations, I will coach sales teams and get paid a percentage of the increased sales business.
For this to work, we need to do an assessment of your sales staff, research the market, and better understand the unique selling features of your product or service. If we can both profit from this sales development program, then we can discuss the percentage of compensation and the time lines for compensation. There are some fees for the assessment process which cover the costs of research and for program development.
By John Mason