A. You can’t build anything without a solid
foundation. The A is for Attitude - the
foundation of all successful sales people.
Without a positive attitude and belief in yourself, your organization,
It’s products and services and the market, there is no foundation upon which to
build success.
Sales professionals need to reflect, confirm and take hold
of their attitude, realize it is theirs, develop it into a millionaire’s
attitude, overcome fear and be able to deal with rejection, increase
productivity and save time and money.
Sales professionals need to reflect, confirm and take hold
of their attitude toward the organization’s mission statement, products and
services and team members, while developing an owner’s mentality.
Sale
professionals need to reflect, confirm and take hold of their attitude towards
the market, knowing how they are perceived, while profiling the ideal prospect
and fully understanding their competition
B. Sales professionals could have a
fantastic attitude, but a positive attitude alone is not enough to guarantee
long term sales success. You need goals
and an action plan to get you where you want to go. The B is for Behavior - the daily actions
that are required to accomplish
goals. Goals and behaviours from a
personal, organizational, and market targeting level. Without these goals and behaviors there is no
motivation, no ownership mentality or drive to go the extra mile.
Sales professionals need to learn the relationship between
consistent positive behaviours and success.
The first step is to learn this on a personal level. Sales professionals need to identify and develop personal goals
and action plans based on why they come to work.
Sales professionals then need to follow the same procedures
to develop goals, action plans and behaviors for organizational objectives
while improving their time management skills.
Sales professionals need to know how to target their sales
efforts through the 80/20 rule and the ABC target model while obtaining pertinent industry, organizational and client
information.
C. This is the area where traditional sales training has placed all its efforts - on
sales techniques. In this ongoing, non
traditional sales approach the C is for Competency - the capability of
following a sales results system with the appropriate sales competencies to
build and maintain long term relationships.
Without a sales results system and without the sales competencies, time
is wasted and there are no meaningful sales results.
In order to build a long term
relationship, one must first establish rapport.
Sales professionals need to learn about the relationship selling model,
the components of the rapport pie and how to build rapport in the first 30
seconds of meeting.
Once rapport has been
established, questions can then be asked.
Sales professionals need to learn why questions are so important, the
type of questions that should be asked and how to deal with questions from the
prospect or client without giving free consulting.
When asking questions, sales
professionals must listen effectively, and learn how to qualify opportunities
by setting the parameters, uncovering buying motivators, financial ability,
decision making processes and summarizing
prior to making a proposal or presentation, referred to here as a
prescription.
Sales professionals need to
learn how to prescribe solutions specific to the customers needs, letting the customer buy, retaining the
account, keeping competitors out and developing the account to its maximum
potential.
Now that the prospect has
purchased the solution, Sales professionals need to maintain the relationship ,
develop the account for more business and how to obtain new prospect
introductions and referrals.
About the author
Bob Urichuck is an
International Speaker, Trainer and Best-Selling Author. Learn personally from
Bob in the areas of Sales, Motivation, Leadership and Team Skills. Bob presents
a series of great ideas and strategies with combination of facts, humor, and
practical concept in a high-energy and self-discovery process that you can
apply right away to achieve results. Subscribe to Bob’s Free Newsletter, worth
$297, visit http://www.BobU.com Now!
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