The sales Experience- Short bursts of Amazing part 2

So any sales person can point, any sales person can read a brochure, any sales clerk can price a unit

Our job here is NOT to be just any Sales person !!

An Amazing Sales eperience has three main ingredients regardless of the product you are selling


1.DISCOVERY

  What are they looking for? Why do they want / need it,
The key to making this experience world class for our customer lies in our ability to listen
Wait... take a moment... LET THAT SINK IN
I'll say it again
 The key to making this experience world class for our customer lies in our ability to listen

- Ask the questions that get you the information you need to know

  Don't waste time trying to be clever in this step, just ask honest questions.
                                    - What are you trying to accomplish
                                    - What is your preference in product
                                    - How will you be using it
                                    - What type of budget have you set for this purchase
                                    - What obstacles stand in the way of our filling this need

2. DEMONSTRATION
   
    Notice I did not use the word presentation .
That's because a presentation involves more talking and less doing
 Our role here is to demonstrate our product's ability to meet the needs of our customer , both with ease of use, and technical accomplishment.
  We will have to have some savvy here.
 Any sales clerk can "pass the buck" to their service and delivery staff, and most do.
 They use clever sayings like " We have folks that will go over all of this with you." and  "I just sell them, someone else will explain it all for you ."

Remember what we are trying to accomplish here, WE are looking to be AMAZING
  - Know your product
                  This comes from having spent time with the product, understanding how it works, and why it benefits the consumer
  - Be able to answer common questions without "passing the buck"
  - Be interactive, don't just show the features, let the Consumer operate the functions whenever possible.
  - Personalize the demonstration - That's why we listened,
        Our customer doesn't care how someone else will use it- lets demonstrate how they will use it

OWNERSHIP

 As a sales person, you need to understand that a customer begins to take ownership of a product long before any money changes hands.
  When our customer can "see " themselves owning a product, they begin to take ownership of it.
Without this step no purchase will be made.
  - Don't clutter this moment with stupidity and insincerity
                    Don't insult the buyer with phony claims of "one time incentives"
                    Don't rush them to purchase by telling them our product will be something it is not
                    Avoid making promises you are not 100% sure you can fulfill
They can get these actions anywhere, and they can smell average a mile away,  Our job is to be Amazing
  In short, Let the Customer buy the unit because it is what they want, It does what they need, and we have done an amazing job of demonstrating these facts.


Sell like your living depends on it
Donnie
                
                                 

The Greeting - Short bursts of Amazing

Your ON !  Its your turn to take the next Customer.  This is a great time to be a Salesperson. The energy at this moment should be hard to contain. You have in front of  you the opportunity to help another person get what they want, and all they while help yourself .  Can it get any better than this?

They're in the door :

BE AWARE OF WHAT  THEY SEE AT THIS MOMENT

Do you appear ready?  We don't want the customer feeling like they are "interrupting" us . Lets have our phones put away, and our hands free. We want to look capable of taking care of them.

Is the entrance free from clutter?  Does the reception area look inviting, warm and friendly?  In short ,will our customer's first impression be that we are glad they are here?

A GOOD GREETING SETS THE TONE, AND ESTABLISHES AN EARLY GOAL

Good eye contact, A firm handshake , Smile .
Now here is the part we just get lazy at . For some reason we just don't see this step as being as important as the rest of the visit.  Many sales people just kind of brush through this as a necessary evil in getting on to more important matters.  The truth is at this moment in the process, it is the most important thing that you are doing so make it a priority.

" Welcome to __________________  My name is ________________ and you are... ( wait on the names and commit them to memory !)

So what now?   Sure, you could go with the old standards
How can I help you?
Can I help you?
Do you folks need some help?
Are you looking for something in particular?
Can I help you find something ?
  WERE TRYING TO BE AMAZING HERE !!!  LETS THROW THOSE OLD STANDARDS OUT THE WINDOW
OF COURSE YOU CAN HELP THEM !! THAT'S WHY YOU ARE HERE, SO WHY ASK???

Lets use our greeting to set the goals for the visit .  How about we find out what our customer is here for and how we can be a part of that purpose .

OK, I'm gonna give you this greeting for free !!  ( I do accept tips )

Hi, Welcome to __________  I'm glad your here,
My name is __________ and you are ....?
what can I do make Our time together  a success ?

I can hear all you "seasoned pros" out there  saying  "that's corny, it will never work..."

Think about it.  Isn't this what you really want to know?  So here is a refreshing idea, ask the question you really want the answer to.  I know it is not "clever", or slick, but it is honest and it will get the goals for the visit established early. 

That's all for today, Try this and let me know in the comment section how it works for you


Sell like your living depends on it
Donnie

Short bursts of Amazing

If you are like me, you have been putting a lot of thought lately into the subject of being better than you are.

  This current time in our nations history is making it crystal clear that the mediocre sales habits of yesterday will simply not get the job done any longer.

 COMPETITION DEMANDS THAT WE BE AMAZING
  I used to "shop" the competition on my days off, you know go to their place of business as a customer and see how they did things and what their pricing was like.   Now I can see most everything I need to know online.  And so can my customer.
   This fact has pushed the envelope for us, we must now be better than the brick and mortar location, and more appealing that the web , In short when our customer  is in front of us, we must be AMAZING
We simply can't leave their expectations un fulfilled.  We have to offer more value, better service, and all the while make it EASY to buy from us.   We need a short burst of amazing. 


OUR LIFESTYLE DEMANDS THAT WE BE AMAZING

If you plan to live well, and drive a decent car, If you don't want to check your wallet every time you walk into a restaurant .  You will need to get used to the idea that AMAZING pays the bills!
- Amazing Customer service -  Our customer will only reward the sales person that makes him feel special
       Sending the message that your customer is worth whatever it takes , Going the extra mile, being truly AMAZING
- Amazing follow up - Being there, It is just that simple, being available to the customer both before and after the sale   Become an AMAZING point of contact


 the hard truth in Selling is this : Good enough isn't good enough any more !

Beginning with tomorrow's post I will take you through a sample selling process one step at a time, and we will look at ways to become amazing

Stay tuned , It's gonna get AMAZING

Consider the Source

As a salesperson we are subject to a number of influences.

 Some influences mean to make us better, and then there are those that would do us harm.  Don't misunderstand me, I don't think we are in any sort of Physical danger at any given time, but we face something just as potentially dangerous to our performance , negativity.

  This is that low down, scummy , sneaky ,get ya when your not looking kinda influence.. It shows up in the voice of a friend reminding you of how bad the economy is.   It will show up in the arms of a manager that has had a bad day.  It may show up on the heels of a bad sales month . It may even present itself in a family member's lack of confidence in what you are trying to do. 

  The Fact is,  It is powerless until it you give it life.  This energy sucking parasite is like a tick, it is just a little bug until it gets under your skin and feeds.

DON'T GIVE IT A HOME

  OK so you find yourself surrounded by it, Hey that's good news.  When surrounded by the enemy, no matter what direction you shoot you'll hit somebody!!  Just start shooting ,
  Put your Positive influence out there, say something kind, go out of your way to lift someone up.  Buy a new CD, read a new book, DO SOMETHING POSITIVE . 
Where there is no gardener, there is no garden . Don't feed it, don't water it, don't give place to it .  Insist that you remain positive and intentionally seek out influences that will strengthen that position.

ANYTHING THAT HAS A BEGINNING HAS AN END

  Let the end of negative influence be with you!!  It started somewhere, somebody gave place to it, they fed it and now they are passing it on to you  STOP , PAY ATTENTION TO WHAT IS HAPPENING AND REFUSE TO CARRY IT FURTHER

GET ON THE OFFENSE

  Be a leader, a source of Positive influence. Bring the medicine that PREVENTS the disease .  Search for reasons to be optimistic, and SHARE those reasons. 

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Just a note,  I see in my stats that I have gained quite a few regular readers, Please feel free to interact with me, leave comments, share experiences.  If this blog is helpful at all please let me know.

Those of you that have sent me emails ,thank you and keep em coming.   I appreciate any feedback

  If there is a topic  that you would like to see addressed let me know what that is.

Sell like your living depends on it
Donnie

Luck takes work

Early in my career  I wasted a lot of time looking for lucky breaks that would increase my income, and make me a better Sales person
  Like a lot of sales people  I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better


IT TAKES WORK
  There is an old saying, the harder I work the luckier I get . 

This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.

- I came in early, and I stayed late  - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived  At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day  I found my self talking to more customers and making more deals. Just lucky I guess

- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started   I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak"   This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .

- I practiced - I pitched my product to any one that would listen .  Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became .   I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked  My confidence rose and my sales increased . Lucky again 


  These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.


Sell like your living depends on it
Donnie

Nothing replaces human contact

  If you want to get a hold of me I can be reached by email,text message, Instant message, facebook message,skype, twitter, myspace message, Snail mail, land line , Cell Phone, or homing Pigeon

Seems familiar doesn't it.

  Technology has added so many tools to the selling process that I think we sometimes under value good old fashioned face to face contact.

  As a sales person this method should rank an Overwhelming first place, in your preferences of contact.


- IT BUILDS RAPPORT
  
    Face to face conversation gives the customer a "sense" of who you are. They hear the sincerity in your voice, they see the concern in your eyes.  They decide if you are a person that they can connect with, and  they act on these feelings.

- IT FOSTERS TRUST

    For those of you relying heavy on email for your initial contact, let me remind you that the Nigerian schemers and the Phishers, and the Spammers are playing in that same arena.  As consumers we have become accustomed to being suspicious of email offers.  There are many reasons to meet a prospect face to face , but most importantly it fosters trust.
  A firm handshake, eye contact, a warm smile and some focused time.  These are the initial building blocks to a trust centered business relationship.  What replaces a handshake?

  Last week I contacted the largest car dealership in our area via email to set an appointment to test drive a new Ford Edge.  I received the auto response, "A salesperson will be in touch". 
 Within an hour I received an email from a Salesperson, he confirmed the Car was in stock, and asked when we might meet.  I called him on the phone and told him I would be there in an hour.

  When I arrived at the dealership the salesperson was working with a young couple, and I figured they were very early in the process. ( still picking out a car to drive) 
  I told the Receptionist that I would return in 2 hours , and please let the sales person know that I understood he was busy. 
  I called the salesperson  prior to my return and confirmed my arrival.   Upon my return  I was informed my sales person, was again unavailable ,
  I may very well have liked this sales person, had I met him. 
   There is a better than good chance I would have shown more understanding if I were invested in him, or felt he was invested in me.
  Certainly by working at a dealership myself, I understand that things happen. But I had no reason to commit further in this process. 

So whats my point ?

  Had the sales person put value on human contact, when I confirmed my appointment, he would have set aside the time to meet with me. 
 Even if he was busy unexpectedly, A  few short moments to shake my hand, and inform me of this,  would have strengthened our rapport tremendously.
  I did however receive an email from the dealership thanking me for coming in.


Sell like your living depends on it

Donnie

Being a difference maker

  I have just wrapped up  the five part series on Traits of Great Salespeople .  I received an email from a young sales person who asks " What if I am working to be a sales great, and my company is not concerned with greatness?"

 BEING A DIFFERENCE MAKER

From time to time you may find yourself working with a team that seems to put no importance in doing the things that set a company apart as truly exceptional .

 This can be a very discouraging feeling, but you can make a difference.

START WITH THE MIRROR

  Is it really the team that is failing to live up to greatness?  Has your attitude slipped and changed your perspective?   Hey it happens, a sales slump,  some bad personal experience, maybe you have fallen in with some very negative influences.  Before you know it you are blaming the company for your lack.
  The mirror is the first step in being a difference maker.  Make sure you are putting in all the personal effort you can, and check your attitude .  Step one, Make sure you are not the problem

BE SOLUTION ORIENTED

Where can the team do better? How can you contribute to the success of the organization.  Remember if the company fails you fail as well.  Sure you'll find another job, but you have this one now , so lets work on making it better.
 Ask  sincere " why" questions.  "why are we doing it this way?"
 Don't waste time being combative here, it only serves to shut down the positive communication you are trying to encourage
 Show leadership
 Be willing to lead the effort, put in the work, and set the example.  Criticism without action is wasted breath.  You don't have to hold a title to be a leader.
Acknowledge progress
 If it is getting better, say so.  this is a building process, Positive reinforcement is the mortar between the bricks.  A pat on the back from a team mate is worth huge rewards to the team as a whole.


SHOW SOME LOYALTY

To many salespeople "jump ship" when the going gets tough.  We have the tendency to ask loyalty of our employer, and not require it of ourselves.   I am not suggesting that there aren't legitimate reasons to leave a bad team. However I think we need to invest more time in improving the team before we throw in the towel.
Remember what drew you here
  There was something that made this team appealing, what was it? has it changed? Can you get it back with some work.  Its easy to whine, its harder to work and build.  The work is worth the reward.
Take a fresh look at your goals
Renewed focus is often all that is needed to turn a team around. Take a hard look at your personal goal revive that inward fire that drives you, and see if the team doesn't improve
Set an improvement time line
 Decide what is a reasonable expectation of time for a turn around.  Put in your best effort, and give it the opportunity to improve
No one ever finishes in first place by quitting the race


Sell like your living depends on it


Donnie

A Positve Attitude

The final trait for this series on five traits that make Great Sales people

A POSITIVE ATTITUDE

OK, here it is ,the nail that has been hit millions of times, in every conceivable manner, by every sales trainer I have ever heard speak.

And yet it is important enough to mention again!!

WHAT A POSITIVE ATTITUDE IS NOT

It is not a blind , Cartoonish view of the world .  It is not an unyielding belief that all things and all people are good.  It is not a state of ignorance or a child like view of life

IT IS

A deliberate setting of the mind to avoid all thoughts and actions or people, that would negatively impact the life or work of the Sales person
  It is the intentional impacting on those around us in a positive and uplifting manner.
It is a critical element of success as a sales person, And I believe, success as a person in general
It is the constant pursuit of good training, and positive influences in one's life


  lets face it, as Sales people we face rejection and negativity on a daily basis.  Even the best of us statistically
will fail two thirds of the time. We have to be armed to offset that negative wave, A positive attitude is the best preparation we can have

- It drives us to learn our craft
- It inspires others to step up
- It shines a light when surrounded by dark influences
- It is the fuel that gets us up early, and keeps us up late
- It is a family's strength when the world says the outlook is dim
- It is the difference maker in head to head competition
- It is the heart beat of good selling organizations
- It is the shield that protects from the spears of our enemies
- It is the deep breath that keeps us from drowning when we are under water in life
- It is the telescope that puts the better horizon in focus

Sounds Great doesn't it ! So where do you find it ? 

IT IS INSIDE OF YOU ALREADY !

- It needs to be fed with good influences ( read good books, listen to great speakers, surround yourself with positive people.
- It needs to be shared , The more Positive energy you put out the more you get back, It is a self fueling
- It needs to be protected.  there are those that will rob it from you if you let them

Sell like your living depends on it

Donnie

A sense of Purpose

The fourth in Our series of five traits of Great Sales people

A SENSE OF PURPOSE

PURPOSE

1. The object toward which one strives or for which something exists; an aim or a goal: "And ever those, who would enjoyment gain/Must find it in the purpose they pursue" (Sarah Josepha Hale).
2. A result or effect that is intended or desired; an intention.
3. Determination;  He was a man of purpose.
4. The matter at hand; the point at issue.

  Those that truly master the craft of selling, are acutely aware of what they are working toward.  they are also grounded in the processes necessary to achieve that purpose

UNSHAKEN

 The economy may waiver, The industry may be shaken, The money may get harder.  But the Greatest in our field just keep pressing forward.  They adjust their gameplan to account for changes in the market place ,but never take their eyes off the prize.

  Please don't mistake this trait for blissfull ignorance, these are not ignorant professionals.   They stay up to date on industry trends and market fluctuations they are vigilant about staying current and proactive in their approach.

  A true selling great understands that fear is a gateway to failure, and they use preparation and hard work to overcome it.

  This principle trait makes them a natural leader, regardless of title.  Team mates and management both draw strength and encouragement from him or her .

A COMPLETE PICTURE

  The Idea that you are what you do , is bad thinking .  You are many things,  A spouse, a Son/Daughter, a Father or Mother, A grandparent.   The best among us realize they are many things to many people, They work at having a healthy balance at life.  

  Seeing yourself in a complete picture is critical to success at selling.  It tells you how it all fits together for you. Looking at your self in this way ,will help you find structure and peace, It will make you a better sales person and a better person all around. 

GOAL DRIVEN

  The importance of goals both personal and professional cannot be over stated .  

Benchmarks of progress are nessecary to understand where you are in life and how your work is contributing to your success.

Set simple clear goals  I would suggest a Daily, weekly, monthly, and Yearly plan.  Use these goals, as the best do, as milemarkers . 

 Where am I  vs. Where am I going .  How has my work paid off?  Am I in need of additional support, or an adjustment to my approach.  A simple plan makes the answers clear and that makes for Great sales people

Sell like your living depends on it

Donnie

An Outpouring nature

The third trait in our series Of common traits of great Sales people

AN OUTPOURING NATURE


  Those that reach the pinnacle of the selling profession know this principle trait well.

  You see the hallmark of success has never been the amount of money you make, although that is certainly a benefit of sales success.  It is in fact the number of lives you influence


A BENEFIT TO OTHERS

If you have been in sales for any length of time at all, someone has mentored you at some time.  Chances are good that someone was not in a position that REQUIRED them too .  Rather odds are that those that mentored you most positively are Sales people that took of themselves, and poured into you

AN OVER FLOWING CUP

Fill a cup past the brim, and someone or something is going to get wet !!    When A Professional sales person is experiencing the benefits of being at the top of his or her game, It is a natural extension to want to share that success with the team around them.  That is exactly what the best in our business do

A PERSONAL EXAMPLE

  When I came into sales, it was into a small office supply company.  I sold office equipment on the road to various businesses in Indiana.  One of my clients was an RV dealer.  I had the opportunity to show this dealer  a copier. About thirty minutes into the presentation, he asked me rather plainly, " Do you know how to close me?" .  I had to admit to him I didn't even know what the word close meant. 
  He made me the offer that changed my life.  He did not offer me a job, but rather, he told me if I would come by once a week, he would teach me how to sell .   We set the day for Tuesdays, (he bought the copier incidently), and my path of learning had begun.
  This man had no reason to invest his time or energy into me. He owned just a small dealership, and had no budget for another sales person.  He simply understood the principle of an out pouring nature.
  Three years later I went to work for that same dealership, and I was there for close to 17 years.  I began as a salesperson, and eventually held the position of GM.  I would have never experienced the RV business, or true sales success were it not for this Sales great in my life.  I have seen this principle first hand.

COMING BACK AROUND

  Some one may say thet the only reason the Dealer above poured into me was to eventually hire me.  The truth is however He recieved the direct benefit of his out pouring nature.  I watched him for many years pour into others in the same way, He spent thousands of dollars making opportunities happen for his people.  ( I have since learned this is characteristic of many RV dealership owners in this great business)  This man started as a sales person , poured into others, and reaped the direct benefit from it


Sell like your living depends on it
Donnie