FAQ - Sales & Sales Management

Simple, get out of sales. You don't belong here. This is the greatest profession in the world and it is people like that that are destroying this profession.

The world revolves around sales. Without sales, there would be no financial transactions, no revenue and ultimately no jobs for the rest of us. Sales people have to focus on customer needs, not their needs.

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That is a good question and one that I ask right at the beginning of every sales training program. It helps people to identify with their own strengths and weaknesses against those who they perceive as being successful and allows them to do something about it.

Good sales people are good communicators - they ask questions and they listen effectively. They are confident, motivated, goal oriented and organised, patient, honest, trustworthy and professional.

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First ABC, 123 is a simple process. Simple because as salespeople we like to keep things simple.

The A is for Attitude, B for Behaviour and C for Competencies

For attitude the 1, 2, 3 is 1. Belief in Yourself, 2. Your organization, 3. your market

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Sales is a numbers game. You cannot sell everyone, nor do you have a solution to everyone's needs or problems. It is the salesperson's job to build relationships and to qualify prospects. Not for prospects to qualify sales people as is the case most often.

So, failure can be best described a learning experience. You see a sales call has 5 positive outcomes - Yes, No, Clear Future, a lesson learned and a referral.

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You can't. If you don't believe in it, how can anyone else believe in it.

This is part of what I was talking about in A2 Attitude towards your organisation, its products and services and the team you work with.

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First my taking the target and breaking it down into smaller pieces - annual to month to week to day and identifying the appropriate daily behaviours that have to be performed like calls, face to face visits, etc.

But, before you do that you need to track yourself so you know your ratios. You also need to look at seasonality trends. Then you just need to do it.

Pay time and No Pay time behaviours - Sales Training on no pay time.

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As important as everything. If you can't see your ideal prospect in your mind, you will never find them.

If you can't see yourself succeeding, you will not succeed.

What the mind conceives and believes it can achieve- Napoleon Hill

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Nobody cares how much you know, until they know how much you care - Calvert Robert

By asking questions and listening empathically. By going out of your way, by doing what you say you are going to do. by following up and being proactive. Be there, treat them as a close friend.

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Salespeople think they are in control but they are not.

The key is in the asking, not answering questions. In order to get what you want, you would need to keep questioning the answers.

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Anyone - Parents with children, management, consultants, doctors, lawyers, business owners - anybody who wants people to buy into an idea, product or service. It is a self-discovery process that teaches us how to get people to buy instead of selling them.

It is the opposite approach of what salespeople have been traditionally trained on.

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