This week’s blog is by Coach Jeremy J. Ulmer, who provides tips and techniques to help sales professionals increase sales and earn more commissions. If you are ready to dramatically increase your sales or business results then subscribe for your Free Tips or request a Free CoachingConsultation at: http://www.CoachWithJeremy.com.
In a 2009 International Vacation Deprivation Survey from expedia.com:
One in three employees do not use their allotted vacation days each year, even though they said they are more productive after returning from vacation.
In the sometimes grueling world of sales, the negative impact of not taking vacations could be even greater.
Sales professionals are becoming less and less productive as they push on without vacations. They often feel compelled to keep working without vacations, to be available for every client call, and for every lead that may come their way. They don’t want to miss a beat. They end up “over working” and hurting their progress.
Here are 5 reasons why sales professionals should take all of their vacations days each year:
- Avoid Burnout: We all need a break. Think about how refreshed and motivated you felt after your last vacation. If you keep going full force without a break, where are the rewards for all your hard work? Once you reach the burnout stage, you will often feel out of control and even less likely to take a vacation. Sales results will suffer and motivation will be lacking.
- Reduce Stress: We all know stress can literally be a killer and no one is immune to stress. However, vacation can be one of the great ways to reduce stress and rejuvenate your energy and spirit. The bad stress won’t stop building until you give yourself some time to recover.
- Increase Quality of Life & Work: We remember experiences more than anything. Science has even shown that material objects do not provide the lasting joy or happiness that positive experiences can create. Vacations are often all about experience and help to increase the quality of life. When a person experiences a greater quality of life, it is often the case that their quality of work will improve as well.
- Creativity Boost: When we are constantly living on a schedule going from one task to another, it is hard to have the space and freedom to be creative. Think about when some of your best ideas came to you? Most likely, you were not at work. You were probably not even thinking about work at all, and were in a relaxed state. Those are the moments that creative genius can strike. But, it can’t strike if you are always on the go!
- Productivity Spike: Think about what happens on a Friday when you have planned to leave early or take a half day. Ever notice how you get so much done in less than 8 hours? Funny how that works, but tighter deadlines and looking forward to something can sure help you get more done faster. Use the vacation as something to get excited about and to work very hard up until your last day at the office. This will increase your productivity prior to the vacation. And, after relaxing for a week, when you come back, you will be energized, stress free, and ready to make a huge impact.
Don’t wait any longer. Plan and book your next vacation now!
Chances are the people most of us encounter in our work lives are not really from Venus or Mars. The latest evidence, scientific and anecdotal, indicates that virtually all of them are actually from Earth, no matter how other-worldly they may seem.
Being natives of the same planet, however, doesn’t necessarily mean they speak the same language—especially in sales situations.
Before Michael Dalton proceeds down this dangerous road, he will quickly say that all women and all men can’t be neatly lumped into two distinct communication styles. There are exceptions and gray areas.
Generally men are focused on achieving status and avoiding failure. Men are “doers” and want to solve problems and feel competent. Women tend to be focused on achieving involvement and avoiding isolation. Women relate, connect, and want to feel acceptance. Their focus is on intimacy and relationships, whereas men focus on independence and status. In sales, successful communications is a continual balancing act which requires juggling the sexes’ conflicting needs for intimacy and independence.
As a salesperson, you know that nothing is quite as important to making an effective sales presentation than the questions you ask. At The Brooks Group, we call this skill “Probing,” and it’s the area where we invest the most time in our IMPACT Selling® Training Seminars. Unfortunately, many salespeople spend a disproportionate amount of time on presenting their solution (which is often off target), at the expense of gaining insight into a prospect’s challenges, circumstances and under what conditions they will buy. By placing a stronger emphasis on asking effective questions, a salesperson is better positioned to recommend a solution that addresses the prospect’s needs and wants. This shift in balance is essential to increasing your chances of winning business.
We recently posted these 37 questions on our blog (“Sales Evolution”) and received such positive feedback that we wanted to share them with you. So, in the spirit of helping you improve your probing skills, here are those 37 customer-focused, non-manipulative, open-ended questions. There’s a mix of problem-resolution questions, agitation questions, solution questions, needs-based questions, feature-benefit questions, objection testing questions, and even a few feeling questions.
All of them are designed to help you gain a sense of what your prospect is looking to accomplish. Of course, some require building more trust and rapport than others. And some might not be relevant to your environment. But, using a few of these will definitely help you understand exactly how to present your offering…
By Kim Isaacs, Monster Resume Expert
When you create or edit your Monster resume, you are asked to name your resume. The name you pick will be featured across the top of your resume in bold and colored text as the resume headline, so select a name that is memorable and professional.
Experts suggest learning about appropriate job titles before writing the resume title field. “First conduct a search for representative jobs that interest you,” says Ginger Korljan, principal of Take Charge Coaching in Phoenix. “Whatever title you choose, the remainder of your resume should demonstrate why you are qualified for that position,” she says.
Sales people get pulled in many different directions. From lead generation on the front end, to closing the deal on the back end, there is a lot to do!
Throughout the process, you must be committed to adding new opportunities to your pipeline. Here is a link to the list of things Doyle Slayton suggests to continue feeding the funnel.
This week’s post is a request from Naviga’s partner Macon Raine, Inc., courtesy of Ben Bradley, Managing Director, who also blogs on marketing, sales technology and just about everything else at BenBradley.net.
The Grateful Dead were light years ahead of the concept of lead nurturing. In one of their early albums, they inserted the following message: “DEAD FREAKS UNITE. Who are you? Where are you? How are you? Send us your name and address and we’ll keep you informed.” The street address of the band’s office in San Rafael, Calif. was included in the message.
In that spirit…MARKETING AND SALES FREAKS UNITE. What’s on your mind? How are you? Who are you? Where are you?
Can you take a few minutes to respond to our B-to-B Sales and Marketing Snapshot: 2010?
Take the survey here: http://www.surveymonkey.com/s/7NZMPVX
In concert (no pun intended) with ZoomInfo, we’ve created this survey to get a better handle on the alignment of sales and marketing.
We’re hopeful the responses will give us a sharper sense of the kind content we can provide that will help b-to-b sales and marketing pros perform their jobs better, grease the sales funnel, and, like, the Grateful Dead realized a long time ago, create life-time value with their customers. We’ll share the results in a few weeks.
To respond to the survey, please click http://www.surveymonkey.com/s/7NZMPVX
Practice, Competition, Skills, Execution, Goals, Results, Wins and Losses are among the many terms used to describe success in sports and in business. Pro athletes continue to improve and hone their skills to keep their job.
Amateurs who play recreationally in softball or golf leagues show up once a week and just play. Besides the occasional practice or 15 minutes at driving range they show up with very little preparation.
Do you treat your career like a Pro or an Amateur? Here are Jarek Mlodzinski’s Top 10 Differences that separate the Pros from the Joes in sales…