Be Determined To Win: Joe Bonura, CSP reminds us to stay motivated in every situation. Are you afraid to lose, or are you determined to win? He heard this recently, and it really made him think. Fear is a motivating factor, and so is determination. One is positive, and the other is negative. So how do we make choices to determine whether you will succeed or fail in your efforts?
Despite the age-old saying, individuals everywhere still have a hard time realizing that it’s not all about them. Robin Dreeke uses his research and years of work in the field of interpersonal relations and behavior to help readers focus on building relationships with others in “It’s Not All About Me: The Top Ten Techniques for Building Quick Rapport with Anyone”.
In some aspects, Dreeke’s “It’s Not All About Me” is about the individual and his wants, goals, desires and dreams. The 10 techniques covered in this guide will help readers achieve their goals by treating others well and placing communal wants and needs above individual ones. Dreeke believes the short and simple nature of his guide to building rapport makes the points easy to understand and adapt to one’s life.
** Warning, the content of this book is so effective that the reader should think carefully about how it is used. Dreeke does not endorse or condone the malicious use of these skills. **
Helpful article from Entrepreneur.com about time management. Agree with the HIT list idea of having your top 3-5 items for the day. What are your best tips for high productivity?
- Are your salespeople prospecting/selling at the right level?
- Where do your salespeople currently and comfortably enter accounts?
- Are they getting in front of the right people?
- Are your salespeople entering at the appropriate level within an account that matches the level of expenditure, commitment and long term value to the prospect that your product or service represent?
- Do they have enough depth in their existing accounts?
- Are your salespeople comfortable interfacing with “head honcho” Senior Executives?
- Do they have the capacity to build relationships with a wide variety of people at varying levels in an organization? Far too many salespeople tend to enter an account at a level that is comfortable, easy and expedient.
Salespeople who enter an account too low, meaning they start selling to a person in an account with little or no authority, tend to do so for one or more of the following reasons, as revealed by The Brooks Group.
It’s a temptation that lures almost all marketers and salespeople: the desire to limit and control information to consumers. It seems so obvious – lead with your best attributes, downplay your least. Yet in many cases, this impulse turns out to be quite wrong.
What works best for your sales? How do you use trust to provide quality customer service to your clients?
Online car auctions: An example from Charles H. Green, founder and CEO of Trusted Advisor Associates.
Caring About the People You Do Business With
How do you view the people you do business with? Do you care about them? Do you care about their success? Are you there to serve them, help them get what they want, better their lives? Is that important to you? Do you think about that, is it something you’re fully conscious of, proud of? Or are they there simply for you to make a living, to serve your needs, to be nothing more than the pawns of your “professional” existence?
Do you speak well of the people you do business with? Do you think highly of them? Or do you speak ill of them, make fun and belittle them, tell stories to your family and friends about how dumb and ridiculous they are? Do you admire them, learn from them, or do you see them as idiots who are successful in spite of themselves?
Who are these people to you?
If you’ve never bothered to think about it, Robert Terson, Founder/CEO of Sellingfearlessly.com, suggests you take a moment or two to ponder the question—to ponder all the questions above, because the quality of your entire sales career, the degree of success you achieve, depends on your attitude towards these people.
The FAB statement is one of the most effective tools in the salesperson’s set. However, this tool is often misused because salespeople fail to consider the perspective and needs of the customer, focusing instead on the product or service being sold. Baker Communications President and CEO James A. Baker explains why FAB is a useful framework for getting the customer’s attention, building value, and gaining agreement on a solution.
What is a FAB?
FABs have three parts:
Feature: What it is.
Advantage: What it does.
Benefit: What it means for the customer.
How can using the FAB tool most benefit your sales process?