Kathleen is the CEO of Naviga Business Services, and a primary blogger on salesjournal.com. She builds close relationships with her customers and assures success by enforcing a strong philosophy behind the recruitment process. Kathleen runs her company on the premise of understanding her customers’ business and the details surrounding their sales and marketing operation. "We learn about our customers, we stay focused on what’s important and we execute."
The more you know about your customer, the more successful you will when attempting to increase your sales. Here is a summary from the sales coaches at Launch Pad Solutions with some of the areas where having information will help your sales effectiveness.
On a scale of 1-10, how efficient do you believe you are at work?
Could you use some help? Let’s be honest: there is a lot of “work” at work. Most of us are so busy trying to complete the day’s tasks and put out fires that we often neglect to consider if we are functioning in an efficient way. Seana Turner shares a few common mistakes, and some ideas for how to address them.
For Brad Shorr’s coaching and advising program, he compiled this list of qualities that sales people should develop to the best of their ability. Here they are – please let us know if you have any to add!
2. Hard working
4. Always listening
5. Asking the right questions
8. Full of empathy
11. Attentive to detail
12. Thoroughly prepared
13. Good humored
Do you know exactly what to say to a prospect or customer that captures their attention so succinctly and effectively that they want to talk with you and are actually asking for more? If you are being honest with yourself, the answer is probably “No.” [...Continue Reading...]
To be successful in sales, you need to identify and refine the top sales characteristics. You may find that some of these characteristics come naturally to you, while others require refinement. Analyze your professional approach and determine what changes you need to make to improve your sales success.
Motivation is a tricky thing. Some believe that motivation is like a fire that needs to be consistently fed fuel or the fire will die out. Others view motivation as nothing more than a state of mind that is a result of an external event. Still others feel that motivation always a temporary emotion and that no one should rely on being motivated to accomplish desired tasks, since motivation is so fickle and fleeting.
And there are others who seem to have an endless supply of motivation. Often times, these individuals reveal no external signs of what many would recognize in a motivated person, yet they accomplish desired outcomes and goals time after time.
Are these people gifted or have they found a secret source of motivational energy that they need only tap into to keep their “fires” burning? The answer is much closer than you think.
Many sales professionals find cold calling difficult and unpleasant, yet the 42 Rules gives them ways to redesign their thinking, approach, practices, and tools, to get the best possible results. The full eBook contains some of the fundamental principles Mari Anne Vanella has developed over the course of her career. Her clients and her own company use this approach to execute the top performing programs in the industry for the past seven years.