Too Many Salespeople Are Not Listening

 By : Stu Schlackman (SalesGravy)SJP

The person who talks the most has the least control. Asking questions puts you in control of the conversation because it gives you the opportunity to go to a deeper level and gain better insights into the customer’s situation. Understanding customer needs makes it possible for you to recommend the best solutions and paves the way for them to choose you and your solution.


In Sales, It’s Not About You

Have you ever had a sales call turn out differently than you expected?

Several years ago I was on what I thought was one of the worst sales calls of my life. I walked into the prospects office, introduced myself and before I could sit down, he started to talk. I listened, nodded when I agreed and then listened more. One hour later, I asked my first question, “What is your biggest challenge going into the New Year?” He responded. Forty minutes later the meeting adjourned.

I felt terrible.

I never expressed my thoughts, concerns and ideas on what type of training would be appropriate for his sales team. One week later he called and said he loved our meeting and wanted to book the training for next month. WOW! Are you kidding me? And I thought I hadn’t done anything right in that meeting.

But, maybe I did.

In the book Power Questions by Andrew Sobel and Jerold Panas, the authors say that in sales, “it’s not about you. If you do all the talking, you learn nothing about the person. If you do all the talking, you’re in the spotlight. If you do all the talking, you don’t empower the other person.” The authors continue by saying, “Your job is not to listen and respond. Your job is to gain information and create a vibrant dialogue. That’s an important distinction. Tell me more is the magic key to open up the next layer of the other person’s thinking and experiences.”

Tell me more is key.

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Wine at the Business Dinner…

By Ed Cowdrey (The Sales Manager’s Guide to Sanity)

The 7 C’s of Wine at the Business Dinner

Business dinners with co-workers and customers can be a daunting experience. You and your team will be judged on your professionalism, candor, etiquette, and good manners.  The wine list can be even more daunting, but it does not have to be.

Whether you have hosted hundreds of business dinners or never hosted one before, the etiquette, traditions, and other mysteries of the wine list usually divide us into one of two groups: one, pass me the wine list please, or two, please pass the wine list to someone else.

The rules are not as simple as they used to be. Who gets the wine at a business dinner can be based on a number of factors including who is hosting the dinner, who is the “ranking” attendee, or simply who knows about wine.

SJP

If you end up with the wine list or think you might, here are some ways to pull off the experience. These are the basics. If you already know a fair amount about wine, these will be good reminders. If you know a little about wine, these should be of help and may unlock some of the unknowns you have questioned in the past. If you know nothing about wine, the seven C’s should start you on the road to knowledge. Remember, there is nothing wrong with saying to your guests “you know, I really enjoy wine, but would love for someone else to do the honors.” It is almost guaranteed that someone will gladly raise their hand.

Here are The “Seven C’s” to follow.

Ways To Be Highly Organized In Sales

By (Tactical Sales Training Blog)

How do you become incredibly successful in Sales? You get highly organized to the point you are obsessed with it. Being organized means you know where you are going, how you’re getting there and when you plan to do it. Are you organized?

Endless scribbles and note taking mixed in with an “I’ll update the CRM later” attitude and you’ve got a recipe for Sales disaster. The last thing you need is your Sales Team being clueless as to who they’re speaking with or why they are speaking to them.

If you’re a Sales Manager, emphasize the need to be highly organized, even paranoid of failure if it means everyone adopts the need to be organized.

Play out the worst case scenario to the team and see who starts to question or double check their approach, chances are most will but it’ll save a lot of embarrassment and wasted time with the customer.

SJP

Here are 12 ways to become highly organized

Deepak Chopra Shares 7 Insights to Double Sales Productivity

By  (Salesforce Blog)

Perhaps, you start early, work late, and check email on weekends – but still don’t have the level of results you planned to achieve.  It may not be your work ethic that’s holding you back. It could be your state of well-being.

SJPAt last year’s DreamforceDeepak Chopra revealed key insights on the past, present and future of well-being and its relationship to performance.

Here are seven teachings from the talk and his books plus ways to leverage these learnings to increase sales productivity.

 

Improve Your Sales With This Change of Habit

By  (Inc.Com)

One Habit That Will Immediately Improve Your Sales

SJPBusinesspeople probably spend more time trying to learn about how to improve their sales performance than they do on any other subject. The reason is clear–if you can’t sell effectively, you won’t stay in business, no matter how well you’re doing in every other area.

Most sales advice out there focuses on how to close deals–what to say, ways to follow up, when to pull back, and so on. But if you look at the best salespeople of the 21st century, you’ll find they have one commonality in their behavior that has nothing to with the techniques they use to get prospects to open their checkbooks.

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SalesJournal.com Store: “Start with Why: How Great Leaders Inspire Everyone to Take Action”

By Simon Sinek salesjournal              BUY IT NOW!

“A powerful and penetrating exploration of what separates great  companies and great leaders from the rest.” -Polly LaBarre, coauthor of Mavericks at Work

Why are some people and organizations more innovative, more  influential, and more profitable than others? Why do some command  greater loyalty?

In studying the leaders who’ve had the greatest influence in the  world, Simon Sinek discovered that they all think, act, and communicate  in the exact same way-and it’s the complete opposite of what everyone  else does. People like Martin Luther King Jr., Steve Jobs, and the  Wright Brothers might have little in common, but they all started with  why.

Drawing on a wide range of real-life stories, Sinek weaves together  a clear vision of what it truly takes to lead and inspire.

Buy It Now!

Negative Words Are Stealing Your Success and Happiness

By Jeb Blount (SalesGravy.com)

images (1)Words are powerful. The subtle differences in the language and words we use are directly connected to how we feel, our attitude, and ultimately our success. When you use positive language, whether talking to others or, in your own self-talk your outlook tends to become positive. And of course, as in my case, using negative words will have just the opposite effect.

We often forget the impact our words have on the people around us as well. One negative statement by a leader or manager can impact the performance of an entire team. Negative words generate negative feelings in your family and friends. The ripple effect from a single negative conversation can bring you and everyone around you down. Words are powerful because they take feelings of anger, fear, insecurity, and doubt from inside of you and make those feelings tangible and real.

On the other hand, positive words have the reverse effect. Positive words, said out loud, lift you and everyone around you up. Positive words quickly stamp out negative self-talk and change your poor attitude.

In many ways the language we use is tied to the law of attraction which states that we tend to attract or experience that which we think about. In other words, one of the secrets of happiness and success is keeping your mind focused on what you want rather than what you don’t want.

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