The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some new words to the sales vocabulary is required.
My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.
If you don’t overcome buyer fears, you won’t succeed
People buy from people and sometimes we don’t make numbers because there are deep underlying issues simmering. It’s hard to admit it, but we all have been afraid at times. Afraid to buy or afraid to sell. There is no shame in it. The sooner we understand the psychology of a process, the faster we will be able to face those feelings and to adjust our behavior. To borrow one of FDR’s most quoted statements that will forever hold true, ”There’s nothing to fear, but fear itself.”
I sit in on many sales meetings with and for my clients and the focus is usually on numbers, prospects to pursue, accomplishments, etc. And while this is important, my belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.
‘Tis the season to be jolly—everywhere but work.
The stress of the holiday season can hamper the productivity of even your most engaged employees. All the more reason for employers to keep employees inspired through the holidays.
By Tyler Basu
Success in sales does not depend on offering the best product or service. It does not depend on representing the best company. It does not depend on having the best territory. And it does not depend on having the most talent. Success in sales depends on the successful execution of the sales processthat you, as a salesperson, must guide your prospect through. The only way to do that consistently over long periods of time is to have a system.
SELL ANYTHING offers a simple yet pragmatic system that any salesperson can use to guide their prospects through the sales process successfully. From introducing yourself, to peaking your prospect’s interest, qualifying them, presenting your product or service, overcoming their objections, closing the deal and maximizing your profitability – this book covers it all.
Specific techniques, supported by examples of their application, will allow readers to begin applying what they learn immediately. This book also shares ten common characteristics - 10 Keys To Success - that all top performing individuals possess, regardless of their industry.
SELL ANYTHING can be used as a guide for salespeople, and as a guide to help readers communicate, persuade, and influence others more effectively. The concepts in this book will empower readers to achieve greater levels of success not only in their careers, but in all areas of life.
IN TEN CONCISE CHAPTERS, THIS BOOK EXPLORES:
- How To Guide Your Prospect Through The 7 Step Sales Process
- How To Build Impulse As You Present Your Product Or Service
- 4 Golden Rules To Remember When Selling
- 10 Keys To Success That Apply To ALL Industries
What Can You Do Today to Make Customer Service Better?
By Michael Dalton Johnson (Dig It! SalesDog Blog)
Everybody likes to buy, because buying is fun. If you don’t believe this, try to find a parking space at a shopping mall, or a seat at an auction, this weekend. However, while buying is fun and exciting, nobody likes to be sold. The truth is: the best salespeople don’t “sell” their customers; they help them buy. [...Continue Reading...]
By A. Cambellini
- Dreamforce – San Francisco
Description: Located in San Francisco, Salesforce has been hosting Dreamforce for over 10 years and has continued to grow in popularity. The spectacular keynote speakers, the interactive expos, the musical performances and gala, and the intense Hackathon competition create an informative and fun-filled week.
Benefits: Hear from top CEO’s and Presidents from major companies such as Salesforce, Facebook, Yahoo!, and Dropbox. Participate in interactive Expos that include special presentations about Sales Cloud, Marketing Cloud, and Service Cloud. Rock out to musical performances by Green Day and Blondie followed by an extravagant gala. Complete the exciting week by watching the $1 Million contest to create the best app at the Hackathon!
Registration info: To register, click here.
2. Sales 2.0 – Philadelphia, San Francisco, Boston, & Las Vegas
Description: With four separate conferences in four cities, Sales 2.0 has made it easy for anyone to attend. With locations in Philadelphia, Boston, Las Vegas, and San Francisco, Sales 2.0 main focus is on the challenges and concerns of B2B sales and marketing executives.
Benefits: Learn how to create a sales process ruled by metrics and measurement, how internal teams can collaborate to promote productivity and enhance the customer experience, ways to leverage technology to empower your team, and much more! Check out testimonials from other sales professionals.
Registration info: To register, visit the Sales 2.0 Conference site to pick your venue.
3. National Conference in Sales Management – Miami
Description: Located in Miami, Florida, the NCSM conference is a great conference mixed with sales and technical presentations and interactions to make sure all companies are filled with sales management and personal selling knowledge. To learn more about the NCSM, click here.
Benefits: Listen to great research presentations and participate in teaching sessions to help develop, improve or refresh your sales skills. Panel discussions and sessions devoted to bridging the gap between sales practice and research, trips to local businesses of interest, or discussions of sales research topics are just a few of the activities going on throughout the conference.
Registration info: To register, click here.
4. World Series of Sales – Washington, DC.
Description: This year being located in Washington, DC, this sales conference is one of the most anticipated conference events of the year. World Series of Sales brings together top producers to share ideas and learn new strategies to make the coming year their best ever.
Benefits: Filled with educational sessions and product training, the World Series of Sales always features an incredible lineup of celebrity guests and speakers including Bo Eason, Jason Russell, and Frank Luntz. At this free event, you will be sure to hear from entrepreneurs and business professionals that will leave you filled with new insight.
Registration info: Free registration! For more information on the conference, visit the World Series of Sales site.