My Sales Guru Keeping Sales Focused


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My Sales Guru Keeping Sales Focused

  1. 1. ‘Keeping the Sales Focus’ Focus delivers results and provides rewards beyond our expectations 1
  2. 2. The intent of this e book is to provide in a short but concise way daily inspiration and sales tips to help focus on becoming a sales professional. To those who consider themselves as seasoned professionals, think of this e book as providing reminders of what was once learnt and now should be second nature. To those who have had not had the opportunity in their sales life to have access to sales focused content, we hope the following pages provide your daily/weekly sales knowledge intake and put into practice the tips to grow your sales ability and reward. 2
  3. 3. quot;sales 1: the top line of the income statement and the driving force of all organizations, ideas and progress... also used to describe the greatest profession in history and greatest skill one can ever havequot; 3
  4. 4. Face to face time – creates opportunities Scheduled visits – allows consistency to visits and time management and optimizes face to face time. 4
  5. 5. Confrontation isn't always a bad thing. Did you know that the word quot;confrontationquot; comes from the Latin words for quot;togetherquot; and quot;foreheadquot;? Originally, confrontation just meant quot;to come face to face.” It's important to address issues, to constantly try to improve processes and relationships. And it's possible to be diplomatic during a confrontation, but above all it should be done face to face. 5
  6. 6. quot; Always do more than is required of youquot; G Paton Anticipate, seek, be ready to act with conviction. 6
  7. 7. quot; Men make history and not the other way aroundquot; Harry Truman The world is full of great leaders, they all share one thing in common, they were dogmatic in reaching their goals. 7
  8. 8. quot; Education is the best provision of the old agequot; Aristotle You can never read enough, attend forums on sales engagement strategies, one idea can change your whole sales approach. 8
  9. 9. quot; Failure to prepare is preparing to failquot; John Wooden Do you think about the next sales call? Did you prepare for this during the last call on the client? 9
  10. 10. quot; There are no gains without painsquot; B Franklin Rejection is not about you personally, its about your approach to solving the customers pain, ask for feedback. 10
  11. 11. quot; Learning without thought is labour lost. quot; Confucious Be conscious of information coming your way and ask more questions to confirm your thoughts. 11
  12. 12. Trust should be earnt Fulfill promises . Exceed expectations. Go the extra mile. 12
  13. 13. quot; Excellence is to do a common thing in an uncommon way. quot; B Washington Stand out from the rest of the sales people that visit, differentiate yourself, be engaging and mean it. 13
  14. 14. Successful people never let circumstances dictate the outcome. Successful people learn to respond to their circumstances. They know that they cannot always control what happens, but they can control how they respond to what happens. 14
  15. 15. quot; We are what we repeatedly do. Excellence, then, is not an act, but a habit. quot; Aristotle Review your sub conscious ways and create new habits to achieve your goals. 15
  16. 16. Never Attempt to answer an objection unless you first clarify the objection. An effective way of doing this is to ask “How do you mean, please help me understand?” This will cause them to elaborate. 16
  17. 17. Nobody ever listened themselves out of a sale Remember its not about you, its about their pain point and where you may possible assist them. 17
  18. 18. quot;The right word may be effective, but no word was ever as effective as a rightly timed pause.” Mark Twain When you give your price and ask for the order – be quite, the next person to break the silence creates the weaker position. 18
  19. 19. What you know about your product/service is important. But not nearly as important as knowing HOW your customer will benefit from owning/utilising it. 19
  20. 20. Those who say it cannot be done Should get out of the way of those who are doing it 20
  21. 21. Nothing great was ever achieved without enthusiasm. Attitude is everything. Have the right one and people will embrace you. 21
  22. 22. quot;Difficulty is the excuse history never accepts.quot; Edward R. Murrow - American broadcast journalist There will always be obstacles in the way to the sale, but the more objections they create, the more they are talking to you and the greater the chance to win them over. 22
  23. 23. quot;Diamonds are only lumps of coal that stuck to their jobs.quot; B.C. Forbes - founder of Forbes Magazine Success at sales means seeing the opportunities to the end. A sale is only closed when the money is in the bank. 23
  24. 24. Successful people have passion. They are faithful and they pursue their dreams with a constant vigor. They do not fear rejection and loss as much as they fear living without a purpose. Successful people are persistent. They have their big idea and they stick with it. 24
  25. 25. quot;In any moment of decision the best thing you can do is the right thing, the next best thing is the wrong thing, and the worst thing you can do is nothing.quot; 25
  26. 26. quot;Every morning in Africa a gazelle wakes up it knows it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up it knows it must outrun the slowest gazelle or it will starve to death. It doesn't matter whether you are a lion or a gazelle when the sun comes up, you had better be running” 26
  27. 27. quot;Every chance meeting is an appointment.quot; Pablo Neruda - Chilean poet and diplomat Know how to network, to engage with strangers and always ask for their business card to exchange with yours. 27
  28. 28. quot; Yesterday is not ours to recover, but tomorrow is ours to win or to lose.quot; Lyndon B. Johnson Remain focused on the immediate goals and at the plan will come to fruition. 28
  29. 29. quot;Nothing great was ever achieved without enthusiasm.quot; Ralph Waldo Emerson - Writer and activist Set your heart, mind and soul on your goal, Then just go for it. 29
  30. 30. quot;If you do a job, do it right or there is no point.quot; Cal Ripken, Jr. - Hall of Fame shortstop and third baseman The only time you are employed is when you are face to face with the customer. 30
  31. 31. A parachute is like the mind, it only works to its fullest potential when open. Help your customers open their mind, do not force it but plant the seeds, then slowly water and pick the rewards at the right time. 31
  32. 32. quot;The big rewards come to those who travel the second, undemanded mile.quot; Bruce Barton - advertising executive and politician How well do you know your customer, the organisation and the people, research, research and ask others about them. 32
  33. 33. Successful people take a realistic inventory of their talents and abilities. They recognize their personal strengths and weaknesses. They play to their own strengths and overcome their weaknesses by capitalizing on the strengths of others. 33
  34. 34. quot;If you work just for the money, you'll never make it, but if you love what you're doing and you always put the customer first, success will be yours.quot; Ray Kroc - Founder of McDonalds Pay it forward 34
  35. 35. quot;Any job you're given is an opportunity to prove yourself.quot; Meg Whitman - Longtime CEO of eBay Prove yourself for your own praise, don’t go looking for praise as generally it will fall short of your expectations. 35
  36. 36. quot;Nothing is worth more than this day.quot; Johann Goethe - German dramatist and poet Plan the day and make sure your expectations are realistic, then you will achieve more. 36
  37. 37. quot;No legacy is so rich as honesty.quot; William Shakespeare Transparency wins the day – customers want to be involved. 37
  38. 38. quot;I'm here to build something for the long term. Anything else is a distraction.quot; Mark Zuckerberg - Founder and CEO, Facebook Understanding and discussing the big issues with the customer lets them know you are part of their team and being there in the moment. 38
  39. 39. quot;We cannot banish dangers, but we can banish fears.quot; David Sarnoff - President of RCA and NBC Fear of rejection is nothing compared to the fear of not even trying. 39
  40. 40. Prepare, Prepare, Prepare You can never prepare and practice enough. 40
  41. 41. quot;I always believe I can beat the best, achieve the best. I always see myself in the top position.quot; Serena Williams Always be looking for the order, visualise it and have a plan. Above all, focus. 41
  42. 42. quot;To strive, to seek, to find, and not to yield!quot; Lord Tennyson - English poet Objections are engagement signals, they need more information, you need to ask more questions. 42
  43. 43. Successful people are resilient. They recognize that failure is an opportunity to learn and grow. They do not fear failure they embrace it. They see every failure as a step closer to the realization of their dreams. They become masters of overcoming obstacles and staying focused on a positive outcome. 43
  44. 44. quot;I've failed over and over and over again in my life. And that is why I succeed.quot; Michael Jordan Have a vision, a goal and a plan. Do not stray from them but stand fast to your values surrounding them. 44
  45. 45. quot;If you have accomplished all that you have planned for yourself, you have not planned enough.quot; Edward Everett Hale - Unitarian clergyman and writer If you have achieved your sales budget for the year, create another target for yourself, and keep it to yourself. 45
  46. 46. quot;You cannot create experience. You must undergo it.quot; Albert Camus - French author and philosopher You can also learn from others mistakes, find a Sales mentor and ask them questions – then listen. 46
  47. 47. quot;It's not the load that breaks you down, it's the way you carry it.quot; Lena Horne - American actress and singer Have a spring in your step, people buy from positive people, they like associating with winners. 47
  48. 48. quot;Just go out and make yourself useful.quot; Peter Drucker - Austrian-American author and theorist Just do it 48
  49. 49. quot;It's hard to beat a person who never gives up.quot; Babe Ruth Persistence reduces resistance 49
  50. 50. quot;There ain't no rules around here. We're trying to accomplish something.quot; Thomas Edison Do not build brick walls around yourself, push through them, your customers expect this from you. 50
  51. 51. quot;A problem is a chance for you to do your best.quot; Duke Ellington Pitch the ideas and get the customer involved in the solution, this makes it easier for them to buy from you, as it is their solution. 51
  52. 52. quot;The noblest search is the search for excellence.quot; Lyndon B. Johnson Never stop looking for the next relationship, you never know where it will take you. 52
  53. 53. Time Management is critical. There are only 8 hours of contact time per day, use them wisely (research, quotations, reports should be done outside of these hours) 53
  54. 54. quot; If you can't fly, run. If you can't run, walk. If you can't walk, crawl. But by all means, keep movingquot;. Martin Luther King Jr Always keep your customer moving forward. At each meeting plan for the next. 54
  55. 55. quot;We tend to get what we expect.quot; Norman Vincent Peale - American minister and author Manage your clients perceptions and exceed their expectations. 55
  56. 56. quot;I only want people around me who can do the impossible.quot; Elizabeth Arden A great sales success usually required a team of support people, remember to thank them. There will always be a next time. 56
  57. 57. quot;Don't find fault, find a remedy.quot; Henry Ford Learn to be quick on your feet with possible solutions. Do not blame others. 57
  58. 58. quot;Great labor overcomes everything.quot; Roman proverb Attend as many quality seminars, invest in yourself and you will be rewarded well. 58
  59. 59. quot;Courage is being scared to death, and saddling up anyway.” John Wayne Some days its hard to keep focused and positive. Ring a friend for support. 59
  60. 60. quot;You're never a loser until you quit trying.quot; Mike Ditka - Former Chicago Bears coach The sale is only lost when the order is firmly in the hands of the competitor, have another shot. 60
  61. 61. quot;I'm not following anybody's tracks, I'm making my own baby.quot; Picabo Street - Skier, Olympic gold medalist Remember the Australian Speed Skaters gold medal, the others fell over, he remained focused. 61
  62. 62. Prioritisation – understanding the task that achieve the goals and objectives 62
  63. 63. quot;Do or do not. There is no try.quot; Yoda - Jedi master If you do not ask for the order, they cannot give it to you. ABC (always be closing) 63
  64. 64. Interrupting a prospect or customer should always be avoided. In many cases, it occurs because of the excitement you have about a product or service feature that matches exactly what the customer is asking for. In other cases, it's a lack of proper training on listening. 64
  65. 65. quot;I have learned to imagine an invisible sign around each person's neck that says, 'Make me feel important!'quot; Mary Kay Ash, Founder of Mary Kay Inc. Stroke the ego and watch the shoulders lift, now you have their attention! 65
  66. 66. quot;Unless a man undertakes more than he possibly can do, he will never do all that he can.” Henry Drummond - Scottish theologist and scientist When was the last time you thanked a customer for an order? 66
  67. 67. quot;Failure is impossible.quot; Susan B. Anthony - Activist for women's suffrage Make one more sales call, send one more email, make one last phone call. 67
  68. 68. quot;To play it safe is not to play.quot; Robert Altman - Award-winning film director Ask for the order, and ask again. ‘No’ means ‘not yet, convince me further’. 68
  69. 69. quot;High expectations are the key to everything.quot; Sam Walton - Founder of Wal-Mart Do not let anyone lower the bar for you, be busy raising it. 69
  70. 70. quot; Perpetual optimism is a force multiplier.quot; Colin Powell - Former U.S. secretary of state You have an opportunity to lift people up as you enter their lives, you are from the outside world – make it count. 70
  71. 71. quot;Accept the challenges so that you can feel the exhilaration of victory.quot; George Patton - American general If you do not commit, then you are wasting everyone’s time. 71
  72. 72. quot;In the middle of difficulty lies opportunity.quot; Albert Einstein Have all your bases covered, expect the unexpected and pounce when it arises. Plan and Produce. 72
  73. 73. quot;Let us never negotiate out of fear. But let us never fear to negotiate.quot; John F. Kennedy Negotiation is taking one step at a time, one agreement at a time. Do not give without getting in return. 73
  74. 74. quot;Business is the most powerful force in society.quot; Ben Cohen - cofounder, Ben & Jerry's Business is relationships, get good at developing relationships, your future depends upon it. 74
  75. 75. quot;You may be disappointed if you fail, but you are doomed if you don't try.” Beverly Sills - American opera singer If you need to meet someone, research and approach, very likely they will listen if you have prepared for the meeting. 75
  76. 76. quot;Even if you're on the right track, you'll get run over if you just sit there.” Will Rogers - American humorist Make one last call to check how things are progressing. Have another contact, an internal coach, who can verify the information. 76
  77. 77. quot; Today is a new day. You will get out of it just what you put into it...quot; Mary Pickford - cofounder of United Artists Wake up on fire, show your passion, its contagious. 77
  78. 78. quot;Quality is not an act. It is a habit. quot; Aristotle Your professionalism is on the line all the time, check everything, it stops with you. 78
  79. 79. quot;Achievement is largely the product of steadily raising one's level of aspiration and expectationquot;. Jack Nicklaus - Golf champion For sales leadership and success, never stop looking for the next sales opportunity. 79
  80. 80. quot;When your work speaks for itself, don't interruptquot;. Henry J. Kaiser - American industrialist Now and then sing your own praise, just to remind people that your success is their success. 80
  81. 81. quot; Pain nourishes courage. You can't be brave if you've only had wonderful things happen to youquot;. Mary Tyler Moore - American actress If the business opportunity is worthwhile, never give up, even if they say NO. They will respect your commitment. 81
  82. 82. quot; The quality of a leader is reflected in the standards they set for themselvesquot;. Ray Kroc - founder of McDonald's Corporation Great leaders have great advisors, trusted people are invaluable. 82
  83. 83. quot;Never measure the height of a mountain until you have reached the top. Then you will see how low it wasquot;. Dag Hammarskjold - Nobel Prize laureate To be successful, sometimes the goal need to be planned in small actions, before you know it, you have reached your target. 83
  84. 84. In your sales discussions moving forward, commit to adding a small gap of silence between what your prospects and customers say, and your response. This will help you minimize any tendency to interrupt and encourage your prospects and customers to teach you even more about their needs and wants. 84
  85. 85. quot;A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty“. Sir Winston Churchill Challenges are just that, needing ideas to find solutions are what great sales people are remembered for. 85
  86. 86. quot;Daring ideas are like chessmen moved forward. They may be beaten, but they may start a winning game.” Johann Wolfgang von Goethe - German poet and dramatist Understand the difference between your customer and the end user. Different benefits requires different approaches. 86
  87. 87. quot;We know what we are, but know not what we may be.” William Shakespeare People will treat you the way you allow them to treat you. 87
  88. 88. quot;If we wait until we've satisfied all the uncertainties, it may be too late.” Lee Iacocca - Businessman and industrialist Make another call, review your old contacts, say ‘hello’ to see what they are up to, congratulate someone, you will be amazed at what it can do. 88
  89. 89. quot;It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you'll do things differently.” Warren Buffett Dress for success, keep positive and be humble. 89
  90. 90. quot;You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” Walt Disney An angry customer is spending time to help you/your company improve. These are great opportunities to create long term relationships. 90
  91. 91. quot;It is not necessary to do extraordinary things to get extraordinary results.quot; Warren Buffett Work at making your customers successful. 91
  92. 92. quot;Defer no time, delays have dangerous ends. quot; William Shakespeare Time management is simple. Do what it is you know must be done. 92
  93. 93. quot;Nothing else can quite substitute for a few well-chosen, well-timed, sincere words of praise. They're absolutely free - and worth a fortune.quot; Sam Walton - Founder of Wal-Mart Never assume people trust your intentions. 93
  94. 94. quot;You can either take action or you can hang back and hope for a miracle. Miracles are great, but they are so unpredictable.” Peter Drucker Do not expect prospects to call you back, they rarely do. 94
  95. 95. quot;Every day you've got to get up and play hard.” Jeff Immelt - CEO, General Electric More than anything, time is money to sales people, watch what and who you waste time on. 95
  96. 96. quot;Make happy those who are near, and those who are far will come.quot; Chinese proverb Tell a story about your last customer success, let your customers know how you helped others. 96
  97. 97. “If you can’t state your position in eight words or less, you don’t have a position.quot; Seth Godin Know your elevator pitch for different levels of people. 97
  98. 98. “The deepest human need is the need to be appreciated.quot; William James Make your customer feel you are really interested in them, find something in common to build the relationship on. 98
  99. 99. “Do one thing every day that scares you.” Eleanor Roosevelt Make the call, ask for the order/appointment, do not leave a message, call again, and again. Call early in the morning, late in the day, get them on the phone. 99
  100. 100. Acknowledge the current supplier as delivering good service. Ask what the wish list for the future would have, Position your solution to provide those wish list items, Ask for a chance to prove your worth. 100
  101. 101. You are only limited by your desire, your passion to create a sincere relationship to provide a valued solution which will generate a just reward. Settle for nothing less. 101