“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Sales objections are basically requests for more information – more information about your product and what you’re offering them..
Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Sales objections are basically requests for more information – more information about your product and what you’re offering them..
Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Too many salespeople think selling is about pitching, pitching, pitching. In reality it is about asking, listening and developing solutions to customer needs. Asking questions is an art form understood by few. Here are some tips on how to ask great questions:
Differentiate Yourself From the Competition: 15 Sales Experts Share How jennypoore
We all want to believe that we do a better job than anyone else, that no one else can compare. And while confidence is an important part of succeeding in sales, it isn’t true.
A company’s success is largely based on its ability to articulate and execute why it is DIFFERENT and BETTER than the competition.
Being “better” than someone else won’t get you very far. It might just make you feel good in the short-term. And assuming that your competitor will never “catch up” to you is a dangerous game to play.
If you bring this down to the salesperson’s level, those that tend to succeed are skillful at catching their prospect’s attention. They offer information. They send a ‘thank you’ note. They think ahead. On the flip side, the average low-performing salesperson requests information and time from their prospect (rather than offering it), avoids sending a handwritten thank you note (because that would “take too long”), and thinks on the fly (rather than thinking ahead).
Successful salespeople seek to be different, not just ‘better’. Because being different makes them better (i.e. more successful) in the long run.
We were curious about how our fellow sales pros thought about differentiation at the salesperson’s level, so we asked a few experts this question:
“What is ONE way a salesperson can differentiate him or herself from their competition?”
http://www.salesengine.com/sales/differentiate-yourself-from-the-competition-15-sales-experts-share-how/
Price will ALWAYS seem high if value is perceived as low!
Customers don’t want cheap, they want BEST Value for their dollar.
You will lose in long run when focus on price comes from:
Poor Product Knowledge
Poor Client Knowledge
Poor Sales Skills
When it comes to revenue, customer retention is hugely important to consistent growth and financial planning. The more committed customers you have for the next financial quarter, the easier it is to meet your sales goals. As the old verse goes, “Make new friends, but keep the old. One is silver, the other gold.”
THIS IS A FACILITATOR'S GUIDE FOR USE IN DEVELOPING BEST PRACTICES AMONG EXISTING SALES FORCE. THIS PRESENTATION SHOULD BE USED TO FACILITATE SMALL GROUP BREAKOUT SESSIONS TO IDENTIFY AND SHARE BEST PRACTICES WITH LARGER GROUP.
This document addresses eye, face, head, hand, foot, torso, respiratory, noise, and fall protection. It will serve as the Personal Protective Equipment (PPE) Certification document required to satisfy the federal requirements of the Occupational Safety and Health Administration (OSHA) Standard, 29 CFR 1910.132 Subpart I‐ Personal Protective Equipment.
The attached is most recent data (May 2015) published by the BLS and lists states in alpha order; highest median wages are highlighted in blue, and lowest median wages are highlighted in red. Pennsylvania has the 5th largest population of employed Tool & Die Makers, but is 34th in median pay for this craft at $22.08/hour. The state of Washington is highest median pay at $33.22/Hour. Louisiana has the lowest median wage of $19.58/hour. Don't be surprised if lower ranked states start seeing more job ads as it becomes increasingly more difficult to find qualified Tool & Die Makers.
New Jersey is top paying State for HR Managers when considering Percentiles of Pay, From 10th percentile to 75th Percentile. Top 10 are:
1. New Jersey
2. District of Columbia
3. Rhode Island
4. Colorado
5. Delaware
6. Maryland
7. New York
8. Connecticut
9. Pennsylvania & Virginia (tied)
10. Texas
The "Professional Exemption' requires "Advanced Knowledge" which cannot be attained at the high school level. Requisite knowledge must be customarily acquired by a prolonged course of specialized intellectual study. In some subjects, however, the specialized intellectual study may be acquired by a combination of intellectual study and work experience. The salary test will also increase under "Final rule" anticipated to be published in 2016, going from $455/week to ~$970/week.
The attached checklist can be used to assist in documenting that a position meets the federal "Executive Exemption" criteria.
Although current salary test is $455/week, it is anticipated to increase to $970/week in 2016 after the "Final Rule" is published.
Administrative Exemption
To qualify for the administrative employee exemption, all of the following tests must be met:
• The employee must be compensated on a salary or fee basis (as defined in the regulations) at a rate not
less than $455 per week;
• The employee’s primary duty must be the performance of office or non-manual work directly related to
the management or general business operations of the employer or the employer’s customers; and
• The employee’s primary duty includes the exercise of discretion and independent judgment with respect
to matters of significance.
This checklist should help document and validate the position meets these FLSA requirements
LEGISLATION AS WRITTEN APPLIES TO EMPLOYEE BEING EXCUSED FOR ACTUAL TIME OF RESPONDING TO THE EMERGENCY EVENT, WHICH COULD BE INTERPRETED TO INCLUDE A REASONABLE PERIOD OF TIME TO GET BACK HOME TO CHANGE CLOTHING AND THEN RETURN TO WORK. This form can be printed two-sided on Company Stationary. One side of this form provides the employee a copy of the applicable PA law and on the other side is a release form completed by a responsible Fire Company/Emergency service officer and given to the volunteer to present to his/her supervisor upon return to work and includes an explanation of the emergency response occurrence.
You may need to spend some time on this analysis since it somewhat complex, however, if you have never analyzed your UC Rate notice it is time well spent! I am hoping you will be able to follow this algorithm using your company’s PA UC Contribution Rate Notice and work your way through the analysis I’ve outlined below to gain a better understanding of what you are paying to the (PA) Commonwealth each year for UC Taxes, and why you are paying the rate assigned.
2. Prospecting – How Important is it?
From Tim Conner’s book
“Soft Sell: The New Art of Selling, Self
Empowerment and Persuasion”
“If you can master only one skill in selling,
become a master prospector. It will guarantee
your future success.”
3. Business Has Changed
Corporations are cutting budgets and laying
people off every day, in every industry, all over
the world.
While sales has never been "easy", it has now
become really hard. You have to talk to the right
person, say the right thing, and ask the right
questions - at just the right time - or you're dead.
4. Proper Qualifying = Improved Closing
Winners in the Profession spent over 50% of
their time “Prospecting.
Losers spend most of their time in presentations.
They are professional visitors.
5. Elements of Prospecting
1. Identification, i.e., finding customers that have:
– Need
– Desire
– Ability to pay for your products and services
– Willingness to see you
– Make or contribute to the buying decision
1. Qualification
– Determining which prospects are the “BEST” prospects to
invest:
Time
Energy
Resources in now
– Getting information to tailor presentation to needs, desires,
problems, concerns and buying style of your prospect.
6. Customer Profile = Prospect Profile
Use profile of your existing “average” customer
to develop a prospect profile.
– Take your list and develop each item into a
probing question.
– Answers to questions will move you closer to
establishing your customer as a qualified
prospect
7. Ideal Prospect
Use profile of your existing “Best” customers to
develop an ideal prospect profile.
– Create a profile template
– Use the profile template as you work toward
identifying and qualifying each potential prospect for
as close a match as possible
8. Questions to Identify Prospects
1. Do they have a basic need for the products or services you
sell?
2. Do they have the desire to buy now?
3. Is the timing right in terms of their buying cycle?
4. Can they pay for what you are selling, within your terms and
conditions?
5. What is their available cash or credit?
6. Who are the decision makers?
7. Will they and can they make a buying decision?
8. What is the decision process?
9. Do you have a favorable selling environment?
10. Who are they currently buying from?
11. Will they give you the time you need to qualify and sell them?
12. What are their attitudes, perceptions, or prejudices about your
9. ASK THE PROSPECT QUESTIONS
Most Salespeople talk to much….you learn from
listening…get the prospect to talk
10. Questions Offer Positive Benefits
Example
You visit your doctor complaining of stomach
pains. Without asking you any questions he
prescribes a medication to be taken four times a
day for 30 days.
Would you follow his advice?
11. Questions
Save you time
Keep you from talking too much
Get the prospect involved
Get and maintain prospect attention
Make your prospect think
Increase likelihood the prospect will listen to
you when it’s your turn to talk
Make you look competent and knowledgeable
12. Questions Help:
1. ..put you in driver’s seat allowing you to direct
customer in a controlled way.
2. ..you determine how cooperative your prospect will
be.
3. ..get you valuable information about client’s needs,
desires, & problems. LISTEN!
4. ..you identify client’s styles, opinions, current level of
understanding & awareness of their own needs and
your products or services.
5. ..you avoid rejection by knowing when to terminate
the presentation when you believe you are not talking
to a quality prospect.
13. Questions Build Rapport
CUSTOMER TALKS…..YOU LISTEN
One of best compliments you can pay another
human being is to be sincerely interested in what
s/he has to say…..
One suggestion is to begin by saying:
“I don’t know how my company can best serve
your needs. The best way for me to determine this
is if I can ask you a few questions. Is this OK? If
face-to-face ask: “Do you mind if I take notes?”
14. Ask Clear Questions
For example you are selling real estate and want to know
how many children the prospect has and their ages and sex.
So you ask:
Do you have any children? Yes
What I meant was, How many children do you have? Three
What I meant was how old are they? 12, 16, & 17
What sex are they, girls or boys? Two oldest are girls & youngest a boy.
Why not ask one question:
“What are the ages and sexes of your children?”
15. Question Guidelines
1. Start with broad topics
2. Keep questions free of buzzwords, jargon, and technical terms.
3. KISS…and, present one idea at a time
4. Keep questions in sequence and in proper focus
5. Keep them non-threatening and positive
6. If asking sensitive questions explain why you are asking and give
benefit to prospect for answering
7. Allow the prospect to answer, don’t force an answer
8. Maintain a consultative atmosphere
9. Phrase the questions so they are easy to answer
10. Phrase the questions from the prospect’s point of view and
psychological level.
16. Develop an example of each:
Open-ended Question:
Closed-ended Question:
Clarifying Question:
Leading Question
Assumptive Question:
17. Proven Techniques.
1. What are the questions to use that stir up buying
emotions?
2. How do you bond with anyone - no matter how
different they seem?
3. What is your strategy to maximize your selling time
on winnable deals?
4. How have you been able to be comfortable securing
commitments early?
5. How do you get prospects to pursue you and reveal
their budgets?
19. When a prospect doesn’t buy ask questions to
determine what prevented their purchase.
This can be done with:
1. After sales call
2. Telephone call
3. Letter
FOLLOW-UP ON NO-SALE
20. Maybe
If you could would you prefer a “yes”, a “no”, or a
“maybe”?
Experience says that most prospects don’t want
to reject you and their hope is you’ll simply drift
away into obscurity…..So, “maybes’ are actually
a postponed “nos”
Best advise is to avoid maybes…..