Archive for Sales
Recession-Inspired Smart Changes to Your Business
Posted by: | CommentsI just want to be done hearing about – and living – this recession. All of the analogies, comparisons, sound bites, and talk. Most of the firms I know are getting down to business, marketing and focusing on their target market of prospects. But it is true that the recession is still here and there continues to be stories of businesses folding or becoming unrecognizable in terms of staff, clients and success. One of the most successful individuals I had the privilege to know was a top financial advisor for many years – one of the best in the nation. But the recession has been exceptionally hard on him. It causes a few conclusions and lessons: 1. Success is fleeting. 2. Change is necessary. 3. Testing new ideas is a critical task so that time/money is not wasted. 4. Having the right staff in place is critical in moving forward.
Ultimately, today we have to get more quantitative. If what we are doing is not getting tangible RESULTS, we have to make a change. Firms that have come through are doing a few things differently and better than ever before. Here are some of their smart and simple activities:
Just Say “No”
Posted by: | CommentsPost by Jane K. Stimmler, contributing Women on Business writer
For those of us out here in the business world, the name of the game is seeking opportunities to get new clients and new assignments. We give and receive tips on how to build relationships, promote our accomplishments and communicate effectively – all with the end game of getting more and better work. For entrepreneurs, this translates into customers with new business. For corporate folks, it can mean broadening the scope of responsibility through a promotion or a new job.
But what if the prospective new client or assignment doesn’t feel right? Maybe you’re uncomfortable about it, but aren’t sure why. Is it ever appropriate to turn down work or a promotion? I believe, in the right circumstances, the answer is an emphatic “yes.” Don’t get me wrong – if you’re feeling a bit uneasy because you’re presented with a “stretch” assignment and your confidence is lacking, it is likely you’ll want to buck up and go for it. But there are times when saying “no” is not only the right thing to do, but also is positively empowering! In fact, as an entrepreneur, I’ve come to the view that while it’s flattering (not to mention potentially lucrative) when people want to do business with my firm – if it isn’t right for us – it’s usually a mistake to take it on.
Generic Answers Lead to Lost Opportunities
Posted by: | CommentsIf you find yourself constantly resorting to generic answers when people ask you questions about yourself – it’s time to rethink your approach. We can so often drift through our day, not even seeing the opportunities in the conversations with others. From the simplest Hey, how are you? to the more complex questions you are asked throughout your work day – how often do you take time to answer the questions fully?
Many try to get by answering in as few words as possible, but in a world where relationships are a key to success, I’m not sure this approach is really helping.
A critical question we so often shy away from giving a powerful answer to, one that can open doors to a world of opportunity, is: What do you do?
I have heard even the most seasoned professionals use the old standard, black and white description of their business. As an example: “I am a financial advisor.” Although you are concisely stating exactly what you do for the person that asked, you are also opening the door for all of the stereotypes and preconceived notions they associate with that title or profession. For many, you would be tossed into the broad category of salesmen and forgotten in their minds. Simply said – the real benefits are being left open to hope (I sure hope they know what a financial advisor does). But in order for action, they must WANT what you have (and it’s your job to make them want it).
Are You Working in the Red Zone, or Just Working?
Posted by: | CommentsBlog from Maribeth Kuzmeski of Red Zone Marketing
What is worth the effort in your business? Where does your productivity and focus pay off the most? Of course, the activities that produce the greatest results are not the easiest. The biggest successes often come when we are in the difficult, magnified, and critical “red zone.”
The red zone is a common football term. In football, it is the final 20 yards on the field before the end zone. It is the area on the field where the team either scores or does not. Frankly, all of the other activities on the rest of the entire field are insignificant in comparison. It is the same in business.
The red zone in business is where the sale ultimately closes. Getting almost there does not count. Yet, we spend most of our time everywhere BUT in the sales-producing red zone. We are answering emails, researching, preparing, networking, finding interested buyers, etc.
Are you ready when you have a red zone opportunity? And why is it that we often spend the least amount of our time in a day doing red zone activities, when they are the only measurable actions that matters?
Customize Your Pitch
Posted by: | CommentsWhy do we hate those nagging telephone calls from strangers telling us to buy something? Why do car salesmen have a bad reputation? The reason, I believe, is that the sales techniques they use are impersonal and we often feel that something is being forced on us that we do not want or need.
The fact of the matter is that even if we do need the product or service that’s being promoted, we are so turned off by their approach, that we can’t wait to escape from the conversation. We say, “I’m just looking, thank you” and hope to be left alone or we hang up. Quite simply, we don’t like being told what we need and what we should purchase. Most of us like to make our own buying decisions.
With that in mind, it is important for anyone who is promoting their own product or service to be aware of how they themselves feel when they are being sold to. Very often, we are so focused on selling the product or service we provide, that we don’t take the time to tailor our message to the potential buyer. We don’t take the time to ask the right questions to see if, in fact, this person needs what we have to sell. If we use one generic approach for all potential buyers, we will not make the necessary connection with the person to close the sale.
If you were Brick and Mortar, would you Shop (Hire) YOU?
Posted by: | CommentsAsk yourself honestly, if you were going to shop for a stellar, top-notch player for your team, would you shop you? A simple yes or no will suffice. If you answered yes, fantastic! Read on and see if your answer is still yes at the close of today’s read.
For my retail fans, I am dedicating today’s blog to you! This includes corporate Product Managers, Buyers, Operations, Merchants, Senior Executives, HR Professionals as well as field District Mangers, Regional Directors and Store Management. Over the past few months, I have been hit with numerous questions regarding resumes, packaging your pitch for cocktail talk and interview coaching.
A common theme has surfaced…packaging you as a commodity.
Supposing you are a store…what compelling value do you have to offer? Would you shop you?
There are 5 essentials in marketing you that many retail professionals simply overlook. You pride yourself in knowing what is HOT and NOT in fashion trends however, you may be falling short of what is HOT and NOT is marketing your skills.
Pull out your resume (or advertising campaign) and examine it thoroughly using the sticking points below as a guide.
Why Aren’t People Buying From You?
Posted by: | CommentsThe reason most entrepreneurial ventures fail? Quite simply, they overestimate the number of people that will buy what they are selling.
As entrepreneurs, how can this doomed fate be avoided?
If increasing sales is a continuous struggle for you and a relentless concern, consider which of the following issues you may be experiencing: 1) Potential buyers don’t want what you have; or 2) You haven’t clearly defined the benefits of what you are selling to potential buyers.
For some, the immediate assumption is that people aren’t buying because they don’t want what you have. The facts are readily available indicating whether anyone is visiting your website, how many are actively inquiring about your services, who is responding to your advertising, referring others to you, attending your events, and ultimately, if people are buying. However, it may also be assumed that there are potential buyers out there wanting what you have, but they just don’t know YOU sell it or the benefits. How can you determine which it is? What is your compelling offer? What is your benefit statement? Do people really know what you do? Does it resonate?
Attacking and Beating Sales Reluctance With the Right Mindset
Posted by: | Comments“I don’t like selling. But I’m the best salesperson we’ve got . . .”
Have you heard someone saying this recently?
Or, worse, have you caught yourself making this comment or something similar?
Many professionals suffer from sales embarrassment – the notion that selling their services is somehow unseemly or demeaning.
They know they need sales to generate revenue.
They know that selling is part of sales.
But they feel bad about it.
They “sell” reluctantly, imagining their sales call, conversation and offer are an imposition on their prospect.
There’s a problem with this approach.
Selling reluctantly doesn’t work as well as selling enthusiastically.
In other words, if you don’t like selling there is a good chance you are hurting your sales.
What causes sales embarrassment is the subject of much debate. Some point to negative experiences with “pushy” salespersons in the past, others to a natural fear of rejection.
We don’t necessarily need to know the causes of sales reluctance to limit its destructive impact on our work.
The key is to know that it can be an issue and develop a responsive strategy.
How Do You Get Someone’s Attention?
Posted by: | CommentsI was in Orlando this past week with some colleagues training a medical device sales force on “purposeful communication”. “Purposeful Communication” is communication that has a goal or desired outcome and when applied to sales presentations, the objective is to create a sales presentation that is well organized around a desired outcome with your target audience.
Selling to a large or small group of potential decision makers has many similarities to promoting yourself and your business to prospective clients. One similarity is in the way you open a presentation. The opening of a sales presentation or “attention grabber” is much like the way you start your elevator pitch or promotional message.
Attention grabbers are just that. They are designed to get the attention of the audience from the start so that they will engage and listen to your message.
How effective is your attention grabber?
Here are some different suggestions on how to open your pitch to grab attention from the listeners.
- Open your pitch with a statement or question that creates some kind of an emotional bond. A good way to create an emotional bond might be to say, “Imagine yourself….. or how would it feel if….”. You can move your listener to a state of mind or emotion where they will connect with their need for your product or services.
