I was speaking to a salesperson the other day and was asked if there are any specific power words to use in selling. While there are many words that work from a sales and marketing perspective, I have found that there are three words that — when used properly — carry tremendous influence, no matter what the situation, regardless of the industry and irrespective of the type of person you are meeting with. They are:
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There is so much talk about how to get through this difficult economy (rightfully so), but bottom line is it gets down to practicing the fundamentals. It's no different than what is going on now with major league baseball professionals at Spring Training. Even the super stars, who make millions of dollars, are practicing the fundamentals to get ready for the season.
For six years I was a part of a national sales team and each of my coworkers were responsible for sales across a multi-state territory. We were geographically disbursed across the country and all worked from a home office. Over those years I worked for three different directors/VPs and — as a result — gained valuable firsthand insight on how to help manage a remote or field sales force.
The Brooks Group remains among the sales professional's elite companies
The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations.
Recently, I was having a conversation with a client who mentioned that, even in our current economy, his top salespeople were still leading the pack! They were doing so with numbers a bit lower than the previous year. In actuality, everyone's numbers had dropped across the board, although some drops were more severe than others.
I joined The Brooks Group just over a month ago and I thought it would be apropos to offer some tips or reminders on hiring and potentially bringing on a new associate.
1. The 80/20 rule should apply when it comes to who is doing the talking. Try and ask open-ended questions to ensure the candidate does most of the talking.
Can't it be hard to get appointments with prospects? We've all had the experience of leaving phone messages, or networking at events, for prospects we are fairly sure are good ones. I can't give you the magic tool that will make every prospect call back - or accept your next call - but I can make a suggestion that will improve your odds significantly. When you call a prospect, what goes through his or her mind?
The average sales presentation consists of 6-8 features or benefits. Is that good or bad? Well, when you consider that 24 hours after your presentation, 39% of your prospects remember only one of them, the answer should be very clear. And the fact that 49% of the time they remember something that you didn't bring up at all makes it even more obvious! Most of us are quite simply overwhelming our prospects with details about things they really aren't interested in! The truth is that people will buy your product or service for one or two primary reasons.
"Coach" Bill Brooks February 6, 1945 - October 27, 2007 We deeply mourn the recent passing of our founder, "Coach" Bill Brooks, but his legacy - his brilliance, his ideas and his energy - will live on here at The Brooks Group. Bill had been battling cancer with characteristic tenacity for the last 18 months.
Whether you're just getting started or you've been selling for years, it's important to remember sales don't just happen. They're the result of pursuing the right activities at the right time. Keep your selling career on track with this handy checklist of essential sales activities. Pre-Call Planning
What does your prospect want to hear about - every imaginable bell and whistle that your product offers or how they can use the product to achieve their goals or solve their specific problems? Chances are you already know the answer. But if you're like many salespeople, you still may not be able to resist the temptation to keep talking until your prospect's eyes glaze over with confusion and boredom. My advice: focus.
OK. Good job! You got the appointment with this important prospect. Now what? You better plan carefully and intelligently. No winging it - you're better than that. You're a professional salesperson - a value resource, a consultant to your prospect, not a product pusher or a data dumper. So - be PREPARED. But how? Start with the critical questions that every prospect wants answered when you show up for a sales call: