Sales Is Not For Sissies

Boost Your Sales in 30!

2013-11-13T12:00:00.000-05:00

Boost your sales in 30 minutes that is!

Yes, this can be done but you will need to be an active and willing participant! We aren't talking about 30 minutes in the day you are used to working, we are asking you to invest an extra 30 minutes!

Tomorrow morning, imagine arriving at your office 30 minutes early. How would you use that time if you followed these two simple rules:

Rule 1: You CANNOT look at emails...period. You can't look at them on your computer, tablet or smart phone. NO EMAILS in the first 30!

Rule 2: The tasks you do must be tied DIRECTLY to new business development.

You have nothing to lose by giving this strategy a try! Besides, you might even be able to beat the traffic!

Good Selling!

Remember, Thought Transformation offers professional sales training courses in Atlanta and surrounding areas. If you or your company is struggling with sales, we can help! We give you the knowledge and tools to be successful in any market or program.

The Most Important Question You're Never Going to Hear

2013-09-29T13:41:00.000-04:00

In over 25 years of selling, no prospect ever came out and asked, "Linda, can I trust you?" But I knew that question had to be answered with a resounding yes, or the sale would never take place.

Different types of sales require different levels of trust. When you buy a toaster at your local Target, you need to trust them to stand behind the product they sell. However, you don't expect the clerk who assists you to be an expert in either cooking or appliance mechanics.

When you are selling a $250,000 software solution with a six-month installation phase, you must establish trust at a much higher level for the purchase to take place.

Ask yourself these questions about the product or service you sell:

Is the sale a one-time event, or will it mark the start of an ongoing relationship?

How much money is involved?

How urgent is the buyer's need?

How much risk is involved in the purchase?

What do you do to build trust with prospects and customers? What could you do differently than your competitors?

No one is going to come out and say, "Can I trust you?" So it is up to you to recognize the buyer is asking that question, and be sure it is answered correctly.

Thought Transformation Sales Training-Body Language Tips

2013-09-27T15:02:00.000-04:00

For those of us that are in sales, we're always in constant contact with people. There's a variety of important tips that we can use when we're greeting customers face to face. Body language is a very important sales tool that can be used to make more sales. Have you ever took the time to study your customer's body language? What was his/her body language telling you? Knowing how your customer is responding can be the difference between make a sale and not.

When greeting a customer, always make a friendly approach. You need to make sure you look professional at all times. Make sure you're making direct eye contact with a smile. It doesn't matter if today has been a bad day or not, your responsibility is your customer. Make them feel welcome and comfortable at all times. Don't bring negative energy to your environment.

It's very important to understand the body language of your customer. How did they react when you approached them? Do they appear to be happy, sad, upset, or cautious? What is the tone of their voice? Are they being offensive or defensive? Yes, all of these can effect a sale. Our job is to make sure that we take care of our customer, right? We can do this by showing positive body language of our own.

How can you show positive body language? For starters, always wear a smile. I understand that we're not always in a smiling mood, but this isn't your customers issue, it's yours. If you're out in public, wear a smile. You can do everything else behind closed doors. A firm handshake is always a great way to grab the attention of your customer, do it with a smile.

Studies have showed that expanding your body can actually reduce stress and give confidence. You may want to try this technique. Stand up straight, spread your stance, and let your arms out. This is also viewed as a body language of confidence. Did you know that you're more likely to make a sale by mirroring your customer? Engaging in mirroring body language lets the customer know that you completely understand. This also shows interest and awareness, both a great way to get an agreement.

If a customer is being defensive, don't continue to try and make the sale. Most success comes in second meetings or follow-ups. Defensive body language includes crossed arms, looking around, and leaning away. If you notice these body functions, leave a contact form or business card. It doesn't mean that their not interested, it just concludes that something else is more important at this time.

Completing the sale can be a tall task at times, but a first impression can last a lifetime. You have to use positive body language skills that will leave a lasting impression on your customer. You want them to leave knowing that you're someone that they would love to work with or get to know. Be polite, always smile, use constant eye contact, give them your full attention, and always say thank you.

Thought Transformation provides quality sales training programs that will help you make immediate sales and give you the tools to become successful in any market or program. Thought Transformation has trained thousands of men and women over the past nine years, giving them the techniques to outsell their competition. Ready to lead your program? Contact us now and see how we can help you achieve your potential!

Sales Training By Thought Transformation-Common Mistakes In Sales

2013-09-27T14:25:00.001-04:00

Common Mistakes In Sales-The Deal Killer

Good intentions often make us say things we shouldn’t, especially when the pressure’s on and the customer’s complaining. So, what do you do in such circumstances? Below, you'll find some common mistakes we make—no, here are some deal killers:

Denying the customer’s right to his experience. A common mistake is to blurt out variations along the lines of, “Oh, that’s not true!”… “I’m sure our employee didn’t mean it that way!” … or “No one’s ever complained about that before!”
• What the customer hears: “You better prove you have a case before I believe you enough to help you.”
• What’s better? Listen. Your job at that moment is to fully understand the customer’s experience of the problem.

Blaming the customer. This can happen subtly, an accusation made via implication or nonverbals, but just because it may be inferred or unspoken does not mean the customer hasn’t picked up on it. “Well, we could’ve gotten this done on time, but we didn’t get your content until a week after it was promised to us.”
• What the customer hears: “It’s all your fault. You’re not easy to work with.”
• What’s better? Alert the customer to budget or timing concerns before they become issues, and remember you’re in the business of providing solutions. You’re not there to ward off imagined litigations by assigning blame.

Typecasting the customer. This happens in the most egregious circumstances, when the workplace culture has become so politicized that an adversarial “us-them” attitude has developed. Customers are outsiders, therefore they’re “idiots”… “crazy” … “ill- informed”….
• What the customer hears: They don’t need to hear anything. Sooner or later, that attitude of condescension or resentment seeps through employee pores and taints interactions with your customers.
• What’s better? Workplace culture attitude adjustment. Better make it quick too.

Thought Transformation provides sales training courses to individuals and corporations. Thought Transformation has 20+ sales training programs designed to help you make more sales and outsell your competition. This is your opportunity to learn from sales expert Linda Bishop, contact us today and see how we can help you achieve success!

Making More Sales With LinkedIn

2013-09-17T20:15:00.002-04:00

Are you using LinkedIn and other social media tools to connect with both customers and prospects? If not, you're missing out on potential contacts and sales. LinkedIn is a great professional social media website that has dozens of great features to help you in your sales program.

Start making more sales with LinkedIn by keeping your profile clean and professional. I can't stress this enough. Everything that you write and say has to be professional because others will judge you on these factors. If you're posting articles, videos, or media, keep your professional image at all times. Remember, potential customers are always watching.

LinkedIn is a great way to not only make more sales, but generate leads and contacts. Make sure you're using LinkedIn to your advantage. Social media platforms are a great to get new customers and generate interest. Facebook, Twitter, Pinterest, StumbleUpon, and other social media sites must be optimized and professional.

Thought Transformation offers a variety of different sales training programs that can immediately having you making more sales and out-selling your competition. We offer 20+ sales training courses that are designed to help you succeed in any sales market. Visit our website and learn from one of the best sales experts in the world. Atlanta's Thought Transformation provides single sales training classes, half-day classes, and full-day classes.

Sales Goals For 2014-Sales And Training

2013-09-17T19:59:00.000-04:00

Sales Goals For 2014-Sales And Training

As 2013 comes to a close, I want to spend this month reviewing how you can set and reach your sales goals in 2014. To start, consider the following:

The best goals are realistic, yet challenging. When you reach a goal you’re proud of what you accomplished. To decide if a goal is realistic, answer these questions and use the information as a guide.

How much did you sell in 2013?
How much do you want to sell in 2014?
Who were your customers in 2013?
How much did they buy?
How much do you project them to buy in 2014?
Estimate the gap. Goal-Total Sales Projected for 2014 from Current Customers=New Business
What does the average customer buy in the first year?
How many new customers do you need to reach your goal? New Business ÷ Average Value of a New Customer = No. of New Customers
Based on past experience, how many prospects do you need to talk to in order to get a customer? That is how many people you need to load into the top of the funnel, qualify and convert.

Thought Transformation provides sales training courses in Atlanta and the greater Atlanta area. We offer 20+ sales training programs that are designed to help you achieve success in any sales programs. If you want to increase your sales and out-sell your competition, Atlanta's Thought Transformation can help.

Sales Training Courses Atlanta-Thought Transformation

2013-09-14T18:14:00.004-04:00

Sales Training Courses In Atlanta

Are you looking for sales training courses in Atlanta, Georgia? Have you considered sales training programs to help you achieve success in your sales program? Are you struggling to make your first sale? If you've answered "yes" to any of these questions, Thought Transformation can help. Thought Transformation provides sales training courses in Atlanta and surrounding areas. You don't have to struggle to make sales anymore, Thought Transformation's sales training programs are all you'll ever need!

Sales training courses have been a vital source for some of the top sales marketers in the world and now you have the opportunity to receive the same sales training as professionals. Atlanta based Thought Transformation has been providing sales training classes since 2004, nine consecutive years of quality sales training courses. Designed by sales expert Linda Bishop, Thought Transformation offers the best sales training classes in the world.

Thought Transformation offers 20+ sales training courses designed to help you succeed. Our Atlanta sales training courses will help you make sales and outsell your competition. Our programs in sales training is built for you, allowing you to focus on your weakest attributes and strengthen your sales skills. To learn more about our sales training, just visit Thought Transformation.

Our Atlanta courses in sales training are designed for everyone, all salespeople and sales marketers. It doesn't matter if you're new to the sales market or a ten year veteran, Thought Transformation's sales training classes are up-to-date and provides sales information that's proven to help you make sales. We offer affordable sales training courses and our interactive sales training programs makes learning fun. Take advantage of this special opportunity and learn from one of the best sales professionals in the world.

Ten Selling Tips To Persuade People To Buy

2013-09-14T17:50:00.000-04:00

Sales professionals are masters of persuasion. Persuasion is a process. It requires rapport building skills, credibility, the ability to craft a logical argument and the eloquence to present it. Persuasion is not manipulation when it is based on mutual gain and ethical selling behaviors.
Use these ten tips in 2013 to help you become more persuasive and convince more buyers to say, "Yes, I'll buy.”

Establish credibility in the first meeting. Show buyers why they should trust and believe you.
Buyers are either open to new ideas or closed to them. To persuade a buyer, they must listen with an open mind. If their mind is closed, your first challenge is to open it.
Find common ground. By pointing out shared thinking and shared experiences, you demonstrate to the buyer you understand your point of view.
When the buyer talks, listen past the words for strong emotions. What does the buyer care about?
Ask opinion questions. We get the ammunition we need to persuade by looking below surface level facts and understand the thinking that underlies past decisions.
Tell stories. Stories interest prospects and customers. Design them so listeners draw the right conclusions. Stories help you persuade because buyers will always find their own conclusions more believable than any statement you can make.
Be likable. We are all more willing to accept the ideas of people we like.
Look at possible arguments from both sides. If the audience brings up a negative point, nod and say, "That's an excellent point. I considered it and . . .”
Provide evidence to prove benefits are real. Use testimonials, statistics and real life examples.
Fear stops people from taking action. Identify concerns. Alleviate risks.

Interested in learning more about sales? Thought Transformation offers sales training courses to individuals and corporations. Our sales training classes in Atlanta are designed to help you make more sales and outsell your competition. If you're in the Atlanta area, visit us at Thought Transformation.

Seventeen Questions from Buyers

2013-09-05T11:00:00.000-04:00

Seventeen Questions from Buyers

Before making a purchase, buyers want answers to these questions.

1. Do I like this salesperson enough to give them my money?

2. Can I trust them to tell me everything I need?

3. Did they leave any critical information out?

4. If information was left out, did it happen on purpose?

5. Do I really need this?

6. What other options do I have?

7. Is this price fair?

8. Is there enough value to justify the expense?

9. Does the salesperson have the expertise I need?

10. What could go wrong?

11. If I buy from this company, will my boss think I made a good decision?

12. Are there any hidden charges or fees?

13. Will the salesperson and the company be easy to do business with?

14. Does the salesperson understand me when we communicate?

15. Does the salesperson like me enough to watch my back?

16. Will the salesperson follow my instructions?

17. Does this salesperson care if I'm satisfied, or do they just want a sale?

Plan your selling approach so you’re ready to provide buyers with all the information they need to say, “Yes, I want to buy from you.”

Take a Persistence Inventory

2013-08-20T11:00:00.000-04:00

Take a Persistence Inventory

The book, “Think and Grow Rich” by Napoleon Hill has sold more than 50 million copies since it came out in print. It’s a great read with a lot of practical advice on how to mix up your own magical formula for success.

I’m a sales professional, and I’m well aware that my paycheck is directly linked to my willingness and ability to persist. Hill’s “Persistence Inventory” is a useful way to take stock of what I’m doing, and what I need to do better.

Or as Hill puts it, “These are the weaknesses that must be mastered by all who accumulate riches.”

Napoleon Hill’s Persistence Inventory:

1. Failure to recognize and to define clearly exactly what one wants.

2. Procrastination, with or without cause.

3. Lack of interest in acquiring specialized knowledge.

4. Indecision.

5. The habit of relying upon alibis instead of creating definite plans for the solution of problems.

6. Self-satisfaction (which can be tough to recognize at times in my opinion!)

7. Indifference, usually reflected in one’s readiness to compromise on all occasions, rather than meeting opposition and fighting it.

8. The habit of blaming others for one’s mistakes, and accepting unfavorable circumstances as unavoidable.

9. Weakness of desire, due to the choice of motives that impel action.

10. Willingness to quit at the first sign of defeat.

11. Lack of organized plans, in writing, so you can analyze your thinking.

12. The habit of neglecting to move on ideas, or grab opportunity when it appears.

13. Wishing instead of willing.

14. The habit of compromising with poverty instead of aiming at riches.

15. Searching for all the short-cuts to riches, trying to get without giving a fair equivalent in effort.

16. Fear of criticism so you don’t create plans and put them into action.

As you think about these items, I challenge you to answer the core question Hill asked in his book: Can you imagine yourself as a millionaire?

And what would you need to do differently when you’re selling to achieve that?

►Learn More about Napoleon Hill at http://en.wikipedia.org/wiki/Napoleon_Hill

Atlanta Sales Training Courses-Sales Training Tips

2013-08-15T13:31:00.003-04:00

Sales training courses in Atlanta, GA, are provided by Thought Transformation. 20+ sales training classes that increase sales and help you out sale your competition. If you're near the Atlanta area and you're interested in our sales training programs, please call 1-770-846-3510

10 Sales Training Tips Of Persuasion

Sales professionals are masters of persuasion. Persuasion is a process. It requires rapport building skills, credibility, the ability to craft a logical argument and the eloquence to present it. Persuasion is not manipulation when it is based on mutual gain and ethical selling behaviors.
Use these ten tips in 2013 to help you become more persuasive and convince more buyers to say, "Yes, I'll buy.”

Establish credibility in the first meeting. Show buyers why they should trust and believe you.
Buyers are either open to new ideas or closed to them. To persuade a buyer, they must listen with an open mind. If their mind is closed, your first challenge is to open it.
Find common ground. By pointing out shared thinking and shared experiences, you demonstrate to the buyer you understand your point of view.
When the buyer talks, listen past the words for strong emotions. What does the buyer care about?
Ask opinion questions. We get the ammunition we need to persuade by looking below surface level facts and understand the thinking that underlies past decisions.
Tell stories. Stories interest prospects and customers. Design them so listeners draw the right conclusions. Stories help you persuade because buyers will always find their own conclusions more believable than any statement you can make.
Be likable. We are all more willing to accept the ideas of people we like.
Look at possible arguments from both sides. If the audience brings up a negative point, nod and say, "That's an excellent point. I considered it and . . .”
Provide evidence to prove benefits are real. Use testimonials, statistics and real life examples.
Fear stops people from taking action. Identify concerns. Alleviate risks.

Questions that Push a Buyer's Hot Button

2013-08-01T06:42:00.000-04:00

You’re calling on a brand new prospect named Bud. After 15 minutes, you’re concerned. Bud’s cordial enough as you ask questions, but you can tell he’s not engaged. His practiced answers come quickly. As Bud politely recites plain vanilla facts, his eyes stray to his computer monitor. Opportunity is slipping away. You need to do something!

You switch directions and ask, “Bud, your competitors are always complaining to us about productivity problems. Is low productivity a problem for you?”

Bud straightens and looks right at you. Tilting his head, his tone intensifies as he asks, “What do you mean?”

YOU JUST HIT A HOT BUTTON! Your question started Bud’s emotional engine. You’re haven't reached the destination, but you’re finally on the road.

Take a minute to think about the questions you ask.

What do potential customers complain about?
What important problems do you solve?
What unmet needs prompt a physical reaction, causing prospects to feel stress, discomfort, uncertainty, worry and doubt?
What fears lead to change?

To make a sale, buyers must be motivated to make a change. Motivation results from a prospect’s drive to resolve internal tension. Hot button questions start the buyer thinking about their situation and fulfilling unmet needs.

Hot button questions create opportunities. Here the challenge. Come up with three hot button questions that turn on the buyer’s emotional engine. In your next prospecting call, take the questions for a test drive. Find out what works and practice.

Good selling!

Thought Transformation offers sales training courses in the Atlanta area. 20+ sales training classes that'll increase sales and help you out sale the competition. Sales training programs in Atlanta, contact us now!

Self-Taught Training Learn sales training tips, techniques, and tactics from sales experts.

Sales Training Atlanta-Thought Transformation

2013-07-31T20:46:00.000-04:00

Atlanta-based, Thought Transformation, provides quality sales training to individuals and companies in the Atlanta area. Thought Transformation has provided affordable sales training to thousands of clients since 2004. Thought Transformation has served the Atlanta area for the past 9 years, gaining trust and respect within the last decade. Thought Transformation offers 20+ sales training sessions that will help you give you sales techniques and tools that last a lifetime.

Want To Make More Sales?

Looking for ideas and training to help you make sales? Are you struggling in your current programs? If you're not making sales, I know you're not making money. However, I have great news, we can help! If your new to marketing or your a 10 year veteran, our sales training is up-to-date sales knowledge that you can directly apply to your arsenal. Our sales training is fun, innovated, and state-of-the-art.

Make More Sales And Earn More Money With Higher Conversions

If you live in the Atlanta area and you're interested in our sales training, be sure to contact us by phone 1-770-846-3510 We have over 20 sales training courses that will properly teach you to make cold calls, generate leads, close sales, and much more. We provide affordable sales training to all level salespeople. With 9 years experience and thousands of happy clients, we're proudly the best sales training company in the Atlanta area.

Learn More About Thought Transformation

Contact Thought Transformation Now

Providing Sales Training In Atlanta Since 2004

Pushing Start on Emotional Engines to Drive Sales

2013-07-30T09:35:00.000-04:00

Has this ever happened to you? You sit down at your desk, ready to work. There’s a message from your boss in your email inbox that reads, “Congratulations. Your sales numbers were great last month. What do you think you’ll do this month?”

The message triggers a quick mental review of the opportunities in your pipeline. Not much there. Happiness vanishes and apprehension descends like a dark cloud. Your chest tightens and your heart, beating steady and slow a moment ago, thumps at twice its normal speed.

You’re feeling internal tension caused by unmet needs. To put it another way, you boss pushed start on an emotional engine. A moment ago, you were happy. Now you’re worried and far more motivated to call prospects than you were moments ago.

How do you motivate prospects to buy? What buttons should you push to start emotional engines that power more purchases?

In the next post, I’ll share my thoughts on how you can do a better job of asking questions to push start on emotional engines and get more selling opportunities.

Thought Transformation offers sales training programs in Atlanta and surrounding areas. Learn how to increase your sales and master any program or market. With 9 years of experience, we've helped thousands of people achieve their sales goals. Visit our website today!

How to Redirect a Conversation when Work Friends Whine

2013-07-25T05:30:00.000-04:00

When a friend at work complains, and you’re in no mood to join in, one smart strategy to handle the situation is:

· Let them talk for a minute or two.

· Acknowledge the complaint with a neutral line like, “I can see why that bothers you.”

· Follow the acknowledgement by asking, “What’s gone well for you lately?”

Complaints result from immediate feelings. Things go right and we’re happy. Things go wrong and we complain.

By redirecting thoughts to positive events, you redirect emotions in a positive direction as well.

BTW . . . redirection strategies also come in handy when you talk to customers and they start complaining. Good selling!

Sales Competition High? Learn How You Can Get Ahead

Sales Techniques, Tips, And Training

If you are new to sales, struggling to make sales, or have no sales training, Thought Transformation can help. Thought Transformation has helped thousands of people by providing affordable sales training courses. Thought Transformation delivers high quality sales training, giving you the knowledge and tools to make sales in any program. If you're interested in our sales training, please follow the link below. Thought Transformation offers 20+ sales training sessions!

Thought Transformation

If you have additional questions or want to learn how Thought Transformation can help you, please call Linda Bishop at 1-770-846-3510

Would You Please Stop Whining? Sales Training Session

2013-07-22T05:30:00.000-04:00

OMG . . . don't you get tired of selling coworkers who constantly complain. “The market is terrible. The company has quality problems. Prices are too high. Cold calling doesn’t work. The company should be doing more marketing to get quality leads.”

And it’s never the complainer's fault that they don't have any business. It's everybody else's.

Some salespeople are lucky. They have an office with a door, and they can close it to keep the complainer out. Other salespeople sit in a bullpen or in a cubicle. When a complainer corners you, there is nowhere to hide.

Listening to people complain when there is work to do is stressful, especially when you feel pressed for time. If you don’t have a strong relationship, you could nip the conversation off by politely stating you’re on a deadline to make a call or get information to a customer.

What do you do if the complainer is a friend, but you don’t have time—or you’re not in the mood to listen to depressing talk? Look for the next post to handle this situation.

Sales Training Tips And Techniques

Struggling to make sales? Thought Transformation's sales training will give you the proper tools and knowledge to learn how to start making sales. If you're not making sales or your new to the "sales" field, our sales training will have you making sales in no time!

Sales Tips Galore

2012-12-21T07:40:00.000-05:00

As 2012 comes to an end, I hope that this year has been profitable and that you've met your overall sales goal for the year. I will continue to offer my sales tips and tricks throughout 2013 in an effort to help you acheive sales success next year. If you currently only read the Sales Is Not For Sissies blog, consider these other outlets to receieve additional sales tips.

Self-Taught Sales - Thought Transformation's free, monthly newsletter. To sign up, visit ThoughtTransformation.com. (In the middle of the homepage there is a link to sign up.)

Twitter - Follow me for daily sales tips: @Linda_Bishop

Linda Bishop Online - Visit LindaBishopOnline.com for a plethora of great sales information including downloadable materials

TT Books - Visit TTBooks.biz to access Thought Transformation's online store with easy to read guides and booklets available for purchase.

We'll be back first thing next year with more tips to help you succeed!

Happy Holidays and Good Selling!
Linda

Online To-Do: December 2012

2012-12-19T06:03:00.000-05:00

I've said it before, and I'll say it again....Get on LinkedIn! Your online to-do for this month is to join LinkedIn and set up a profile. Try the free version to start and see how this online social network can help you connect with clients and prospects. If you're overwhelmed by the set up of the site and just don't know where to start, consider purchasing The Sales Pro's Guide to Using LinkedIn.

Good Selling!

Ten Selling Tips to Persuade People to Buy

2012-12-17T07:57:00.000-05:00

Establish credibility in the first meeting. Show buyers why they should trust and believe you.
Buyers are either open to new ideas or closed to them. To persuade a buyer, they must listen with an open mind. If their mind is closed, your first challenge is to open it.
Find common ground. By pointing out shared thinking and shared experiences, you demonstrate to the buyer you understand your point of view.
When the buyer talks, listen past the words for strong emotions. What does the buyer care about?
Ask opinion questions. We get the ammunition we need to persuade by looking below surface level facts and understand the thinking that underlies past decisions.
Tell stories. Stories interest prospects and customers. Design them so listeners draw the right conclusions. Stories help you persuade because buyers will always find their own conclusions more believable than any statement you can make.
Be likable. We are all more willing to accept the ideas of people we like.
Look at possible arguments from both sides. If the audience brings up a negative point, nod and say, "That's an excellent point. I considered it and . . .”
Provide evidence to prove benefits are real. Use testimonials, statistics and real life examples.
Fear stops people from taking action. Identify concerns. Alleviate risks.

The One Thing Everyone Wants to Buy (Rewind)

2012-12-14T07:45:00.000-05:00

This entry was originally posted in December 2010, but I thought it was worth reviewing once more as the content is still relevant today and can help you sell into 2013.

On Friday, November 5th, I arrived at the Atlanta airport by 6:35AM. I checked my bags by 6:40. At 6:45, I walked into the Brooks Brother Store near Delta’s check-in area. Before the clocked hit 7:00AM on the dial, I spent $198 for a gray suit jacket to expand my working wardrobe.

As I handed over my credit card, I didn’t worry about price or wonder if there was a better gray jacket to be found at another store. I was happy to spend the money because buying clothing at the airport at the crack of dawn saved me time.

We’re all short on time and we all want more of it. Even when buyers claim they need a low-priced option, most of them really mean they want the lowest acceptable price taking the least amount of time to find.

What does this mean for sales professionals?

It means all of us need a time-saving component in our selling scripts. “Customer, we save you time because . . ."
• We’re easy to deal with.
• We’re watching your back.
• We are experts at this.
• We eliminate problems.
• Customers get what they expected to get.
• Customers like the end-product.

More time is the one thing everyone wants to buy. Selling your time saving advantage helps you sell more.

Fill the Funnel - Opportunities

2012-12-12T07:27:00.000-05:00

Are Opportunities Turning Into Sales?

If a customer seriously considers you, you have two options. You can cross your fingers and passively wait to see if they decide to buy or you can take an active role and try to close the deal.

Closing is always the smarter approach. Opening a dialogue won’t always close the sale, but it’s a smart way to gather helpful information and knowing more helps you make more sales in the future. To turn more opportunities into sales, practice closing skills and take them to the next level.

The old saying, “Sales is a numbers game,” still holds true. By increasing the amount in the funnel at any stage, you improve the end result. If you put more in the funnel and improve selling skills, you will see a bigger boost because you increase the odds of converting prospects into customers.

Fill the Funnel - Smart Calls

2012-12-10T06:22:00.000-05:00

Are You Making Smart Sales Calls?
Once you determine the buyer is interested, the next stage is building a relationship and learning more about the customer’s needs. Salespeople build rapport by asking questions and listening to the answers, and furnishing information. Customers who like their salesperson and your product remain in the funnel. They represent real opportunities for sales.

If many potential customers enter the funnel, but few turn into opportunities, work on improving your team’s sales skills.

Fill the Funnel - Talking to Prospects

2012-12-07T07:18:00.000-05:00

Are You “Talking” to Enough Potential Customers Who Might Want to Buy?

If the market is big enough, potential customers are aware and your price is fair, and you still aren’t getting enough sales, the next step is to ask if you’re starting enough selling conversations to qualify leads.

Critical first conversations focus on learning if potential customers are interested in buying what you sell. In printing, many initial qualifying conversations start with cold calls. If that’s true at your company, then having the sales team smile and dial more often is one way to pour more into the funnel.

Marketing tactics such as advertising, direct mail, telemarketing, and trade shows are other ways to open selling conversations by raising awareness in your marketplace. These programs help to introduce your company to a large pool of potential customers and encourage customers to call you.

Fill the Funnel - Your Market

2012-12-05T07:14:00.000-05:00

If you’re looking to increase sales, take a new look at the sales funnel. The funnel concept survives because it’s simple and brilliant. Potential customers flow in at the top of the funnel and the process of qualifying prospects begins. Some leads progress down the funnel and turn into opportunities. Other leads decide they’re not interested and evaporate. The speed of progress depends on the urgency of the buyer’s needs and your team’s selling skills. Some opportunities turn into orders and cause dollars to drip out at the bottom of the funnel.

Do You Serve a Big Enough Market?

Customer needs, geographical reach, and your ability to create awareness all place practical limitations on the size of the market you serve. If you can’t reach customers, they won’t buy from you. Your ability to create awareness combines with the buyer’s willingness to consider you as a supplier. Those two factors set boundaries and limit your reach.

Awareness is critical when selling. Many people may need your offering, but unless they know you exist, they won’t consider buying it from you.

If there aren’t enough potential buyers in the area you reach and serve, you must expand your territory to pour more into the funnel. If there are plenty of local buyers, but too few know you exist, your problem is creating awareness.

Some companies have a tougher problem to solve. There are plenty of potential buyers and loads of them know you exist, but they still aren’t interested in purchasing. Then, the problem could be your value proposition. Simply put, your value proposition states the benefits the customer gets when they pay your price.

Customers believe a price is “fair” when they think rewards justify costs. When too few customers are willing to buy at your price point, you have two options. You can increase the number of benefits offered so they get more for their money. Or, you can reduce the price to fit expectations.

2013 Sales Goals

2012-12-03T07:00:00.000-05:00

As 2012 comes to a close, I want to spend this month reviewing how you can set and reach your sales goals in 2013. To start, consider the following:

The best goals are realistic, yet challenging. When you reach a goal you’re proud of what you accomplished. To decide if a goal is realistic, answer these questions and use the information as a guide.

How much did you sell in 2012?
How much do you want to sell in 2013?
Who were your customers in 2012?
How much did they buy?
How much do you project them to buy in 2013?
Estimate the gap. Goal-Total Sales Projected for 2013 from Current Customers=New Business
What does the average customer buy in the first year?
How many new customers do you need to reach your goal? New Business ÷ Average Value of a New Customer = No. of New Customers
Based on past experience, how many prospects do you need to talk to in order to get a customer? That is how many people you need to load into the top of the funnel, qualify and convert.