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< Challenge Yourself!!! Evaluate Your Selling Skills!
This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales.When is the last time you were evaluated for your skills - not your personality or potential? Be honest. How do you critique you? How do you identify your strengths and weaknesses in sales?This mini evaluation is designed to critique your skills regardless of what type of sales you are currently in. Although the product or service may change the selling process remains the same. CEO - United Sales Training (http://www.unitedsalestraining.com), 20 years as a Professional Sales Trainer, Recruiter, Sales and Marketing Manager, Consultant. Dedicated to the "keep it simple" approach. FOCUS: "Training programs designed to help women - tough enough for men."
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RELATED ARTICLES
Your Best Friend - The Phone We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled. Finally, you can't have a presentation until you make the infamous CALL to schedule the appointment. Why Are We All So Afraid? What can strike terror into the heart of even the most successful sales professional or entrepreneur? Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work? Have you ever sat through a movie and got to the point when you counted the minutes till its ending? Unfortunately, you can't speed it up or leave it for another show (although, some people do try switching movies). When long Web copy leaves your eyes glazing in that same way, what do you do? How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED There are several ways to get your information into the decision maker's hands. Hurrican Selling Styles As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane. The Wall of Defensiveness: 7 Ways to Tear It Down Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? Six Simple Steps for Getting More Applications When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying something to the effect of; Hello, my name is Jay Conners, and this is what I do, and this is why I am calling, would you be interested? No wonder I wasn't having any success. Telling the Value Story You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. You've just given the customer the price. They look at each other. He says, "Okay. Thanks for the quote. Well get back to you. Of course, we need time to think about it. It looks good. I've heard good things about you. So there's no need to worry. We never make a decision without thinking it over first." Save Your Breath: How To Sell In Trade Shows Without Pitching You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice. Building Relationships A conversation: A Quick and Simple Tip For Gaining Customers In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I'd like to talk about two of the more memorable vendors, and the simple technique that they used (perhaps unknowingly) which made them stand out in my memory. What Successful Sellers Know - Others Dont ... The Subtle Art of Closing Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent of the sales force make eighty percent of the sales and profitability. If I Wanted To Sell For A Living, I Would Of Majored In It In College By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I become a salesperson"? What is Lead Generation? Lead Generation is vital to all businesses. All companies try to attract new customers, and this is a kind of lead generation. Exporting to Europe: Not the Challenges You Think If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls ? until it's too late. I learned three lessons the hard way: appreciate the different cultures, understand the value of quality vs. speed, and know which foreign language is key to your business. Why I Hate (Most) Benefit Statements Benefits are what motivate people to purchase from you, right? 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