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arrow right Sales Language: Whats Wrong with But?

Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Here is one word that you'll want to avoid using as much as possible when you are selling and persuading. BUT Read the following sentences:

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arrow right How Do You Use Your Sales Commissions?

What do you do when you have a big sales week, month or quarter? What do the other salespeople you work with do with their money? Do you "reward" yourself? Do you "invest" in your future? As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems. Picture Cell Phones. Titanium Palm Pilots. Luxurious new clothes. Expensive lunches. Partying with our friends. We say

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arrow right Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the economy proving to us that business cycles still exist, spending has been cutback, many people have lost their jobs, and a lot of companies have simply gone out of business. In a year like this, every sales opportunity you get is a precious one. Tough times like these make for fierce competition. You and all of your competitors have been scrapping over a shrunken pie. This puts our buyers in a stronger position than before. Even though this may be true, don't let this turn a difficult year into a horrible one. You always have to use clear and sound judgement on every sales opportunity that you work. It is the second week of December as of this writing. Your December sales prospects should be telling you one thing right now -

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arrow right How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities.To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge. You have to know and understand yourself and your goals. You have to recognize and accept your weaknesses as well as your special talents. This requires a kind of personal honesty that not everyone is capable of exercising.In addition to knowing yourself, you must continue learning about people. Just as with yourself, you must be caring, forgiving and laudatory with others. In any sales effort, you must accept other people as they are, not as you would like for them to be. One of the most common faults of sales people is impatience when the prospective customer is slow to understand or make a decision. The successful salesperson handles these situations the same as he would if he were asking a girl for a date, or even applying for a new job.Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own capabilities and failings, and understand and care about the prospects you are calling upon.Our society is predicated upon selling, and all of us are selling something all the time. We move up or stand still in direct relation to our sales efforts. Everyone is included, whether we're attempting to be a friend to a co-worker, a neighbor, or selling multi-million dollar real estate projects. Accepting these facts will enable you to understand that there is no such thing as a born salesman. Indeed, in selling, we all begin at the same starting line, and we all have the same finish line as the goal - a successful sale.Most assuredly, anyone can sell anything to anybody. As a qualification to this statement, let us say that some things are easier to sell than others, and some people work harder at selling than others. But regardless of what you're selling, or even how you're attempting to sell it, the odds are in your favor. If you make your presentation to enough people, you'll find a buyer. The problem with most people seems to be in making contact - getting their sales presentation seen by, read by, or heard by enough people. But this really shouldn't be a problem, as we'll explain later. There is a problem of impatience, but this too can be harnessed to work in the salesperson's favor.We have established that we're all sales people in one way or another. So whether we're attempting to move up from forklift driver to warehouse manager, waitress to hostess, salesman to sales manager or from mail order dealer to president of the largest sales organization in the world, it's vitally important that we continue learning.Getting up out of bed in the morning; doing what has to be done in order to sell more units of your product; keeping records, updating your materials; planning the direction of further sales efforts; and all the while increasing your own knowledge---all this very definitely requires a great deal of personal motivation, discipline, and energy. But then the rewards can be beyond your wildest dreams, for make no mistake about it, the selling profession is the highest paid occupation in the world!Selling is challenging. It demands the utmost of your creativity and innovative thinking. The more success you want, and the more dedicated you are to achieving your goals, the more you'll sell. Hundreds of people the world over become millionaires each month through selling. Many of them were flat broke and unable to find a

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arrow right In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex? ______ If you respond the way most salespeople do ? you'll estimate 200, 400, 700, 1,000 etc. Remember this, if your answer ended with a zero ? you don't really know, do you? Your Rolodex, or contact management system, is one of your most important business assets. Not using it properly is a huge mistake and a big liability for you. Here are several ways to build your Rolodex. 1. First, get rid of your paper planners. This is 2004. Invest in an account management or data base management software. Check out ACT or File Maker Pro. 2. While you're getting rid of your paper planners you may want to invest in a good PDA like Palm or one of their competitors. 3. Don't treat anyone anonymously. Today's assistant could be tomorrow's decision-maker. 4. When adding contact information be sure you get all of it including: NameCompany NameStreet AddressCity, State ZIPTelephone number + extensionVoice mail number Fax numberE-mail addressWeb site Special interests Once you begin to build your data base (Rolodex) use it to promote your company, your products, and yourself. The more your customers and prospects hear from you the more they'll buy from you. Building your Rolodex is the ultimate in networking. Networking isn't easy, but it is very important. If networking was easy it would be called neteasying. Building your Rolodex takes time and will pay big dividends for you. How many names did you add to your Rolodex today?Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right Closing The Sale

Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge. Closing the sale, cinching the deal, tying up all the loose ends, and getting to a yes decision is an important skill in the selling process. Even getting a

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arrow right Three Types of Salespeople

"There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart. The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He relies on his instinct and counts on his intuition to carry the day. His days are fun filled and exciting, because he literally treats each sales call like an adventure. He's the Indiana Jones of selling, foot loose and fancy free, what ever that means. The second type is the professional. He also enjoys his work, for different reasons. He anticipates everything, especially the routines. He knows the routines given the opportunity to prepare in advance. For example, he handles recurring objections. He knows he'll get them over and over again, so he prepares in advance how he will deal with them. He plays with words, until he creates power phrases that work. Once prepared, he knows that to execute the delivery, he must practice what he has prepared. He records his power phrases into a recorder a plays them over and over until they are anchored. He treats sales calls as opportunities not as adventures. There are two types of salespeople and two different results. Each one follows a pattern, one is unstructured and one isn't. Each can be seen as a formula. One formula gets better results than the other. Here they are: I + I = I (instinct + intuition = improvisation) P + P = P (preparation + practice = professionalism) The secret to selling success is that there are no shortcuts, no quickies just plain old fashioned hard work. These are the formulas, you make the choices. One doesn't require much preparation. One pays better than the other. Remember this, you will never improvise as well as you can prepare. Also remember, your customers can usually tell the difference. You can become the best you can be, if you prepare and practice sufficiently.Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right 7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. When selling there are three principle things you can differentiate: You, your products, and your company. My observation is that most sales representatives do an adequate job of differentiating their products and their company. They neglect, however, to develop a personal brand. Before a customer considers buying your products, they must buy you. Here are seven ways to separate you from the competition: 1. Your appearance matters. Look the part because your appearance influences your image. You are walking billboard and how you look is what your prospects see first. Belts and shoes should be the same color. Shoes and shoe heels should be shined - every day. When it comes to your wardrobe buy less and spend more. 2. Prepare an effective e-mail signature. Your e-mail signature of course should include your name, a keyword a short phrase - describing your expertise, a telephone number, and your web site. Also periodically include a P.S. and a P.P.S. to emphasize new product introductions, special sales, and special events. In this way, every email provides a branding and promotional opportunity for you. 3. Getting people to return your telephone calls is challenging for everyone. Using a different approach can make all the difference in the world. Mike, a client, shared this with me and it's guaranteed to be different. If someone very important is not returning your telephone calls use this approach. Buy a coffee mug and print these words on the mug.

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arrow right When Youre In sales Always Aim Higher

Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. The sales training was scheduled the day after the company introduced a new product. This product has great features and outstanding benefits for their customers. The outside sales reps were given a goal to sell 25 units within the next 12 months. For the purpose of this newsletter and to maintain the privacy of the company they shall remain anonymous. I would like to share some of the thoughts I have on how to achieve consistent selling results. Here we go... Let's talk about the principles of GOAL SETTING. Most people think they have goals when they really only have dreams. There is a simple yet powerful goal setting model. It has five steps: 1. A true goal is in writing. Always has been, always will be. If it's not on paper it's not a goal. When you take a thought and put it to paper it becomes a goal. This is a bedrock principle to goal setting. Write it down! 2. Goals must be specific. If you're goal doesn't contain numbers, it's not specific enough. There's a huge difference between

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arrow right How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. So many people in and out of sales speak in generalities. It's really hard to pin them down for the details. If speaking in generalities comes so naturally to so many people - it has to be instinctive. In sales it's tempting to impress new and prospective customers. One of the ways salespeople do this is with their product and service presentations. These presentations often include references to the following: => How many products are in your product line?=> How many years your company has been in business?=> How many customers you have worked with.=> How much of your business is repeat business?=> How much of a discount you're planning to offer to get the business?=> How much your product improves productivity?=> How much your product reduces the cost of doing something? When the time is right to begin talking about your products you'd be a fool not talk about these things. But for some inexplicable reason salespeople usually follow a similar path. Let's review this list and see how salespeople tend to use all of the above during a sales presentation. => We have over 20,000 products in our product line.=> Our Company has been in business more than 30 years.=> Our customer database includes more than 30,000 customers.=> Last year more than 50% of our business came from existing customers.=> Because of the quantity you're buying I'm delighted to offer you a 20% discount. => Our product will improve your department's productivity at least 20%.=> Our product will reduce the operating costs for this project by more than 10%. Do you notice what all these statements have in common? All of the numbers cited end in a zero. Zeros seldom add credibility. In fact, they detract from it. Salespeople tend to feel more secure when they're not pinned down by the specifics. Generalities make you feel good, but they don't make you sound good. It takes a great deal of self-discipline and determination to speak with any degree of specificity. Here's an example that has repeated itself many times.Whenever I conduct an on-site sales training program (usually one-half day) I always provide the decision-maker, because he's usually the one who introduces me, with a prepared introduction. It's exactly what I want him to say and it also takes the pressure off him to improvise something at the last minute. The last three lines of my introduction are:-- He has worked with 458 different organizations.-- Last year 68% of his business was repeat business.-- Jim Meisenheimer, Inc. has achieved 16 consecutive years of increased sales and profitability. All the introducer has to do is read the introduction.Here's how the last three lines are often delivered. He has worked with over 400 different organizations. Last year more than 60% of his business was repeat business.Jim Meisenheimer, Inc. has increased sales every year he's been in business. Ironically, even with a written script the generalities come bubbling to the surface. Let's try it one more time and see if you can sense the difference. => We have 21,973 products in our product line as of July 1st.=> Our Company has been in business 33 years.=> Our customer database includes 32,877 customers.=> Last year 57.5% of our business came from existing customers.=> Because of the quantity you're buying I'm delighted to offer you a savings of $785.34. => Our product improved ABC Customer's productivity by 23.6%.=> Our product reduced the operating costs for XYZ by 12.7%. Okay, let's wrap it up. Think about these five questions. 1. Do you want to get someone's attention?2. Do you want to create the impression that you've done your homework?3. Do you want to build credibility throughout your sales presentation?4. Do you want to differentiate yourself from your competition?5. Do you want to increase your sales? You can do all of these things and more if you trade-in your generalities for more specifics. Specifics are more credible and believable than generalities. Simply stated, you'll become more believable and credible as soon as you become more specific.Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? It takes . . . Uniqueness. Being boring, bland, and benign is out. Being different is your first step to being better. If you're different and you're better, you'll be remembered. Type INC. after your name. For example, Jim Meisenheimer Inc. Don't view yourself as a person. Think of yourself as a brand or even as a company. How are you positioning yourself? When your customers think of you, how do they think of you? Create a list of ten things that make you different from your competition. If this is a tough exercise for you, you should invest some strategic thinking time. Blending in is out, standing out is in. It takes . . . Passion. Why do so few people really get excited about their work. How many times a day do you meet someone whose eyes sparkle as they are going about their work? Too many salespeople put their presentations into cruise control and expect the product to sell itself. People buy from salespeople who really believe in their products/services. Passion is a small intangible quality that has a big influence on how you are perceived. Put on smile on your face, angle your chin up, focus on your customer, speak enthusiastically and go about your business energetically and you'll become passionate. If you combine equal parts of preparation and product knowledge with a splash of passion you'll take it to the next level. It takes . . . Discipline. Every presentation can benefit from a little spit and polish once in a while. Don't get complacent about anything. Success comes from order more often than it does from chaos. Develop a system for getting things done. Have a system for planning your day, planning your calls and planning for your territory. Discipline takes time and effort. Discipline is not being rigid, it's being in control as we work in chaotic and reactive environments. The choice is simple. Are you in control - or out of control? It takes nothing to be out of control. It takes discipline to be in control. It takes . . . Time. You can't rush success. Success is not something you start with. It's something you hope to achieve. The bigger the challenge, the longer it takes to get there. Most folks view success as the destination instead of the journey. Enjoy the ride and make time to smell the roses along the way. Speaking of dictionaries, obliterate these words from your personal dictionary immediately ? can't, impossible, commodity, and discount. In sales, language is power. Avoid using words that weaken your presentation and lessen your selling power. How you think is everything. If you don't already have one, keep working on your DO WHATEVER IT TAKES attitude.Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

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arrow right How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?"1. Did you achieve all of your personal goals in 2004?2. Did you achieve all of your professional goals in 2004?3. Did you have double-digit sales growth in 2004?4. Are you expecting to achieve double-digit growth during 2005?5. If not why not? (You'll need some QUIETIME for this one)If the skills you used during 2004 weren't sufficient to enable you to over achieve your sales plan what makes you think last year's selling skills will enable you to achieve your sales plan during 2005?What's needed is some radical thinking - let me explain. One of the best ways to outfox the competition is to stop thinking like them. For example, you might want to consider Christopher Columbus (1451 - 1506) as a role model. Back in those days - sailors sailed close to the coastline. Rumor has it that the deck hands on those early ships used to panic whenever they lost sight of the coastline. Naturally they feared for their lives because they believed, they all believed that the world was flat.During the 1400's all of those ship's captains literally hugged the coastlines of Europe - the man who was credited with discovering America chose courage, vision, and optimism when he steered his ships perpendicular to the coastline in his quest to discover the New World.In his new book,

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arrow right The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things happen - not to let things happen. Let me explain.You can speed up the selling process and decrease the selling cycle time when you have a written game plan. Your game plan should include three key elements. These elements are your objectives, the strategies, and your tactics.Your objectives and for these priority accounts should include what you want to sell, how much you want to sell, and when you want to sell it by. The

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arrow right Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship.In a recent survey conducted by Target Marketing Systems, Inc. they listed fourteen criteria that indicate how effective a first meeting is likely to be. Here are four of the factors, not in order of priority, with some of my observations.Listens before giving solutions - If you're not listening carefully, you're probably not asking good questions. Some salespeople have all the answers before they ask the questions. Avoid the trap of talking too much, especially during first call. Try to get the customer talking for at least 75% of the time you spend together during the first call. Don't talk about your products before your customer talks about his business.Has knowledge of industry - Do your homework before you make the sales call. It's never been easier and quicker to do homework. Using the internet makes this not only a practical step but an easy one. If you don't want to come across as a master of nothing, don't skip the homework.Communicates value - Consider this. If you're not communicating value, you be communicating something else. Daaaaaa! Probably the wrong stuff. Be wary of aggressive gruffiness. Don't come on too strong. If your selling style happens to be direct, be careful it's not interpreted as "in your face." Avoid being too loud, inarticulate, rambling, and closing too early and too often. Sometimes, the best way to communicate value is to take a genuine interest in the customer and his business.Structures agenda for meeting - Every sales call warrants specific objectives. Having a purpose for the call sends a powerful message to the potential customer. Organization is a small thing if you have it. It's a big thing if you don't and you're disorganized. Make sure your briefcase can pass muster. Your notebook can signal professional or shout amateur depending how it looks and how you use it. Rehearsing your opening approach can really be a confidence booster.If your potential customer sees you as a predator it's because you're missing the qualities that professionals rely on. Haste not only makes waste, it creates the wrong image for you. If you're prepared, personable, punctual, and professional, you'll never be mistaken for a predator.Your potential customers don't want to be preyed upon, they want to be helped and will be if you offer the professional touch on every sales call.Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com

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arrow right How To Give Your Sales Job A Strategic Tune-up

In happens every year in June.Six months down and six months to go. What will you do differently during the second half of the year to improve your selling results? If you don't take time to think about what you'll do differently, you may not do anything different. Now that's okay if you're happy with your year to date results. If however you'd like to do more during the second half of this year you'd better think about making some changes now.One of the keys to raising the bar is effective sales planning. For most of us selling is fun and planning is not. Remember that selling success doesn't come from doing what everyone else is doing. The most successful salespeople do the things that few salespeople take an interest in doing. There are two requirements for planning. First set aside some quiet time for creative thinking. Second, be sure to put your thoughts on paper.At least once a year professional salespeople should dedicate a minimum of one-day to strategically think about their businesses. Don't be too quick to say you're already doing it. Most sales reps acknowledge they think about their territories and customers daily. When pressed however most will admit they don't have time to creatively think about blue sky scenarios that may happen a year from now. If you can't devote one solid day for unrestrained creative thinking, don't think about aiming for the stars. Your best bet is to wait for a shooting star to come your way.Begin your planning process with these six critical questions. Direct these questions at your business, your territory, your accounts, your customers, and naturally your competitors. These questions will raise more questions and you should consider this process a success if you end up with more questions than answers. Here are the six questions.1. Where are you are now? Where are you now relative to your sales results and selling skills? How's your performance? What's your relative rank within your region and within your company? What kind of overall growth do you have in your territory and in your top-10 accounts? Where are your competitors making inroads in your accounts? How well are you managing your time in your territory? What are your biggest challenges and best opportunities for growth?2. Where are you headed if you don't change anything? What's the implication for you if you don't acquire new skills? What happens to your overall performance next year if you don't make up the loss of your second-largest customer? How will your customers react to a strategy that is really based on a

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