Many salespeople cannot meet or surpass sales targets because they do not have the self confidence to ask for the sale. Many fear the feeling of objections and being unable to turn around the objections they face.
Self confidence is very important to be successful in sales. It seems to be one of those areas that people believe "you just have it, or you don't". many people think that you are either a natural, are born talented or you are incapable. However, my belief is that whatever one peson can do, another person can do it too! I also believe that what human have yet to accomplish, can be realised through ingenuity and persistence.
Self-confidence is:
1. A feeling that one can accomplish what one sets out to do
2. The state of being certain
3. Trust of faith in one's abilities
When a person says, "I lack the self confidence to close that sale", what is he or she really saying? He is really saying that he is not certain or that he lacks trust of faith. So how does one achieve self-confidence?
- One has to have trust and faith that one is capable.
- Create results in advance by envisioning your desired goal or outcome, and then detail out a specific plan of exactly how you will get there.
- Model after someone who is already successful. Because if someone has done it, then so can you. Once you have found the right people to copy, find out what they believe about themselves and their success. Adopt their beliefs or pretend that you believe the same thing. Do this until you become the success you want to be. Pretend long enough and it will be in you. You will realise the you are no longer pretending. you actually believe the same things that successful people do because you are one of them.
Sometimes, just by having the confidence alone sells...
To your success!
Andy. P
www.elitecloser.com
Tuesday, January 22, 2008
Saturday, January 12, 2008
4 Basic Personality Types
As a sales professional, we meet, speak, sell to many different types of people everyday. None of them have the same decision making process, thinking or character. In order for you to become a better closer, you need to understand the differenet personality types and to understand how do they make decisions.
I am a certified psychometrist and have been through few training how to deal with different people. I would like to share with you some simple personality types of customers you will face.
Once you have understand the different distinct types, you are able to place your customers in the category they belong to and respond better to them.
1. Dominants (D)
These are the people who has high control desire and independence. In negotiations, they tend to keep information to themselves, identify the other person's weakness and exploit that weakness for personal gain. they focus on the bottom line, which to them is winning. Dominants want to make their own conclusion or decisions instead of being led to it. They tend to talk more than they listen.
2. Influencers (I)
Influencers are very much like Dominants. They are assertive and have a need for autonomy. However, they are "softer" and have a great need for recognition and acceptance. They love to talk and will provide a great deal of information about their needs. They do not try to win at your expense because of their need to be liked. In negotiations, they rely very much on gut feel and impulsive decisions, which sometimes sours their long term satisfaction with a deal. They, more than the other 3 types in this list are susceptible to buyer's remorse.
3. Steady Relaters (S)
Steady Relaters want to maintain working relationships and aviod conflicts as much as possible and at all costs. They control their negative emotions so as not to offend people. Like Influencers, they have a need to be liked and to build relationships. However, they are far less assertive and impulsive. because change make them feel uncomfortable, they are usually more skeptical about new ideas, products and proceures. They do make decisions. But, these decisions tend to be abit too long to wait.
4. Compliants (C)
Compliants are risk averse and moticated by security. They are the people who needs to know everything about the product or services they are considering to buy. Because of their great need of protection and their underlying insecurity, they continually seek reassurance that they are doing the right stuffs. They focus on details, making sure everything works the way it should and do not like surprises. They make their decisions slowly and systematically, weighing all criteria. Because of their insecurity and reassurance, they will ask for more inforamtion during the sales call than the Dominants or Influencers.
Now that you know the 4 types of personality. It is time to remember them and learn to learn with different personality types when you are doing a sales call, attending a sales meeting or doing a sales presentation.
Check out my personal website www.elitecloser.com to get more ideas, tips and advice about selling. You can even grab your FREE ebook there.
Alternatively, you can also submit your email at the top left of this blog for me to send you my ebook.
I am a certified psychometrist and have been through few training how to deal with different people. I would like to share with you some simple personality types of customers you will face.
Once you have understand the different distinct types, you are able to place your customers in the category they belong to and respond better to them.
1. Dominants (D)
These are the people who has high control desire and independence. In negotiations, they tend to keep information to themselves, identify the other person's weakness and exploit that weakness for personal gain. they focus on the bottom line, which to them is winning. Dominants want to make their own conclusion or decisions instead of being led to it. They tend to talk more than they listen.
2. Influencers (I)
Influencers are very much like Dominants. They are assertive and have a need for autonomy. However, they are "softer" and have a great need for recognition and acceptance. They love to talk and will provide a great deal of information about their needs. They do not try to win at your expense because of their need to be liked. In negotiations, they rely very much on gut feel and impulsive decisions, which sometimes sours their long term satisfaction with a deal. They, more than the other 3 types in this list are susceptible to buyer's remorse.
3. Steady Relaters (S)
Steady Relaters want to maintain working relationships and aviod conflicts as much as possible and at all costs. They control their negative emotions so as not to offend people. Like Influencers, they have a need to be liked and to build relationships. However, they are far less assertive and impulsive. because change make them feel uncomfortable, they are usually more skeptical about new ideas, products and proceures. They do make decisions. But, these decisions tend to be abit too long to wait.
4. Compliants (C)
Compliants are risk averse and moticated by security. They are the people who needs to know everything about the product or services they are considering to buy. Because of their great need of protection and their underlying insecurity, they continually seek reassurance that they are doing the right stuffs. They focus on details, making sure everything works the way it should and do not like surprises. They make their decisions slowly and systematically, weighing all criteria. Because of their insecurity and reassurance, they will ask for more inforamtion during the sales call than the Dominants or Influencers.
Now that you know the 4 types of personality. It is time to remember them and learn to learn with different personality types when you are doing a sales call, attending a sales meeting or doing a sales presentation.
Check out my personal website www.elitecloser.com to get more ideas, tips and advice about selling. You can even grab your FREE ebook there.
Alternatively, you can also submit your email at the top left of this blog for me to send you my ebook.
Friday, January 11, 2008
A Salesperson's GIFTS
Are you using all the G.I.F.T.S that the higher power has given to you? When I ask most sales people, the almost immediate answer I have is, No. They often tell me that they don’t even know what are G.I.F.T.S.
So how does a person use his or her G.I.F.T.S to instantly create more sales? Here, let me present to you, the G.I.F.T.S of a salesperson.
G = Greed
This is one the few that almost all of us know how to use. To use greed is to throw in as many FREE or CHEAP bonuses as possible.
“If you were to buy/register/sign up now, you will get bonus 1, bonus 2, this and that and all of this are worth more than $XXXX.”
I = Indifference
Not many people will agree with me when I tell them to use Indifference. Most of them will tell me that this will allow customers to have an option to say no. But, let me ask you, how many of you like to be sold and let the salesperson make all the decisions for you? I believe less than 5% of the population in the world will like this idea.
Therefore, I use Indifference in almost all of my sales pitch and it works perfectly fine. All I need to add in my pitch is, “It is up to you. In fact, you have nothing to lose but everything to gain.” After mentioning this and adding some selling points, I would proceed to perform another test close.
F = Fear Of Loss
Fear of Loss is one of the commonly used GIFTS by salespeople and marketers. You must have heard of people telling you that this offer is only for today and you will not get the same offer the next day.
Sounds familiar? That is Fear Of Loss. Alternatively, you can also use terms like, “I only have 2 more sets left” or anything similar. Just need to let the customer feel that they will be losing out something if they do not take action today.
T = Theory Of Jones
This theory of Jones is one way to give assurance to customers who are almost buying but still hesitating. Use this to turn around negatives and objections. It is a wonderful tool that sales people can use.
“I understand that concern of yours. In fact, 90% or my clients have this concern initially when I spoke to them. However, like I have mentioned…”
Use someone that the client knows or see to make him or her feel comfortable. “Before Bill got this product, he asked me the same question too and I will let you know what I told him.”
S = Sense Of Urgency
Use sense of urgency by showing excitement in your body language and the speed you speak. Do not speak too fast though. Just imagine a salesperson talking to you in a monotone and slowly. What will you do? For me, I will be totally uninterested and cut him off.
Do you want to be cut off or bored people? If not, show more interest in your product and speak with excitement. Selling is about transferring emotions.
Find out out more sales tips at my webby at www.elitecloser.com. I will give you another gift for you to increase sales revenue and make selling easier.
Happy Selling!
Andy P.
elitecloser.com
So how does a person use his or her G.I.F.T.S to instantly create more sales? Here, let me present to you, the G.I.F.T.S of a salesperson.
G = Greed
This is one the few that almost all of us know how to use. To use greed is to throw in as many FREE or CHEAP bonuses as possible.
“If you were to buy/register/sign up now, you will get bonus 1, bonus 2, this and that and all of this are worth more than $XXXX.”
I = Indifference
Not many people will agree with me when I tell them to use Indifference. Most of them will tell me that this will allow customers to have an option to say no. But, let me ask you, how many of you like to be sold and let the salesperson make all the decisions for you? I believe less than 5% of the population in the world will like this idea.
Therefore, I use Indifference in almost all of my sales pitch and it works perfectly fine. All I need to add in my pitch is, “It is up to you. In fact, you have nothing to lose but everything to gain.” After mentioning this and adding some selling points, I would proceed to perform another test close.
F = Fear Of Loss
Fear of Loss is one of the commonly used GIFTS by salespeople and marketers. You must have heard of people telling you that this offer is only for today and you will not get the same offer the next day.
Sounds familiar? That is Fear Of Loss. Alternatively, you can also use terms like, “I only have 2 more sets left” or anything similar. Just need to let the customer feel that they will be losing out something if they do not take action today.
T = Theory Of Jones
This theory of Jones is one way to give assurance to customers who are almost buying but still hesitating. Use this to turn around negatives and objections. It is a wonderful tool that sales people can use.
“I understand that concern of yours. In fact, 90% or my clients have this concern initially when I spoke to them. However, like I have mentioned…”
Use someone that the client knows or see to make him or her feel comfortable. “Before Bill got this product, he asked me the same question too and I will let you know what I told him.”
S = Sense Of Urgency
Use sense of urgency by showing excitement in your body language and the speed you speak. Do not speak too fast though. Just imagine a salesperson talking to you in a monotone and slowly. What will you do? For me, I will be totally uninterested and cut him off.
Do you want to be cut off or bored people? If not, show more interest in your product and speak with excitement. Selling is about transferring emotions.
Find out out more sales tips at my webby at www.elitecloser.com. I will give you another gift for you to increase sales revenue and make selling easier.
Happy Selling!
Andy P.
elitecloser.com
Tuesday, January 8, 2008
15 Ways To Warm Up To Cold Calling
It is exciting to pick up the telephone to call buyers who are waiting to hear from you. We bet you could make these calls all day, everyday, and with your eyes closed. You don’t need advice to help you with this seller’s dream. You do need this list for the kind of prospecting most salespeople would rather not do, cold calling. Some salespeople see an impending cold call as a threat to their self-esteem; others see it as an opportunity to make money. Look for at least one idea in this list to help you overcome your reluctance to make cold calls, and turn threats into opportunities.
1. Recognize that you will need to make some finite number of dead-end calls before the next positive response
You have no idea what that number is. It might be one, this next call. Or it might be 50, and this next call will reduce the number to 49. Either way, you are always getting nearer to a good response or Yes. So pick up the phone and make that call.
2. Build rewards into your day for achieving milestones
Once you achieve each milestone like making 25 calls, do something that you like to reward yourself. Whether it is reading the favorite section of the newspaper, go out for some ice cream or call up a friend to plan your weekend.
3. When the last call was a real bummer, use a prescribed routine to get beyond it
Maybe it is a cup of coffee, reading a page in a favorite book, going outside for fresh air, or a few moments of prayer. Get back to the phone within 15 minutes.
4. View the next call as your first call of the day
Even though it may be 3 pm, assume you have made no calls yet today. Imagine the one coming up is your first. Be as fresh and energetic as you were at the start of the day.
5. View the next call as the one that will decide whether you can pay your bills
Be sure to call this person who is waiting to put money in your pocket.
6. View the next call as an opportunity to help someone solve a problem
You have got a great job. Your job allows you to help people relieve their pain. Get busy so that you can find someone who needs you and your product.
7. Practice positive mental imaging
Try this sequence:
Close your eyes
Take a deep breath
Relax your body
Picture in your mind the smile that was on your face when the last buyer accepted your proposal
Exhale slowly keeping this picture in your mind
Put that same smile on your face
8. Recall your favorite positive affirmations
Woody Allen said, “Eighty percent of success is simply showing up.” General George S. Patton said, “I don’t measure a man by how high he climbs but by what he does after he falls down.”
9. Picture your competitor sitting at a phone about to dial that number
Don’t wait another second. Your competitor has this buyer in mind too. And if you don’t dial the number, your competitor may dial the number faster than you do and get the sale.
10. Think about the cold calls that resulted in meetings and in sales
You have got rejections, but you also have successes. Think about the cold calls that confirmed your belief in yourself and the product.
11. Next to your telephone, post the running total of the sale volume that’s resulted from cold calls
Calculate the sales you have generated throughout your career that can be traced to an initial phone call. Keep that number next to your telephone and tell yourself that you are going to increase the number. Pump it up every time you have another success.
12. Post your current year sales to date and current year sales goal
Successful salespeople have vivid and specific goals. Stop focusing on your reluctance to call and start focusing on the likelihood this call will get you closer to your goal. When it does, update your numbers. What you focus is what you will achieve. Focus on that numbers you want to achieve and the reasons why you want to achieve that numbers.
13. Hone your appointments-getting skills
Become so good with the tactics to get through the gatekeepers and setting appointments so that you can speak to more buyers and set more appointments. More appointments is equivalent to having more opportunities to close a deal
14. Stop trying to change the rules of the game
Don’t kid yourself. Selling is a number game. The faster and the more people you speak to will bring you to a nearer Yes. Do not even try to change the rules. You cannot beat the natural law.
15. Imagine that you are only paid for your performance. You make money only when you make a sale or keep a current customer happy
Do not be complacent just because you have a basic salary. Try imagining that you are only paid for what you closed. Try to live on only your commission and take that basic salary of yours as a bonus.
Andy.P
www.elitecloser.com
1. Recognize that you will need to make some finite number of dead-end calls before the next positive response
You have no idea what that number is. It might be one, this next call. Or it might be 50, and this next call will reduce the number to 49. Either way, you are always getting nearer to a good response or Yes. So pick up the phone and make that call.
2. Build rewards into your day for achieving milestones
Once you achieve each milestone like making 25 calls, do something that you like to reward yourself. Whether it is reading the favorite section of the newspaper, go out for some ice cream or call up a friend to plan your weekend.
3. When the last call was a real bummer, use a prescribed routine to get beyond it
Maybe it is a cup of coffee, reading a page in a favorite book, going outside for fresh air, or a few moments of prayer. Get back to the phone within 15 minutes.
4. View the next call as your first call of the day
Even though it may be 3 pm, assume you have made no calls yet today. Imagine the one coming up is your first. Be as fresh and energetic as you were at the start of the day.
5. View the next call as the one that will decide whether you can pay your bills
Be sure to call this person who is waiting to put money in your pocket.
6. View the next call as an opportunity to help someone solve a problem
You have got a great job. Your job allows you to help people relieve their pain. Get busy so that you can find someone who needs you and your product.
7. Practice positive mental imaging
Try this sequence:
Close your eyes
Take a deep breath
Relax your body
Picture in your mind the smile that was on your face when the last buyer accepted your proposal
Exhale slowly keeping this picture in your mind
Put that same smile on your face
8. Recall your favorite positive affirmations
Woody Allen said, “Eighty percent of success is simply showing up.” General George S. Patton said, “I don’t measure a man by how high he climbs but by what he does after he falls down.”
9. Picture your competitor sitting at a phone about to dial that number
Don’t wait another second. Your competitor has this buyer in mind too. And if you don’t dial the number, your competitor may dial the number faster than you do and get the sale.
10. Think about the cold calls that resulted in meetings and in sales
You have got rejections, but you also have successes. Think about the cold calls that confirmed your belief in yourself and the product.
11. Next to your telephone, post the running total of the sale volume that’s resulted from cold calls
Calculate the sales you have generated throughout your career that can be traced to an initial phone call. Keep that number next to your telephone and tell yourself that you are going to increase the number. Pump it up every time you have another success.
12. Post your current year sales to date and current year sales goal
Successful salespeople have vivid and specific goals. Stop focusing on your reluctance to call and start focusing on the likelihood this call will get you closer to your goal. When it does, update your numbers. What you focus is what you will achieve. Focus on that numbers you want to achieve and the reasons why you want to achieve that numbers.
13. Hone your appointments-getting skills
Become so good with the tactics to get through the gatekeepers and setting appointments so that you can speak to more buyers and set more appointments. More appointments is equivalent to having more opportunities to close a deal
14. Stop trying to change the rules of the game
Don’t kid yourself. Selling is a number game. The faster and the more people you speak to will bring you to a nearer Yes. Do not even try to change the rules. You cannot beat the natural law.
15. Imagine that you are only paid for your performance. You make money only when you make a sale or keep a current customer happy
Do not be complacent just because you have a basic salary. Try imagining that you are only paid for what you closed. Try to live on only your commission and take that basic salary of yours as a bonus.
Andy.P
www.elitecloser.com
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