Your Begining To Sales Success…
On the 10th to the 13th of September 2010 I will be training over 120 people at the 9th Annual First Class Brands International Conference at the Marriott Hotel in Hyde Park, Sydney, Australia.
One of the reasons that I love to train so many business owners and sales professionals is that I can educate them on how to increase sales performance and become more successful in sales.
The sales material I teach are based on Mr. Brian Tracy’s principles that have been researched and proven over 30 years. One of Brian’s programs that I use for our Certificate III and IV in sales is base on over 50,000 interviews where the researchers video tape how the sales person tries to sell to a prospect and how the prospect either buys or rejects the sales person.
What most business owners and sales professionals don’t understand is that selling is profession.
YES that’s RIGHT!!!
To succeed in today’s market you must take a logical approach in selling.
You must learn the sequence of events used by the top sales professionals.
Focusing on resolving problems and customer concerns is critical.
You must answer all their questions before a sale can be made.
To sell at your best you must plan the parts and stages of the sale in advance.
You begin by asking yourself what does your service or product DO?
Most business owners and sales professionals talk about what their service or product IS.
Prospects don’t care what you product or service IS they only care what it will DO for them.
Next you must ask yourself what problems does your product or service SOLVE?
Prospects only buy solutions to PROBLEMS.
Your job is to position yourself as an expert / advisor and become a PROBLEM SEEKER.
This is the beginning to your success in sales.
Kind regards Mark Garbelotto – Master Brian Tracy International Trainer
Up skill you sales team using Commonwealth Incentive funding
Recently I helped a company get $96,000 in Commonwealth Incentive funding to up skill their sales team.
If you are considering sales training your company may be eligible to receive $4000 per sales person.
If you would like to know how much Commonwealth Incentive funding your company may be eligible please call me directly on 1300 795 129 or email me at mark@briantracy.net.au as your company may be missing out on thousands of dollars in funding to up skill your sales team.
Kind regards
Mark Garbelotto
Listening Wins Sales
There are books, articles and multi-day courses on listening. There are audio/video-learning programs that include hours of instruction and a variety of exercises. They are all valuable and helpful, but what they teach can be distilled down into a key skill. Your mastery of these skills, through discipline and practice, is all you need to become an excellent listener, with all that that entails.
Listen Attentively When Others Speak
The best listening skill is to listen attentively. Lean forward; face the prospect directly rather than at an angle. Focus your attention on the prospects face, on his or her mouth and eyes.
Hang On Every Word
Listen without interruption. Listen as though you were hanging on every word the prospect was saying. Listen as if the prospects were about to give you the winning lottery number and you would only hear it once. Listen as if this were a million dollar prospect who was just on the verge of giving you a major order. Listen as if there were no one else in the world to whom you would rather listen at this moment than this prospect, and to what this prospect is saying.
The Most Important Skill of All
The ability to pay close, uninterrupted attention to a person when he is speaking is the primary listening skill. It is the hardest facility to develop and is simultaneously the most important of all. It requires continuous practice and discipline. And it's not easy. It is hard to keep your thoughts from wandering, but the payoff is tremendous.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, imagine that your customer is the most fascinating person in the world. Hang on every word as if he was about to place a million dollar order.
Lastly, lean forward when your customer speaks. Nod, smile, agree and be both active and involved. Listening builds sales relationships.
By: Brian Tracy
Partnering For Profit
The way you can stand out from your competitors is for you to position your self as a business part ner, always looking for ways to improve your customer's business.
Help Your Customer's Business
When you deal with a business person, you can be sure of one thing: that person thinks about his business day and night. It is very close to him. It is dear to his heart. And if you come in and talk to him and ask him questions about his business, looking for ways to help him run his business better, the customer is going to warm up to you and want to be associated with you and your company.
Differentiate Your self from Your Competitors
As a part ner, you should always be looking to help your customer to cut costs and improve results in his or her area of resp onsibility. You should look for ways to help your customer in non-business areas as well. You should position your self as someone who cares more about the success of your customer than anything else, even more than you care about selling your product or service. This approach to partnering in profit with your customer is a key way to differentiate your self and to keep your customer for the indefinite future.
Practice the Reciprocity Principle
There is a principle of reciprocity in business that is very powerful. It is simply this: If you do something nice for someone else, they will feel obligated to do something nice for you. You should be looking for opportunities to go the extra mile, to do more than you are p aid for, to put in more than you take out. By extending your self, you improve your positioning in the customer's mind and increasingly differentiate your self and your company from your competitors who are after the same business. If you do this long enough and strong enough, you will eventually develop the partnership to the point where your competitors don't have a chance against you.
Action Ex ercises
Here are two things you can do immediately to put these ideas into action.
First, think about how you can help your customer's customer with your product or service. Take time to understand how your customer uses your product to do his business better.
Second, focus on increasing your customer's profits and fin ancial results. Show your customer that doing business with you is both satisfying and profit able in the long run.
By Brian Tracy
Attention Employed Sales Professionals
Did you know that your employer may be eligible to receive $4000 per sales person in Commonwealth incentive traineeships to up skill employed sales professionals.
This means that if you or any of your sales team does not have a national accredited qualification in sales your company may be eligible to receive $4000 per person to attend our sales training. We are running the national accredited SIR30307 Certificate III in wholesales training workshop on the 26th and 27th of August 2010.
If you would like to know more about this please feel free to call me directly on 1300 795 129.
Kind regards
Mark Garbelotto
Perverse Motivation.
By Brian Tracy
Everyone likes to buy, but no one wants to be sold. People don’t like to feel that they are the recipients or the victims of a sales presentation. Most customers are independent in their thinking, and they don’t like to think that they are being manipulated, pressured, or coerced into doing anything. They like to feel as though they are making up their own minds based on good information that has been presented to them.
Sales Helper
The best salesperson is perceived as a helper who assists prospects in getting what they want and need. Remember, it is the perception of the customers that, more than anything else determines how the customer behaves toward a salesperson. You must do everything possible to appear to be helping rather than selling.
Salespeople are Teachers
Top salespeople are teachers who show their customers how products and services work to satisfy their needs. The more you are perceived as a teacher, the more likely it is that you will also be perceived as a consultant or an advisor. You will be seen as a trusted counselor who can be depended upon to help customers get what they want by means of the product or service that you are selling.
If ever your customers feel, even for a moment, that you are trying to sell them into buying something, they will instantly resist and withdraw. The most important part of selling is the quality of the trust bond that exists between you and your customers. You can’t afford to do anything that threatens that trust bond. It is important that the customer feels that they are being informed about something that will benefit them, rather than feel pressured to buy a product that is being pushed upon them.
Design PresentationDesign your presentation in such a way that you are always showing, explaining, and asking questions to assure agreement and understanding. See yourself as a teacher with a willing and able student, eager to learn.
Action ExerciseThink of yourself as a teacher and your sales presentation as a "lesson plan." Always begin your presentation with agreement on the value or benefit that the customer seeks that your product or service can deliver.
