In today’s economy, more than ever, sales professionals must be in control of the sales process. You will not succeed in our ever changing economy, if you do not fully grasp the enhanced sales process. Do you follow a sales process? Congratulations if you answer “yes” and actually commit to a sales process. Evidently, you [...]

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Goal setting should not only be associated with New Year’s Resolutions but with your overall life desires for 2012 and beyond. Goal setting is the foundation to self motivation and is applicable at all times. Consequently, our awareness of today’s economy gives us a new perspective on goal setting. Sales people must have a far [...]

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One of the greatest learning’s I discovered working in sales was how we were always setting sales targets and objectives, and being measured against them. This is a good practice and keeps us focus on our sales targets. So why not apply those same goal setting and monitoring strategies on our personal lives so that [...]

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In traditional sales, selling is telling and that requires a lot of talking. Talking is not a selling skill. It is a waste of time and the most common complaint toward sales people. What are good selling skills? The opposite of telling is asking, the opposite of talking is listening and the opposite of selling [...]

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There are many definitions of success in life, and some are held in higher regard than others. Most people seem to strive for success at work as the primary objective in their life, all the while taking for granted the many other things that they achieve in their home or community. It’s important to be [...]

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Recently I attended a retail forum and after delivering the closing keynote, of which recognizing and rewarding appropriate behaviour was a key message in my talk, I was invited backstage to recognize and award a retailer of the year. I was thrilled about being invited to do that, as I have never done that before. [...]

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A–Accept Accept others for who they are and for the choices they’ve made even if you have difficulty understanding their beliefs, motives, or actions. B– Break Away Break away from everything that stands in the way of what you hope to accomplish with your life. C–Create Create a family of friends whom you can share [...]

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For the husband who complains when his dinner is not on time because he is home with me, not with someone else. For the teenager who is complaining about doing dishes because that means she is at home and not on the streets. For the taxes that I pay, because it means that I am [...]

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There are things in life that we cannot control, and things that are under our full control. One of the first things we must do is get into the habit of distinguishing which is which. Then we can start to take control of our lives and our destiny. Each day we go out into the [...]

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If your habits are controlling you, you are not alone. The lives of many people are controlled by their habits. It may be time for discipline in your life. You should be aware of your detrimental habits in order to take control. It is time to replace ineffective habits with effective ones and begin living [...]

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How peak performers utilize this vital resource to live a purposeful life. Time is a fixed resource. We all have the same 24 hours to spend as we wish. What is your attitude toward time? What is your self-talk as it relates to time? “I never have enough time” “What a waste of time” OR “Time is on my side” “I have [...]

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Not during pay time! Sales motivation and sales training is more important than ever before, but not during pay time – when sales are being made. Nonetheless, what do most organizations do when revenues heads south? They cut costs, typically in the wrong areas such as training, sales conferences, coaching and sale personnel. Sales [...]

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In business, and in the sales profession, you make your living from buyers. Are you effectively attracting buyers, or are you chasing after them? In order to survive in this new economy of buyers, you need to stop chasing buyers and start attracting them. You need to stop selling them and start engaging them. [...]

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Most definitely, and not only are the action oriented, they are proactive. They don’t wait for things to happen, they make them happen. Do you fit into this category? If not, here are some action-oriented techniques to apply each day. Determine your most productive time of the day and dedicate it to “I” time. [...]

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Buyers have a system that gives them control over sales people. To prove it, who is qualifying and rejecting who? Who should be doing the qualifying and rejecting? Do you have a system to increase the velocity of your sales and put you in control of your profession? If not you are out of [...]

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Traditional sales training has led us to believe that we need to convince prospects to buy our products or services. They have also used the word influence prospects into buying. These two words are very negative and will bring you negative sales results. It is time for a non-traditional, results oriented, approach. [...]

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You must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy? The [...]

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In order to succeed in sales you need to do the opposite of selling. You must be buyer focused to attract, engage and empower buyers to buy. Without buyers there are no sales. Bottom line: no sales = no revenue = negative bottom line = out of business Sales now revolve around buyers. Buyers [...]

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Most people think about doing things, but think too much and lack taking action. Here are some action-oriented techniques to apply each day. Determine your most productive time of the day and dedicate it to “I” time. I time is for you to do whatever you have to do that will bring you closer [...]

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Jesse Owens says, “We all have dreams, but in order to make these dreams into reality it takes an awful lot of determination, self-discipline and effort.” Keeping New Year Resolutions, and following through on goals, requires that same determination, self-discipline and effort to be successful. First let’s understand the meaning of each of these words. [...]

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Self esteem is an internal sense of worth. Self esteem reflects an inner confidence and self-respect and self esteem shines outwardly by the actions one takes. The self esteem which evolves on the inside is usually reflected on the outside. Your internal self worth which consists of your self-esteem, self confidence and self respect [...]

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Work-life balance is a simple A-B step, as C follows, but it is the D that is the main ingredient to success. “A” is for Attitude, the foundation of all successful work-life balanced people. Attitude is a desire which stems from your beliefs. First do you believe you can achieve a work-life balance? [...]

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Eliminate procrastination before it destroys you. You get more out of your day with an action-oriented, do-it-now attitude. When you complete the unpleasant or hard jobs first and act on the big tasks little bits at a time, you trim anxiety and stress while gaining self-respect and self-confidence. After you exert this type of [...]

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Many people have great ideas and plans, but they let fear stop them dead in their tracks. Is fear stopping you from moving forward? After losing over five years of my life in fear of what other people would say, and as a teenager hiding because of my acne; I realized that I had some [...]

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There are things in life that we cannot control and things that are within our full control. One of the first things we must do is get into the habit of distinguishing which is which. Then, we can begin to take control of our lives and our destiny. Each day we go out into the world [...]

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There are many types of people in this world but when it comes to decision making, there are only three. Which type are you? 1. There are those who just don’t know what they want in life or simply cannot make a decision. For example Andrij, my summer student, didn’t know what he wanted [...]

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Goal setting focuses your efforts and improves your direction in life. Goal setting encourages you to set priorities and become more organized. Goal setting turns your wishful thinking into reality. Goal setting points out your successes as you achieve them, motivating you toward further success. Goal setting improves your self-esteem. Goal setting makes you responsible for your own life. It [...]

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This may be a hard question to answer. But once answered in writing, you are well on your way to achieving what you want out of life. One of the greatest lessons I discovered while working in sales was how we are always setting sales targets and objectives, and being measured against them. [...]

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A sales manager’s toughest job is demonstrating appropriate sales behavior. Essentially this is a behavior their sales team can emulate. What appropriate sales discipline or behavior is best demonstrated by a sales manager? Are you telling your sales people what to do? Are you telling them what their sales targets should be? If [...]

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Front line sales coaching is not as common as it used to be. Some sales managers are too concerned about impressing their superiors that they forget their actual responsibilities. A responsible sales manager provides sales coaching to the front line in order to attain their sales targets. Sales’ coaching is the best way to help [...]

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Sales is considered a dirty word by many professionals and no one wants to be associated with it. However, no matter what profession or business you are in, you will not survive without sales. Non-selling professionals and entrepreneurs need sales training in order to survive in today’s new economy of buyers. Believe it or [...]

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With today’s new economy of buyers, traditional and consultative sales training methods no longer work. If you want to up your bottom line, you need to invest in buyer focused sales training, with supporting sales management training. Let’s face it, the world revolves around sales. Without sales there are no transactions, no revenue, no [...]

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Sales training in today’s new economy of buyers will contribute more to your bottom line than any other activity. You will see how sales training will affect budget cutbacks, sales incentives, new product launches and personal growth not to mention significant bottom line improvements. Let me share with you the story of two different clients [...]

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It is important for management to understand that the world revolves around sales. Sales is the bloodline that ensures the survival of every business in the world! Therefore, I ask you, “who cannot afford sales training these days?” There are no sales, without buyers; there are no transactions, without sales; and there is no [...]

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Research has proven that 87% of information acquired during a sales training session will be lost one month later upon completion of the sales training program. This research was conducted by Huthwaite. Therefore, 87% of your time allocated to sales training is lost because the acquired knowledge is generally forgotten after 30 days! What [...]

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Many organizations invest in sales training which is wonderful but unfortunately, they do not invest or even consider supporting sales management training. Sales training will not be effective unless management is onboard. An organization will benefit from efficient use of time and get more “bang for your buck” with supporting sales management training. Sales [...]

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Traditional sales training is a waste of time and money because it does not work! In many organizations, sales training is the flavour of the month, with no consistency. Sales training conducted over one, two or three days, in-house or as a public seminar, is really a waste of time and money. [...]

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Most sales training programs do not produce lasting results simply because they are “canned”, just like TV laughter. They can be antiquated, ineffective, and not buyer focused. There is a definite need for most sales people, business owners and non-selling professionals to improve their ability to market and sell their products and services. I am [...]

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Sales training is the foundation for a successful sales career. However, not all sales training is grounded and there are many factors to consider when selecting a sales training program. An individual wouldn’t have any direction without sales training. He/she would be wasting his/her own potential and the resources of the company. Therefore, it [...]

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The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered – during pay time or no pay time? Did the sales [...]

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During these changing times, everyone is concerned about tomorrow and many people are living in fear of the unknown. This fear is causing unreliable hearsay, low team morale and less productivity. However, there is a solution and it is centred on one word – attitude. Attitude originates from our beliefs. Whatever our beliefs [...]

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Yes, you can, if you are self motivated and an inspiring leader. You can, because you love what you are doing and you are doing what you want to do. Somewhere along the way you made a decision. You managed the “things” within your control; and got to know yourself, your dreams, and desires. You [...]

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Sales team motivation can be an easy task, especially when appropriate disciplines are demonstrated by the sales leader. That is when employee motivation happens naturally. It is kind of like “monkey see, monkey do” approach. Motivation, no matter if it is self motivation or employee motivation, is defined as a motive to act. What motivates [...]

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Are you and your sales team impacted by the new economy of buyers? Congratulations to you if your organization’s sales are still going strong. Many are struggling with today‘s new economy of buyers because they are still using traditional and consultative selling skills which no longer work. No matter how the economy of [...]

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Sales professionals work too hard. Stop selling! Let your customers sell for you with sales referrals. Firstly, you need to learn how and when to ask for a referral. A referral initiates instant trust and reduces your selling cycle time. The time it takes the referred client to buy is usually much less [...]

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Selling is no longer about you, your product, your services or your solutions; therefore, stop selling and start attracting, engaging and empowering buyers to buy. Without buyers there are no sales. Bottom line: no sales, no revenue. Sales cycles now revolve around the new economy of buyers. In previous articles we discussed the numerous competencies [...]

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Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. Therefore as a sales professional, it is important for you to be aware of and to understand the universal needs of buyers. The competencies of sales [...]

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Speaking of Velocity visit our new and improved web site (BobU.com) and let us know what you think. Also, download your complimentary White Paper titled “The New Economy of Buyer’s, Why Traditional and Consultative Selling Methods no longer work”. Let’s face it, people buy from people, particularly people they trust and like, and people who [...]

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Sales motivation in is more important than ever before. As the economy slowed down, so did sales. Unfortunately, most sales people slowed down too. Sales people, like the masses, become a product of their environment. Nonetheless, what do most organizations do when the economy heads south? They cut costs, typically in the [...]

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In our previous articles we discussed sales competencies and the importance of building relationships – the first step in the “Buyer Focused” Velocity Selling System. Now we use some of those competencies to qualify opportunities by first setting specific parameters. This is referred to as setting the ground rules. The process eliminates [...]

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Success means different things to different people. But let’s look at sales professionals. What would you say are the top 10 characteristics of successful sales professionals? To a salesperson, it could be a major client acquisition, qualifying for an incentive, making a predetermined annual income or commission, being recognized at the annual sales conference [...]

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People buy from people they like and trust. Sales come from relationships and increased sales results come from following an internationally proven sales results system. The sales system that I am referring to is the “Buyer Focused” Velocity Selling System where it all starts with building relationships. In order to build a lasting relationship, one must [...]

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It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like and trust you. This is known as rapport and it is the first step in the eight step “Buyer [...]

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In a recent sales and marketing industry study, it was noted that the sales representatives’ strongest sales skill is PRESENTATION, while their weakest area is HANDLING OBJECTIONS.

This is so traditional that it does not surprise me. It is a strong indication that the sales profession continues to be a “dog and pony show”. In other words, the sales representatives are more concerned about the products/services they offer, and how the sale will affect them, than they are about the customer and his/her interests or concerns.

Sales people, like all others, like to stay within their comfort zone. Therefore, they choose presentation instead of first establishing rapport with the customer. The sales representatives should instinctively set parameters; qualify the specific buying motivators; determine their financial capability and their hierarchy for decision making. Upon completion of each of these steps, then and only then, is it time for the presentation.

Sales people have a great deal of difficulty dealing with objection. However, objection can be avoided. The initial prospect introduction should not lead with a presentation.

A sales call can be compared to a visit with a doctor. He/she would never write a prescription before learning all about the patient. In order to provide a “prescription”, one needs to qualify the prospect and gather relevant information prior to offering a solution. If the prospect doesn’t qualify, a presentation is futile.

Therefore, it is imperative you establish a rapport first and then, gain the prospect’s trust, before you gather the necessary information required to qualify the needs of the prospect.

Up front presentations usually initiate objection. You are basically feeding prospects information they don’t want or need. In turn, they will use that information against you in the form of objection.

A sales person has far more opportunity to prescribe constructive solutions for their customers, if he/she concentrates, first and foremost, on building a rapport. The optimum sales process allows the prospect to do 80% of the talking while the sales person does the listening. The other 20% of the time, the sales person asks pertinent questions.

You will discover that by taking the time to listen carefully and to ask the right questions, there won’t be any objections. You are putting the customer first. Your products and services will now be of interest to him.

If any objections should arise, be sympathetic and sincere about your understanding. For example, many times customers feel the product or service is too expensive. It is your job to uncover why they feel that way and are they making a comparison. Do not be defensive and never justify your price.

It is far more beneficial to approach the objection without hesitation while ensuring the customer feels your sincerity and confidence. In this way, you are helping them discover the answer to their own objection. The customer feels in control of the buying process and not coerced by a selling technique.

The overall difference is to put your focus on the customer. Their needs and desires have priority. Build a strong rapport with all prospects by asking the right questions and listening intently; by qualifying their needs and capabilities; and by maintaining subtle control of the sales process. You won’t have to sell, the customer will buy. Simply, listen, learn, summarize and prescribe the best solution for your customer’s needs. This non traditional selling technique is your ticket to success. Try it, you won’t be disappointed.

Tags: free sales training, marketing and sales strategies, sales techniques, sales strategies

What is the most important part of a salesperson’s job? It is acquiring new business while maintaining the business we already have. Therefore, if that is the most important part of our job, what must we possess in order to make a difference? We do require appropriate behavior but that is not the top answer. We need prospects and customers.

Ultimately, prospects and customers are the most important component in our jobs. We have to relentlessly consider the needs of our prospects and clients in terms of when they want to be contacted or visited, what are their needs and desires, and what can we do for them in order to satisfy those needs and desires.
With this in mind, when is the best time for you to be contacting and spending time with prospects and customers?

The best time, for those of you selling business to business, is between 9 a.m. and 5 p.m. on any given business day. Real estate agents or salespeople in business to consumer sales should contact clients in the evenings and on weekends. We have to determine the best time to contact our target market and focus strictly on that time. I like to refer to this as revenue generating time or pay time.

Pay time is a certain time of day you can be in contact with customers knowing it will generate revenue. Let’s define pay time behaviors as behaviors that lead us to accomplish our goals or sales quotas. This includes networking, prospecting, telephone calls, follow up, face to face, presentations, customer service, and so on. Take a moment and identify the pay time behaviors you require on a daily basis in order to meet your goals.

Now let’s take a look at when these pay time behaviors should be conducted. A salesperson’s job is to be proactive whenever possible and less reactive. You already know the preferred time to call on your customers. If you are selling business to business, you know that Monday mornings and Friday afternoons are not the best of times to be calling on prospects or clients. Any other time of the business week is best. Your job is to identify the preferred times to be in contact with your target market and to carry out those pay time behaviors during those times.

The opposite side of pay time behavior generates absolutely no revenue. The no pay time behaviors are filling out call reports, writing letters, sending and replying to e-mail messages, completing and submitting expense reports, attending sales meetings, training, and other corporate demands. None of these behavioral activities generate more revenue or pay; however, they are part of the job requirement.

You must control these no-pay time behaviors. Although these activities are a necessity, when you do them makes all the difference. Never perform “no pay time” activities during “pay time”. The no pay time activities should be executed when the prospect or customer is unavailable or during the time before or after closing hours, holidays, weekends, etc. when no revenue will be generated.

Far too many salespeople do not manage their time well. They use no pay time behaviors as excuses to avoid pay time behavior. Manage you behavioral activity properly and reap the benefits of more sales, more revenue and rewarding results.

Tags: sales techniques, sales strategies, increase sales, goal setting worksheet