Be Natural Be Yourself

You can’t be something you are not, so don’t try to be. Don’t try to be charming if it is not your natural way. Don’t try to use big words if they do not come naturally to mind. Don’t fake your product knowledge. Prospects can see right through someone who is not authentic. They will not bond with someone who they view as a phony in any way. If the don’t bond with you they won’t buy from you. So today’s tip is be natural, be authentic. Be you!

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Closing sometimes means getting a No

“Have to be in it to win it” is the refrain of the ineffective salesperson. These people will waste time hoping against hope that they win. they will stay in a deal with a 1% chance of winning if they have that mentality. Elite salespeople know that getting a no is the second-best thing that can happen to them. Elite salespeople can recognize when they have little chance to win and they exit the deal when that becomes clear. This gives them plenty of time to uncover deals they have a high probability of winning. The effective salesperson knows that the less time they spend with deals they are not going to win the more time they have to find deals they will win.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Don’t decode ASK

Sometimes prospects are not forthcoming with information. It can be intentional or inadvertent. Many salespeople try to “read between the lines” to get at the what the prospect really meant by what he said. This is always a bad idea. The chances for misinterpretation and confusion are great. If you are not sure what the prospect meant just ask what they meant. If you pick up a clue from their body language check it out by asking a question. For example, if they flinch when you say something you can check it out by saying “It sounds like you are not in agreement with that”. It is as simple as that.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Review you goals weekly

The best way to achieve your goals and to stay motivated is to review your goals at least weekly. Your day to day actions are based on your motivation. Your motivation is based on what goals you are trying to achieve. The more empowering the goal, the more likely you will do the things you need to do to reach the goal. BUT, this all assumes that you are constantly in touch with what the goals are. One of the easiest ways for you to defeat yourself and cause yourself not to reach the goal is to just forget about the goal. No one intends for that to happen; it just happens all too frequently. Reviewing the goals weekly keeps them on top of your mind and keeps you on the path to achieving your goals week by week, quarter by quarter and year by year.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Don’t let what you think you know …

Don’t let what you think you know get in the way of what you need to find out. Long experience in an industry or with a product can work against you sometimes. If you have been around for a while you think you have heard it all. You the prospect starts to tell you the problem or challenge they are facing, and you immediately think “OK I know their problem, I know where this is going”, and you stop listening and start thinking of how you are going to move the sales process forward. You may have seen this problem before, but what you need to find out is how this problem is affecting this prospect from his perspective, not yours or your last customer’s. Salespeople must have the humility to truly listen to the prospect and appreciate that, although the problem may look the same as other similar situations faced in the past, this prospect’s situation and how this prospect views the problem is most likely different. Don’t problem solve while they are talking, don’t interrupt the flow of information they are giving you. Do probe a little deeper and you will uncover the nuances that exist in this situation. Bonding between you and the prospect will increase which will lead them to open up and give you more detail about the issue. You will have a better understanding of the compelling reason to buy and you just may have learned the bit of intelligence that will give you the inside track on closing this deal.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Value varies over time

Your product or service has value to the prospect to the extent that it solves a problem or pain that the prospect is currently experiencing. That pain will vary over time so the length of the sales cycle of your product’s perceived value will also vary. Here are two simple examples, one for a short sales cycle and one for a long sales cycle. If I am in my auto mechanics shop and he tells me he is having a special sale this week of half off on transmission repair, I will not care very much about that if my car has been running smoothly over the last few months. Since I am not in pain I will say something like “Thanks, Fred but I am good for now.” However, if a month later my car gets stuck in park and I need to have it towed to Fred’s shop to get the transmission fixed, his service has much more value to me and I won’t be worrying about the price he will charge. At the beginning of longer cycle projects, the prospect has certain issues and questions. Your expertise will have a certain value. But over the course of 18-month sales cycle the prospect becomes more knowledgeable, the economy will change, the industry might change, and the project requirements will change. Hence the pain at the end of the cycle will be different than it was at the beginning. The optimal salesperson will stay in touch with the changes in the pain over the length of the sales cycle. This is especially true at the end of the cycle when they may change rapidly.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Close for the decision the prospect can make

I don’t believe in that sales axiom “always be closing”. That strategy annoys the prospect and , makes them want to avoid you. However, I do believe that every prospect in virtually every meeting is closeable. You may not be able to get the prospect to buy or to give you a purchase order at every meeting, but you can get a decision at every meeting. Sometimes you close for the next meeting, sometimes you close for the ability to keep them on your marketing list, sometimes you close to get taken to the boss, and sometimes you close to get the prospect to recommend your product even though you can’t get to see the boss or the committee. There are many other variations. All you have to do is get the prospect to tell you what the decision process is and what he or she is both willing and able to make. The key is that they must be both willing and able to make a decision. No matter how small the next step is, close for that and you will keep the process moving. A small step forward is preferable to leaving and waiting for something to happen at some future date. So, how do you know what the prospect is both willing and able to make? You just ask. It’s that simple but many salespeople don’t do it.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Selling to Millennial’s

Much has been said and written about millennial’s and how to deal with them. Most of it is probably valid. But selling to them is no different. The process is the same. Find their compelling reason to buy, talk about the money they want to spend to fix the problem and then understand their decision process. The answers to your questions may be different for a millennial than for a baby boomer but the process is the same. Don’t worry about what generation your prospect is in, just follow your sales process. The meetings may be different and the motivations to buy may be different but not the sales process you use to get them to buy.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Best question to ask at a Networking Meeting

The best way to break the ice with a new contact at a networking meeting is to ask a question. But what question should you ask? It becomes obvious when you understand two facts. The first is that most people go to networking meetings to meet new people and they struggle with how to break the ice. The second fact you have to know is that most people are me-centered in their approach. That is, they come to the meeting hoping to tell their story to someone in hopes of attracting some interest. Knowing those two facts makes it is obvious that the best question to ask is “So George, what do you do?” When you ask them that gives your new contact a chance to talk about themselves, their favorite subject. You will have earned some gratitude from them and the new relationship is off to a good start. As you listen to them talk you can be listening for some pain that they might have and that will lead you to more questions and you will either quickly determine that they are worthwhile pursuing or not. And when it is your turn to talk, you can focus on the areas of need that they have exposed.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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Kick start next year this month

The best time to kick start next year is December of this year. This month most salespeople are either struggling to hit their number for this year or coasting to the end of the year. Then the holidays hit, and the next thing they know it is January 2nd . Then they get started setting goals and trying to figure out how to hit this year’s number. Before they know it, February is here and 8.3% of the year and one third of the first quarter are gone. The best way to fast track next year is to get started now. Set your goals for next year and get yourself committed to achieving them. Develop your sales activity plan. Review your wins and losses from this year and compile your list of lessons learned and adjust your approach accordingly. If you do all of this before you shut it down for the holidays, you will be ready to jump right in when the calendar flips over and the new year starts. You can start making progress toward achieving your goals on January 2nd instead of February 1st. You will be way ahead of your competition and you will not be playing catch up all year. Make an early new year’s resolution “Next year starts NOW!”

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

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