What Makes Good Salespeople Great

Salespeople

Salespeople

Have you ever thought about what makes good salespeople great?

I started thinking about this last weekend and created a list of qualities that, based on my observations and experience, make good salespeople great.

The difference between being ordinary and being extraordinary is actually quite small.

Consider the difference between winning the Kentucky Derby and finishing in second place.

Consider the difference between winning the Indianapolis 500 Race and finishing second.

In both instances the difference can be quite small.

Winners do make a difference especially if you’re a sales professional.

There’s nothing scientific about this list. It’s just 12 qualities that most great salespeople seem to have.

Here’s your list:

1. Great salespeople always seem to be smiling. You may not realize this but a simple smile acts as an attractor factor. Your smiling immediately warms up the environment you’re in. And since your smiling creates an involuntary reflex, it forces your sales prospects and customers to smile too.

2. Great salespeople always seem to have a “Can do attitude.” They don’t recognize the words “Can’t” and “Impossible.” Whenever they are challenged they always figure out a way to get the job done, especially if it involves one of their customers.

They never “Whine” about anything!

3. They’re also good listeners. They always pay close attention to their sales prospects and customers. Their eyes are like laser beams and not easily distracted when talking with their customers.

4. They also ask good questions. They prefer to ask open ended questions because these questions are the best to get their prospects and Customers talking.

5. Great salespeople are always focused on solving problems, not just making a sale. They realize the key to making more sales is solving more problems for their prospects and customers.

6. They never talk too much because they realize the less they say the smarter they’ll sound. Talking too much often puts the brakes on building rapport and credibility. The best substitute for talking too much is asking questions and attentive listening. Attentive listening usually means taking good notes.

You can assess every one of your sales calls easily by examining your notes after your sales calls. The more notes you have is the best indication of how much listening you did throughout the sales call.

No notes simply means you’re talking too much.

7. Great salespeople are slow to commit and quick to deliver. They seldom overpromise, which gives them the opportunity to exceed customer expectations. Over promising is one of the quickest ways to underwhelm your sales prospects and customers.

Let me give you example. When I take my car in for an oil and filter change they always tell me it will take at least one hour. So when the service manager brings my keys to my car in about 25 minutes how you think it makes me feel? Of course it makes me feel really good because they exceeded my expectations.

And don’t forget this – in this case the service manager established the expectations.

8. Great salespeople are always on time which means they arrive early for all appointments. Look at it this way. Being on time means you’re late. So always be early for every appointment you make.

9. They’re always enthusiastic. They love their work. They’re passionate about their products and services. They exude positive energy that can be felt whenever they walk into a room. This is not something people are born with. If enthusiasm doesn’t come naturally to you fake it. I’m serious! It’s important if you want to become a great salesperson.

10. Great salespeople are extremely goal oriented personally and professionally. They always have written objectives for every customer sales call. They don’t make routine sales calls because they know it’s simply a waste of valuable time.

They live every day with purpose and passion and so should you.

11. They never make assumptions about anything. They deal with facts and reality. They also treat their sales prospects and customers the way “They” want to be treated.

The Golden Rule says you should treat people the way you want to be treated.

The platinum Rule says you should treat people the way they want to be treated.

Think about this for a minute and let it soak in a little.

12. Great salespeople seem to have an attitude of gratitude. They appreciate your business and will often tell their customers that.

They also appreciate the help they get from their own internal staff people. They always express their gratitude.

The difference between good salespeople and great salespeople is not so big.

There is however a difference.

If you want to join the ranks of great salespeople read this list a few more times.

Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won’t be selling you’ll be solving your customer’s problems.

You’ll close more sales when you ask these 12 clever sales questions.

And your sales will take-off!

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The Importance of High Quality Leads for Your Business and How to Get Them

High Quality Leads

High Quality Leads

High quality leads will determine many things in your business some things which may be affected are listed below;

  • The morale of your sales team
  • The lead to sale ratio
  • The costs verses profits
  • The productivity of your team
  • The number of conversions
  • The loyalty of your staff
  • The drive to succeed by your team

Now we all know that sometimes it’s the sales people’s negativity rather than the leads, however you need to be able to determine this so that you can track your quality of leads affectively. You should have a process for all leads which do not convert to go through once the sales person deems it as dead.

One way to do this is to have all dead’s collected and called back, a friendly customer service call to determine if it was in fact that the lead was dead or not of high quality and also to see if the sales person really did everything possible to close this sale. Perhaps their technique was incorrect or the customer may simply not have liked their tone of voice. If this is the case the lead can be re-issued to someone else. If the lead was not of high quality, then you should refer to training your marketing team more effectively to fix the problem. If working with a marketing company then you should promptly send back all leads you have checked so that they can correct their team and provide training accordingly.

The importance of high quality leads for your business can sometimes be overlooked. There is no point in getting hundreds of low quality leads per week and closing fewer deals than you would with less high quality leads. You firstly need to determine however what exactly a high quality lead to your business is. This should be put in point form, a list of qualifying questions that potential clients need to answer before becoming a lead. This list should be used in your scripting for your marketing team or issued to your marketing company.

You also need to have a quality control section in your company, depending on the number of leads coming through would depend on how big it needs to be but generally you should only need one person who understands the importance of high quality and who also knows how to determine if it’s the sales person or the lead which is the problem.

There are many forms of lead generation so depending on what type of marketing you’re currently utilizing there may be many things to check on… with telemarketing it would obviously be the leads generated by the agents and this is fixed by implementing training and consistent coaching for the team. If its online marketing then you will need to check which keywords you’re optimizing and how this affects the quality of lead coming through. With email and SMS marketing you may need to check the message you’re sending to potential clients as well as the lists you’re using. There are many other forms of marketing but generally you need to look at the message being put across to the potential customers and how they would be interpreting this message. And also look at your current target market.

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The New QR Is Here

QR codes

QR codes

With the inexorable march of technology that we’re all very much aware of, many people are always asking about the “shelf-life” of today’s latest-and-greatest technology. With the amount of information that we have growing at an exponential rate, are we warranted in abandoning our new technology after a few years? Should we always be on the lookout for the next great thing over the horizon?

While this question cannot be answered in any cut-and-dried way, we can look at a specific type of technology: QR. Quick Response technology is used in all industries, and is quickly becoming more and more ubiquitous in our modern world. At its most basic state, a QR code brings someone to a website landing page. But this is far from all this technology does. In fact, using QR technology to just bring a customer to a website landing page is rather myopic. There are actually a variety of uses for QR technology, and we’ve only begun to scratch the surface.

Specialty QR codes can fulfill a multitude of purposes. When people scan a QR code, they are able to:

  • Watch a video
  • Place a phone call
  • Listen to a song or audio message
  • Enter into a contest
  • Download a PDF file
  • Enter their contact information
  • Download a virtual business card
  • Fill out a survey
  • Join a scavenger hunt
  • Make a charitable donation

 

And more!

It’s plain to see that QR codes can be used for much more than simply bringing a user to a static landing page. The technology can be likened to a real-life hyperlink. Just as hyperlinks on the Internet can have a multitude of effects, so can real-life hyperlinks fulfill a multitude of purposes.

QR codes can be programmed to do a variety of things, and once someone scans that code, the technology will spring to life and work its magic. Marketers have been abusing this technology to such a grand extent that people are getting bored of QR. This is because people are still using QR technology with only its most fundamental usage in mind. Marketers need to really pick up the pace if they want to make full use of this efficient technology.

If you haven’t been using QR technology to its full extent, you have not been reaping the benefits of this effective way of marketing. Contact a mobile solutions company today to see how QR technology can help improve your marketing.

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Why You Need a Service Provider for an ACN

Investment

Investment

Let us suppose that you are one of those profit minded geeks in Australia. You are a quick learner and want to earn a lot of money in life. You always wanted to start a company of your own and not work for somebody else’s venture. You are willing to take risks in order to achieve what you want. In fact, you have already started working towards your goal. You have a company and a team working under you. But is that all you need?

You need to register your company with the Australian Securities and Investment Commission (ASIC). Registering your company is a task full of hassles. But it is mandatory. You have no way out if you wish to carry out an ethical business. You can easily get service providers who may be willing to do this cumbersome chore for you. They may charge a bit for their efforts. But you can shed off the burden from your shoulders and relax while your work is getting completed.

When you register your company with ASIC, you get an Australian Company Number (ACN). An ACN is similar to the name of your company. It will be the identification of your company. You will have to include this number in all your company documents that are made public. It is a unique nine digit number. It does not take a lot of time for the ACN to arrive. Certain good quality service providers promise to get a company registered within twenty minutes.

The requirement for an authentic ACN is not much! You need to have a company name that is unique. You also need to have a registered office. The office need not be open to the public. But it should be a place where ASIC can send communication messages. The office can be the owner’s possession or a rented property. Hiring the services of an online service provider proves to be handy in such a situation. They can do the needful and also get your company registered at a low fee.

Any type of company can be registered with the ASIC. It can be a public company, a proprietary company, or a private company. There are many more formalities to be carried out after the formal registration of a company. A service provider to help you with the registration of a company and the acquirement of an ACN will ease the entire task for you. You can concentrate on your business while the documentation is carried out by an independent but dedicated service provider.

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