BLOG

Retail Sales Training: What it Takes to Succeed in Retail Sales

Cameron Johnson

0

Working as a salesperson in retail has evolved into a very unusual profession. When people walk into a store, it’s a fair assumption that they would like to buy something. Otherwise, they wouldn’t really have any reason to enter the store. Ironically enough, though, many people will do everything in their power to avoid engaging a salesperson. They will avoid eye contact, “casually” wander into a different part of the store, or sometimes, just turn around and walk right back out the door.

It turns out that people typically do want to buy something when they enter a store—but they don’t want to be sold to. For centuries people have been bombarded with images and stories of the crooked salesman. And, even the salespeople that don’t have shady intentions, are portrayed as being a “hassle.” How often do you go into a clothing store looking for something in particular and tell the salesperson you are “just looking” in response to his/her offer to help you?

So how does a good salesperson succeed? How can you sell something to someone who doesn’t want to be sold to? What can sales workers do to go beyond the negative stereotypes and help their customers to walk out the door satisfied with their purchase?

While some parts of finding success in retail sales come naturally, there are other skills that can be taught and honed through retail sales training. Our team at Shapiro Negotiations can help you and your team to develop these skills and so that not only will you be able to make the sale—your customer will be happy with their purchase.

So what are some of the skills your team will want to develop to be really successful in sales?

Sincere Customer Service

One of the most important skills any retail salesperson can develop is customer service. After years of distrust, most customers are wary of salespeople. In some instances, they see the salesperson as their adversary, someone who is trying to sell them something that they don’t want to buy.

Part of a salesperson’s job is to convince the customer that they are not, in fact, an adversary who is trying to convince them to buy something they never wanted. Instead, the salesperson is an ally and a facilitator. The salesperson is there to help them buy something they do want. Considering the fact that they have already taken the first step of walking through the door, this is a fair assumption.

When working with customers, be sincere. The minute a customer suspects that a salesperson is trying to manipulate them, they will snap a wall into place. Once this happens, any potential sale essentially becomes a lost cause.

Communication

When we are trying to convince someone of a point, the natural tendency is to talk more. After all, the more a salesperson talks, the more of a positive impression they can give of their product. If the salesperson talks enough, the customer is sure to by, right?

Hardly. A successful salesperson listens more than talks. In order to better determine what the customer wants, it is important for them to ask sincere, probing questions. As it becomes clear what the customer is looking for, the salesperson can then help to guide them to an appropriate choice. Dale Carnegie put it best with a short couplet in his 1936 book, How to Win Friends and Influence People: “A man convinced against his will is of the same opinion still.”

SNI’s retail sales training is based upon our founder Ron Shapiro’s book, The Power of Nice.  The goal is to find a situation where everyone wins. After all, if a customer walks out the door satisfied with the purchase he has made, he’s much less likely to regret the purchase and return it. Meanwhile, he is more likely to return and even recommend the store to others.

Product Knowledge

In order to convince someone that a particular product will meet their needs, a salesperson should have a solid working knowledge of that product. The salesperson serves as an expert on the product and should be able to answer any questions the customer asks. If a salesperson demonstrates that they are unfamiliar with the product they are pushing, it can seriously damage their credibility in the customer’s eyes. After all, if a salesperson doesn’t know anything about the product they are selling, then how can they honestly know that it will do the job the customer needs?

A good salesperson must be able to identify and capture the value that their product will deliver to the customer. To do so, they need to know the product backwards and forwards. The customer will naturally have objections, and a salesperson will need to overcome those objections. SNI’s trainers can instruct sales teams just how to do so through a five step process and help them to develop answers to some of the most common objections in our clients’ fields.

Industry Knowledge

A salesperson’s knowledge should go beyond just the individual products they are trying to sell. Knowledge of the industry is important as well.

By knowing about recent innovations in the industry, a salesperson can make recommendations to a customer, sometimes even beyond those that they have available to sell (see Sincere Customer Service above). SNI’s trainers can teach your team to discern what exactly a potential customer is looking for and then apply industry knowledge to direct them to products they may not even know about.

All of these skills can be significant assets when negotiating with a customer or helping to direct them to the right product. Also, keep in mind that many customers will come in seeking to use their own set of tactics to negotiate a lower price. As part of our training, SNI can teach your sales team how to recognize and respond to these tactics. For more information, contact us, and we will help you to determine how best to train your sales team so they can achieve the best results possible.

Super Bowl 2017: X Lessons in Sales From the Best Commercials

admin

0

With another Super Bowl in the books, the world can once again analyze some viewers’ favorite part – the commercials. Your sales team can benefit the most from looking back on the failures and successes of this year’s Super Bowl advertisements to more effectively reach customers.

 

Understanding the Weight of Super Bowl Ads
One thing that’s important to understand is just how much most of these companies risk with their advertising techniques. Each 30-second ad costs a whopping $4.5 million, and, of course, longer ads run an even higher tab. The successes are extremely powerful and the flops hit exceptionally hard, so every reaction should be seriously considered.

DO: Make a Powerful Statement

The best Super Bowl commercials this year (such as Budweiser and #LikeAGirl) have one thing in common – they make a statement. They’re bold, unabashed, and ready to add a lot of power behind their message. Whether it’s your own commercial or a mission statement, you have to figure out the power behind your company and run with it. Be bold and powerful about what you’re doing or what your company offers, and don’t let anyone stand in the way.

DON’T: Use Advertising Without a Plan

You can’t just throw up commercials or sales pitches without purpose. If you’re talking just for the sake of talking, it will only devalue your brand and its benefits. Always lean on having a purpose. If you don’t have a clear one, wait until you figure it out before pushing further.

DO: Make Your Brand Memorable

People remember things that are unique. You must make your products and services stand out against a host of competitors. Figure out what it is that sets you apart and cling to it. Different might be a bit intimidating, but it can definitely be a golden ticket.

DON’T: Go Too Far

Uniqueness and memorability are vital, but you must remember to keep things in line with your company beliefs. Often, things like excessive vulgarity may help potential customers remember you, but in a negative way. Salespeople should never tarnish or devalue brand promises just to make a deal. Find your purpose and pursue it, but don’t go too far.

DO: Back Up Every Claim or Pitch

If you’ve been spending time saying you’re the best, make sure you’re ready to prove it. Whatever your purpose, you need to have skill and passion to follow up your claims. Some of the biggest Super Bowl flops are those in which the commercial was better than the brand itself.

The Importance of Personal Relationships in Negotiations

admin

0

Experienced negotiators know the importance of building a personal relationship before going into business negotiations. A negotiation involves two parties trying to come to a deal when both sides may want different things. An overly heated atmosphere and anger can unravel the most carefully planned deal. You can avoid many problems when you establish a personal relationship with the people who will be on the other side of the negotiating table. 

You Are Working Together

A personal relationship with the person or people against whom you will be negotiating prevents an adversarial relationship from souring the deal before it starts. If negotiators see themselves as adversaries in a confrontation, both sides tend to become defensive and reactive with each other. In this situation, asking for even a small concession is seen as an encroachment or an attempt to take advantage of the other party. However, if the parties share a personal relationship, it is easier to put these give-and-take dealings in the context of building consensus. If your opponent believes that you are genuinely looking for a mutually beneficial deal, he or she is far more likely to make a concession. 

Focus on Business

Remember that business is business. If both parties didn’t have divergent needs, there would be no need for negotiations. Both parties will be asking the other to give up something. This can create a difficult atmosphere if you’re not careful. Never make personal attacks or attribute any combative exchange to malice on the part of your opponent. When things are getting tense, suggest a break. Taking some time away from the negotiating table can help you steer the conversation back to your personal relationship. Remember to not take things personally. 

Know Your Opponent

A good negotiator will build a personal relationship with the person against whom they will be negotiating before they even get to the table. This means making those important social calls to your opponent. The key is to frame yourself as a friend first and a negotiator second, which transforms your relationship from competitors to cooperators. This can provide a positive perspective on the person with whom you will be negotiating. Understanding what they want, can also help you get what you want.

Building personal relationships between negotiators is an essential part of reaching a deal. Remember to not only get to know the positions from the other side, but the people with whom you are negotiating as well. Focusing on your cooperation can be the element that closes the deal.

Navigating Negotiation Stalemates

admin

0

Every businessperson has experienced a negotiations stalemate. Compromise has faltered, neither party is willing to budge, and there is nothing more to say. A successful negotiator knows the way out of a stalemate and how to seal the deal.

Stay Professional and Keep the Client

Before trying to get your opposition to budge, think hard about what you are willing to do to keep this client. Make sure you are being smart about considering compromise. What is the smallest concession you are willing to make? Is this concession worth keeping the client? Negotiation isn’t always about getting your way on everything, sometimes to get what you want, you have to know and help them get what they want.

Your tone should remain professional, no matter how heated the negotiations become. Be courteous. Avoid the “buts” – saying, “I understand your point, but …” just tells your opposition that you are rejecting their points. Shift the conversation to finding joint solutions. Ask them, “How can we make this work?” Build relationships is much more profitable in the long run than burning bridges in one deal.

Breaking the Barrier

You’ve made all the concessions you are willing to make. Now is the time to break through your opposition’s objections. The first step is to understand the other person’s stumbling block. Get this information by being honest about your sticking point. This invites them to tell you why they aren’t budging. You will be able to address their concerns from this information.

If you aren’t getting anywhere at the negotiating table, it may be time to shift focus. The key is to change the context of the conversation to something else for a while. Get the client out of the combative mindset by suggesting a break. This allows you to engage with the opposition in a social context and gives them a chance to get to know you on a personal level. You can also talk about future business opportunities your two organizations might share in the future. More important, it gets them out of the adversarial mindset.

Power Moves

Breaking up the negotiations when they have stalled may be your only option. If you have the upper hand at the time, you can suggest a cooling off period. This is a better move to make when you know your opponent wants the deal more than you do. The prospect that you are willing to walk away may be all that is necessary to get the other party to budge.

If you don’t have the advantage in negotiations, it is still possible to shake up the negotiations by buying some time. Telling the opposition that you would like a legal opinion is a card you can always play. Most business-people understand the need for legal advice. This keeps your negotiations open and buys both of you some cooling-down time.

Keep an Ace in the Hole

When all else fails, you should always have a trick up your sleeve. Before you go into negotiations, prepare something you can use to push stalled negotiations over the edge. Use alternatives. A deal, a discount, or a special offer can go a long way to closing the deal.

Making Workplace Conflict Work for Your Team

admin

0

Workplace conflicts arise often. It’s important to know how to handle them and to recognize the opportunities within them. It’s easy to work past a conflict and then pretend nothing ever happened, but you may be missing valuable opportunities to fine tune your employees’ communication skills and grow your business.

Identify the Conflict

First, you need to know the source of the disruption. Workplace conflicts happen between employees and their superiors, between coworkers, and between employees and customers. The final type requires the most careful attention: you need to be able to defuse a conflict without alienating anyone. One of the golden rules of salesmanship is that it’s okay to lose a sale but not a customer.

Gain an understanding of the situation – often you’ll find that you can defuse a conflict easily if it arose from miscommunication or a small discrepancy.

Pinpoint the Cause

In the sales industry, conflicts arise most often from miscommunication. The wording of a return policy or product specification is ambiguous, an employee misspoke, or something else was lost in translation. It’s important to recognize what type of conflict is happening, but it’s more important to acknowledge why it happened.

When customers complain, they can sometimes pinpoint issues within your business you may have overlooked. Although this is frustrating, ultimately these situations are good things for both the company and its customers. Once you identify the source of a conflict, you can remedy the situation so the customer leaves happy and willing to return, and then you can address the underlying issue to prevent future occurrences.

Ask for Solutions

When two parties butt heads, one of your first steps to resolving the issue should be to ask each party what they want to see happen. When it comes to arguments or disagreements between employees, sitting down with the employees involved can uncover issues you may have overlooked, and then everyone benefits from mediation.

When you’re dealing with customer conflicts, you’ll typically need to make up for their frustrations in some way. This may come in the form of an extra coupon for a future visit, a one-time discount to make up for their lost time, or another similar measure. It’s important to stand your ground in the face of unreasonable customers, but do so respectfully. Even the most grating and disrespectful customers can be boons to your business if you know how to approach them.

Work Toward a Resolution

Once you’ve identified what’s happening, who is involved, and what each party wants to see happen, you can work toward resolving the conflict. Every situation is different, so you’ll have to use your judgment to determine the best course of action. Once you do, make clear each party’s responsibilities going forward.

Workplace conflicts happen all the time in every industry. It’s important that you approach them with a clear head and calm demeanor. Sometimes you’ll solve more than just the immediate problem, and fix a newly discovered issue you never knew you had.
Sources:
http://www.amanet.org/training/articles/The-Five-Steps-to-Conflict-Resolution.aspx

6 Steps to Conflict Resolution in the Workplace


http://www.learningpeace.com/pages/LP_04.htm
http://www.mediate.com/articles/bermanlj3.cfm
http://www.saylor.org/site/wp-content/uploads/2013/03/BUS208-5.3.6-Steps-to-Resolve-Workplace-Conflict-FINAL.pdf

Creating a Team-Focused Workplace Culture

admin

0

Workplace culture is a crucial element of any industry. Most modern employees don’t just show up to work for a paycheck – they want to be valued and see the effects of their work as part of a bigger picture. As a leader, you need to foster a positive workplace culture that resonates with your brand identity and company mission statement.

 

How Workplace Culture Impacts Your Business

In the workplace, employees want to know they aren’t easily replaceable and that their employers value the work they do. Fostering a positive workplace culture isn’t just a side project – it has a direct effect on your company’s bottom line. Employee satisfaction and retention are big parts of why workplace culture matters. Your business is only as strong as your weakest employee, and employees who are invested emotionally in their work are rarely weak.

Know Your Brand

Today’s market demands that you stay relevant in a sea of competition. If you’ve had an idea, chances are your competitors have, too. If you make a misstep, your competition is going to see it and capitalize on your failure. Your brand identity plays a large role in your workplace culture: the image you convey to your customers has to resonate with your employees. You should always strive to be the company whose customers wish they could work for you.

Keep Your Team Involved

Creating a cohesive and progressive workplace culture means valuing the input your employees have. Some employees may hesitate to criticize their employers for fear of job security, so it’s important that you convey that you value honesty – good or bad – for the sake of the company as a whole. Make it clear that you will never meet honest feedback and constructive criticisms made in good faith with reprimands or disciplinary actions.

Always take the time to ask your employees how they feel about the work they do, the processes involved, and if they can think of ways to improve day-to-day operations. Your employees view your workplace differently than you do, so it’s important to try to adopt their perspectives when you conceptualize a workplace culture.

Recognize Value

Part of your workplace culture depends on how your employees interact. Look for groups or pairs of employees who bring out the best in each other’s work, and foster those relationships. You should always be looking for ways to improve your business. Your employees are your best resource for doing that. Teamwork happens when employees know what you expect of them and what roles they play in your brand. Make sure your workers know they’re valued, and that the company’s success depends on their personal success.

 

Sources:

http://www.inc.com/peter-economy/5-ways-to-build-an-extraordinary-team-culture.html
http://www.lctmag.com/operations/article/107639/how-to-create-a-team-focused-culture
http://www.forbes.com/sites/groupthink/2013/10/04/how-to-build-a-great-company-culture/#673b42af3ab2
https://www.shrm.org/resourcesandtools/tools-and-samples/toolkits/pages/developingandsustaininghigh-performanceworkteams.aspx
http://www.huffingtonpost.com/dr-jim-taylor/build-a-positive-and-high_b_3659341.html

How to Influence Without Being Pushy

admin

0

Sometimes leads are already interested before you start your pitch, but how you attempt to influence them will make or break the deal. There’s a big difference between influencing and selling – your audience is less likely to take your words to heart if you come off as pushy, rehearsed, or “salesy.”

When it comes to influencing people, a few key strategies will lead you to more effective interactions with more positive results. Keep the following in mind.

Build Trust

When you have rapport with other people, it’s easier to speak with them. You need to be able to reach people on a personal level while staying professional. Carefully listen to their concerns and address them fully. Try to take your resolution a step beyond what they may expect from you to show them you are acting with their best interests in mind. Find common ground and work from there. You cannot force people to do things. Instead, you should try to persuade them to want what you want.

Focus on Positives

Of course, you want to be able to relate to the other party if you want them to see things your way, but it’s important to stick to your guns while staying positive. Instead of sympathizing with their complaints, get them to focus on the positive aspects of your discussion. Demonstrate value and emphasize how they will benefit from the decision you want them to make.

Speak Naturally

You may work on your speaking technique in private, but it’s important to be prepared without sounding rehearsed. If you want to influence people, the number one way to fail is to to be unprepared and not know what you are trying to say or sound like you’re selling something or reading from a script. Speak as you would in any other conversation (again, remember to stick to your professional boundaries) and be relaxed. Pay close attention to body language – both the other party’s and your own. Don’t come off as rigid, closed-off, or unapproachable. People will be more willing to converse and be influenced if it feels natural.

Generate Enthusiasm

One of the best methods of influencing others to do what you want is to demonstrate what an amazing opportunity they have and make them excited to see it happen. Generating energy and enthusiasm is a great way to get others on board with your vision and get them to see things from your perspective.

Be Adaptable

Your conversation style needs to be flexible – you can’t speak with everyone in the same way, and every interaction has unique factors that you need to consider. This is the biggest reason that maintaining a natural demeanor is important – when you lock yourself into a routine, it becomes much harder to deal with the unexpected. To influence the other party, you need to be on your toes and ready to handle any question or concern they have. .

Keep these tips in mind as you prepare for your next major conversation. Remember that influencing is all about getting other people to want what you want – not hammering them until they see things your way.

18 Proven Sales Tactics That Work in Any Industry

admin

1

Developing a strong sales program is the most critical aspect of any business. Without effective sales strategies, companies will not be able to compete and grow. Sales professionals must learn how to implement proven sales tactics that work.

As a sales team manager, one of your responsibilities is to provide your team with effective sales strategies that will increase your company’s profits. Effective sales processes are not just about working hard and putting in long hours. In fact, many sales teams work long and hard without experiencing results.

sales professional at work

Effective sales strategies involve employing the best strategies in the right situations. Here are 18 sales tactics that can work for sales teams in every industry.

  1. Be persistent with leads and develop the habit of following up with each customer. According to the latest sales research, 80 percent of sales transactions require 5 interactions after the first contact with a customer. Many salespeople are primarily concerned with immediate sales. If they do not get the sale at the first meeting, they silently give up and continue their hunt for the next immediate sale. However, savvy sales professionals understand that they must nurture viable leads until an action is taken. These ‘rock star’ sales professionals send emails, direct mail, make phone calls or send brochures to customers at designated intervals. By taking this action, your customers will think of you when it is time to make their next purchases.
  2. Solve your customers’ problems. Successful businesses thrive in competitive industries because they provide solutions to meet their customers’ needs. There are many sales professionals who do not fully understand their roles in the transaction. Consider this fact. As many as 70 percent of your leads are reaching out to you to solve their problems. When customers contact your sales team, your sales professionals must be able to demonstrate to them how they can quickly and easily solve their problems.
  3. Develop the ability to actively listen to customers. Customers have access to pages of information on the internet. In many instances, they may be as knowledgeable as your sales team. When sales professionals interact with knowledgeable customers, they might be tempted to talk constantly to show them that they are qualified. It is important to remind your salespeople that they should never get into a knowledge power struggle with customers. Sales professionals should always listen more than they talk. They should ask questions that probe into their clients’ thought processes and carefully consider the responses. The goal is to make customers feel as if they are respected throughout the sales process.
  4. Use polite terms when you discuss the competition. Your sales team should always strive to present themselves in a positive light and use professional language. There is nothing that screams unprofessional like using derogatory terms to discuss other people or companies. Although customers may participate in the negative conversation, bad mouthing any person or company is never a good sales tactic. If a competitor does not have a good reputation, the members of your sales team should remain neutral.
  5. Earn your referrals before you ask for them. Sales professionals know that referrals are the proverbial ‘holy grail’ of marketing. In fact, 91 percent of customers will provide a referral contact to a salesperson that they like. Before you think about asking your customers for referrals, you should focus on providing them with a quality customer service experience. During the transaction, your goal is to develop positive relationships with your customers. After you have determined that they are happy with your services, it is a good idea to pursue the referrals. When it comes to soliciting referrals, timing is important.
  6. Ask for referrals from your customers. You might not believe it but only 11 percent of sales professionals ask clients for referrals. According to this data, the majority of salespeople are leaving money on the table. Most customers are generous, and they would happily share your good customer service with friends, family members and colleagues, but you have to ask. If your sales team waits for their customers to initiate a conversation about referrals, it might never happen. Teach your sales team how to integrate referral conversations into the sales process at the appropriate time.
  7. Adhere to strict deadlines with your customers. Sales professionals must create a sense of urgency with customers, or the deals will take much longer than necessary. Changing deadlines according to the whims of each customer makes sales professionals lose credibility. The old adage, where there is a will there is a way, applies here. If customers want to meet the obligations of a transaction by the deadline, they will definitely find a way to make it happen.
  8. Develop relationships with your customers. Without customer relationships, it can seem as if you are always in the vicious cycle of trying to ‘drum up’ new business. Your past customers can be an excellent source of new transactions for years to come. When your initial transaction is completed, you do not have to end the relationship at that point. Find creative ways to keep in contact with your customers.
  9. Identify your customers’ needs and meet them. Sales professionals should never lose sight that the only purpose of the sales transaction is to help customers. Since transactions are closely associated with money, it is easy to lose sight of this fact. Create a list of questions that you can use to pinpoint exactly what the customer needs from the transaction. These questions will enable you to save time with customers and get to the heart of the matter. Once customers believe that you understand their predicament, they will work with you to meet their needs.
  10. Be able to distinguish a lead from a customer and act accordingly. Brace yourself for this disheartening fact. According to a report by Gleanster Research, only 25 percent of all leads are legitimate and ready to complete a transaction. Leads are potential transactions, and you cannot bank your future on potential. You should categorize your leads and create campaigns to interact with each type. For example, warm leads should have a different marketing strategy than cold calls. Time is a limited resource. It is best to use it wisely.
  11. Solicit targeted leads. A difficult lesson for many sales professionals to learn is that every person with a pulse will not be a customer. Since this is the case, sales professionals must create a strategic plan to attract customers that fit their target markets. One way to do this is to make good use of technology to find leads that could use your services. For example, credit professionals who are targeting people who are recovering from bankruptcy can use the public record to find people who fit this profile. Once you have found your potential customers, create a customized sales pitch that will appeal to each demographic.
  12. Learn to uncover each customer’s pain points. Television advertisements are known for pushing the viewer’s hot buttons in order to get them to take action. Fear of loss is the most common pain points that advertisers address. The primary mission of every sale professional, as emphasized in our negotiation training courses, is to find a customer’s pain points and use them to their advantage. Ron Shapiro said it best when he stated, “In order to get what you want, help them get what they want.” Sales professionals can start the search for pain points by asking closed-ended questions that only require a ‘yes’ or ‘no’ answer. As the customer begins to feel comfortable, the salesperson should ask open-ended questions that will prompt customers to reveal additional information. Once the vital information is discovered, salespeople can use it to help their customers take action.
  13. Master the art of storytelling. When sales professionals meet with customers, they are usually armed with all sorts of facts and data. Although data may seem important, studies suggest that only 5 percent of people remember statistics after a presentation. However, an impressive 63 percent of people remember stories after a presentation. Sales professionals need to arm themselves with stories about relevant experiences of people who have received favorable results after using their products and services.
  14. Stand by your product or service and offer some type of guarantee. If your customers are willing to part with their cash, your company should at least be willing to offer a guarantee on the product or service. The guarantee can be a refund or replacement. If you are afraid of most of your customers taking you up on a money back guarantee policy, you should not be. Less than 10 percent of customers return items each year. A product or service guarantee provides your customers with peace of mind that lets them know that they are protected in the event that something goes awry.
  15. Find prospects who want the things you have to sell. The best way to navigate through water is to go with the current instead of swimming against it. In sales, going with the current means that if you are selling chicken, your leads are people who like chicken. If your prospects are vegan, then it will be nearly impossible to sell your chicken products to them. If you want to be certain that your clients need the items you are selling, you should pre-qualify them before you actively market to them.
  16. Develop compelling goals and an actionable plan. Successful people know where they want to go, and they develop an action plan to help them propel toward their destination. Goal-setting and planning are critical to any sales team’s success. According to a study conducted by Inc. Magazine, sales teams that set goals realized a 28 percent increase in sales. Teaching goal-setting strategies should be a mandatory part of every organization’s corporate sales training manual.
  17. Show customers proof that your product or service actually works. When you look at infomercials for weight loss products, they often show ‘before and after’ pictures of previous users of the products. They understand that new customers are motivated by social proof. Sales professionals should keep customer testimonials in a binder or in their laptops to share with customers. When customers are able to view the visible proof, they will be more likely to invest in your product or service.
  18. Maintain a positive mindset. This may seem like a no-brainer, but you might be surprised by the number of sales professionals who develop a jaded outlook because of sales slumps. Sales professionals must make every effort to remain positive in good and tough times. Developing a positive attitude has many benefits. Customers can tell when you are not in a good mood, and it will affect the transaction. A positive outlook helps sales professionals look for solutions to pending problems. When your sales professionals are positive, they will be able to handle stressful situations.

In this competitive business environment, sales professionals need to learn all the tricks of the trade in order to close a deal. By using these sales tactics that work, your sales team can learn to thrive in any economic climate.

Telecommuting: How to Train a Mobile Sales Force

admin

0

Technology is steering our personal lives, but it’s also bringing big changes to the business industry. Telecommuting is more popular than ever, and experts expect it to increase. Although firms will never phase out traditional employees completely, making a living from remote locations is the future of work.

Mobile sales teams can be much more cost effective for a business, but they present their own challenges. Training, in particular, is harder to perfect. There are ways to ensure that your instruction is the most effective, however—even from thousands of miles away.

  1. Double up on training and testing. Use the orientation period to gauge potential employees’ compatibility with your company. They should be able to pick up on rules and procedures quickly. Provide ample time, of course, but note applicants who excel. Chances are that they’ll do better in production if the material is more natural to them.
  1. Monitor activity during initiation. Videos and other presentations should include prompts to continue, ensuring that employees are spending time in front of the screen. Tech giant Apple reportedly uses software that tracks mouse movement during training and may even call the applicant if monitoring detects no change within a time frame.
  1. Keep potential employees engaged. Starting the day asking personal questions can make each candidate feel valued. This is especially useful in video conferences at the beginning of group training, allowing prospective hires to build bonds with each other and their instructors.
  1. Create a company Wiki. Keep all the resources your new hires will need in one place. They can quickly reference training material, which should include sections explaining performance reviews, working style, role-specific information, tools, and FAQs.
  1. Go mobile. Most training for those in telecommuting positions is via a computer. NASA is taking a different approach. Using slideshows and tablets, the company is providing maintenance walk-throughs on undersea projects. This is a rather extreme version, of course, but sales teams can benefit from the flexibility as well.

A potential employee may be able to take your instruction to a baseball game or while traveling. Potential employees will be able to learn wherever they go and can have information right at hand when dealing with clients. Instant information in the field—doesn’t get much more efficient than that.

Telecommuting produces happier, more productive, more dedicated employees. It’s also smarter for the environment and the safety of others, since it reduces fuel consumption and vehicle accidents. With the right training program and tools, your mobile sales team can efficiently and effectively cover more ground than ever.

Listening: The Golden Rule of Successful Negotiations

admin

0

You know the feeling of frustration you get when you know you aren’t being heard? It’s the same feeling your potential client has when you place more importance in the pitch you’ve prepared than what he or she has to say during a negotiation. Negotiation is about striking a balance—this isn’t possible without hearing both sides. If you don’t know how to effectively listen, potential clients will stop trying to communicate altogether.

The Importance of Listening

It’s in many peoples’ nature to talk too much when they’re nervous. Silence can feel uncomfortable during a negotiation, so negotiators strive to fill the silence with their own voice. Unfortunately, this habit gives clients the impression you aren’t interested in hearing what they have to say. Instead of nervously filling conversation gaps with empty words, try to listen.

Studies show that people spend 60% of an average conversation talking about themselves. You is a subject you know and feel good about discussing. Reverse the situation, and realize your potential client would also like to spend 60% of the conversation talking about him or herself. Now you may understand why listening is often better than talking during a negotiation.

Talking about the self encourages feelings of motivation and reward. When you allow potential client to talk about their own needs, wants, and feelings, you’re encouraging these positive feelings. Truly listening to a client makes an enormous difference in how they perceive you and your company. Practice good listening techniques, and train your employees to do the same.

Practice Active Listening

True listening is active. It’s a dynamic process that involves acknowledgement, inquiry, and restatement. It’s not static listening while your potential client talks. Psychologist John M. Grohol describes active listening as a skill that “builds rapport, understanding, and trust.” He has a few tips on how to become a better listener:

  • Summarize what you’ve heard
  • Use brief conversation prompts to show you’re listening
  • Repeat things the client says in your own words
  • Ask probing questions to draw more information from the client
  • Take advantage of silence
  • Avoid distraction while the other person is talking
  • Provide feedback to clarify certain points

Active listening not only shows your client that you care about what he or she to say, but it will also ultimately allow you to respond to clients’ needs more thoroughly. Listening is a skill that requires constant practice to keep up. If you master effective listening techniques, you’ll engage more fully with clients and reap the benefits of their appreciation: new business.