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Successful Sales Goes Beyond What You Say

So much of sales training focuses on what you say and how you say it that many people forget to think about body language. First impressions, posture, and microexpressions all factor into sales communications. To succeed, sales people must come across as approachable, credible, and confident.

 

Why Does Body Language Matter?

 A great product will sell itself, but it will not always eliminate the need for effective sales. Today, the average consumer can choose from at least two or three viable competitors who meet their needs in the marketplace. In these cases, the only thing standing between your company and competitors is the sales interaction.

From the moment you enter a consumer’s field of vision, you’re influencing sales – even if you never directly speak to the individual. Consider your own experience with sales and the sales people you automatically like and trust compared to those who leave you with a feeling of unease. That gut feeling of insecurity often arises from nonverbal communication cues, like a shrug here or a diverted glance there.

 

Tips for Improving Body Language

 Practice strong body language everywhere. In addition to an effective sales tool, body language can change your experience at the grocery store checkout line, when you greet your neighbors during a morning jog, and when you walk into a job interview. Actively practice a few of these techniques for a week. You may find they change your attitude, feelings of self-confidence, and your verbal communication, too.

1. Stand up straight. While appearing as a stoic and straight-backed British royal guard is unnecessary, standing up straight shows confidence and openness.

2. Practice your handshake. The handshake is not obsolete. People will still judge you for a clasp that is too tight or limp. This first physical connection can immediately impart notions of credibility and confidence to others. Make it count.

3. Stay natural and upbeat. Salespeople often exaggerate their smiles, responses, and hand gestures in an effort to come across as approachable. Consumers can easily see a fake and phony performance a mile away. You’re a unique person. Discover what works for you. Pay attention to the way you talk with your closest friends – that is your genuine self and often the best way to connect with strangers.

4. Listen actively. Avoid feigning interest. If you can’t focus on what someone says when you’re looking directly into his or her eyes, then don’t. Look up occasionally, but take notes, ask questions, and stay engaged in the dialogue first. If you focus too much on coming across as accessible, you may miss a key customer motivation.

5. Read your customers’ body language, too. While prospects are making snap judgments about you, you are almost certainly making judgments about them even if you don’t realize it. If you feel uncomfortable, insecure, or incapable of meeting the needs of a client, pass off the communication to someone who does feel comfortable.

 

Much happens in the average sales communication. Those who can balance verbal and nonverbal communication with a number of different client personalities will excel in any negotiation. Effective sales training means practicing as many body language tactics with others as you can to find the behaviors that work best for you.

How to Influence High-End Clients

Many business owners are so preoccupied with the task of acquiring more customers, they stop attracting the right customers. Even in the world of retail and services, sometimes quality is much more important than quantity. For many small and large businesses, high-end clients can significantly boost monthly revenue, profitability, and growth. All you need to do is know how to reach and influence them.

Step One: Mindset

Before you can start bringing in those premium clients, you must be mentally prepared. It’s not enough to just want to bring them in. You also have to believe in yourself and your product and stop any negative thoughts before they even begin. “I can’t imagine charging such a high price,” or “Who am I to work with these high-end people?” are the sort of phrases you should avoid at all costs. Identify and dispose of those thoughts, or you could end up limiting yourself from the beginning.

 

Step Two: Build a Customer Profile

Before you can target your ideal customer, you must know who they are. Building a customer profile will allow you to put yourself in their shoes and think about the sort of products and services they need and how to market to them.

Draft at least one profile (more are better), complete with demographics of the customer to whom you want to appeal. Age, income, sex, location, industry, emotional buying triggers, and company size are all things to consider. The more specific you are, the more thoroughly you’ll be able to understand their point of view.

 

Step Three: Create the Right Message

Now that you know who your ideal customers are and what they want, create a message that will appeal to them. It should communicate the feeling or ideal end-result your products or services offer. Remember, people make purchases based on their benefits and emotional appeal. Use the most effective angle for your customer profile

 

Choose Your Channels

Premium clients, in all likelihood, won’t be visiting the same channels as more mainstream consumers. Some will be reachable through online campaigns and traditional outlets, while others will rely primarily on referrals and networks. Think about how you’re likely to get to them, and focus your efforts there. It may take some mixing and matching to get the results you’re looking for, but, again, your customer profile will be helpful.

Planning ahead is the most important part of reaching premium clients. Put your effort into fine-tuning your understanding of your customers, and it’s sure to pay off.

Balancing Teamwork and Competition in a Sales Environment

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When managing a sales team, you need to walk a very delicate line. On the one hand, you want every member of the team to have the motivation to make as many sales as possible. One of the most proven ways to motivate sales team members is by offering performance-based commissions and bonuses. On the other hand, you don’t want your sales team stabbing each other in the back to steal sales. Too much competition can lead to a toxic sales environment, which can have a severe, negative impact on your business.

To get the most out of your sales team without causing infighting, you need to promote both healthy competition and teamwork amongst your employees. There are a few ways you can create this type of atmosphere at your office.

1. Set Team Sales Goals with Bonuses

The easiest way to encourage your sales team to work together is to include a financial incentive for doing so. Set one or more sales goals for the team as a whole, and if they reach the goals, give everyone a bonus. When everybody benefits from the team’s success, team members are more likely to help each other out. It fosters an atmosphere of cooperation and communication rather than rivalry. Each team member also has additional motivation to do well, as no one wants to be the person who didn’t pull their weight and let the rest of the team down.

Just because you’re setting team goals doesn’t mean that you need to get rid of individual sales goals. You can still pay out bonuses or commissions to sales team members individually so they also stay focused on their own success

2. Schedule Regular Meetings

One problem with many organizations is that each salesperson is isolated from their peers, so it can be difficult for team members to develop a feeling of camaraderie. You can mitigate this by calling the entire sales team in for regular meetings to go over their results, goals, and any concerns that they have.

Meetings are also an excellent opportunity for sales team training, which many organizations overlook. Continuous training is great for sales employees and your company, as it’s shown to result in 50 percent higher net sales per employee. Despite the enormous benefits, the average company only invests $2,000 per year in sales training, despite spending about $10,000 to $15,000 on hiring each employee.

By training the sales team together, the team members have an opportunity to become more comfortable working with each other.This builds a more cooperative atmosphere, one where the entire team is working together.

3. Put Your Team in the Right Positions to Succeed

Every member of your sales team is going to have their own strengths and weaknesses. You’ll get better results and create a more positive atmosphere when you find ways to leverage each member’s strengths and minimize their weaknesses.

For example, you may have one employee who is excellent at initiating cold calls, while another is much better at breaking down the products or services that your company offers. Having these employees work in tandem, with the former gathering leads over the phone and the latter closing the deal by describing product features, could lead to far more sales than if they worked separately. At the same time, you could have these employees learn from each other so they are able to shore up their weak points.

It takes time to learn the best way to utilize your sales team. Consider their backgrounds, personalities, and education, and evaluate their performance metrics to get an idea of what each team member does best and where they struggle. As the manager, it’s your job to get the most out of every employee.

The first steps towards getting your sales team working together while still working hard is setting up team goals and holding meetings regularly. Then, take a deeper look at the skill sets of your sales team to help them reach their potential and succeed.

A Year in Review: 2016 Training Industry Report

On average, negotiations training and other training expenditures increased for both small and large companies in 2016, while remaining consistent for midsize companies. Seems like good news, right? Underneath this seemingly bright information for companies that specialize in training and consulting, is the raw truth that businesses are spending more on training because they have more employees.  They are spending about 10% of their budgets on training, which is down significantly from last year…

What does this mean? As training becomes less focused on in-person facilitation, and more focused on online learning tools, training and influencing companies have begun to offer products that reflect the market. Companies are looking to train the largest number of employees for the least amount of money. There is little evidence that online training is as successful or impactful as in-person facilitation but, none-the-less, the shift towards mass, online training is underway.

Personal facilitation is still a relatively big part of training budgets, but the use of blended learning techniques is rising significantly, as the combination of instructor-led classroom training, virtual classroom/webcast training, online and computer based training, mobile device training, and social learning becomes more readily available. These blended learning techniques are often delivered in one of two ways: learning management systems (e-learning) or virtual classroom/webcasting. Why? Overall, technology use among companies is rising, meaning their sales or negotiations training programs are beginning to mirror this.

Looking ahead at 2017, training and influencing companies need to understand the current and adjust accordingly. Outsourced training programs are likely to be more successful in small (100-999 employees) and midsize (1,000-9999 employees) companies, which will be looking to invest in the programs with the best blend of innovative learning techniques.

Cheers to a new way of training and to a profitable year!

The Pros and Cons of the Indirect Sale

Many companies—particularly new or small firms—may wonder if there’s profit in indirect sales. The debate has been going on for many years, and any simple internet search will render countless opinions about the best business decision. Like most things, there are pros and cons that you need to examine fully before you make your choice.

Pros

  • Indirect sales channels have more visitors. Since these websites and businesses are already established, they have an existing customer base. People get exposure to your brand during their regular shopping, even if they’ve never heard about it before.
  • A sales channel can be more functional. Larger companies may have access to better programs and technology, making for a more sophisticated customer experience. You can eliminate the need to build your own website when you list products with an affiliate or on a marketplace.
  • They provide lower maintenance once established. Since you’re not in charge of the channel itself, you don’t have to worry about upkeep or updates. The initial setup may be a bit extensive, but after that, your ride may be significantly easier.
  • Expansion is at your fingertips. Working with an indirect sales channel can give you nationwide or global access Instead of having to build your own team, you can rely on their existing resources to get your brand into the far corners of the world.

Indirect sales are a clear answer for some businesses, but not others. Considering the downsides of third-party involvement is important when choosing the future of your business.

Cons

  • They’re not as passionate. Since you have your own time and money invested in your business, you want it to work. It may be a lifelong dream or even your lone source of income. But no matter how incredible your products are, an affiliate will never be as eager. They have their own companies to run, and if you want maximum drive, you’ll have to do it yourself.
  • There can be conflict. The world is full of competitors, and it may be hard to find a channel that can work for you—particularly in more heavily populated areas.
  • You have more competition. Most partners aren’t going to stock only your brand—after all, it’s less profitable for them. Customers enjoy having options, and it’s likely that the product of your hard work will be right next to its biggest contender.

With the proper relationship and platform, indirect sales can be incredible. They may reach far greater heights than you ever could alone, but it won’t come without cost. Consider all the facts and make the choice that’s best for your business.

EDGE Program Reflection

By: Ronald M. Shapiro, co-founder and chairman at SNI

As I reflect back on my opportunity to impact the participants of a Global Executives program known as EDGE, I wanted to share some background on the program, what my role was, and a participant’s testimonial on how The Power of Nice has enhanced his negotiation skills.

What is EDGE?

EDGE stands for Baltimore Emerging & Developing Global Executives.  It is a program that was started in September of this past year by the World Trade Center Institute (WTCI).  For those of you who are not familiar with WTCI, it is a non-profit, 501 C3 organization that helps to educate, support and connect Maryland companies to opportunities around the world.

What was it about the EDGE program that intrigued you?

As a teacher, I am always intrigued by the opportunity to interact and train business professionals on the art of negotiation, but the EDGE program, in particular, stuck out to me.  It was a program that I knew I could have a profound impact on the participants.

The goal of the EDGE program is to enhance each participant’s business acumen and to increase Baltimore’s international competitiveness.  The program’s duration lasts about 10 months, which includes an off-site retreat, multi-cultural training, meetings with c-level executives, and seven half-day sessions on topics of leadership and global business importance.  This is where I came in.  WTCI invited me to present at one of the EDGE program’s training sessions called the Art & Science of Global Negotiation.

With over 50 years of experience negotiating deals in similar industries to those of the participants, I was able to draw on my experiences and illustrate real-life negotiation examples.  By relating these examples to the participants’ world, they are better able to connect the negotiation principles they have learned to experiences they have had, bringing new light to the principles presented in the program.

Who were the participants in the EDGE program?

The participants were business professionals from a variety of different industries.  These business professionals came from companies such as Under Armour, Legg Mason, Northrop Grumman, Proctor & Gamble, TESSCO Technologies, and T. Rowe Price.  Each participant had 10+ years of experience within their defined industry.

By having an experienced, diverse group of less than twenty participants, I was able to focus on problems that each individual was facing and customize scenarios to replicate real-life negotiations. Through an interactive presentation that included live negotiations, each participant was able to use the negotiation principles presented and apply them in a live simulation – a key to maximizing impact.

Reflecting on your experience with the EDGE program, how impactful was your presentation?

I have taught tens of thousands of business professionals throughout the world – and the reason I continue to teach is because of the impact these programs have upon the participants.  Below is a quote from Perry Menzies of Terminal Corporation, a participant in the EDGE program, as he reflected on his experience.

“For me, some of the key takeaways from the EDGE program came from the powerful session on Global Negotiation presented by Ron Shapiro. This session was very interactive and allowed participants to engage in a mock negotiation situation. This proved to be incredibly well-timed as Terminal Corporation was going through annual rate negotiations as well as quoting new business in an effort to diversify into more inelastic cargoes. Using knowledge from this seminar we were able to successfully negotiate all rate increases as well as negotiate new business that we are confident will minimize the exposure we previously had in handling mainly forest products…” – Perry Menzies, Terminal Corp.

As exemplified by Perry’s testimonial, The Power of Nice is a program that brings real results to real people and can positively impact the negotiation skills of professionals in all industries.

How to Handle High-Pressure Negotiators

Everyone has their own ways of handling high-stress and high-pressure situations, and negotiators often employ manipulative tactics to gain the upper hand. Don’t let them!

Emotional Ploys

Your opposition may feign offense or indignation at your offer, as if it is far below a reasonable expectation. If you know your offer is fair, it’s important to stand your ground and start a dialog about what the opposition thinks is unreasonable. If there is no acceptable, logical answer, your opponent may be trying to bait you into making a lowball offer.

You may encounter a good cop/bad cop routine. One member of the opposition may seem to be on your side and on board with an offer, while another seems inordinately opposed to it. This tactic is meant to encourage you to compromise. Be wary.

Sometimes, you may see emotional outbursts that are meant to make you uncomfortable and speed you toward an immediate agreement for the sake of social propriety. While you may be tempted to give in, your best response to any outrageous emotional behavior is silence: Wait for the display to end and carry on professionally.

Distractions

A red herring tactic is one where the opposition will bring up a completely unrelated topic to derail a conversation. Saying the topic has nothing to do with the issue at hand  may make you look aggressive. Instead, shelve the topic until you finish handling the important issues.

The opposition may sometimes try to bombard you with data that appears to support their position but is nothing more than a distraction. Once you realize this, ask what specifically this information has to do with the conversation at hand.

Refusals and Walkouts

In extreme cases, the opposition may attempt to stonewall you with a negotiator who absolutely will not budge on any issue. Don’t be afraid to ask for a new representative. The opposition may also demand an immediate resolution and threaten to leave if you don’t acquiesce. The best thing to do in this situation is to let them leave. More often than not, they’re trying to gain the upper hand by forcing you to make a play. The best play you can make is to show them that you’re not interested in working with someone who is willing to walk out on a deal. If they need the business, they’ll change their tune.

These may be some extreme examples, but every negotiator is going to resort to some tactics to get the best deal for their side of the table. While you may be tempted to resort to some of the sleazier tactics (especially when you’re sure they’ll have the desired effects), it’s important to maintain the high road and represent your company with integrity, honor, and grace.

 

Sources: http://www.bakercommunications.com/archive/apr13/negotiation040113.html?campId=70140000000flkz

https://www.americanexpress.com/us/small-business/openforum/articles/10-dirty-negotiation-tactics-and-how-to-beat-them/

http://www.calumcoburn.co.uk/articles/negotiation-tactics/

http://negotiatelikethepros.com/overcome-the-top-ten-neg-tactics/

 

 

Three Selling Techniques to Avoid and What to Do Instead

Through Corporate Sales Training, you can learn that sometimes your potential clients may be interested in what you have to offer, but your demeanor turns them off. While the temptation to “go in for the kill” on an interested lead may arise, it’s important to be mindful of the image you project. Are they going to feel valued? Will they have a positive impression of your interaction that they’ll remember for future sales?

You may be surprised when you hear some of the more manipulative and underhanded sales tactics being used today. Negotiation is an art, and the compromise is the key to successful negotiation. Tricking customers won’t enhance your organization’s reputation or your own as a trustworthy salesperson. We’ve compiled a list of some sales tactics that may be tempting but which you should certainly avoid.

Bait and Switch

A customer enters a store planning to buy a promotional item, only to find it isn’t available or wasn’t depicted accurately in the advertisement. The salesperson then immediately encourages the more expensive option. While it may be tempting to try to get something into the hands of every customer who comes to your store, they’re going to leave disappointed if they can’t get what they intended to buy, and will only grow more frustrated if you attempt to upsell them on something they don’t want.

Instead, turn the interaction into a conversation. Ask them why they wanted that particular item and find out what they thought it would do for them. You can then offer something that fits their needs or correct any misunderstandings they may have had about the initial item. You may be able to turn a failed sale and frustration into a future sale. They’ll appreciate the time you took to answer their questions and address their needs, even if you didn’t have the right product at the time.

The “Flyfish” Close

This technique puts pressure on the buyer to make an immediate decision, possibly by offering a percentage discount if the item is purchased immediately. While you might assume that instant savings would appeal to buyers, customers know when you’re pressuring them into buying something they don’t need.
Rather than pushing for an immediate close, take the time to find out exactly what your customer is looking for and what you have that fits the bill. By taking the time to address their needs, they see you are more concerned with them being pleased with their purchase than you are with just making a sale.

Assuming the Sale

You want to ask for the sale, not assume you’ve made it. Using assumptive language with a customer is an excellent way to turn them off from buying anything from you again. Assuming the sale usually stems from the seller’s expectation that if the customer seems to be indicating that they’re buying something, they’re rude if they don’t. What actually happens is that the customer feels rushed.

Don’t assume that because the buyer displays interest that you’ve got the sale. Wait for them to make closing statements and ask them if they want to complete the sale. They may have lingering questions; address them fully so they can feel confident about their purchase.

 

How to Negotiate with Different Genders

Successful negotiations often depend on how well you relate to the other person. For example, many people wonder how to negotiate with different genders. If you find yourself negotiating with people of different genders on a regular basis, there are tips you can follow to ensure everyone walks away friends.

Empathy vs. Aggression

In today’s culture, striking a balance between empathy and aggression is vital, but can be difficult. For example, women are often taught not to be assertive. They are told that assertion is the same thing as aggression and that it makes them seem uncaring. Therefore, women sometimes take an overly empathetic approach to negotiations and don’t push for what they want or need.

On the other hand, men are often taught that aggression shows strength, while too much empathy shows weakness. They are told that if they are too empathetic, they will lose negotiations, letting themselves and others down. Thus, some men “play hardball” more than they should.

The key to solving both these quandaries is to find your personal balance between empathy and aggression. To do so, analyze the type of negotiation you are in. If you want to sell a product or service to a client, for instance, you need to find points of agreement and empathize with his or her needs, rather than push for a decision.

Establishing Authority

Establishing authority is another tricky part of negotiating with different genders. Authority equals control, and exerting too much control could be seen as arrogant or demanding. Both genders tend to have a difficult time with this, although women are often more reluctant to take seats at the head of the table, make wide gestures, or use up space.

Experts agree that there are key ways men and women should establish authority without looking aggressive. For example, spread your materials out instead of keeping them in a small, neat stack. As much as possible, avoid reading from your material; this can make you look unprepared and not confident. Maintain friendly eye contact. Use silence to emphasize a point or give people time to think through what you have said.

Listen

When most people think of negotiations, they think of talking. Talking is a big part of any negotiation, but listening is even more vital. Both genders can be accused of not listening, or of using silence to plan what they want to say next. Learn how to actively listen, perhaps through professional negotiation training. When the other person is talking, maintain eye contact, nod, or say things like, “Tell me more about that” to show engagement. If you didn’t hear or understand something, be honest and ask for it to be repeated.

Don’t Bow to Stereotypes

Don’t let stereotypes influence your success in negotiations. If you are a woman who needs to be more assertive, ask for tips or assertiveness training from other women you trust. Seek opportunities to negotiate with men, and learn from key phrases they might use such as “I think” or “you know.” If you are a man, don’t be afraid to compete as much with women as you do other males. Learn from women as well – for example, women are less likely to “wing it” during negotiations, and this can help them succeed.

What Are Sales Enablement Tools, and How Do They Work?

Automation software can be greatly beneficial for sales and marketing professionals. Not only does it make sales processes and marketing campaigns easier to design and launch, but it can enable a sales team itself. A variety of sales enablement tools exist, each offering a different way to manage your sales and marketing team. Here’s how a bevy of sales enablement tools can help you gain real insight into your customers and empower your teams to sell.

Go Beyond Leads

Most sales and marketing departments use sales enablement tools for generating leads. Some go beyond that and use these tools to follow up with prospects, as well. But sales enablement tools have the potential to do more. In fact, using their data collection capability, you can gain insights on your buyer and mitigate a lot of legwork.

Gain Insight 

Sales enablement tools let you collect deep pools of data for developing buyer insights. You can find out who has buying power in a certain company, what their company challenges are, and what industry trends are influencing their behavior. This type of data, paired with market research, gives you the information you need to empower your sales team. Enablement tools like Amacus automatically collect and analyze data like this and display real-time sales analytics.

Stay in Front of Your Customers

Following up with your prospects and providing them with valuable content keeps you in the forefront of their minds. Content marketing is a great way to do this across a variety of channels. You can keep your customers up to date with social media, e-mail newsletters, and blog posts. However, some busy sales teams might not have time to dominate all these channels.

Platforms like LogicBay help you create and optimize multiple sales channels and manage individual leads. Likewise, Eloqua by Oracle is marketing automation software that optimizes both sales and marketing efforts. It analyzes prospect behavior and delivers it in a way you can use to launch new campaigns and improve old ones.

Manage Your Sales Team

Some enablement tools put everything you need to manage a sales team right in your hands. Help your sales team perform like they are meant to with coaching tools, best practice policies, call management, and playbook development. The PlayBoox platform, and other platforms like MindMatrix, let you manage the processes and tools you use to run your sales team efficiently. These platforms offer insight as to what material you need at any given point in the sales cycle, and they then help you develop them.

Using a combination of these tools, you can manage every step of the sales cycle. From lead generation to prospect nurturing and follow up, and even managing sellers themselves, sales enablement tools give you full control.

Sources:

http://www.docurated.com/all-things-productivity/top-54-sales-enablement-tools

http://www.customshow.com/sales-enablement-best-practices-solutions/

https://salesenablement.wordpress.com/2011/07/03/work-in-progress-list-of-sales-enablement-vendors/