INTERCONTINENTAL ICE MELTER

And before you commit me to the happy home, I am not saying that sales is not about results and ideally overachieving them. So bear with me while I share a few concepts with you.

Many years ago while I was a sales manager (in nappies) one of my team of great sales staff said to me, “Aldo, have you ever wondered why we humans have two ears and one mouth?” Well, you get the message; in one word “Listen”! That set me on another excellent path of discovery landing me in a place that is all about listening and feeling, or putting myself in the customers’ shoes. I am so privileged to have worked and continue to engage with so many great people whose pearls of wisdom have triggered the ongoing awakening of my being.

We have so many times heard this cliche, “put yourself in your customers shoes”. But do we actually believe it? Do we actually truly listen to what the customer has to say? Or are we driven by the latest product launch and cannot wait to vomit this new found knowledge all over our prospect, totally losing them along the way. And I am not saying product knowledge is not important, it is vital.

I’ll tell you another thing that I have learnt along the way. Sales people who talk too much go through a process of unselling. In this mode, we impart so much information onto the poor unsuspecting prospect that they feel bewildered, inept and rather threatened by their lack of knowledge, preferring instead to politely exit the scene with a few brochures and “let me think about that”, undoubtedly never to be seen again.

A simple example is the person that walks into a car showroom and says to the sales person, “every day, I have been admiring that car, while on the bus to work, as we passed this showroom. I am here to work-out a deal”. Now, the sales person, sensing blood gets excited and start “up selling” (another very dangerous sales process if done recklessly). He takes the brochure and starts optioning-up, talking about V6, direct rail injection, turbo charged, after sales package, tinted windows, etc….. The excited customer is now totally overwhelmed at the complexity of buying a car and walks home needing a rest! Rather, all the sales person had to do is “work-out a deal” as the customer indicated.

Obviously, there was another option if one wanted to upsell, and that is to “step into the customer’s shoes” asking the right questions so that the customer gets engaged, starts talking and (as customers always do) tell the sales person those things that are truly relevant to him, for the sales person to upsell towards. So I agree with upselling but this needs to be done from an empathetic space and not a “let’s see how much I can get him to spend” space.

So stop selling and start listening.

Usually customers meet you or come to you because they are in the buying process and they are looking for the best value for their money. They might not always articulate it in this way and there are some that, try as you will, will never be your customers, as their value needs do not fit your business value-add. This heightens further the importance for good dialogue with your customer. If it is the case, be prepared to admit upfront that you are probably not able to meet their value requirement. Trying to deliver what your business is not structured for is a receipt for disaster, because even if you win the sale, you probably end-up with an unhappy customer.

On the other hand, once you have given the customer the opportunity to openly share his needs and let’s say, you cannot meet their value equation, and you are prepared to say so, amazing things happen. The pressure of the sale is gone and then usually the customer is perplexed that you are walking away from a sale and will ask why. This is the best opening for you now to talk and truly explain the intrinsic value-add of your business/product.

In some circles they call it “solution sales” which I find exceedingly humorous. As, are we saying that in the car case above, we were not selling a solution? Whether it is a car, a home, an iPad, or a corporate purchase, the customer has a problem or at least a need. If we are prepared to truly listen, we are able to hear from the customer what his needs and priorities are and this is where the product knowledge comes in (as well as the organizational and industrial). This is where, once we have listened and listened and listened, we are able to then articulate the vision of a solution as sometimes the solution and the value-add is beyond the product itself. Maybe it is financing, maybe it is the finish, maybe it is the customer service, maybe it is something that is so easy for you to supply that you would never have thought of promoting and is so critical to the customer that you have an easy sale on your hands.

Maybe you do not have the answer and are comfortable enough to tell your customer that you would get back to them once you have thought through their needs and have a tailored offer for them. Maybe it simply is that car in the showroom.

I cannot give you the answer and neither are you able to come-up with it. But if you truly listen the customer will certainly tell you, and you will easily over-achieve your target and end up with a trail of happy customers.

Happy Listening (selling).

ezine@aldogrech.com

Aldo Grech – CxO Consulting

Are you a business owner or an individual who makes money selling a product or a service on the side? If so, you are likely interested in acquiring new paying clients. To do this, you should consider generating sales leads. When you generate sales leads, you find customers as opposed to just letting them come to you. There are many ways to do this, but if you are on a budget money might pose a problem. Luckily, there are a number of ways for you to generate business leads while on a tight budget. Here are some of your cheap options.

Cold Calling

Cold calling is typically advised against because it is risky, but it will work for some individuals. For example, local business can typically benefit more from cold calling since local residents are already ideal candidates. You can also look for clues as to your targeted market if you run certain service businesses. For example, say you run a landscaping or snowplowing business. You are familiar with the local area so the phone book (which not only has phone numbers but addresses) can alert you to individuals who live in the country and are more likely to have large yards and longer driveways. Since you have an address and a phone number, make a nice sales pitch via phone or mail.

This is a cheap option because your phone is likely already setup for unlimited local calling, meaning you will not pay extra.

Classified Websites

Classified websites are a great way to generate sales leads because you’d be surprised how much information people post online. Many ads state “I have this for sale” or “I am looking to buy this.” What can you use this information for? To determine if someone is within your targeted market. Say you sell children’s clothes online, look for parents who are looking for a babysitter, selling old kids clothes, and so forth. Find people within your targeted market and make contact. Speaking of which, classified websites are also an ideal way to generate sales leads because the person posting the ad typically posts their phone number or email address.

Giveaways

Whether you run a local business or an online business, a good promotion is a great way to generate interest, attention, and to generate sales leads. It is no secret that people love free stuff. Giveaways being done online can be advertised directly on your website, through link exchanges, and they can be posted on giveaway sites. Giveaways being done locally should be advertised through a sign, a flyer in the building, or via a newspaper classified ad.

These are just a few of the many ways that you can work to increase your client base. Remember, the more clients you or your business acquires, the higher your profits will be.

Searching classified websites are a great way to find your targeted market. Convert those sales leads today. SpotThings.com searches thousands of classified websites at once!

By Adnan Masood

Driving a sale can be a pretty difficult task. Rather than selling a product you have to sell an idea. This requires sales motivation. For this reason, the champion salesperson of any organization is among the most highly respected people in the corporate rung and looked up for sales motivation. Well! Sale and finance may never see head to head but finance team knows that each structural planning may turn out to be a farce if there is not the right kind of sale push driven by motivation.

As a sales person, if you want your company to do well, then ensure that your motivation is on a high. Motivated salesmen do a far better job of selling products. Let’s take up a few ways of enhancing motivation.

Always look to learn- never be shy of the learning process, the more you become aware, the more you become confident and determined, it will give fillip to the sale process and add to motivation.

Improvise- do not always follow the herd mentality. Look to improvise on certain occasions. Think beyond the box for sales motivation

Carry burdens on your shoulder- try taking more onus than being expected of you. Once you feel responsibility, you will automatically feel like being part of the system and will be driven by motivation.

Try making meaningful contributions- if you contribute in real essence, your self esteem will rise. This will motivate you towards more sales providing you sales motivation.

Do not look for reward, they will come – though rewards are always attached to labor, you look to the labor part of the job. Unselfish labor reaps the biggest rewards in regards to motivation.

Look for a sense of purpose to drive sales motivation – if you have a direction and a focus, if you know which way to make the leap, then you will stand a better chance of doing well through sales motivation.

Make short term goals for sales motivation- short-term goals are higher on perspective; you can concentrate more and create more planned avenues. Once there is method, there will have motivation and you will make a decent job of the sale process.

Be a team person driven by motivation – if you are part of the team dynamics you learn to assume collective responsibilities. This helps in feeling like a person with some task on hand. Of course, such a feeling is a great for motivation.

For motivation look at the macro idea of a plan- look for the bigger picture. Your vision will drive you towards sales motivation.

Don’t shy away from risks- if you be a rabbit, the cat will jump from behind. Be a tiger on the prowl. Take your risks; the feeling of adventure will provide you with sales motivation.

Get more articles, tips and techniques at Business Motivation Guide

Success Principles – 3 Proven Techniques How to Achieve Amazing Results in Life
By Shawn Lim

This is the perfect article for you if you are looking for ways how to be successful. What you are going to discover in this article is the top success principles that never fail. You will discover the 3 proven techniques how you can produce outstanding results in your life.

If you are serious about achieving great success in life, you must be willing to constantly learn and improve yourself. Reading this article and discover these 3 proven techniques are one of the keys to constant improvement. So are you ready to discover the 3 proven techniques that you can implement into your life right now?

1. One of the best techniques you can use is goal setting. Writing down your goals and constantly review them are going to be helpful in achieving what you want. Setting a goal will help you to better focus on the direction you are heading and it will also condition the idea of achieving the goal into your subconscious mind. Most people do not have a goal, and this is why they are not successful.

2. Commit to constant learning and improving. Do you know that success is not a destination? It is a process? Success takes time and you need to constantly improve yourself to produce great results in your life. Commit to read at least 2 books in a month. Read those books that will help you to improve and move you toward your goals. Try this for 1 year and you will see amazing things happen to your life.

3. Finally, take consistent action each and everyday. Do something that will take you to your goals each day. If you are not doing anything, you will never accomplish a thing. Success requires action. Therefore, decide right now that you will take at least 3 actions each day so that you will move toward the direction you want and reach your destination eventually.

Want to know more about the author and his work?

Visit his latest website, Bayu Puteri to learn more now.

For more information, please go to http://www.BayuPuteri.org/