The Basic Sales Trainer

All companies look for great sales persons. A great sales person is defined as someone with a great attitude, of good moral standing, and can meet or exceed reasonable quotas. Sadly, there are only a few sales person who are like that. Most of the people I encountered label sales persons as sleazy, which is unfair. If you are not sleazy, you cannot meet the quota. But let us shatter that thought here in this post. Let us break down the traits on what will make you successful in sales. 1. First in the Office and the Last to Leave Most salespeople want to be successful. But they aren't prepared to work hard to achieve it. A successful sales person doesn't wait for business to come to them. They go after it. They start to work earlier than others and stay later than anyone else - not to use the internet. Rather they stay at the office to make more calls, prospect more consistently, refine their presentation, and spend more time improving their sales skills. One...

Jun, a Sales Counselor for a few months has been unsuccessful in his sales career. But he does not want to give up. He knows that a lot is still in store for him. Jun can't blame the economy, the state of the industry, the competition or even the company itself for his failure because the reality is, there are people out there making money and Juan needs to be one of them, even you need to one of them. Whether you have been in sales for a long period or even a few days from now, it's time to train. Competition is brutal, the economy is in chaos, and customers are stressed out from bogus salespeople out there. Tricks you may have in your sleeve in the past may be the cause of your failure now. You need new techniques and new way of doing things. Here are some magic tricks you may need work on:

When a sales counselor delivers a plan, he has the opportunity to make his planholder conscious of the value of his plan. By a hasty lack of graciousness, he will give the impression that he is only interested in his commission. On the other hand, by explaining the plan thoroughly, he can leave the planholder with a feeling of satisfaction that will result in persistent business, the possibility of a repeat sale, and his referral of a likely new prospect. Make sure that the planholder fully understands his plan, and that he has a clear conception of its benefits. This can be accomplished by reviewing all benefits with him when you deliver the contract. The counselor should try to increase the planholder’s confidence in him by perhaps writing a memo and inserted on the plan at the time of delivery – to get acceptance as his personal counselor or adviser, someone to count on in the future. This is the time to lay the foundation of a continuing, profitable relationship. Some ...

A counselor must always plan his activities both long term and short term. Each activity must contribute, at a minimum of time, towards the achievement of the overall goals. I plan my sales operation along three main lines: prospecting , presentation , and the regular call-back .  PROSPECTING My main preoccupation of course is prospecting for this is the wellspring of my future clients. I cannot think of any of my planholders who was not once a prospect or name in my list book. My most fruitful methods of prospecting is the referral and center-of-influence. Initially the captive market can yield the bulk of a counselor’s production, but that will eventually be exhausted. That is why you just have to professionalize your style and not just rely on your “comadre” or “compadre” who signs the papers after some pleasantries here and there, or some arm-twisting now and then. I have set aside a small box with index cards in it. The cards contain the names, addresse...

Professional Sales Counselors who have been in sales for sometime, forget what it is like to be starting. Experienced sales professionals have a process that they follow. On the other hand, the new sales counselor can feel quite lost at times. New sales counselors who start out without a structured approach often have no idea how to do their job. They ask common questions like: -          “How do I start a sales call?” -          “Where do I take it once I start?” -          “How do I end the sales call?” Interestingly, even experienced sales professionals are revisiting these questions due to the fact that sales have become more complex today and they realize that they will be less successful by using their old process or by trying to take it by “oido” in this new environment.

All business organizations are concerned with determining what makes a company, agency or individual successful while others are unsuccessful. It was discovered that the key to success was a customer-orientation, adaptability, responsiveness, and innovation. Those companies that recognized a need in a particular market and filled that need operated more effectively and more profitably.   Over the years, it has been noted that certain companies tend to be more successful than others in the area of recruiting and retaining sales counselors. In the majority of cases, these successful companies recruited sales counselors to specific, designated markets. The same was true when successful managers were examined. When they recruited sales counselors who were compatible with prospects whom they would serve or who had some common socioeconomic, geographical, or occupational trait, they tend to have a higher success pattern than did those managers who recruited less specifically....