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We offer many seminars and workshops in sales skills and relationship building

Below is a sample of the content covered in our sales skills workshop. Attendees become more aware of the sales process, people skills, and how to take their career to the next level.

Mistakes Salespeople Make

 

We help to turn learned negative habits into positive plans of action.

 

Salespeople may fail because they:
 
  • Blame others for their mistakes or inability to perform. We all must take full responsibility for our actions. Ask any successful person and they will tell you they made lots of mistakes; that’s how they learned and got better.

  • Lack the necessary level of persistence. We all don’t want to be labeled as pushy salespeople, but if you believe in your product, be enthusiastic about it and transfer that belief to your prospect. This brings us to our next point.

  • Do not believe in the product they are selling. Get further educated to find the merits of what you are selling; if you can’t find them, find another product.

  • Do not commit to lifelong learning. Get your feet wet, learn by doing. You need the experience fielding the objections and perfecting your presentation.

  • Don’t make the right impression. Dress for success, speak clearly, and present yourself with confidence and authority.
  • Fail to listen and learn from those around them. This is a big one, the more you listen, the more you learn about the person you are trying to sell. Eventually they will tell you what they want to buy.

  • Lack understanding of the industry or product knowledge. Be the go to guy/gal in your field, know your stuff, people want to deal with the expert.

  • Fail to develop the essential attributes or skills required to become a masterful salesperson. Learn selling and people skills. There are a zillion books on the subject including this one.

  • Allow their ego to get in the way of change, as they try to do it their way and play by their rules. Put on your thick skin first thing in the morning. Don’t worry if people like and respect you. Learn to respect and love yourself and that will be felt by others, if it’s sincere.

  • Are out of their comfort zone and fail to adjust. A lot of this book addresses that.

  • Cannot cope with change. Learn to welcome and embrace change, life would be terribly boring without it. Today, companies must constantly adjust to changing market conditions.

  • Are not committed to creating a better possibility for the customers. People have to want to improve their world. You can help motivate them, but in the end, it has to come from them.

  • Forget that the objective of selling is to deliver value to each client. It’s not about your salary or commission. People deserve and want what you are promising to deliver to them. This leads us to the next point.

  • Only care about what’s in it for them and how much money they can make. Greed is negative and there is no place for it in a quality corporation. Like any bad habit, greed only grows and gets worse. Greed is the first step on the way to dishonesty.

  • Do not demonstrate the level of patience required for meeting the demands of some clients. This goes back to people skills and learning to work with people that don’t necessarily think like you.

  • Choose to fail and simply give up. Throw in the towel when you have covered every base with the potential client and they simply can’t see the need for your product.

  • Do not ask for the prospect’s business because they feel they shouldn’t have to. Don’t ever assume anything, business has to be earned.

  • Do not ask for help. (Never invested the time to see what the top producers are doing, how long it took them and the path they took to get there.)

  • Do not invest the adequate amount of time in their own training, coaching and development.

  • Are driven by fear rather than their personal vision and measurable goals, which honor their priorities and force them to have integrity. Some bosses use fear motivation which is an ineffective antiquated way to deal with employees. What’s worse is a boss that takes out their frustrations on others because he or she has the power to do so.

  • Are not comfortable with their appearance or themselves in some other way. If you don’t like and respect yourself it’s difficult to get others to feel positive about you.
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What Do Successful Salespeople Need To Do To Succeed?

 
  • Become great listeners. Let your prospective client open up to you and he or she will eventually tell you exactly what they want to buy.

  • Learn to read body language and buying signals. For example if a client moves forward in his chair towards you, they are now more interested in what you are saying

  • Learn your product inside out. Know how it compares to the competition and its advantages over their products.

  • Believe in what you are doing and selling. Believe in the quality and integrity of your company and their ability to deliver on their promises.

  • Learn to deal with people that think differently than you. If they are analytical, show them facts and figures to support what you are saying. (I referred to this earlier in the book when I talked about social styles and dealing with different personalities.)

  • Always, I mean always, tell the complete truth. If you can’t sell a product or service by being honest, you shouldn’t be selling it.

  • Treat people as equals. Don’t look down or up to them, relationships should be adult to adult. Treat people with respect and be social and courteous.

  • If you have a good sense of humor, use it. People love to be around positive people that make them feel good.

  • Be positive and upbeat at all times. Don’t ever knock the competition; just show the merits of your product. You never know who your competition may be, so be classy, professional, and informative.

  • Dress for success and be well groomed. First impressions are very important and set the stage for a positive interview.

  • Do positive imaging before the appointment and begin the appointment feeling like a winner

  • Get in good physical and mental shape. Diet and exercise with some meditation thrown in is a good formula.

  • Last but not least, learn to smile. Think of the broadcasters that have that pleasant warm smile.