Wednesday, September 9, 2015

Establish rapport first

Sales Tip
Being excited and motivated about sales, salespeople often want potential clients to know all of the wonderful features, facts and benefits about their company, products and services. This leads many salespeople into presentation mode, or as some refer to it, "pitch mode," when instead, they should launch into a thorough Q&A session that will help them build rapport and gain the potential client's respect.

Leave barraging the client with facts and figures to your competitors. Smart salespeople will ask questions so they can better understand potential client needs. The clients will tell you how they perceive their situation by answering your questions.

After listening, sales reps can then use the client's terms and tone of voice to represent their products or services, and use the client's words to explain how you and your company can best meet their overall needs and objectives. 

Friday, August 21, 2015

Don't be bullied

Sales Tip
Stand up to bullies, even when they're your customers.

Some customers just don't deserve your business; they end up costing you more in time and resources than they give back in business and profits.

If you have customers who are bullies, confront them. If you can't win with the bully because they're their own worst enemy, or because their values are so out of sync with your own, walk away and invest your time on customers who appreciate the value you can bring to them.

Wednesday, August 19, 2015

Meet your customers in person

sales tip
Get some face time. Shake hands to close deals.

Sales is about interaction and there’s no better way to interact with your customer than to meet him or her in person. That’s simply the best way to truly understand customer needs and provide a solution that really matches those needs. It’s win-win.

Meeting the customer strengthens the customer’s confidence in you and paves the way for a long-term business relationship. It helps you learn what makes your customers tick and what kinds of challenges they face in their work.

Naturally, that trust has to be earned. You must present your case clearly and with confidence, take note of your customer’s replies (and actually remember them next time!) and after the meeting promptly deliver what the customer expects. 

Thursday, July 30, 2015

Work on your weaknesses

Sales Tips
Some salespeople work on things they're good at and don't spend enough time trying to overcome weak areas. They can only improve their strengths so much.

Even if they do improve strengths, there's a good chance no one will notice, since slight improvements are hard to spot. Strengths will take salespeople only as far as their weaknesses will allow. Be grateful for your strengths, but work on your weaknesses.

Try to do a "weakness" audit each week. What situations in selling make you uncomfortable? Where does your sales manager suggest improvements are needed? Write them down. When you improve your weaknesses, the difference will be dramatic and visible to everyone.

Tuesday, July 28, 2015

Managing your time

As a sales professional, if you want to make effective use of your time, planning is the best thing you can do. Devise a plan that works for you, but keep it simple. A plan is like a roadmap. It tells you where you are, where you want to go, and how you intend to get there. Starting off the day, week or month without a plan means you will spend time reacting rather than acting.

Here are three roadblocks to successful time management:

1. Too much attention on unimportant items. Try not to spend time on "low return" activities that don't have a significant payoff for your major task – closing sales.

2. Trying to do it all. Independence is a key trait for top performing salespeople. But some try to do too much. Increase selling time by doing clerical functions in non-selling hours (such as evenings, early mornings, and weekends) or by delegating to others when possible.

3. Procrastination. Putting off important tasks because they may be difficult may lead to lost time and lost sales. Don't just look at a difficult job – start it. Then you'll be able to gauge how much work is needed and budget your time accordingly. 

Wednesday, June 24, 2015

American Consumers Prefer Television Over All Other Media

TVB’s Lanzano Says Nielsen Q1 Total Audience Report Again Confirms that
American Consumers Prefer Television Over All Other Media
New York, June 23, 2015 – The TVB (, the not-for-profit trade association of America’s local broadcast television industry, today noted the release of Nielsen’s Q1 2015 Total Audience Report.
Steve Lanzano, President and CEO of TVB provided the following statement:
“Nielsen’s Q1 2015 Total Audience Report confirms American’s superior and consistent preference for television over all other media.
With 36 hours of Traditional TV weekly viewing inclusive of 4 hours of time shifted viewing, Adults 18+ are using 3 times as much television each week as the second most used medium, Radio and 7 times more than third ranked PC usage. 
Television dominated Video viewing with a 95% share.  The remaining 5% went to watching video on the internet (4%) and watching video on a smartphone (1%).

The Total Audience Report is the latest in a  wealth of undeniable data and compelling information that TV remains consumers’ medium of choice and the most effective and powerful marketing medium.”    

Tuesday, June 16, 2015

Traits of Great Sales Managers

There are eight core responsibilities in which sales managers excel:

                  1. Leadership vs. management; 
                  2. recruiting/hiring; 
                  3. compensation plans; 
                  4. accountability; 
                  5. productive sales meetings; 
                  6. budgeting; 
                  7. inventory control and pricing; 
                  8. and training.