From: Marks Motivation Mail [motivation@chattertonworld.com]
Sent: Monday, March 01, 2010 4:34 AM
To: ;
Subject: 10 TIPS THAT WILL HELP YOU TO MAKE MORE S-ALES
1) Play from a 10.
Attitude is your ability to access your skill. If you're not on
top of your game, you won't make many s-ales. We all know that
yet many salespeople don't fire on all cylinders when they need
to. Try measuring your attitude on a scale of 1 to 10 and
concentrate on ensuring that you are on top of your game for
all important tasks such as prospecting, meetings, presentations,
negotiations...
2) Believe & achieve.
If you believe you can, you're probably right. If you believe you
can't, you more than definitely are! What you believe is one of
the biggest predictors of what you will accomplish. Believe you
can maintain profit margins, guess what you'll fight to achieve?
Believe you can't, oh dear! Ask yourself, "What do I need to
believe to achieve s-ales success?"
3) Care about your clients.
Clients don't engage with salespeople fully or honestly because
they have all been "abused" by a salesperson who was only
interested in themselves at some point or other. Most salespeople
care only about the deal and themselves, not their clients. Prove
you are different by focusing on adopting the mindset of
genuinely caring about your clients.
4) Set big goals.
Set your sights on the stars. Go for gold. Think big and go for
it. Mediocre goals and targets are for wimps not superstars! What
do you want to achieve in 2010? What clients do you want to engage
with? How much revenue do you want to secure? What are your goals
for yourself, your business and your life?
5) Take action.
Nothing happens when no-one does anything. Most people sit
chatting, surfing the internet and faffing around with their
"to-do" lists whilst winners make money. What can you do today
that will take you one step close to your dreams and goals?
6) Ask questions.
Great salespeople ask great questions. Great questions come from
the mindset of genuine interest in the client and their business
and their life. Do an audit of your questioning skills and habits.
Plan and design some new questions to try out. What can you do to
improve your questioning techniques?
7) Listen.
No point asking questions if you don't listen to the answers.
Listen to what your clients say. Listen to what they nearly say.
Listen to what they didn't say. Listen to what they really meant.
Listen to genuinely understand. Listen without an agenda. The
objective of listening is to understand, really understand, what
your client is talking about... from their perspective. How would
you rate your listening habits?
8) Add value.
How can you add value for your clients? How can you help your
clients? Ask questions to understand how you add value. Without
knowing how you add value you will be constantly battling with
your clients over price. You should be selling on value nor price.
What questions can you ask your clients today to better
understand why they want and need you and how you add value.
9) Match don't pitch.
Pitch – the worst and most misleading word in selling. Pitching is
what you do to a baseball, not in front of a client.
Pitch - to throw, fling, hurl, or toss.
So that's going to work then! You shouldn't talk solutions until
you know what a client wants and needs and why. Match don't pitch.
Ask yourself, "What does this client want and need and 2hy?" Don't
guess, ask!
10) Keep learning.
Everyone makes mistakes. Everyone loses sales. Everyone gets knocked
down by the express train that is life. How fast are you going to
get up and what are you going to learn so that you can perform better
next time? Great salespeople keep their techniques and strategies
sharp by reading books, attending seminars, learning from others and
by self-assessment.
Do you?
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