Listen to Learn

One of the most frustrating things about listening is when we list to respond, not to learn!  In my Professional Selling class at George Brown College we talk about 'active listening'.  This is where we ask questions to learn and turn off the response urge.  It takes practice.  I share stories of times when I've listened to respond versus listening to learn and the results of each.  In almost all cases when I've listened to learn, I come up with better solutions because my mind isn't working to formulate a response.  I'm not a psychologist and don't know the science behind this I just know it works!

Listening to learn involves asking better questions.  The ones that get the person talking about their needs.  Questions with yes/no answers...go nowhere...no good!

A business conversation is not a social conversation!  No matter how much you and your prospect/customer want to talk about family and the kids (and yes there is a time and place for that), these are business questions:  What are you looking for in the product or service?;  How will this improve your process?;  How will this reduce cost?  These are they types of questions that elicit detailed responses...they tell you what your prospect values most...what's most beneficial to them.

At the end of the day, people buy solutions that work for them.  Actively listening to learn what those are is what we should practice doing.

Until next time...

Chris Morales 

Seven Steps of Personal Selling

At my first sales job back in the day, here's what I got from my Sales Manager:  Here's the phone book...those are your leads...now get out there and sell!"

In some industries things haven't changed.  But there is hope, especially with all the information on prospects that is available now via simple Google searches.

I teach a course at a Toronto Community College to adults looking to improve their personal selling skills.  Many are not professional sales people...they want to learn how to apply professional selling in their business lives:  to get jobs, promotions, new jobs!  The principles are basic and they apply to everyone.  Here are seven steps of personal selling that I believe in and teach:

None of these are more important than the other.  You will fail if you short-circuit the process.  As you gain experience you will learn how to adjust your pace based on the situation...and the needs of the person you are selling t!

Until next time...
Chris Morales

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Is the Art of Selling Dead?

Is science overtaking the art of selling? It depends...

On the Art side, being personable, listening, asking questions, improvising are all top skills.  Learning your prospect's needs and working to fill them with value-added solutions is the name of the game. 

On the Science side, response times, lead management, CRM systems power the selling process.  Using an integrated contact approach involving email, text and phone along with a more guided approach makes it more clinical.  

No, the art of selling is not dead...and it is not going to be replaced by science.  Professional Sales people today combine art and science to prospect for new customers and 'sell to' current ones.  For more, check out this infographic:

 

Until next time...

Chris Morales

How to succeed in the digital age of selling

The computers haven't eliminated the sales rep yet.  And in a world where trust and reputation are increasingly important, professional sales people are even more valuable...both to their companies and to their customers!  This line stands out from the infographic below:   

"All things being equal, relationships win. 

All things being unequal, relationships still win!

 

Until next time...

Thrive in the Gig Economy

Don't survive, thrive in the Gig Economy!

Just about everyone has a 'side hustle'.  A part-time job, a web business or consulting gig.  Other than the part-time job, success depends on generating qualified leads.  Then turning those leads into customers.  That takes selling skills.

While teaching over the past 3 years at George Brown College in the Continuing Education Program (Part-time of course), I've observed that no matter the course, Students crave three skills:

1. How to think like an Entrepreneur.  In this particular GBC course, 'Entrepreneurship', they learn how to look for unfulfilled market opportunities then develop a venture that satisfied that need.  They could be inventing something all new but more often it's providing a service just a little bit better than someone else.
2. Business Operation skills.  How do I set up my business?  What's a Balance Sheet?  How do use Cash Flow projections?  These are the things covered in the Small Business course at GBC.
3. Sales skills.  Not everyone will have 'Sales' in their job descriptions but these students want to learn how to sell better.  Most often, how to sell themselves!  In the Professional Selling GBC Course, they learn Trust-based, Relationship Selling strategies and techniques focused on solving their customers problems.

Taken all together,  these are the essential skills needed to thrive in business, and especially in the Gig Economy!

For more information and details on the 4 hour Sales Training Workshop for your Team or Organization, contact me at chris@chrismorales.ca

Sales techniques that actually work

The truth about selling is that it demands discipline, is not for the faint of heart...is frustrating much of the time.  It's not all cocktails and BS!  Here are some truths about selling...and some sales techniques that actually work

Anatomy of a Professional Sales Rep

What does a professional sales rep look like?  She is knowledgeable, organized, active and always looks for ways to add value for her customers.  She's a very good time manager always on guard against time wasters while looking out for ways to be more efficient.  She looks like this:

Chris M Morales

chris.morales@bell.net

@ChrisMoralesTO

647 393 3855

The opinions expressed on this blog are my own and are not associated with any other group or organization

Why Selling Skills Matter

Selling skills are important for every job, not just professional sales people.  No matter your job, position or level, your success depends on being able to sell the benefits of...YOU!

Years ago I was advised that I had done a terrible job of 'Managing the Management'.  Too arrogant and inexperienced to understand what that meant, I ignored the advice and promptly found myself 'between engagements'...unemployed!  Not eager to repeat that experience, I looked into what the term meant.  Revelation!  It was the same advice we advertising folks give to our clients:  Sell the Sizzle!  Or, "Consumers buy Benefits!' I've applied that lesson ever since in every job and activity. Companies hire staff to perform specific functions that benefit the organization and its customers.

All of this to say that sales skills matter!  It's what I stress in the Professional Selling Course I deliver at George Brown College Continuing Education.  From having a professional LinkedIn profile to learning how to overcome objectives, Students learn how to ask proper questions, how to listen effectively and most importantly, practice presentation skills.  The basiscs of being more professional at every level.

Here's the link to register:  GBC Continuing Education - Professional Selling

See you in class!

Chris M Morales

chris.morales@bell.net

@ChrisMoralesTO

647 393 3855

The opinions expressed on this blog are my own and are not associated with any other group or organization