Ignore these 8 Sales Tips at your Peril

"Not listening" is my number 1.  Truly hearing what your prospect needs is one of the most effective ways to secure a long-term customer. That's the bulls eye of professional selling. Find out what your customer really needs before trying to 'sell them' a solution.  Check out the rest of these sales tips:  

Until next time...
Chris Morales

Selling: Not just for Salespeople

Everybody hates Salespeople. And many salespeople go to extreme lengths to hide their job descriptions. Think 'Account Executive'!

The stereotype of the pushy salesperson: The one who won't take no for an answer, the one who stretches the truth follows salespeople around like a lingering odour. Commission Salespeople seem to be the worst...we perceive them as particularly predatory, concerned about their conquests over prospects. Think 'Hunter Mentality'.

I started my career as a full commission sales rep at a radio station at the depths of a major recession. My training lasted 30 seconds: 'Here's the phone book...start making calls!' I lasted 4 years...a feat I've never tried to duplicate. In every 'sales job' since then the window of time I've dedicated to making it work has shrunk to the point where now I won't entertain a position with selling in the job description.

But here's the rub: I'm selling all the time! In my second career in Account Management at Advertising Agencies and my third in Marketing Management in Client companies, I'm selling every day. Ideas, Strategies, Programs, Events...everything related to getting the word out about a product or service. And I love it...thrive on it actually! Now I'm at the point where I'm teaching professional selling at a Community College in Toronto.

If you're asking how the heck that happened, you're not alone. Some days I even have trouble understanding how me, a non-salesperson, loves selling. The answer lies here: Uncover a buyer's needs, figure out what benefits are important to them, provide solutions, engage with them ongoing. This style of selling has a name: 'Trust-based, Relationship Selling'.

People respond well to Relationship Selling. When they find that person who looks out for their needs, they remain fiercely loyal to the company and brand. Example: I'm now loyal to a small men's boutique after a recent experience I had in updating my wardrobe. The Owner took the time to get to know me and curated a few high quality pieces. More expensive than the outlet stores but fitted to my body type and needs. I'm now fiercely loyal and don't think twice about shopping there for all my clothes...right down to T Shirts and Jeans! He didn't sell me anything...just solved my needs.

I love solving problems. Tell me what your desired outcome is and I'll find a way to get your there. Call it what you will...that's the true nature of 'Salesmanship'.

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Sales Training for the Rest of Us Workshop

The Anatomy of a Professional Sales Rep

The Anatomy of a Productive Salesperson

The Productive Salesperson:  What does she/he look like?  Up before dawn doing administrative paperwork, organized to the Nth degree, positive and enthusiastic.  Smile...it could be you! :)

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

S.E.X.Sells! Part 2

"The eyes have it!"

Stripped down to the basics, people like to talk to other people.  And despite email, telephone and web sites, they like to do it face-to-face.  Successful sales people embrace that.  



In Part 2 of S.E.X. Sells!, Pennock_ESQ shares more of his thoughts and experience in direct selling:

So, in SEX Sells, Part 1 we went over our smile.  Have you been practicing?  Because a great smile is just the beginning of SEX.
Next, we need to remember our eye contact.  This is the most important part of SEX. 

You don't want to be that creepy person who is always smiling but always looking around.Strong eye contact is important for 3 reasons.   The first, is it establishes your relationship.  When meeting with your prospective customer, maintaining your eye contact builds trust.  What you are saying will be taken more seriously and show to your customer that you have their best interests at heart. 

The second reason to maintain eye contact is to take control of the situation.   Strong eye contact shows that your time is just as valuable as the customers,  and they need to act accordingly.   

The final reason to maintain strong eye contact is because this is where you will find your first buying signs.   The eyes are the windows to the soul, and if you pay attention,  they will tell you when you should close. If their eyes light up, the deal is done.  If they break eye contact, they are starting to think about whether they need the product or not. Start to close. If you are in a tough negotiation,  the more they blink, the more likely it is you are winning. 

Now, lets rehash.  Your smile will build your relationship,  establish control of the situation and know when the time is right to close. 
So, don't blink.  You might just miss your next sale.

Until next time...

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Chris Morales

chris.morales@bell.net

647 393 3855

Linkedin:  Chris M Morales 

S.E.X. Sells! Part 1

We all do it...Selling is the heart of business and commerce. In the B2B world of Marketing and Media Sales:  Getting the customer to 'Buy' the Creative/Campaign/Media Plan;  in B2C:  Awareness, Consideration, Preference and of course Buying the product or service!  

In this week's guest post, Sales Professional Michael Pennock, ESQ, tells us why the 'S' of Selling is so important.  Pennock is a successful sales professional who has recruited, trained and managed Direct Sales Teams for over 5 years.  This is Part 1 of 3: Sex Sells...and it all starts with a Smile:

SEX Sells 

This is the truest statement in any marketing and sales environment.  Why wouldnt it be?  SEX is great, and if it felt like cutting your hand off, nobody would want any part of it. 

But SEX is the first step to closing any sale.  Let me explain.   

Yes, some gorgeous model accompanying you on your sales call would certainly help close every sale you go on.  But I assure you, the moment you walk into any meeting,  you have all the SEX needed to get the deal done. 

First, SMILE, its contagious.   Have you ever tried to not smile while looking at someone else smiling?  Its like trying to keep your eyes open when you sneeze. You can't do it.   Your smile will help ease the tension and keep the atmosphere comfortable. 

Now, keep smilig.  Whatever happens, that smile should not leave your face.  I don't mean that you should sit there and grin like an idiot, but a comfortable smile throughout your presentation will help build your relationship with your customers and keep what can be a tense situation,  nice and relaxed.
Now let's practice.  It may seem funny, but seriously,  practice your smile. Practice it until you have to make a conscious decision to not smile.  Your smile is the first thing a prospective customer will see from you, and a great smile will be the foundation to a positive first impression. 

So, let's rehash.  Start with a smile. Keep smiling. Then keep smiling more. It will make the difference between a sales called, and a sale closed.

Until next time...

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Chris Morales

chris.morales@bell.net

647 393 3855

Linkedin:  Chris M Morales