5 Elements of the Sales Process

It looks great on paper the sales process.  In the real world it's somewhat more fluid...dare I say chaotic!  Despite your best laid plans, leads, suspects, prospects and customers don't behave in a linear manner.  It's frustrating...it's reality!  Use a CRM to keep on top of all activities of the sales process is one piece of advice I give frequently.  The other is to be ready to overcome objections...the obstacles to closing the sale and keeping your customers happy!

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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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...

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

Sales Techniques that actually work

Sales techniques that actually work, the holy grail for anybody with something to sell.  Sorry to disappoint.  There is no silver bullet.  Determination, perseverance, focus on solving needs...these are at the heart of sales techniques that really do work.  Two specifics:  Listen to prospects to understand their needs

The Side Hustle in the Gig Economy

The Side Hustle is a growing part of the Gig Economy as job security becomes even more tenuous and more workers find themselves underemployed and in part-time work! Learning how to navigate in this fast-changing economy is even more necessary!

Looking to improve your selling skills?  Check out this Sales Training Workshop, Sales Training For The Rest Of Us

Inside the Mind of a Sales Manager

Whoa...do we really want to know what goes on inside the mind of a Sales Manager?  Yes actually...it's a busy place and you need to know where you fit in.

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

What's Destroying Your Sales Team

What's destroying your sales team?  Many things.  #1 is poor alignment of Marketing, Sales and Service.  

The first step is to take a hard look at what is going on across your organization to identify the top 3 obstacles.  Then, lay out the plan to address those first.  Give yourself a timeline and check ins to monitor progress.  Adjust as necessary.

How to reach the B2B Market with Social Selling

The average salesperson spends 50% of their time in unproductive activities.  Administration, traveling, responding to emails. The percentage drops to 35% for high performers.  They achieve that by staying focused on high-value activities, evaluating prospects more effectively and leveraging technology.  One strategy that aids in all levels of the prospecting process is Social Selling.  That's the art and science of using social networks to do research to be relevant to build relationships that drive revenue.

The Anatomy of a Professional Sales Rep

6 tips for effective sales training