September 10th, 2015

Stop Pitching and Start Solving Clients’ Business Problems

No matter what you sell your sales pitch is not your main focus. You have to think about your products and focus on solving a problem for your client. Whether you sell a product or a service you always have to be aware of how worth while that product or service is and how it can help your client by a) solving their problem and b) making them feel good about their decision at the end of the day.

Discover your Inner Problem Solving Skills

Start with a simple pen and paper approach: write down five things your company does. Then write down five problems each item solves. Think about each point carefully and dig deep. If you just sell paper, don’t think you “just” sell paper. Instead think of the different types, sizes and price breaks offered with the paper. Remember your value proposition and apply it to solve your clients and prospects potential problems.

Listen to their Problems

You can walk in and offer clients a product or service they may or may not need, or you can walk in and ask them a few questions that allow you to identify their problems. Think about what you sell and what problems your product or service solves. Base a few questions on the answers and allow your clients to tell you what it is they need. Try to come up with questions that will make your client realize they do have a problem, even if they don’t buy today, you have put it in their mind that you have a solution. Listen and then decide what part of your business will service them the best. If they keep running out of paper, offer them a standing order with a price break based on a schedule that works with their usage patterns. Don’t just sell paper, sell service that makes them more efficient.

Remember, selling is not about you, it is about your clients. In order for you to perform well you have to stop pitching and start solving problems. Your clients will thank you and your sales numbers will improve.

Learn more by contacting The Sales Coaching Institute.

August 27th, 2015

5 Step Process to Prospecting


Managing your sales territory and engaging in prospecting has been an important part of sales success for years. The right prospecting and management of your sales territory are some of the first and most important steps to finding sales success. In order to engage in better prospecting and more effective management of your sales territory then there are a few easy steps you can follow. This 5 step process to prospecting that will help you find the success you are looking for. Below we take discuss the 5 step process to prospecting in greater details.

Step One: Developing the Right Attitude

Before you try developing new prospecting approaches you first need to make sure that you are approaching the prospecting process in the right way. Those who are successful with sales often view prospecting as a fun way to get to know new people. You should use the process of prospecting as a way to start building professional relations with new people; not to give out a sales pitch. It is important that you enter this process fully aware that you are going to receive many rejections.

Step Two: Studying Your Target Market

After you know who your target market is within your territory, you will want to study your target market of buyers. Think about who they are, what their needs are, and what types of things will fix their problems. Your goal as a sales professional will be to help your prospect understand they have a problem and then provide a solution to that problem so you need to develop an approach that will help them see that.

Step Three: Create An Innovative Prospecting Process

The idea of presenting prospecting in a new way will help you get better end results. If your traditional way of prospecting was by phone; take the time to develop new prospecting methods. Learn how your leads like to be contacted whether it be through text, email, or even social media, and approach them in that way as a fresh approach to prospecting.

Step Four: Set Up Your Meetings At New Places

When it’s time to set up your meeting with prospects that have proven to be more than just leads; try to pick an unusual place for your meeting so that you will stick out of the crowd and so you can start building your professional relationship in a relaxed environment. Places like resorts and tennis clubs or golf clubs always make great locations.

Step Five: Maintaining Communication With New Tools

As you continue to maintain communication with your prospective clients to seal the deal on your sale; try to use newer and more advanced tools. This will help make communicating easier and can show your prospect that you are cutting edge. For example; instead of a traditional phone call, try video chat instead.

Having a 5 step process to prospecting and territory management will help improve your sales. Continue to use a process while prospecting and you will find it much easier to overcome rejection and other obstacles.

Do you like what you just read? Download our Killer Prospecting Executive White Paper to help you build your successful sales career.

Killer-Prospecting Whitepaper_Cover
Killer-Prospecting Whitepaper_Index

Happy Selling!

Join our sales training program right now to learn how to prospect for success!

August 17th, 2015

It’s ALL GOOD when you close a sale!

Let’s face it if you can’t close the sale you have wasted precious time and lost money. There are a few things to remember when trying to close a sale that will make the process easier and make you more efficient.

Finding the Right Leads

When you are talking to people that you already know have may have an interest or a need for your product, you are more likely to close the sale. After all the whole point is to find people who need your product and sell it to them. If they are already prone to buy your product this will make your job a lot easier. For example, if you are selling a new baby high chair you will want to find anyone pregnant or who has small children that could benefit from your product. You can do this by going to daycare centers, play places, Lamaze classes or even parks. To find them on the Internet you can search social media sites for people that have children or are pregnant as well. They will be part of related groups on Facebook and may be found using different Twitter functions and features.

Being Consistent

Your sales pitch needs to remain consistent at all times. Do not rush the sale or make the people feel rushed to make a decision. One of the worst tactics is telling people “This deal is only good for today”, or “I’m sorry but you really need to make a decision I have to go meet another client.” 9 times out of 10 that person is going to become uncomfortable and end the conversation. The customer should always have control of the conversation. Give them options and if they are having a hard time making a decision it would be appropriate to give them your contact information so they can go home and think about it. Your tone should also remain consistent. This is one of the reasons why it is not recommended to be overly enthusiastic, because you will have to keep up the tone the entire time. The tone you exude effects the way the customer will feel. If you are enthusiastic and helpful at the beginning but lose steam at the end, the client is going to pick up on this.

Leave the Customer Feeling Satisfied

When you close a sale, the customer wants to know three basic things; shipping process, refund policy and how they can contact you in case they have trouble or questions about the product. You need to let them know when they will be receiving the product and who to contact in the event that they are unhappy with their purchase, or need to speak with someone regarding the sale or services provided. You will also need to give them extra business cards or contact information just in case they know someone else who may be interested in the product.

August 4th, 2015

5 Quick Tips for Improving Email Campaigns for Sales Professionals

Email campaigns are vital to sales professionals around the world, especially if they do most of their business in the online marketplace. Most successful sales processionals in the world use the internet to research products and to buy the products or services after they have found the best deal. If you have a lousy email campaign, then that issue alone will give you a bad reputation. Here are 5 tips to help sales professionals improve their email campaigns.

  1. Don’t Mislead Your Customers. Subject lines should be compelling and truthful. Never mislead your customers if you expect to get sales. Your subject line should be clear, concise, and interesting unless you want your customers to get bored after the first few times of getting your emails.
  2. Be Concise. Your customers are probably busy people that don’t have a lot of time to waste. Customers can be impatient, and they don’t want to see clever email tactics that go on and on but lead nowhere. Get to the point and be direct with what you are offering. This is the way to get and maintain your prospects business.
  3. Avoid Overkill. Many companies try to pack different promotions or events into one email, making it longer and time-consuming to read. Email readers often have short attention spans, and they will lose interest quickly if the email is long. Always send multiple emails, with only one subject per email to gain and keep their attention. Short and sweet is the rule of thumb here. The message could present a single problem and you should have the solution to that problem.
  4. Give Value. Give your readers something for taking the time to read your email. Useful information or a discount coupon will go a long way. If they feel like they are a valued customer, then they will be more apt to purchase your products or services.Include a Call to Action. If you write your email correctly, then you will get more prospective customers that will actually view it. Don’t just leave them hanging! You need to give them a call to action that will tell them what you would like for them to do next, but also what they want to do because they feel the need to do it. Invite them to sign up for your newsletter, present a cost-effective solution to their problem they can sign up for, or whatever it is that you want them to do. Always provide internal links, so that they can access the information that you would like for them see easily.

The effectiveness of your email campaign can make or break whether or not your sales email campaign succeeds and brings you more business. Always write a catchy and professional email that is proofread carefully, to ensure that there are no misspellings. Last resort, consult a professional if you do not have the time to create a meaningful campaign that will succeed. There is nothing worse than an email campaign that does not only succeed but makes you look unprofessional. While no email campaign is the same, these tips will be crucial in improving email campaigns for sales professionals.

July 30th, 2015

5 Step Process to Overcoming Sales Objections


Using a process while overcoming sales objections is five times more successful than “winging it”.

As a sales professional in today’s field, it is important to remember that closing a sale is not always a swift and easy process. Even the most talented sales professionals have trouble overcoming sales objections.

It is important to remember that sales objections happen to the most talented and the most prepared sales experts. You need to master the process of overcoming sales objections in order to find true sales success. Having a process to overcome sales objections can help you break down the objection barrier on your road to success.

Step One: Anticipate the Objections First

Before you even try to close the sale make sure that you prepare yourself by anticipating the objections that might arise. For every point that you make you will want to make sure that you have supporting and credible facts to back up that point. This will act as a security blanket for possible objections or concerns that the prospect may have.

Step Two: Create Objection Answers

After you have anticipated the possible objections sit down and brainstorm effective solutions to those objections. This way if the objection comes up in your presentation you can turn to your notes and sat ‘i’m glad you brought that up’ and provide your leads with a potential solution to the issue that they brought up in the first place. This is a great way for you to show the prospects that the products or services they are purchasing are worth the price.

checklistStep Three: Do Your Homework

Make sure that you do your homework and know your prospective client. Research your prospect’s company carefully and pick out what concerns or objections they may have.  Make sure you know your product or service inside and out. The more knowledge you have the more credible you sound. Additionally, you can provide your client with useful information while clearing their objections at the same time.

Step Four: Enter the Presentation With the Right Attitude

Always expect that you will get a number of objections, and realize that it is OK. Try to stay optimistic and keep in mind that these objections are not being brought up because of anything that you did. Not taking objections personally is the key to not burning out. There is a lot of rejection and a lot of objections in sales, so taking every objection personally will burn you out fast.

Related Article: Survive & Thrive With a Positive Mental Attitude

Step Five: Remove Objections One-By-One Calmly

While staying calm, address each objection individually. By taking the time to address each concern as an individual problem, you can rationally ease the concerns of your prospect. This will often make them feel comfortable about turning to your product or service.

8 Negotiation Skills Whitepaper_Cover


As A Man Thinketh – The Secrets of How to Stay Motivated in Life and in Sales and Win More Business

The Power of Positive Thoughts and Intentions for Women – As A Man Thinketh Adapted for Women