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I find it interesting as I evaluate many of the clients I have worked with over the years and their sales teams and sales processes - regardless of the product or service, value proposition, industry,Cheap Tim Hightower Jersey, reputation or market exposure, how many so-called professional salespeople - just wait and see - hoping that the sale will close. Active selling is where you are in control of the process. Let me repeat I am not talking about manipulation. Who do you want to be in control of a challenging health issue you face - a Doctor you trust or yourself as the patient? If you haven't been to medical school I would suggest you turn the process over to the Doctor. If you don't trust the Doctor get a second opinion. The same is true of selling. The salesperson knows more about the product or service (or should) than the prospect. All the salesperson needs to do is determine how important the prospect's problems,Cheap Greg Jennings Jersey, needs or wants are to them and why. If you have both - product knowledge and prospect information - you should stay in charge of the process - active selling. Active selling requires an effective and engaging probing approach that doesn't intimidate the prospect, but does create some discomfort, uneasiness or a sense of urgency or uncertainty that will come with their inaction or poor choices. It requires a customer-focused message and the ability to disarm sales resistance early rather than respond to it later. Obviously it requires a closing approach or strategy that may not come from the sales books or sales gurus available today, but from a mix of your experience, skills and knowledge of the prospect's concerns, fears or buying history. And finally without a clear and repeatable follow-up process most of the previous steps will be wasted over the long term. Selling isn't about manipulation,Cheap Aaron Hernandez Jersey, but controlling the sales process. It isn't about wait and see - it's about creative sales approaches and strategies to continually move the process forward. It isn't about wasting valuable selling time on poor prospects, but having an effective prospecting system that allows you to spend time and resources on people who are good prospects now or will be in the future. It's not about trying to turn poor prospects into customers with pricing strategies, giving away the store or losing your integrity because of your desperation or ego. If I hear one more time, "I'll just have to wait and see how this potential sale goes", from someone who says they are a professional salesperson, regardless of the industry they are in, I think I will just have to scream out loud - YOU JUST DON'T GET IT. Passive selling is when the prospect says; I need to talk to so and so, I need to think it over, I need to check with another supplier - etc. and you give up, stop selling and yes, just wait and see. Without an effective sales process which includes; prospecting identification and qualification strategies,Cheap Nick Collins Jersey, presentation approaches,Cheap Rod Woodson Jersey, closing and overcoming resistance techniques and an effective follow-up process, you will likely end up playing the wait and see game. So,Cheap Chester Taylor Jersey, why don't most salespeople today have a system that they can rely on to avoid the wait and see game? Is it stupidity? Fear of rejection or coming across as pushy or manipulative? Arrogance? Naïveté? Or just laziness? Or possibly a unique combination of them all? I believe in keeping things simple, it makes it easier for me. There are generally two types of selling - active and passive. What's the difference?

Listening. Asking questions to learn about needs and be better informed. Educating customers and clients about options. Searching for the right answers to client questions. Sincere smiles and thank you's. Honesty and integrity. Practicing. Instead recognize that sales is a conversation.聽 At the end of that conversation you are asking the other participant(s) to do something.聽 Successful conversations have the traits of what makes a successful salesperson as listed above. "Everyone lives by selling something." - Robert Louis Stevenson Your fear... easily laid to rest. Before you begin your embracement of the dirtiest word in business you need to know what sales is not.聽 Sales is not... Could it be the polyester suit cheesy smile say anything promise everything close close close personality that most people have about salespeople?聽 Or is it that people who don't want to be known as a salesperson are afraid of being told "no"?聽 Is it beneath them to ask for business? Why is it dirty?聽 Without sales there can be no revenue, and without revenue there can be no cash to pay salaries and the bills.聽 Sales are the most important component of business and it is typically the connection a business has with its customers.聽 Yet... many people don't want to be known as a salesperson. Don't be like that! So will you do me a favor and give some of the solutions here a try? Okay, Not That Easy Well,Cheap Arthur Moats Jersey, actually it really is.聽 Most things in life are simple.聽 We allow them to become complicated through our fear, procrastination, and ease to distraction.聽 By doing so we don't see how simple it is. How To Overcome Your Sales Fear You are going to be different than most people.聽 Whether you work for a large corporation or you are in business for yourself, you are going to embrace sales,Cheap Eli Manning Jersey!聽 You are going to excel at it! This month the Finding Answers Blog is going to help your remove the barriers, distractions,Buffalo Bills Jerseys, and fears to help you in sales. Whatever the reason is without sales a business does not exist. So unless you have a fear of conversing with another person, then there should really be no reason to fear talking to another person about your product/services.聽 With that "no" is a natural part of any conversation. Being pushy. Wearing polyester plaid suits. Cheesy smiles. Lying about what your product/services can do. Being the perfect "pitchman." Always knowing everything. Always talking. The fear I am talking about is being told "no."聽 To avoid that most people adopt a different personality that is not them.聽 I call it the "Salesperson Secret Identity".聽 Why is it a secret,Cheap Paul Posluszny Jersey, because even their loved ones wouldn't recognize them.聽 They come of as stiff, unbending, not listening and when the pressure hits... pushy.聽 This all comes from the fear of getting shot down. "We succeed in enterprises which demand the positive qualities we possess,Cheap Sidney Rice Jersey, but we excel in those which can also make use of our defects." - Alexis de Tocqueville You have conversations everyday in your life.聽 You are asking others to do things for you and in return they are asking you to do things for them.聽 It is as natural as breathing. I am betting that you identify with the traits and characteristics of sales just mentioned.聽 If you do, then you are ready to be an ultimate salesperson.聽 The next step is for you need to get rid of your fear. Let's talk about the dirtiest word in business.聽 You know the word.聽 It is the most important word that means the lifeblood to any business.聽 The word is... sales. If you think that those traits are part of sales,Cheap Tim Hightower Jersey, then you have been sadly misinformed or abused by an annoying salesperson.聽 Now that you know what sales is not, let's talk about what sales is...

You can use a map or what I prefer call My Action Plan as the scout for your future personal, professional or organizational success. This MAP has these key areas: Purpose Statement Values Statement Vision Statement Mission Statement for the next year Key Performance Indicators Written goals in these 6 growth areas: Time Management Productivity Revenue Personal Life Balance Continuous Learning Self Leadership (sales skills) Salespersons also have the opportunity to be their own scouts. Unfortunately, as the authors of It's Not the Big that Eat the Small,Cheap Trent Edwards Jersey, But the Fast that It's the Slow, executives spend less than 15 minutes a day focused on scouting the future. The tasks of yesterday and today interfere with the ability to listen or hear the future. Would Of,Okaland Raiders Jerseys, Could Of, Should Of, Think, Maybe, Try, Might, Yeah but, Hope Additionally, you will need to make an appointment with yourself to allow you time to scout for future obstacles. By investing a minimum of 60 minutes each week that is less than 10 minutes a day,Cheap Larry Fitzgerald Jersey, you can embrace this role of scout. Then you can begin to take control of your sales future instead of allowing the Weasel Forces of Life take control. These forces are somewhat hidden, but if you hear the any of the following words: So how those who are in the position of selling truly embrace this role of scout as they think about their future? Maybe the answer lies in the word map. Before the invention of GPS,Cheap Lofa Tatupu Jersey, having a map was standard operating procedure for anyone traveling by a car or even walking in a large zoo or amusement park. You now are aware and have a better opportunity to become a victor instead of becoming a victim to these forces. Only you know if becoming your own scout would have meaning for you. And that is another power choice each and everyone of us make every day when we awaken to either embrace the opportunities within each day or reject them. A scout is someone who listens or hears ahead of the main force. From yesterday to today, a scout listens for obstacles whether they are animals,Cheap Isaac Redman Jersey, vegetables or minerals. By taking this action of scouting ahead of mapping the potential obstacles,Cheap Rey Maualuga Jersey, the main body was able to "work smarter not harder" when it came to handling future events.

If you do 10% more then everyone else who you're in competition with,Cheap James Starks Jersey, you'll get 100% more of the success. If you are in selling or business then you have competition who is also trying to get the same customers you are,Cheap Thurman Thomas Jersey! The reality is, you can out sell them, make more money than them and be the dominating one in your marketplace. I want to show you exactly how to make that happen. Secret #1: Don't be intimidated by people who look and act better then you and who are bigger then you... This is a mistake everyone makes when they sell against competition! Why is this? It is simple. Most companies and sales people only do enough to get by! 99% of people and businesses think good enough is success. Not only that,Cheap Warren Moon Jersey, most people and businesses just ride on the success they did have and try and coast to more success. That is why you have an unfair advantage in selling! If you work at mastering the fundamentals and mastering your skills,Cheap Y.A. Tittle Jersey, you will in time become the best you can be and your income & sales will be proof of that. So don't get discouraged and think you can't make your goals... You can! Just keep at it and you'll get their and it will probably come faster then you expected! You are what you say you are. If you don't have the resources that others have,Cheap Paul Posluszny Jersey, that is okay,Cheap Leigh Bodden Jersey, work at mastering the assets you do have. The best thing you can do is working on your offer & closing techniques. Secret #2:

You can also do contests, trials, and other events to promote your product and invite news people to the event. For instance, do you have a new bike product? You can organize a bike event, even for a favorite charity if you'd like, and have people try out your product. In most sales channels, your packaging is your salesperson. Unless you provide in-store demonstrations, no one is going to push your product in a retail setting. That is why you need to create attention-grabbing packaging that effectively sells your product. Most purchase decisions are made in a few seconds, so if your package doesn't quickly communicate your product's benefits,Cheap Jerome Bettis Jersey, your sales will not go well. Packaging 1. Point of purchase displays - these are special displays near your product in a store, almost like advertising. They come in different forms but are often cardboard and are on the floor next to your product. 4. Endorsements - A celebrity can sometimes help brand the product by associating your product with someone customers trust or admire. Then you take that success to sell your next sales outlet,Cheap Osi Umenyiora Jersey, and so on. When you get to the point where you no longer can service all the sales outlets, you need to bring on sales people or partner with sales reps to expand your sales. You can build your success also in catalogs,Deion Sanders cowboys Jersey, fairs and shows and many other sales channels. Some ways to create branding are: Tactics that Help Brand Your Product Building a Story of Success Publicity Nothing sells like success,Cheap Russell Okung Jersey, but how do you portray your product as successful? The secret to building a story of success is by carefully planning your launch so your sales are always growing and it never seems that your product has stalled. 3. Slogans - slogans are almost a second name for some products and helps reinforce the brand. When you start selling your product, choose a sales outlet that you know you can succeed with and that you can dedicate a lot of energy to. For instance, you could sell locally and do lots of in-store demonstrations or giveaways to ensure your product will succeed. Once you have established that your product is selling, move on to your next sales outlet. Do not wait too long though-otherwise it will seem like your product stalled in just one outlet. Branding your product means creating a name, logo, slogan or anything else that creates a strong association with your product or company. This is used to create trust and loyalty which contributes to repeat sales and word-of-mouth advertising. As your success in one sales channel (i.e. catalogs, retail stores,Cheap Paul Hornung Jersey, etc.) is established, you also can expand into other sales channels using your previous success to convince other sales channels to accept your product. Publicity is a great way to get a lot of attention. One of the great things is that publicity can be free. If you can interest news sources in your product,Chad Pennington dolphin Jersey, you, or in the story behind you and the product, there is a good chance they will do a story about you and your product. 2. Clever product name - the name of your product should grab attention and be easy to remember. Sometimes having an edgy or funny name will get people to talk about your product, but having an edgy or funny name is not appropriate for all types of products. The goal is to always portray your product (with sales evidence to back it up) as a hot, up-and-coming product that people don't want to miss out on. How can your marketing efforts make a big splash rather than just seem a drop in the bucket? The following items are ways that help you build sales and generate interest in your product. Success also interests news media, bloggers, and radio shows, so you should also use your success to try to get interviewed or have your product reviewed. Then use this PR as further proof that you have a hot, up-and-coming product by putting your media exposure on your website and showing it when you are trying to expanding into new sales outlets or channels.

4. Solicit feedback. One of the best ways to make your services more attractive to your potential buyers is to constantly improve them. Make it a habit to solicit feedback from your customers to get an idea about the things that you need to improve on to better serve your future clients. 1. Build customer confidence. If you have been in the selling business for quite sometime,Cheap Michael Oher Jersey, you'll surely know that it takes a lot to earn the trust of your potential buyers. Put yourself in the shoes of your customers and determine the elements that can convince them to trust a particular buyer. I am sure you would want to work with somebody who has great reputation and those that are highly recommended by other buyers. 2. Advertise. Even if you are just selling shoe-shine services, you will still need to advertise to generate clients. Plan a powerful marketing campaign based on the preference of your potential clients and based on your advertising budget. You don't need to spend a fortune just to give your services the kind of exposure they deserve. As long as you know how to connect with your potential clients,Cheap Gaines Adams Jersey, it really doesn't matter if you spend just a couple of dollars for your advertising cost. Contrary to popular beliefs,Cheap Toby Gerhart Jersey, selling is the world's oldest profession and not prostitution. There are basically two types of offerings that are being sold. These are tangible and intangible products. Tangible products are those that you can actually see or touch just like mobile phones,Willie Parker redskins Jersey, appliances,Cheap Barry Sanders Jersey, furniture, boats,Cheap Brian Westbrook Jersey, etc. Intangible products on the other hand, are those that you cannot see or touch just like cleaning services or insurance. In this article, I wish to share with you the best steps that you can take in order to sell services (intangible products). 3. Offer great customer service. I was at a local mall last week as I was trying to buy a new pair of shoes. As I enter one store, the staff gave a warm welcome and made me feel very comfortable. One of them assisted me in choosing my shoes and was very accommodating to all my questions. He showed patience and interest in helping me out. This is the main reason why I decided to buy from that particular store. You can use their strategy in selling your services. You need to treat each of your potential clients right as this can affect their buying decisions.

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4. Improve your skills and increase your knowledge. Don't ever get content with what you have and with what you know. If you want to dominate this field and if you want to be known as one of the best, you must strive to get better at what you are doing. You can do this by constantly improving your skills and by obtaining more information about the field of selling. 3. Work for a company or self-employed? You can apply to sales consulting companies or work as a freelancer. Both have pros and cons. For example; working for a company can guarantee you with paychecks on a regular basis. You may also get medical insurance and other benefits. Working as a freelancer on the other hand, will let you earn more money per project. You can also choose the project you want to work on and you'll have direct control over your working hours. Weigh all the pros and cons before you make that decision. 1. Assess your skills, strengths, and weaknesses. As a sales consultant, it is a must that you have in-depth knowledge on various selling processes that are being used by different businesses. You must also be very knowledgeable on all aspects of selling (prospecting, lead conversion, closing a sale, handling objections, promotion of repeat business,Cheap Derrick Ward Jersey, etc.). In addition, you need to have exceptional communication skills (both oral and written),Cheap Roger Staubach Jersey, persuasion,Cheap Lardarius Webb Jersey, selling,Cheap Larry Fitzgerald Jersey, and people skills. You must be able to project yourself in a professional manner without alienating your clients. 2. Learn from the experts. Don't take a leap unless you have a solid idea as to how this endeavor really works. You may apply for internship programs that will allow you to watch sales consultants in action. Notice how they do their job and take note all the techniques and elements that they are using when transacting with clients and when they are preparing their paper works. If possible, talk to these people for advice. They were once on your position so I am pretty sure that they'll be generous in giving you everything you'll ever need to get started in this field. If you have proven track record in the field of selling and if you enjoy helping others, a career as a sales training consultant may be just perfect for you. Today,Cheap Keiland Williams Jersey, as sales consultants are very in-demand particularly in the United States, the salary for this profession range from $75,000 to $100,Cheap J.J. Watt Jersey,000 per year. If you'd like to be a sales consultant, here's what you need to do:

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Conversations Revolving Around Your Added Value as a Sales Person With the advance in informational systems, be it search engines, shopping platforms or online social networking, customers have access to a lot of information that they previously couldn't get. These include information about your products, your prices and how to buy them. Be engaged in the future product offerings, future markets and future customers of your customers; Be Responsive to your customers' future needs and pro-actively suggest how you can help them meet their future goals; Be Resourceful and creative to customise or create future solutions for your customers' future Conversations Revolving Around Your Product and Service Offerings Hence, the question that customers are asking sales people is NOT "why should I buy your products or services". It's becoming "why should I buy from YOU?" Some sales people and managers may question that if sales people were to spend time solving customers' problems, do they still have the time to do the selling. More importantly, what if the solution to the customers' problems and challenges is our competitor's products? If you are not relevant to your customers' future needs, then you may find yourself being substituted by others who are. While a lot has been discussed about what kinds of media (online or offline) should we engage our customers,NFL Sideline Black United Jerseys, as well as how shall we measure the level of customer engagement our customers, very little was discussed about what should be the content of our customer engagement initiatives. In other words, if we want to improve the level of customer engagement, what kinds of information must we pass to them, AND what kinds of information do we expect in return. What this means for the sales person could be: Hence,Cheap Terrell Davis Jersey, it is not only important to engage with customers in the present tense, it is just as vital to engage them for the future. To do this, you will need to: In fact,Cheap Fran Tarkenton Jersey, many sales people and sales managers are lamenting that customers' loyalty is so low, they will just buy from anyone who can offer the same quality and a marginally lower price. Customers don't just buy from someone they like. More importantly, they buy from whom they trust; In a recent straw poll with sales and HR managers (from international companies in China) identifying what are some critical behaviours or competencies that drive sales results, the consensus was that most top sales people are helpful by nature; Given that most product features, quality, price, delivery, service standards are pretty much similar, the sales person could be the only differentiator in the entire sale. Small wonder that research by HR Chally shows that 39% of a customer's decision to buy from your company is based on the effectiveness of the sales person. Specifying the size of the room when selling hotel rooms or meeting packages; Emphasizing the hardware specifications when selling IT products; Selling the material rather than the benefits that such material can deliver Whatever is your best selling product may get obsolete very quickly; Whoever are your best customers may suddenly decide to buy from someone else; and Whichever are your most profitable territories may be swamped by competitors offering the same quality at lower prices Many sales people will argue that the buyers do have in-depth technical knowledge, and hence will appreciate the implications of the benefits that each product feature will deliver. 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Especially when that future could be 3-5 years down the road. Still, smart companies and sales people who would like their customers to buy from them for years to come will commit some time and resources to partner with their key customers to create a future together. Do your research before seeing the customer, so that you know roughly what might be their needs; Build trust and credibility by focusing on your customers' needs, and NOT on your sales targets; Asking the right questions to understand the customer's needs without asking too many questions; Provide suggestions, if the customer shows signs that they haven't got a clue; Be proactive in presenting what your offerings can do for them; Don't just take the money and run, do remember to make sure whatever is sold is delivered on time and in good quality too,Packers Jerseys! Hence, if customers can buy your products off a catalogue or web site, they don't need the sales person to be a "talking brochure" or a mere "money collector". Instead, they need sales people to create value by: In fact, even much less has been discussed about how sales people can play a low-cost and active role to actively engage customers so that they help us deliver exceptional sales results. One of the key issues about doing business in today's world (especially in a fast developing economy like China's) is markets, along with customers' expectations, are changing very quickly. Conversations revolving around your product and service offerings Conversations revolving around your added value as a sales person Conversations revolving around the brightness of the future Being Responsive by pro-actively identifying current and potential challenges that the customer may face, as well as suggesting ways the customer can overcome such challenges; Developing win-win Relationships with multiple stakeholders or influencers so that decision-makers don't have to sell your products and services internally to their colleagues; or Being Resourceful or even creative to work across different departments or business units to provide customised solutions that fit the customers' every need, Being a Reliable and trusted source of information and provider of reliable products and services, etc. Even though the concept of selling benefits not features has been going around for decades, many sales people are still communicating features rather than benefits to their customers. These ranges from: If a customer is shopping for a new car, chances are the car sales person is going to open the hood to show the customer the "technical details". However, even if the customer knows nothing about car engines,Cheap Gaines Adams Jersey, chances are he or she will pretend that they know, and make some positive comments to the car sales person such as "Not bad" or "Looks good to me". Customers, in general, hate to admit they don't know certain things. As a sales person, you will need to present your offerings in ways they can understand. While how each sales team or sales person responds to such thorny issues will vary, here are some guiding principles:

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