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Top Traits of Successful Sales People

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, March 28, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Top Traits of Successful Sales People

 

Guest Blog from Charlie Ferrell, National Sales Manager – RB Insurance Group

 

1.    Set and achieve goals

 

2.    Continue to learn

 

3.    Stay focused and be positive

 

4.    Have passion for what you do

 

5.    Learn from your mistakes (and don’t be afraid to make them)

 

6.    Be persistent, follow-up and stay in touch (even if you didn’t make the original sale)

 

7.    Always be prospecting

 

Charlie developed this list for successful insurance agents, but I believe it applies to all sales professionals. Thanks Charlie! Learn more about RB Insurance Group, please visit www.rbi-group.com 

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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What Sales People Can Learn From 1st Responders.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, February 27, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

What Sales People Can Learn From 1st Responders.

 

1st Responders (Police, Fire, and EMT) spend countless hours training and preparing, so they can calmly and professionally handle situations as they arise. Sales professionals can utilize a similar approach to improve sales situations. Consider the steps below to assist your efforts:

 

1. Be prepared at all timesHave your “sales tools” accessible with you in the field. Consider using a check-list to make sure you have extra business cards, sales collateral pads of paper & pens, and any product samples with you (or in your car).

 

2. Always assess the situation before you reactGather information and avoid knee-jerk reactions. Understand the emotional climate of the customer and realize that timing is everything.

 

3. Rely on your training, react accordingly and follow protocolMost situations have some common denominator that you have either seen, or prepared for in the past. Always listen first and then follow your plan or process. This will help eliminate operating on emotion or adrenaline.

 

4. Stabilize the situation and escalate or call for back-up as appropriate - Escalate to a Subject Matter Expert or member of your management team for additional support (don’t wing it). An alternative would be to let the customer know you will find the answer for them and will contact them within a specific timeframe.

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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People buy in Spite of the Hard Sell, Not because of it.

Posted By Mark Kirstein, Sandler Training by Mercury Professional Development, Friday, April 3, 2015

Salespeople who use hard-sell tactics have some things in common. They focus on their stuff: features, benefits and the things that give them the most commission.

It’s sometimes disguised as “consultative, building a relationship, or partnering.” It may feel like “a relationship,” but in the end, it’s still mostly about the attributes of the seller’s product. Sometimes they don't listen well, and even shame the prospect into a sale.

Anytime there’s a mismatch with what the buyer wants, the sale can come with buyer’s remorse—and a pledge on the part of the new customer—never to buy from old Joe again.

 
There’s a better way. Kindly find the prospect’s specific reasons for buying. Their needs. Their Wants. Their criteria for buying—whether from you—or a competitor.
 
If their needs match your product, great! But if there’s not a fit…maybe you should just move on to find the next qualified prospect. Even if they don’t buy from you this time…you’ll build your positive reputation of sales with integrity…which prepares you for more opportunities in the future.

http://bit.ly/1NHFuu4

 

Tags:  Mark Kirstein  Phoenix  sales  sales tips  sales training  Sandler Training by Mercury Professional Developme  Scottsdale 

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Diffuse Your Sales Bomb Before it Blows Up

Posted By Mark Kirstein, Sandler Training by Mercury Professional Development, Monday, March 9, 2015

Sometimes we find a problem that won’t make your prospect or customer happy. It could be a missed deadline, an error, a price increase...anything.

Too often we don’t want to come clean.  We disguise it. Avoid the pain. Hope it goes away. But when you hide the problem, it typically gets worse.

It’s better to gather your courage…and put it on the table for your prospect or customer now, instead of later.

It’s a funny thing. If they discover it and bring it to your attention…negative thoughts can fill their brain about you and your company. When you carefully bring it to their attention…they sometimes give you the benefit of the doubt...and increase their trust in you.

Calmly diffuse your bomb, before it blows up in your face.

Tags:  Mark Kirstein  Sales Tips  Sales Training  Sandler Training Phoenix-Scottsdale 

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