Dear Butch,

I’ve recently been promoted to a Section Manager at (my company) and will be holding my first sales meeting that I’m responsible for on June 1. I’ll have 9 reps there. Any tips or ideas you can give a newbie?

Thanks and I enjoy reading your site.

Kris J.

Kris:

Congratulations! This sounds like an exciting time in your career. Hopefully, I can give you a little something you can build on today.

第一, I noticed your sales meeting is on a Friday. Is that mandatory? Who sets that time? I’m assuming it’s during the day? The reason I ask is that I would get away from sales meetings during a work day as fast as possible. If you have any input at all, you should change that to Saturday morning. Start early and get everyone out at a decent time, but I personally hate to take selling time for meeting time.

You have 9 reps there—with travel time let’s assume it’s going to be an 8 hour day with the meeting, wrap up and all. That means you’re losing 72 hours of selling time plus your time. On top of that, if your competitors find out what day your sales meetings are held (notice I omitted the name of your company), they’ll be all over your customers that day (if they’re smart). 所以, that’s the first thing I’d do—if you have the authority to make that change.

With that said, here are my 5 Rules of Sales Meetings (feel free to print this and copy it to all your reps if you like)

1-Be Positive: Attitude is truly everything. This doesn’t mean you shouldn’t discuss problems or issues or stick your head in the sand. But, there is a proper way to openly discuss legitimate issues.

2-Be On Time: Maybe my biggest pet peeve. Be ready to go when the meeting starts. Not milling around at the coffee pot and drift in and start 20 minutes late.

3-Be Professional: This is a Sales Meeting, not a bull session. You and everyone else are there to learn, improve and grow. That’s not to say you can’t have a good time (I always try to make my meetings enjoyable), but first and foremost is professionalism.

4-Be Respectful: If you have a presenter, speaker or vendor show them the same respect you want when you are calling on a prospective customer. Sales karma is huge. Pay attention and listen, you might learn something.

5-Be Involved: Sales meetings should be dialogue not monologues. Get everyone involved and participating in some way. Everyone is there to learn and grow and the more they participate the more likely they are to ask questions. 和, isn’t that what you want?

Kris, I hope this helps. Let me know how the meeting turns out.

lagniappe: 在南部路易斯安那州的“Lagniappe”被定义为“一点点额外的东西”. 这是你今天的Lagniappe:

For new managers it is important to establish ground rules early. You want to run the meeting and not let it run you. Have an agenda and stick to it但ut, keep in mind: the actual meeting will take MORE time than you think for each topic. For example if you think you’ll need 15 minutes for one subject or area—allow 30. It is better to be ahead than behind on your agenda.

问题: Do you have any tips for new Sales Managers? 或, if you have a question for the mail bag you can email it to me at butchbellah@gmail.com

版权及物业这条由布奇贝拉博客, 最佳博客

你的梦想客户端将 作出选择. 他们会选择买你的, 他们会选择购买你的竞争对手, 或者他们会坚持 现状.

你的销售工作，是确保你的客户选择你, 贵公司, 和你的产品. 你需要驾驶你的梦想客户端和你的竞争对手之间的一个楔子. 您需要推动您的梦想客户端和现状之间的另一楔. Let’s look at how to do both.

分化楔形

这是关键，你可以 区分 你从你的竞争对手提供一种有意义的方式. 是什么使你的产品不同，使您的梦想客户端的差异. It has to be something meaningful to them.

也许你做一些事情的方式，让您的梦想客户产生更好的结果比你的竞争对手. That better result is a wedge.

也许你为你的竞争对手产生相同的结果，但你做的方式，这使得它更容易为你的梦想客户端，以实现这些结果. The way you fit with your client’s business needs is that wedge.

或者它可能是 你的价值观 如此区分和界定与你的梦想客户，他们的共鸣. 你的价值观的对齐意味着你更有可能是一个良好的长期合作伙伴, and that is a wedge.

不管是什么区别，你有是你的梦想客户看的东西，并说: “我们不能没有它. 因为这是我们的权利, 我们不能买，没有一个解决方案。“

什么是你与众不同的楔形?

不满和风险是楔

你的工作还没有结束，只是因为你有驱动你的梦想客户和你的竞争对手之间的楔子. 现状可以作为每一位危险的竞争对手，在许多机会 (你无疑经历). 但您的分化没有做任何事情来帮助你击败现状. 所以，你比你的竞争对手更好. 还等什么? 变化仍然是可怕的. 它是一个大量的工作. You need a different wedge.

The wedges that you need to push between your dream clients and the status quo are dissatisfaction and the cost of not taking action now.

你的梦想客户端需要提醒的方式，他们不满现状. 不满 是什么驱使决定改变. 但是，不满，可逐步加大了时，无所作为的成本相结合，以创建一个更大的楔形. 你的梦想客户需要什么危在旦夕提醒. You need to help them remember what they lose by failing to act.

也许你的梦想客户端不采取行动，将继续失去钱，他们需要的不是失去. The loss of money drives a wedge between your dream client and the status quo.

也许，他们将失去的机会获得了他们的市场竞争优势和风险被一举超越. Falling behind and losing market share is a wedge.

也许他们就会失去自己的客户，未能采取行动. Lost clients are a wedge.

这是很自然的买家 手脚冰凉 对他们的购买周期结束. 如果他们所购买的是昂贵的，这是特别真实, 是具有战略性质, 或者是一个高调的决定. 但即使它是不, they want to make sure they are making the right decision.

你驾驶你的梦想客户端和你的竞争对手之间通过不同的方式，使你的客户的不同的楔子. You drive a wedge between your dream client and the status quo by reminding them that inaction comes with its own price—one that is higher than the price of your solution.

问题

什么是你开车你的梦想客户和你的竞争对手之间的楔形?

使您的梦想客户的差异有什么区别?

你有能力使用不同的楔子，为不同的销售机会?

你如何驾驶您的客户端和现状之间的一个楔子?

相关文章:

1. 你的梦客户欠你什么 您的梦想客户欠你的，是从后:…
2. 如何竞争的价值观 如何竞争的价值观，是一个从后: The…
3. 您的梦想客户正在等待 客户机等待你的梦想是从后: The&#“0;

本文版权和楼盘的S. Anthony Iannarino, 最佳博客

There is one trend ESR is happy to see: the growing appreciation among sales managers that reinforcement is a critical part of learning.  It’s what extends the experience of learning long enough for new behaviors and habits to take hold.  One age-old reinforcement tool—role-playing—is making a real difference for some salespeople facing the challenge of adopting those new behaviors and building those new habits in the midst of their difficult selling environments. Role-playing with your sales teams shortly after the formal training has taken place can be a game changer.

If your sales training partner offers role-playing as part of their approach, you’re probably in good shape.  Avail yourself of what they have. If not, you’ll have to take matters into your own hands.

Even as competitive as they may be, peer pressure and performance anxiety can strike much more fear in some salespeople than presenting to customers.  For this reason alone, understand that strong performance in role playing situations generally translates well to customer situations.  Role-playing is not a simple undertaking but if you heed the following six principals, you’ll be encouraged by the results. (If you’ve adopted ESR’s approach to hiring salespeople, they will have gone through two role-playing/simulation exercises as a prerequisite for being hired into the position they now hold.)

1. Be prepared to invest management time – Involve your sales management and marketing/brand teams in playing the role of the customer. This requires researching the customer so that your sales reps are challenged with realistic questions and objections.  Hopefully you’ve developed buyer personas to support this approach. Have your group develop a schedule that devotes at least two hours per week over three months after training has taken place.  Consider the customer preparation “homework” aside from regular responsibilities.
   

   ---

2. Sales reps need to do some real homework – Since you don’t want to sacrifice valuable selling time, you’ll want to lay out at least three rounds of work all to be done outside of the normal work day:

1. Initial call role-play – Review web site and pertinent materials to conduct a customer needs assessment
2. Solution proposal role-play – develop a presentation (perhaps a PowerPoint) that aligns with needs
3. Negotiation/ Close role-play – At a minimum, be prepared to handle customer objections. Of course targeted negotiation skills training should have its own reinforcement including exercises and role-plays
   

   ---

ESR is always interested in your feedback and perspective.  We’d like to hear about the differences you’ve made through establishing a disciplined and continuous approach to role-playing.

Photo credit: © goodluz – Fotolia.com

本文版权和财产由戴维·斯坦的博客, 最佳博客

Avendo scritto un libro in cui dico che tutti noi vendiamo qualcosa (e che non c’è niente di male nel vendere qualcosa) seguo con molta attenzione le campagne di comunicazione per il 5 e l’8 per mille. Una volta le multinazionali scrivevano le regole del marketing. Gli enti benefici e la politica inseguivano. Oggi nel farsi pubblicità spesso il no profit sa essere creativo e innovativo quanto le grandi aziende. La campagna “Chiedilo a loro” della Chiesa Cattolica è un bell’esempio di racconto corale in cui non ci sono testimonial cotonati o costruzioni di fiction, ma persone “in carne ed ossa”.

L’8 per mille scopre lo storytelling. In televisione, sul web e sui social network si possono ascoltare storie vere e credibili, storie con un nome e un cognome, storie fatte di eroi che cadono e si rialzano, storie in cui è possibile immedesimarsi, perdersi, ritrovarsi. E il bello è che non si percepisce la differenza tra “l’azienda” fornitrice di “aiuto umanitario”e i suoi “clienti”. Suor Marisete si racconta così come le ragazze della favela, Don Vincenzo si racconta così come i bambini di Rocca di Mezzo. Tutti insieme, benefattori e beneficiati. Esattamente ciò che siamo o potremmo essere tutti noi, benefattori e beneficiati, piccoli protagonisti di piccoli eroismi d’amore.

Sta qui la forza narrativa della campagna “Chiedilo a loro”, nella facilità con cui ciascuno di noi può vestire i panni di Erasmo, e di Zenilda, di Maria e di Francesco. E’ come se già li conoscessimo, è come se già li avessimo ascoltati. La loro storia è nelle nostre storie più belle, far loro un regalo è fare un regalo a noi stessi.

Qualcuno potrebbe speculare sulla Chiesa che si affida alle alchimie pubblicitarie degli stregoni della comunicazione per lucrare il contributo dei cittadini. Qualcun altro potrebbe replicare che “il marketing di testimonianza” per i cristiani è vecchio 2000 anni e che la parola martire etimologicamente deriva dal greco martus, testimone. Da testimone a testimonial il passo è breve.

本文版权和财产洛伦佐卡瓦列利,

1. Closing Sales = Sweet Success
2. Be Aware of Unique Cultural Needs in Sales
3. Barriers to Closing

Copyright and Property of this Article by Tom Hopkins Blog, 最佳博客

The problem is that what the person was claiming was a “risk” for me was something I couldn’t care less about.

Just another stupid telephone sales tactic that has not worked in years.

The number of old-school telephone sales tactics that people still try to use never ceases to amaze me.  Unfortunately, when people try to use them, not only do they not work, but they also give everyone in sales a stained reputation.

It’s time we put a stop to stupid telephone sales tactics.

The biggest one is trying to use fear to gain attention.

Prospects are smart. Quit trying to think otherwise. The internet is the great equalizer in terms of leveling the playing field between customer and salesperson.  The fact that prospects can find out nearly anything they want means this strategy of trying to shock the person on the other end of phone into taking action is simply no longer effective.

Conversely, another tactic that no longer works is trying to get the customer to believe what you have to say is so timely and so critical they have to take action immediately.

抱歉, but unless you’re a medical doctor I just saw, I’m not going to buy this one either.  Again, the level of information available through other avenues simply makes the sales tactic of what I refer to as a “critical call to action” rarely effective.

It would be possible to list many more telephone sales tactics that no longer work, but I think you get the point.

The reason I’m sharing this is I want you to think about how to evaluate things for yourself.

Ask yourself, “Do my sales strategies still hold up in the face of how extensively the internet is used today?”

Ask yourself, “How do my customers find information?  How do they evaluate information?  How does all of this fit into their overall mindset and how they do things?“

The prospect of today is different than the prospect of even a couple of years ago, and I would imagine the prospect will continue to change in the years to come.

Never allow yourself to believe that you don’t need to occasionally change and refine what it is you do.   I’m not advocating change for the sake of change.

What I’m saying is be prepared to change if need be.   Your telephone sales tactics are yours.

Make sure whatever sales strategies you use fit your style and your market.

版权 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

马克·亨特本文版权及物业, 最佳博客

You have learned, in the early grades at school, that the five senses are sight, 听力, touch, smell, and taste.  These five senses may be called the avenues to the mind. It is impossible for any sensation to reach the objective mind except through one of the five senses.

You should give some time to this thought. Classify all the facts you can know about anything.

• Did you see them?
• Did you hear them?
• Did you hear about them?
• Did you touch the object?
• Or taste it?
• Or smell it?

Is there anything you ever learned or could learn, except through one of these five avenues to the mind? Memory connects the mind with the past; imagination, with the future; but memory and imagination can’t grasp any impression except through its association with one of the five senses.

Imagination, like memory, is bound by the experiences and sensations that have approached the royal throne of the mind through its five avenues, though the combination of the sense impressions may be, and usually are, new.

With this thought in mind, we see that, in learning to control the mind of the buyer, it is essential that the salesperson learn to appeal to each of the five senses successfully and to cultivate his own by practical exercises.

How to train your senses?

In all sense training the method used is to improve each one of the five senses by specific exercises.  The most common evidence that this method is a correct one is found in the success with which those who lack one of the senses are trained to greater expertness in the use of others.

The blind are infinitely better in their sense of hearing and feeling, tasting, and smelling than they would otherwise be, because the lack of sight compels them to rely upon their other senses. The deaf correspondingly have keener sight, feeling, taste, and smell, except, 当然, when their deafness is caused by a physical ailment that has injured their other senses as well.

Cases have been known where persons deprived of sight and hearing could detect the presence of other persons, animals, and many objects by the sense of smell, and it is well known that the blind can feel the presence of persons through air pressure and very slight disturbances of the air, due to the motion of those who pass them or whom they pass.

For the salesperson the point is this: each one of the five senses can be cultivated by specific exercises.

The cultivation of any one of the five senses depends upon three things:

• 第一, the general physical condition of the person;
• second, attention of the will;
• and third, specific exercises.

It should also be said that the training of one of the senses increases the capacity of the others. People who are hard of hearing look closely at the speaker to read his lips and this very process adds to the sensitiveness of hearing.  A person who can’t see a distant object distinctly, listens to another person describe it, in order to assist the eye to see the thing that he knows is there.

Exercises improving your mental or physical quality will exercise a beneficial influence over others (your prospects).

Every effort at self -development increases all the related powers of the body or mind. It is a scientific fact that has the greatest encouragement for all who are endeavoring to increase their personal power.

In the cultivation of each one of the five senses, just as in the cultivation of the character qualities which I have previously mentioned in this blog, your object as a student should be to improve the work of each as to its quantity, quality, 时间 (speed), and mode of use.

—————–

Next time: the sense of sight (including exercises)

Please keep following this blog to learn more about the five senses and how to use them to improve your sales numbers.

Using the Five Senses in Selling 从职: The Science and Art of Selling by Alen Mayer

Copyright and Property of this Article by ALEN MAJER The Science and Art of Selling Blog, 最佳博客

很多领导的书会告诉你应该被解雇表现欠佳. 杰克·韦尔奇, 通用电气的高度成功的CEO 20 年宗教火人在该公司的底部额定. 逐年, 数千名员工，宽松的剪裁，使“高绩效”的房间. 出坏.  And in with the better.

并同时，听起来性感. 它往往是不正确的做法.  Especially in today’s fast-moving economic churn.

The fire-and-hire cycle just leads to even worse results.

坦白, 执行你认为你应该解雇可能是当你聘请他像一个全明星表演. 鉴于你知道你的公司需要什么技能, 你钦点的人. 对于他们的才华, 他们的魅力, 和职业道德. They were the right fit.

And they probably still are the right fit for you now.

生活刚刚得到的方式. 这是发生了什么. 生活发生. 繁忙的行政人员感到困惑和混乱的个人生活. 有时, 没有自己的过错, life deals them a unfair hand.

这些额外的压力, ，压力, 可以让他出现愤世嫉俗. 他们似乎可以好斗和争论. 他们不这样做他们的工作，尽可能快或专家作为他们用来. 他们只是没有创意. 有没有额外的天才.  No innovation.

似乎“冲上”.  But the wrong approach is to fire them.

It’s not good for you as a company and it probably won’t teach any lessons to them either.

The truth is your under-performer is in a lot of pain.

他们伤害. 他们知道. 他们可能不希望与大家分享他们的痛苦, 但他们知道，他们不执行像他们使用.  And that’s how it has to be for right now.

事实是，这是他们更容易表现不佳，并使用他们的情绪能量来对抗其他伤害了他们的生活比它是执行你喜欢他们用来. Their personal issues are more important then your business issues.

That’s the case most of the time.

痛苦和恐惧击败了创新和创造力的优秀的业务主管.  Their personal challenges change them from the person they used to be to the shadow of an all-star they are now.

And firing them won’t change that.

For your company or for them or for you.

为了帮助他们, 你必须治愈. 为了帮助自己, you have to help them first.

这是秘密. 你要帮助他们解决个人问题. 你要带领他们，使未来数正确的决定. 有时，即使是粘性和不舒服, the end result is rewarding.

That journey might take days or weeks or months or years.

坦率, you might not be willing to invest that.

It might just be easier to fire and hire and hope the new executive has better luck than the old one.

但是，如果你能照顾和医治 - 如果你这样做, 你将有救了一个人，您的业务增长和鼓舞所有你周围的人.  You will have changed the world.

And that’s probably why you got into business in the first place.

由丹·瓦尔德施密特本文版权及物业 , 最佳博客

如果你已经卖得比几年，我怀疑您已阅读, 或听到有人说, 你应该发送手写的感谢卡或票据定期. This practise seems to be going the way of the dodo bird and very few sales people take the time to incorporate it into their daily or weekly routine.

这里有 16 circumstances or situations when it makes sense to send a handwritten note or thank-you card.

1. After you meet someone at a networking event.

2. After you meet with a new prospect.

3. 当一个前景 (或客户) accepts your proposal.

4. 后前景不接受你的建议, 产品, service or offering.

5. When a colleague or other internal employee does you a favor or helps you.

6. After a customer receives their order or after your solution/service has been implemented.

7. Anytime someone sends you a referral.

8. When an employee does something extra for a customer.

9. When a supplier goes above and beyond the call of duty.

10. On any special occasion such as a client’s anniversary—personal or business.

11. When an employee in a customer’s company helps you.

12. When an employee in a suppliers helps you with a problem.

13. When someone gives you a great idea to improve your business or your sales.

14. When you see someone do an outstanding job or put forth extra effort to accomplish something.

15. When a customer tells you about a mistake or problem in your business.

16. 当你知道有人在报纸上被提及, 杂志, 电视, radio or other form of media.

一些人民的斗争，说什么感谢你卡或票据. 它没有复杂. 和你不写了一封长信. 短, 简单, 和点, will do the trick.

没有立即支付. 你是不是要关闭一个大问题，只是因为你送​​你的前景一张手写字条. 然而, 一些持久性和持续不断的努力, your efforts will pay dividends.

你觉得? 有其他情况或情况时，它是适当的发送手写的感谢卡或票据?

本文版权和来自Kelley罗伯森物业, 最佳博客

“你不能教老狗新把戏。”作者：未知

听说过? 良好, 这是另一个神话，我喜欢打消. 你永远不会太老停止学习, 发展和完善. 其实, when you stop doing so it’s usually a sign you’re not living—but dying.

“老的狗通常都是车子碾过或放下的。”布奇贝拉

如果你想继续运行“年轻的狗”在您的最高水平和执行, 你必须做两件非常重要的事情:

1) 理解和认识，你不知道的一切

2) 作出承诺，努力学习一切你不知道

意义? 想一想; 首先承认你不知道的一切，然后试图解决这个问题的设置. 这样做, 你犯一个终身学习的旅程; an unending search for more knowledge and improvement to your skills and talents.

我所做的爱，培训销售人员，帮助他们成长的事实，我没有秘密. 同时, 我得到几乎一样多的乐趣和满意度不断提高自己的技能和学习新的想法, strategies and processes.

我总是找到一个更好的开放, 快, 更经济的方式，我的客户提供服务，你应该, too.

-继续读好, 写得很好的书销售, 动机或特定行业
-订阅通讯和博客，不仅教你的东西，但让你觉得
-致力于不断提高您的技能
-享受过程

学习和成长 (我) 是非常有趣和有意义的. 我真正享受的过程. 一旦你开始看到的结果, 我想你会, too.

lagniappe: 在南部路易斯安那州的“Lagniappe”被定义为“一点点额外的东西”. 这是你今天的Lagniappe:

问 10 成功的销售人员，你尊重谁，目前书(s) 他们正在阅读. 我向你保证，他们都至少阅读. 但, 这会给你你应该阅读的书籍清单. 与Amazon.com, 公共图书馆, 电子阅读器和iPad是没有理由你不应该阅读的东西，每一天!

问题: 什么书(s) 你在读? 目前，我读了两: 小号��Grant Cardone的10X规则和得到一切你可以出所有你得杰·亚伯拉罕 (for about the 10^日 时间喜欢这本书!)

图片提供： PetandBirdClinic.com

版权及物业这条由布奇贝拉博客, 最佳博客

本文版权和财产郑明CASTAIN的销售剧本, 最佳博客

最近，我吃了午饭，一个年轻的销售人员. 这名销售人员的经理人并不真正关心他或任何其他销售他的人. 当我们第一次谈到这个年轻的营业员这份工作, 他的第一份工作在销售, 我想他去的地方，在那里他将有一个销售经理，他足够的关心，帮助他成长. 我想他去的地方，在那里他将得到很好的训练，在那里他将被开发. It didn’t turn out that way.

代替, 他的经理认为，销售人员是一个达到目的的手段. 他对待他们，如果他们是手段. 他没有 投资 在他们的训练, 其发展, 或他们的成长. 他没有教练. 人们并不意味着, and it’s degrading and demotivating to be treated as such.

当他预定他的销售人员一起骑, 他在最后一分钟取消. 即使销售人员定期与客户和前景任命, 前景，现在正期待看到的销售人员和他们的销售经理, 他没有说明. 这教销售经理的团队，他的字是没有好. 这是一个违反 信任.

这个销售经理是在他的销售人员总是疯狂. 他骂他们. 他是对他们的强硬. 有时可能是一个必要的方法. 但是，即使他们都做得很好, 有没有赞美, 只有更多的大喊大叫，他们必须做更多的. 没有，是值得庆祝的胜利. 他是吝啬的赞美, and praise is free.

我年轻的朋友在他的电话号码，但有没有真正的销售管理或领导. And he is gaining from this experience.

第一, 他了解到，他可以使他自己的电话号码. 他了解到，他的 工作伦理 和他个人的努力寻找新的商业勘探是他和他的同侪团体之间的差异 (谁不使他们的人数). His manager has nothing to do with either his work ethic or his diligent prospecting efforts.

第二, 他了解到，尽管他不知道自己在做什么, 如果他发现的机会，帮助他的前景得到他们所需要的, things seem to work out okay.

什么不该做 (措辞中的正)

但最重要的他已吸取的经验教训，将成为他, 当他是一个管理者和领导者. 他们是 领导的教训. 他告诉我，: “我知道，我不打算这样做时，我是一名销售经理。”

人们是完, 不是意味着: 这位年轻的营业员的观察，关心不够，以帮助他们的人成功的销售经理的人步行穿过墙壁. 与谁多走一英里每一次的销售人员，因为他们与他们的销售经理的关系，他已经看到其他销售经理. 因为这些其他销售经理对待自己的人民，作为结束, 他们产生更好的效果. People want to work for them.

你的话就是你的债券: 他了解到，作为一个领导者, 你必须保持你的话. 如果你答应做你的人的东西, 你必须这样做. 如果你不打算做什么, 不答应这样做. And don’t ask people to do something you don’t really want them to do.

创造和保护培养阳性: 他还了解到， 一个消极的环境 和恐惧是不样的环境中，产生最好的结果. 他承认，赞美, 感谢, 一个积极的环境，产生更好的效果, because he can see how different managers approach their role–and their very different results.

知道什么是不该做的是重要的，只要知道该怎么办. 你已经受到这些教训. 如果你是足够的智慧来捕获它们, you know what not to do.

问题

回想起你从最好的经理和你工作的领导了解到. 他们怎么教你作为经理或领导者的角色?

想想你最糟糕的经理或领导者. 你从他们身上学到如何不导致或管理什么教训？?

您使用的是你学到的经验教训，从你的最好的管理者和领导者?

你避免了犯罪，你最糟糕的经理和领导人犯?

你必须做更多的是一个更好的管理者和领导者?

什么，你必须停止这样做，现在是一个更好的管理者和领导者?

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本文版权和楼盘的S. Anthony Iannarino, 最佳博客

本文版权及物业由唐·库珀销售异端博客, 最佳博客

Almost isn’t good enough.

If you almost got the job that really means you didn’t make the final cut.

If you almost won first place that really means you ended up losing.

If you almost finished the job that means you really left your mission incomplete.

If you almost care that really means you don’t care at all.

If you’ve almost did the right thing that really means you ended up doing the wrong thing.

If you have almost made it in time that really means you ended up being late.

If you almost figure it out that really means you still have questions and unsolved problems.

If you almost have enough to do what you want to do that really means you can’t be where you want to be right now.

If you almost are happy that really means you’re still dissatisfied.

If you almost always do something then that really means you might not be as disciplined as you should be.

If you almost have your mind made up that really means you’re not as confident yet as you want to be.

If you almost have the answer that really means you’re still looking for it.

If you almost are successful that really means you still have more work to do.

If you almost worked hard enough that really means you just didn’t put in enough effort.

If you’ve almost stopped a bad habit that really means you’re not as “in control” as you want to be

Almost isn’t what you want for you.

It is close.  At times it looks like the real thing.

But it’s not good enough.

It’s almost the right thing.

And even though at times the difference is small, you can tell between being almost satisfied with your life and truly feeling a sense of accomplishment from what you’ve done.

From what you have achieved.

Don’t let almost be the enemy of awesome.

Achieve more.

由丹·瓦尔德施密特本文版权及物业 , 最佳博客

在我的职业生涯作为一个销售培训和主讲, I have been able to interact with thousands of salespeople and I have discovered that many of them still believe some myths about sales and selling.

Here are seven of the most common myths.

1. 价格是人们做出购买决策的首要原因

我永远也不会争辩的事实，价格是每购买决策的因素. However, 这是很少人做出购买决策的首要原因. 重要的是要注意虽然, that people will default to price if you fail to demonstrate the value of your product or differentiate yourself from your competitors.

2. 不管你需要做的，为了获得销售

操控, 积极, 高压销售策略工作. But, 他们不创造忠诚的顾客和客户. 你可能会赢得销售, 但在长远, you will lose the customer.

我曾经在参加一个研讨会，自豪地宣称, “我不关心我的客户想要什么, 我就卖给他们什么，我需要打我的配额。“ {{{不寒而栗}}} I don’t know about you but I take serious offense to this mentality and type of behavior because it casts all sales people in a negative light.

3. 买家是骗子

I’m still shocked by how many salespeople use this expression.

这样做的人误导销售人员?

当然. But it’s usually because the sales person has failed to earn that person’s trust.

获得别人的信任，意味着聚焦您的关注，对他们的处境，而不是试图关闭销售. Earning trust means treating people with respect and dignity even if they are not prepared to make a buying decision right now.

4. 说服任何人都可以买

少量购买，但在今天的商业世界，这可能是真实的, 买家比以往任何时候都更精明. 我曾经听到有人说, “如果你有强烈的情况下，你会澄清. 如果你有一个弱的情况下，, 你会设法说服其他人。“

真正的关键是要确定你说话的人或公司是否有一个为你的产品或服务的真正需要. 如果他们不这样做, 然后你最好的策略是移动人确实需要，并希望您的特定解决方案. 即使公司能够受益于你的产品，但他们都不愿意给你的机会来讨论, your time is better spent looking for other prospect.

5. 一个人会适合每一个人

无数的书已经写了一个销售策略或其他我已经读了几十个，其中. 在此搜索, 我发现我们有我们独特的个性，有人可能无法正常工作，我们作为有效. However, instead of discarding that particular idea you should look for a way to integrate it into your natural style and approach.

6. 尽快关闭出售

This is one of the craziest beliefs.

Yes, 重要的是要迈向购买决定的人. Yes, 重要的是要获得沿途的承诺. Yes, 重要的是要包括在�是�建议和对话的呼吁采取行动. But, 同样重要的是认识到，不是每一个销售决定将迅速作出. 决定可以推迟的原因, 并在某些情况下，, trying to rush the other person to a commitment will actually cost但u the sale.

7. 关闭交易，不惜任何代价

太多的人感到他们不得不关闭每笔交易, 即使不作良好的商业意识，这样做. I have spoken to countless sales people who will accept a deal that has virtually no margin just so they can get the sale.

我记得谈论到店的老板，他们很快找到了她的竞争对手的价格，以防止人去她的竞争. However, this seldom creates loyalty and only conditions that customer to continue asking for a better price.

Decisions like this cost you or your company money.

如果你不使您所需的毛利在一个特定的销售, 那么你就需要考虑是否接受它，它使良好的商业. 我知然而��业主，他们将提供可观的折扣，在从客户端的其他业务产生的希望到一家大公司，在未来. 不幸的是, 他们最终会放弃他们的服务和专业知识，因为他们没有得到任何更多的业务，从该公司. They neglected to negotiate an upfront agreement.

Selling is an honorable career and sales professionals need to avoid falling prey to these myths.

本文版权和来自Kelley罗伯森物业, 最佳博客