Tip #293: 8 Sales Secrets Used By Winning Salespeople

Being a great salesperson means being personable, approachable, adaptive, flexible and dynamic. If a salesperson follows a rigid process when asking questions or reading a script they tend to come off more like a machine rather than a person. Remember, people want to enjoy buying, so make it enjoyable for them. With that in mind, we collected eight tips that have proven to be invaluable from rookie salespeople to veterans alike.

8 Sales Secrets Used By Winning Salespeople:

1. Avoid Prime Business Hours When Trying To Catch That Tough Prospective Buyer - This may seem counter-intuitive, but think about it for a moment. During prime business hours a prospect is more likely to be hard at work and unable to field any of your calls. But if you call at 8:00 a.m. or 5:15 p.m. they may be more willing not only to answer the phone but also hear you out.

2. Ask Business Related Questions - Prospects want to be presented with products or services that are of value to them, and the only way to learn what they want or need is to ask them questions about THEIR business. Additionally, asking questions will show a prospect you are genuinely interested in them on a one-on-one level and not just going through a routine.

Click Here For A List Of 20 Questions Every Salesperson Should Ask A Prospect

3. Speak In Terms Of Benefits - That is to say, do not simply run down your company's list of features and benefits. Sculpt each sales story on a case-by-case basis so that every prospect you speak with feels that you are discussing services they would benefit from directly.

4. ALWAYS Follow-up With A Prospective Buyer - Over the years, I have seen too many salespeople stop calling a prospective buyer after their first unsuccessful attempt at getting the sales process started. Just because someone is not interested in what you are selling today does not mean they will not be interested tomorrow. Remember, the salesperson that does not stay in touch is quickly forgotten by a prospect ready to buy.

5. Give Your Prospects Something Of Value - People like information sent to them about their industry or ways to make a more educated purchase. By sending a prospective buyer an article or information they might find of interest you show them that you are thinking of them. It also adds a more personal touch to your interactions.

6. Self-Assess Your Cold Calls - Self-assessment is one of the most useful tools at your disposal. There are numerous ways to record phone calls, so find one that suits you and record one of your cold calls so you can review your approach and learn what your strengths and weakness are. I also recommend you keep track of the calls you make in order to keep yourself honest. I have seen many salespeople fail due to lack of consistency when calling their database of prospective buyers.

7. Pace Yourself When Prospecting For New Business - Prospecting for your next sale not only takes a lot of time it also takes a huge amount of effort and mental energy. To help you achieve sales success each month, pace your daily prospecting activities and maintain a set schedule. Taking this approach to prospecting not only prevents you from getting burned out or frustrated it also keeps your sales pipeline full.

8. Be Casual And Inviting - As mentioned earlier, people like to buy from people they like and trust. And the most successful salespeople I have met are the ones who made a prospect feel at ease, smile or laugh. Remember, you are having a conversation with a prospect, not interrogating them.

Click Here For A List Of 20 Questions Every Salesperson Should Ask A Prospect

Summary: Sales is hard work, there is no doubt about it. That is why it is so important to have a game plan and to always be looking for ways to improve your technique. There is a reason professional athletes practice in the offseason - no one stays on top of their game without regularly honing their skills through assessment and training. This rings true for salespeople, too.

Tip #292: 5 Secrets To Boost Your Public Speaking Confidence

According to studies, public speaking it is one of the most feared things a person can do. Of course, this is something of a problem considering how most people are expected to speak publicly at some point in their lives - especially in the business world. Production meetings, addressing a team, client presentations and executing a presentation are just a few of the common public speaking venues held in the workplace.

Successful Public Speaking Starts With Your Preparation.

If there is one piece of advice I can provide you about public speaking, it is be prepared. Most people who are nervous about public speaking are nervous about being put on the spot, about making a fool of themselves. This concern is easily remedied as the proper preparation instills confidence, and confidence combats nervousness. With that in mind, here are five public speaking tips to ensure you remain cool, calm and collected.

5 Public Speaking Secrets That Will Guarantee Your Success:

1. Know Who Your Audience Is - The first thing to consider when speaking publicly is your audience. Understanding who you will be speaking to provides tremendous insight. For example, how familiar is your audience with the subject you are covering? If it is something they already know about, you can forego the need of an explanation or definition of terms. However, if it is new to them, a certain degree of background information will need to be explained.

2. Become An Expert On Your Topic - This is the cornerstone of public speaking preparation. You want to know what you will be speaking about inside and out. That way when you stand in front of the group, information will just pour out of you, as opposed to stumbling about in your delivery. Becoming a relative expert also allows you to field questions without trouble.

3. Work Through Your Self-Consciousness - Public speaking involves standing in front of a group, so it is natural for your self-consciousness to be at a high level. Concern over your hair, posture, voice or the clothes you are wearing could contribute to anxiety, which in turn could affect how well you speak. Practicing your speech and staying focused on the materials will help keep you from feeling self-conscious.

4. Prepare Yourself Mentally And Physically - For some, nervousness over public speaking will not only manifest mentally, but also physically. Physical signs of nervousness include an accelerated heart rate, sweating, shaking and stuttering. There are a number of calming techniques you can investigate that will even out breathing and relax your muscles. The more relaxed you go into a public speaking venue the more focused you will be.

5. Connect With Your Audience - The easiest way to work on connecting with your audience is to bring personal stories about your topic into your presentation or discussion. As I tell everyone, public speaking is nothing more than a one-on-one conversation in a larger proportion. So make eye contact, speak dynamically and most importantly, be approachable so your audience feels comfortable with you.

Summary: Bottom line, the best way to overcome nervousness about public speaking is to prevent nervousness about public speaking. If you are assigned a public speaking task, prepare, prepare and prepare again. The more certain you are about what you are saying the more confident you will be when put on the spot. Research the subject extensively and commit that information to memory so that it can be accessed immediately. Also, be sure to perform at least one practice-run before the real deal. It will amaze you how much this will help.

Tip #291: A Crash Course On Problem Solving (Part 2 of 2)

Tips 5 - 8 On Ways To Improve Your Problem Solving Process:

5. Be Mindful Of What You Are NOT Looking For - By design, people have individual perceptions that allow them to quickly notice or think of one thing, but may block out another. The only real way around this obstacle is to be consciously aware of what you instinctively may not be looking at in a particular problem. It also helps to assemble a diverse team to aid you through a problem, where each team member complements one another in a unique way.

6. Be Sure To Cover The Bases - As we have said, there is no easy solution to fix problems, especially since no two problems are exactly alike. That does not mean you shouldn't follow a systematic approach each time in order to cover the bases. Problem solving is typically a matter of piecing things together. Having a rundown list is a smart way to prevent overlooking anything. When a process is followed, errors, mistakes and oversights are minimized.

7. Develop A Unique System For Your Company - After resolving enough problems using a system, the people at your company will start to follow a pattern or rhythm to problem solving. That rhythm, when blended with bits and pieces of problem solving techniques, can be developed into a unique system for your company. Again, a process won't guarantee you a quick and easy solution to your problem, but it will facilitate the problem solving process in a much more efficient and effective manner.

8. Take The Time To Do Research - Research is the difference between learning the hard way - on the fly - versus the easy way - being prepared. There are scores of books about problem solving techniques available. Employ some preventative measures by picking a few of these books to create your own unique system based on the techniques you like. By taking extra time in advance means spending less time dealing with some frustrations in the future.

Summary: Problem solving in the work place is a lot like detective work. For starters, it calls for a lot of fact-finding and data gathering. There is also a lot to be said about the value of research as a preventative measure. Knowing where other people have been and how they got through their own ordeals can be an invaluable tool during your own efforts. If nothing else, exploring other techniques may reveal a new way of approaching a problem you might not consider normally.

Tip #290: A Crash Course On Problem Solving (Part 1 of 2)

Problems: They are something every business will inevitably face. And because problems are inevitable, having a problem solving procedure is crucial in the workplace. Unfortunately, there is no Satisfaction Guaranteed emergency problem solving kit that you can purchase and pull out in times of crisis. No, problem solving requires an adaptive mind and the ability to stay cool under pressure.

Solving A Problem Requires A Plan.

Countless experts have explored a variety of approaches one can take to face down problems. While no one tactic will ensure success, there are still ideas from these tactics that can help you through a problem a lot better than flying blindly.

8 Ways To Improve Your Problem Solving Process (Tips 1-4 today; Tips 5 - 8 Next Week):

1. Know Where You Are Going - When a problem arises and a team sits down to sort it out, the first thing you should identify is your goal. However, you want to avoid being overly simple or vague, like stating your goal as "to fix the problem." A vague definition is a useless definition. More importantly, if you don't know where you are going it will be much more difficult to get there. Instead of being vague, flesh out and thoroughly define the state you are trying to achieve. Breaking down the desired state into several components will help paint a clearer picture as to what must be done to reach it.

2. Identify The Problem - And not just once. Several times. Your understanding of the problem initially tends to be incomplete since little to no data on the issue has been gathered. But the more that data accumulates, the more the problem comes into focus. And with that clarity comes a more detailed definition of your problem and your goals. So by re-evaluating and re-identifying the problem you will stay on top of the matter a great deal more effectively.

3. Define Goals And Objectives - Most people's instinct is to rush to the rescue when a problem shows up. And while some scenarios do in fact call for quick thinking and even quicker response, just as many benefit from careful analysis and a thoughtful approach. In other words, problem solving benefits from organization. Assemble a team and hold a meeting to discuss the problem in detail. Clearly define the issue, define your goals and define your objectives so that the problem solving process moves forward as smoothly as possible.

4. Create A Visual Picture Of Your Problem - Another often-overlooked approach to problem solving preparation is visualization. Many people work considerably better when working with something visually. For example, you could map out a diagram of the problem, its source and the paths to its solution on a large whiteboard, then step back and observe the problem from this perspective; it may help you see something that was not immediately apparent before.

Summary: In many cases, problem-solving benefits most from keeping a level head and responding to the situation with a calm, cool and collected approach. Instead of tackling a problem head on, take the extra time to bring in a well-rounded team and map out a plan of attack. The more you define the problem and the more prepared you are the easier solving a problem becomes. Rushing to the rescue could prove detrimental, resulting in additional problems that spring up and warp a single issue into a series of issues. Remember, tips 5 - 8 will be featured in next week's tip.