1. Identify your target: Who would benefit most from what you are selling? • Make a list of industries (5 or less) • Make a list of companies within each industry • Research each company to find as much info as possible. (Your competition, DM, how long have they been with your competition…) Note: The…
25/01/09 19:30 When you can get your customer TO TELL YOU that the product will save them money and eventually pay for itself. Building value is not about puking out features and benefits. When do you know they are sold? When THEY TELL YOU they are sold. You need to constantly check for agreement. Always…
25/01/09 19:33 The “Master Closer” concept comes from a book called “The Art Of Closing Any Deal” by James W. Pickens. There is a big difference between order takers, sales people, closers and master closers. Before you can appreciate the skill of a master closer, you have to understand what makes a salesman just a…
Most comp plans are performance based. We try to get to the end result “the sale” by using carrots and sticks. We transfer the risk to the sales rep because we don’t have a process in place that guarantees results if followed. If we did, pay for performance wouldn’t exist. We could give a base salary and strict guidelines to follow and the results would be there. Instead, we ask the rep to figure it out at their own expense. This creates an environment of throwing half court bricks.
“Why can’t I find a sales person that can deliver?” “Those sales people are just lazy con artists. They convince me they can sell. I hire them. Then they produce nothing” “Motivational contest for the month: 1st place…You get to keep your job” “I offer uncapped income potential through a huge commission % and they…
