“To whom much is given, from him much is
expected.” Professional selling is a demanding career and management will
always be raising high expectations for their team.
great advantage of having a one-on-one mentoring relationship is knowing that
you have a positive voice to turn to, someone that will give you the tools to
cope under pressure.
every work week you are faced with having so much to do that you don’t know
where to begin, a mentor can help you focus on the most important tasks.
Instead of merely surviving, you can be thriving. Mentoring will help you stay
in the sweet spot.
wouldn’t exist without pressure. Coal, under intense pressure becomes a
diamond. Learn how pressure can motivate you to perform at your very best.
more now by calling or texting Gary Ross 561-662-9666
Sales pros generally recognize when a prospect
is losing interest. They’ve experienced the physical signs like crossed arms,
heavy sighs, short replies. The pros are usually incredibly
patient and levelheaded when dealing with difficult customers, and don’t rush
to end the sales call.
It’s vital to practice active listening—lean in to the
conversation, take notes and when a prospect states an objection, do not simply
say, “I understand,” because you do not understand.
You do not know the pressures your prospect is having and
often it has nothing to do with your sales presentation. It’s time to restate
the objection expressed, “As I understand it Ms Jensen, our pricing is a barrier for your business. Your budget is
tight, is that correct?”
Always work to gain the prospect’s trust with
patience and clear, professional communication.
One of the
most common reasons that salespeople lose deals is that they are concentrating
on their solution instead of the client’s problem. Sales pros spend their time
in a discovery meeting to fully understand the challenges and problems of the
prospect before talking about their solution.
In the discovery
meeting you should be asking excellent questions, carefully prepared, in
sequence, which are geared to give you a thorough knowledge of the challenges
and problems the prospect is facing.
before pitching the solution your product or service provides. An excellent
practice to gain clarity is to repeat back the client’s challenges as you
understand them. Ask additional questions to confirm and corroborate.
Once you have a mutual agreement on the
most-pressing problem, then you’ve earned the prospects trust to present your
product of service’s solution.
pros in sales today are never pushy, obnoxious or overly aggressive. Instead,
sales professionals are trust builders that develop the relationship first.
Their approach is to come across in a friendly way, to be warm, supportive,
knowledgeable and completely focused on helping the customer to solve a problem
or achieve a goal with their product or service—and to be honest with prospects
when their product or service is not right for the customer.
are positive, polite, and persuasive without being manipulative. They never
attempt to influence prospects to act contrary to her best interests. The pros
take the time to thoroughly understand the prospect’s situation and to give
good recommendations that enable her to make the right buying decision.