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How Can Sales Training Increase My Sales?

salestrainingIf you want to increase your sales, ongoing sales training and sales coaching is the key to your success.Let me explain why. First and foremost, sales training brings pertinent knowledge to the table. You are not always familiar with all the details and sales training is the ultimate learning tool. For example, most organizations today are aware that the economy has brought about an important sales shift.

Selling during the boom times is passé. Now is the time to attract, engage and empower the new economy of buyers to buy at any time.

Velocity Selling Sales Training teaches how to do the opposite of selling in order to succeed in today’s new economy of buyers. The sales process has to be transformed into a “buyer focused” format where getting to the truth and building a relationship are the main goals. It is far more important to bring in the right buyers for the right reasons instead of simply making a sales pitch or even a sale. 

Secondly, ongoing sales training encourages you to let go some familiar practices and replace those ineffective habits or behaviors with effective and bottom line, results-oriented sales habits. In between the ongoing sales training sessions you can practice what you learn in the real world. Then, you can return to the next session fully prepared to discuss your experiences before moving on to learn new material. Ongoing sales coaching ensures that all discussions replicate knowledge gained from sales training and that appropriate actions are taken. You will realize you are not alone in your endeavors. You are disciplined and accountable. You hold the qualities of a successful sales person and consequently, the true value of sales training is realized.

Thirdly, ongoing sales training should be more than strategy and technique.Sales training should begin with building a strong foundation. That foundation is you, the individual. The strongest foundation is your belief in yourself, the products or services that you sell, the organization that you represent, and the market in which you work. Without a strong belief in each of the above, you will not succeed. Your level of belief will be reflected in your attitude, your body language, and your results. To rate a solid 10, you must secure a high level of belief in all of the above.

With a higher level of belief, your attitude will shine and attract buyers to you. You must demonstrate the most effective goal driven behaviors. Engage buyers by following a “buyer focused” sales process and proving how competent you are. However, like all things in life, you will also require discipline. Do what you have to do, even when you do not want to do it.

When you learn the four simple basics A,B,C, and D in the course of ongoing sales training, your sales results will not only increase dramatically but you will also improve R.O.T.I. (return on time invested) and increase your bottom line with velocity.

 

Source – [Bobu]

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Today’s Economy Expects a Buyer Focused Sales Process

Golden-Sales-StrategiesIn today’s economy, more than ever, sales professionals must be in control of the sales process. You will not succeed in our ever changing economy, if you do not fully grasp the enhanced sales process.

Do you follow a sales process?

Congratulations if you answer “yes” and actually commit to a sales process. Evidently, you are responsive to the power of practicing a proven results oriented sales process. If you answer no, please examine the following benefits of an exceptional sales process and adapt them as your daily discipline.

Nearly all sales professionals deem themselves in control of the sales process. Conversely, it is the prospect that possesses full control. The sales person falsely assumes he/she controls the sales process. However, buyers have created a buyers process of their own which they abide by repeatedly.

Consider the facts. It is the prospects who ask questions, qualify sales people and as a result, dismiss them. These are the components of the buyer’s process. Revisit your last job as a sales professional. How would you rate your sales process? Did you ask the essential questions to qualify a prospect? Did you dismiss them because they were not qualified? Were you able to handle the sales process in such a manner to sustain a lasting relationship with said prospect?

These are valid questions and your answers should categorically advance your sales process. Turn your sales process around and put yourself in control. Build a strong relationship by simply allowing the prospect to sense control. A successful sales process emphasizes the ability to listen emphatically and to be genuinely interested.

All human interaction depends on rapport and trust to establish effective communication. Trust is one of the most important aspects of any sales process. Without trust, there is no communication.

As soon as trust is established, the parties progress to the next step in the sales process. They must set mutually agreeable parameters in order to move forward collectively and eliminate any unpleasant surprises.

Valuable sales process parameters are: allocating time for meetings; formulating objectives; documenting view points primarily of the customer followed by those of the sales professional; and attaining permission to ask questions and take notes. Maximize your sales process by forthright communication involving clear “yes” or “no” answers and eliminate TIO (think it over) responses. Demonstrate you do not want to waste the prospect‘s valuable time.

When you have earned the prospect’s trust and have established clear and precise parameters, the ensuing sales process is straightforward.

Follow a proven results oriented sales process and reap the benefits. You will benefit from control of the sales process and build lasting relationships which lead to referrals. You will formulate a secondary sales force, shorten your sales cycle times, increase margins and profits, and finally, contribute to the bottom line. A successful sale begins and ends with an altruistic sales process.

 Bob Urichuck is coming to Dubai on June 3rd, 2013 for an exclusive Velocity Selling Seminar. Book your ticket now to learn from master of sales coaching. Click here to book your ticket now – www.bobudubai.com

Source – [BobU]

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Will Motivational Sales Training Help Me?

teamMotivational sales training should be part of the on-going sales training process and is just as important as on-going sales management training.

Part of sales management training should be on how to maintain self-motivation and a motivated sales team.

However, not everyone understands what motivational sales training is really about.Many people attend motivational sales training or talks to get motivated.

What they don’t understand is that any motivation that is external is temporary. As soon as you acquire an incentive, you’ll want a bigger and better one. As soon as you face up to a threat, the threat will no longer stop you.

The only true form of motivation comes from you, for you. This is internal motivation—the only everlasting motivation.

When motivational sales training explores internal motivation, participants have the ability to see, in the present, a projection of the future that they want for themselves. They learn how to define a S.M.A.R.T. goal and it’s emotional outcomes – they can see it, hear it and feel it as if it were accomplished.

But the process doesn’t end there. They learn how to take their desire and put it into motion by developing an action plan for its achievement and move steadily towards that vision day by day.

Motivational sales training can also form the foundation to success by developing the right attitudes from having courage to overcome fears to the willingness of doing something they have never done before.

To accept failure as a learning stepping stone to success or to have the courage to ask, as there is a 50/50 chance of a positive answer.

As you experience this form of motivational sales training as part of the sales training process, your self-confidence, self-esteem, self-respect and self worth grows. With that, you take more actions, more risks and in the end, get better bottom line results.

Sales management training should help management recognize and reward themselves, and their sales team members, as you cannot give something to someone else if you don’t have it inside to give away.

Sales management training should not be about managing numbers, but managing their behaviors and the behaviors of their team members. Any behaviour that gets recognized and rewarded gets repeated.

Sales management training should also include training on motivational sales training and maintaining a motivating sales environment. One in which the sales people and support team members takes ownership of.

You do that by getting your team together and engage them in finding the solution. Make it the team’s idea and allow them to take ownership and ultimately, make it happen. Now is the time for Management to be the facilitator and/or coach. Help your sales team get where they want to go.

You must engage teams to challenge themselves and find the solutions. I reiterate the need to create an ideal environment in which motivation comes from within the individual. In turn, that forward moving environment will stem from Management’s support and trust in the sales team.

As an expert in motivation, I know you cannot make someone else motivated. Only you can motivate you. Management can simply create an environment in which people motivate themselves.

Any attempt to motivate someone else is considered external motivation. External motivation is temporary and usually doesn’t last. However, personal or internal motivation is the true and deepest form of motivation.

Internal motivation is everlasting, and that is why Motivational sales training will help you and should be part of the on-going sales training process and is just as important as sales management training.

Learn How to Execute the Disciplines of Attracting, Engaging and Empowering the “Buyer Focused” Velocity Selling System, to Up Your Bottom Line – Book your tickets now for Bob Urichuck’s workshop in Dubai – www.bobudubai.com

Source – [BobUrichuck]

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Are Your Goals S.M.A.R.T.?

Many people set goals for themselves, and for their work, at this time of the year. Do you know why must you set goals?

However, many do not achieve their goals because they are not S.M.A.R.T.

Make sure your goals are S.M.A.R.T.!

Here is why:
1. Goal setting focuses your efforts and improves your direction in life.
2. Goal setting causes you to set priorities and become more organized.
3. Goal setting turns your wishful thinking into reality.
4. Goal setting points out to you your successes as you achieve them, motivating you on to further success.
5. Goal setting can improve your self-esteem.
6. Goal setting makes you responsible for your own life. It causes you to define your own value system.
7. Goal setting makes you aware of your strengths, which you can use to overcome obstacles and solve problems.
8. Goal setting points out your weaknesses. You can begin setting new goals to improve in those areas and turn them into strengths.

Record keeping is important. Writing down your goals and action plans represents a commitment. Otherwise your dreams are merely wishful thinking. You can reread and visualize written goals.

They are credible and legitimate. They live and lead you onward. When you write you have begun to act. Inertia is gone. You sense accomplishment already. How should you do your goal setting?

Goals must be S.M.A.R.T.—Specific, Measurable, Attainable, Relevant and Trackable to a Timetable. Let’s look at each of these elements in detail.

1. Goals must be Specific.“Happiness” or “success” are too vague. Ask yourself: What exactly do I want to do, be or have?

For example, let’s say you are getting too close to weighing 200 pounds and you want to reduce to 185 pounds within six months. You could write: In order to be healthier and more energetic, I will lose 14 pounds within the next six months, starting today, and maintain a weight of 185 pounds from that point on.

2. Is Your Goal Measurable? How will you know you obtained your goal?

3. Is It Attainable? Give yourself a chance to succeed. Take little steps and succeed. Success breeds success.

4. Is It Relevant? Would the attainment of the goal be worthwhile to you? Before you can answer this question you need to know what kind of life you want.

5. Is there a way of Tracking your performance on a timetable? How do you know you are getting closer to your goal?
Select dates when you will measure your progress against the milestones in your plan. You will either reaffirm that you are on track or make adjustments.

Consider the following as you set each goal:

A. Is this goal really mine? Am I doing this for myself or somebody else? If you are doing it for somebody else, you are not living a life of your choosing.

B. Is it morally right and fair?

C. Are my short-range goals consistent with my long-range goals? Keep in mind where you want to be 10 to 20 years from now.

D. Can I commit myself to complete the project? If not, don’t set yourself up for failure and disappointment. Save the goal for a time in
your life when you can commit to make the effort.

E. Can I visualize myself reaching this goal? If you can’t see it, it won’t happen. Henry Ford said it best, “Whether you think you can or you think you can’t, you’re absolutely right.”

Buy “Disciplined For Life” Home Study Course to start setting your life goals and live the dreams of your life. I am doing it every single day, now is your turn!


www.bobu.com