What are the Top 10 Skills of Super Sales People?

"Ability is what you're capable of doing. Motivation determines what you do.
Attitude determines how well you do it."
-Lou Holtz-


THE TOP 10 SKILLS OF SUPER SALES PEOPLE:

1. Ask questions and really listen to the customer.

2. Ask for, and follow up on, referrals.

3. Focus on a few top prospects. ( The 80/20 rule )

4. Use coaches, or insiders to help fully understand customers’ requirements.

5. Be prepared by thoroughly researching prospects and their organizations.

6. Act as a business consultant by helping prospects solve problems.

7. Build long term relationships.

8. Provide appropriate marketing messages:
- explain what you have done, and not what you can do,
- explain why you should choose us,
- explain why you shouldn’t choose the competition,
- give a business case analysis like ROI.

9. Recognize when buyers are ready to buy.

10. Know How and When to close the sale.

When you do these things and you will be more successful! To learn more information on becoming a better sales person please visit: www.KernanConsulting.com

5 Key Tips for Effective Business Referrals

The 5 Key Tips for Effective Business Referrals

1. Start by ASKING! - If you don’t ask you will never receive. Let people
know that you are looking for referrals and ask for them from satisfied
clients.

2. Respond Immediately - You need to respond the same day you receive the
referral. I’d also recommend YOU follow up on the referral and not hand it
off to someone else.

3. Provide Feedback - One of the most important things to remember is to let
the referring party know what happened. Did you call, or meet with them?
What happened and what was the end result?

4. Send a Thank You Note - Let the referring party know how much you care by
sending them a personal note or email.

5. Have a Plan - Consider creating a formal program for referrals including a
process. List the Referral program on your website or the back of your
business like: “I’m never too busy for referrals!”

FIREUP Your Employees with Your VISION !

“Winning is not a sometime thing; it's an all time thing. You don't win once in a while, you don't do things right once in a while, you do them right all the time. Winning is habit and attitude.”
- Vince Lombardi -

The key to staff motivation is establishing a business vision, drafting a clear, understandable business plan, and then celebrating the success of reaching the business goal.

When staff understand the vision, plan, and the experience of reaching goals, morale will improve. These factors will outweigh money and other benefits from a staff viewpoint. Set a clear vision and a plan that your staff will understand.

With measurable results that they can see. Do this and you will experience improved morale and success.

What are your Business Goals for 2011?

"You were born to win, but to be a winner you must plan to win,
prepare to win, and EXPECT to win."
- Zig Ziglar -

Every good coach has a gameplan. They have a gameplan for each game
and for the entire season. Once they create this plan, they must communicate
it to the team and reinforce it through practicing.

Paul “Bear” Bryant, the late Hall of Fame Alabama Football coach, had
five points that explained what he believed a coach should do:

1. Tell players what you expect of them.
2. Give players and opportunity to perform.
3. Let players know how they’re getting along.
4. Instruct and empower players when they need it.
5. Reward players according to their contribution.

This entire process begins with creating and communicating your gameplan.
That is the key to productivity. But it must be reinforced by practice and
coaching along the way. What is your gameplan for 2011?

3 Simple Tips that will improve your sales efforts

Listen to advice and accept instruction, and in the end you will be wise
- Proverbs -

One of the most frequent questions I’m asked is, "how do I get more sales?"

The first tip is to follow the customers buying practice and process. Make
sure to ask, and understand, how our customers want to be approached.
Each customer has a preferred process. Once we understand our customers’
preferences, we need to ensure that we work within those boundaries.

The second tip is we need to really listen to customer needs. Our
customers are the best source of business information. We need to listen
carefully, watch the customers' body language, and then carefully respond
based on what the customer has said.

Following up promptly is the third tip, and one that is normally done incorrectly. Establish an orderly process for following up with your customers,
and then do it timely! If you follow up with 8 business hours of a proposal,
you will double your chances of winning it. Even if you fail to get the business,
you can establish a stronger relationship for the future.

Prompt, effective follow-up sends the message to your customers and potential
customers that you are interested in their business and will serve them well in
the future.

When we adjust our sales techniques to meet our customers’ preferences and
needs, we improve our chances of bringing in more business.