How to Be a Better Salesperson Series – Pt. 1

COMMIT Yourself and the Rest Will Follow

Commitment. It’s one word that means to devote oneself completely to something. The concept is very simple. For instance, when you see an open parking space, park your car there, and get out instead of continuing to look for a “better” one, that’s committing. It sounds easy, but to master this concept in selling AND in all aspects of life is one of the hardest things to do.

In this part of the “How to Be a Better Salesperson” series, we’ll go through the concept of commitment and how it is a completely necessary part to becoming a better sales representative.

Committing to a parking spot is one thing. It’s a decision that deals with the immediate and the chances of severe consequences coming from deciding on a parking spot are much less than when it comes to selling. Selling isn’t just about you doing a job. Selling is a way of life. I’ll go more into detail on that in another article but simply put, selling is the key to your survival.

It’s a tough economy out there. That’s already a given. Plenty of people still without jobs, but those individuals who know how to sell themselves and their products will never be without a way to support themselves. The best sales people know how to commit to every aspect of selling. What do you commit to?

Be a Better Salesperson by Committing to:

· Your career

· Training daily

· Providing excellent service

· Dominating and not competing

Again, this all sounds easy but committing yourself fully when life throws you so many different options is not easy. For example, instead of committing to training daily, you could just continue to work with the skills that you already have. However, in order to be a better sales person, you will do the opposite. Even if you’re the most successful sales associate at your company, you will commit to being even better by continuing to train daily to learn additional closes, techniques, and strategies that will help you dominate.

It’s widely said that the grass is always greener on the other side, but the person who says that is the one who can’t commit. While they notice at another pasture, their own is being left unattended. The more they look at the other side the more time (and opportunities) go by where they could have made their own grass as green if not greener.

Go and take this first step to be a better sales person and DOMINATE your competition by first COMMITTING to being the best sales person out there!

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author
http://www.facebook.com/cardonesuccess

How to Be a Better Sales Person Series – Pt. 2

Attitude Through Communication

How do you communicate? Is it by the way you speak? The words you use? The tone in your voice? Do you communicate with your eyes? The way you look at someone? It’s all of that and more.

In this part of the “How to Be a Better Sales Person” series, we’ll discuss how the way you communicate and show your attitude will be critical to your success as a sales person.

Sales is a people business, plain and simple. The first impressions that you make on a customer will basically make or break your chance at closing that deal. In today’s economy, you don’t want to lose any opportunity.

These days a single wrong reply from the sales consultant to the possible buyer is all it takes to lose a sale and throw away an opportunity. And in this economy, every opportunity counts! It’s vital that the sales team and management work on even basic communication skills in order to take complete advantage of every sales opportunity that comes along.

That first impression is dependent on the way you communicate your attitude to the customer from the very beginning. You’ve got to have a positive attitude, one that shows that you fully want to provide him or her with service. It’s not about “selling” a product to them but helping them acquire something that will better their lives. To be a better sales person means being kind, understanding, and give them all the information they need about what you’re selling. This is the very first step to becoming a better sales person.

In order to do the latter, you must understand how to communicate your attitude to the customer. As mentioned earlier, communicating includes many things. It is about what you say, the way you say it, eye contact, the way you shake their hand, providing a warm smile, and those just scratch the surface. Communication includes all of those factors combined all for the purpose of creating true value for the customer.

Sales people need to be sure of themselves and what they’re selling. They can’t be stammering and giving badly thought-out responses. As a company, everyone in the organization must set the stage for a different experience with their sales representatives and set themselves apart from the competition by how they communicate thus creating a positive situation through which they sell value instead of price. Instead of dropping the value, they should improve the quality of the customer experience. As a sales person, the better the customer’s experience the better your chances are at successfully getting that sale.

Along with communication, in the next article we’ll discuss how the environment you’re in as well as the environment you create can help you be a better sales person.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author
http://www.grantcardone.com | http://www.CardoneOnDemand.com/

How to be a better salesperson?

How to Be a Better Sales Person Series – Pt. 3

Create the Perfect Selling Environment

You can tell a lot about who someone is through their environment. For example, if you look at a person’s desk and it’s cluttered with papers, pens, and other random objects, it’s probably a good guess that they’re disorganized. On the flip side, if a person has a desk where everything is organized into neat piles and is very clean, it’s a good guess that that person likes to be on top things.

In this part of the “How to Be a Better Sales Person” series, we’ll cover your environment and the environment you personally create for customers can help you become a better sales person and close more deals.

It’s been said that everyone is a product of their environment. It’s not difficult to conclude that if a sales person works in a negative and stressful environment, then he or she will in turn be affected by that negativity and pass it onto the experience they create with potential customers. That’s the last thing any organization wants or needs.

As management, a work environment that is as free of stress and negativity should be at the top of the priority list along with making sure the sales team has all tools necessary to sell and not only sell but do it well. Having this environment and positive reinforcement will allow the sales team the ability to focus on making sure the customer is taken care of to the best of their capability.

As a sales person, you should create an environment that makes the customer feel comfortable and let their guard down. Customers immediately have their defense up when they walk in because they’re afraid of being pressured by the “stereotypical” sales people. Don’t be like them. BE DIFFERENT. Don’t pressure them. Just create a comfortable environment by offering service, providing information, and making sure the customer knows that you are there for them. You are there to help them make their own decision, the one that is best for them, not the one that you think is best for them.

In order to be a better sales person, you have to surround yourself in a positive environment and then create your own positive environment for your customer. Remember that at the end of the day, we’re all human. None of us were born sales people, we were all born babies. We are products of our environment. If you want that sale, make a place that allows that sale to grow and succeed positively.

Now that you’ve got this great environment around you, the next step will be to build your relationships which we’ll go over in the next article in the “How to Be a Better Sales Person” series.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

How to be a better salesperson? 

Control Your Mind

How to Be a Better Salesperson Series – Pt. 4

Building Relationships and your Powerbase

I have showed you in the series 1,2 and 3 one of the greatest ways to become a good salesperson, although I believe you can be more than a good one, you could be the most successful salesperson if you know how to cultivate relationships.

Let’s say that you had a customer come in, and you did everything you could to try and close a deal that day. You had a great attitude, created the perfect comfortable environment, used all of the closes you knew, but ultimately, he or she just didn’t end up buying the product. Should you just forget about that customer who you just spent all of that time with?

NO!

Doing that would be a fatal mistake. In this part of the “How to Be a Better Sales Person” series, we’ll go over how building relationships with your customers also means building your powerbase for future customers and future sales.

Just because that one sale didn’t end up closing, you spent valuable time and effort in getting to know that customer and building a relationship with that person. Don’t let it go to waste! Make sure you have all of their information stored so that you can follow up with them later on. The problem with most salespeople is that they never follow up with the customer. It takes one quick phone call, maybe a few minutes of your time.

When you follow up with them, you show the customer that you really cared about their business and wanting to provide great service to them. This way when they are fully ready and wanting to go buy a product, they’ll come back to you instead of your competitor because they remember how amazingly you treated them. You’ll be a better salesperson! Not only will you stand out from your competition and get sales, even if that customer still isn’t quite ready to buy just yet, they have friends and family.

A big part of sales is word-of-mouth. When that customer’s friend or family member asks for suggestions on where they can find a type of product like what you’re selling, who do you think your original customer would mention? Because of the great impression you left on them, they’ll recommend their friends and family to you. This means a boost in your powerbase and an increase in your sales!

Don’t be like everyone else out there and just focus on the immediate sales. Dominate your competition by being different and build those relationships with all of your customers and potential customers. This way you won’t only get the opportunities that come to you, but you are creating sales opportunities for yourself. This is how you will be a better sales person.

Now that you’ve increased your powerbase, the next step is to master the power of prediction. That’s right in the next article I’ll give you the secrets to PREDICTION in order to help you be a better salesperson.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

How to be a better salesperson?

How to Be a Better Salesperson Series – Pt. 5

Master the Art of Prediction

Imagine if you could predict the future. To have the power of knowing something’s going to happen before it even happens. You can know what your customer will say before they even say it. Imagine how many deals you could better navigate and close by doing this. You could be a better sales person this way. Well, I want to let you in on something… stop imagining because you can.

In this part of the “How to Be a Better Salesperson” series, I’ll let you in on how you can master the art of prediction, so you can be ready for anything a customer throws at you.

In order to be a better sales person and master prediction, here’s the secret… you have to PAY ATTENTION. By this, I mean you must pay attention in every customer interaction and view it without emotion or blame and take notes. After a little while, you’ll start to recognize a set of patterns that happen with every sale. You’ll be able to separate your customers into different categories and from there on be able to notice that they all have similar responses.

This is how you predict. Every individual on this planet is different, but we all share different similarities; some more than others. When you’re in the middle of a sale with one customer and you’re able recognize that it’s headed in a similar direction as a sale you had a few days ago, you can learn from that previous sale and do something different. You can be a better sales person and acknowledge their concern before they even have a chance to which will not only surprise them but show them that you two share a similar viewpoint. You’ll be able to relate to the customer in a better way.

Prediction isn’t about some magical power. We live in the real world where life throws things at us that come from a different direction every time. There’s no way to really tell the future, but there is a way to anticipate the possibility of patterns and habits to be a better sales person. People are creatures of habit, so by knowing you’ll gain the knowledge necessary to keep selling no matter what the situation. To KNOW means you’ll be able to get fewer NOs. Fewer NOs mean more a lot more YES which equal to a boost in SALES.

The first step is to take notes and record down every objection all customers give you. Every time they give you one just write it down. Then, study those notes and look for similarities in the objections. Match up those similarities and then come up with possible solutions you could give to alleviate those issues. Next time a similar objection comes up you’ll be a better salesperson by having the solution before the customer even fully thinks about a possible objection.

Now that you’ve committed to having a great attitude and built your power-base within a positive environment utilizing the power of prediction, the final step to be a better sales person is to learn about the price myth.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

How to Be a Better Salesperson Series – Pt. 6

What is the Price Myth?

If you ask most people what is something that money simply cannot buy, what do you think the answer would be? Simple… love. It can be love from your family, your friends, or your significant other. Even love for a belief.

In this final part of the “How to Be a Better Salesperson” series, we’ll uncover the truth behind the price myth.

You may be wondering what exactly the price myth is? The myth is that most people believe price is the main factor when it comes to getting a sale or not and that simply is not true. The value that you produce is much more important than the price because value is subjective.

Value comes from the experience that you’ve built with the customer throughout the sales process. Everything that we’ve discussed in the previous articles to help you be a better sales person is put into effect to help you create such great value that the price doesn’t matter because the customer VALUES what you provide them.

When you as a sales person spend too much time talking about the price, you’re compromising the value of what you offer through service. This doesn’t mean price doesn’t matter but rather take care of it in the right way and return to building value!

Have you ever had a customer tell you that what you’re selling is too costly and then goes to your competition only to buy the same product at an even higher rate? That’s proof that the value we know as “price” is a myth. The customer really wasn’t talking about the worth of the product but instead, the worth of the sales experience you were creating not being valuable enough for the price.

To be a better sales person, you should focus on directly translating to the client, not price, but instead, commitment through a great attitude and a desire to build trust in a comfortable, pressure-free environment. Also, you need to prove to the client that the product they’re going to purchase is based off a decision that they make because it fulfills one of their necessities. Once this happens, price becomes the only factor that still stands between the customer and what you just showed him or her.

Always keep in mind that it’s almost never price. I guarantee to you that nine out of ten times the issue isn’t price. This rule can even apply for you. Think back on that last item or service you purchased where you went over budget because you just had that urge, that desire to the point where you felt like you simply needed it. Price wasn’t the factor because you feel in love with that product and were convinced that what you were feeling wasn’t a bad thing.

If you take everything you’ve learned from this series and apply it to helping your customer feel how you felt, then you will officially be a better salesperson.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

Haw to be a better salesperson?