In the First two segments we addressed the Process of the deal, And the benefit of redundancy.
As we continue on the thought of Thinking like a Machine …
A Machine will always completely finish it’s task before Starting again. ( And if it doesn’t We label it ” Out of Order”)
–> Whether there are 3 , 5, 7, or 9 steps to your selling system, Complete each one. And then start a new opportunity.
This isn’t to say that you should never have more than one Customer at a time, It is meant to say That We earn the right to ask for their business by doing our Job completely .
Would it seem odd to hear that Sales people often spend hours with a customer and never ask for the Business ? Odd , but true !
“How does this happen?” , you ask.
A lack of follow through is the simple answer.
With out a selling system there is nothing to indicate to the Sales person or the Customer that the time to buy is now.
Don’t find your self ” Out of order” …. Sell like your living depends on it
Thinking like a machine Will keep you selling like one
Segment 1 Recap;
A machine is always a Machine
And always the same type of machine
Be clear on your role
A Salesperson should be Selling
A Machine always Performs its task in the same way
Redundancy is Key to long term Success in sales
Redundancy allows you to professionally present your Product every time, to every one
Good presentations flow best when they are well rehearsed and intentionally deliver a lot of information in a brief span of time. This can only be achieved with preparation and rehearsel
Redundancy allows you to eliminate disconnects in communication
Nothing worse than having to ask ” What did I miss?” Doing things the same way every time will eliminate that sinking feeling of being beat by your own lack
Redundancy Lets you Quickly understand How and Why a deal didn’t close
When You are following a step by step process and you are unable to advance to the next step…
Sell like your living depends on it
This is the first Segment in a series I have been working on ;
Thinking Like a Machine Will keep you selling like one
A Machine is always a Machine
and always the same type of machine
A Toaster doesn’t become a Laptop Computer. A Bicycle doesn’t try to vacuum the rugs, and my radio doesn’t Wash my Clothes
Each machine does as it was designed to do, and nothing more.
My Point : As a Sales Person we should never attempt to change our role, We are not “Counselors”, we are not “Advisors”, we are not “Product Specialists”,
We are Sales people, and our function is to turn Shoppers into Owners
Some reasons this is important ;
Being clear on your role allows you to set realistic and well defined goals.
-Operating without a defined plan is dangerous to your earning potential
Clarify your objectives/ analyze your previous successes and failures
Being Clear on Your role allows you to ask for their Business.
– It is the expected end to the interaction. The Customer is expecting it and you do not risk offending them by behaving like a “sales Person”
Being Clear on your role allows you to EARN YOUR INCOME
– Your Job description is your pay plan Sales = commissions
Thethirdman | Dreamstime Stock Photo
When we as Sales people grow, or the companies we work for expand, one of the biggest pitfalls that can face us is Customer Disconnect
It is the moment that Our customer no longer feels a sense of community with us
If we were a big box store , or a chain of gas stations this would not be a worry, as Customers typically view these entities as touch and go . Or just there for an immediate or frequent need
Our Customer shops less frequently, and needs to feel a sense of Reception and Gratitude from us.
How do we avoid disconnecting from our Customers ?
- Keep constant contact ( Meaningful Contact)
Reach out often with New and better information., Or Real sentiment
Use your CRM to keep you familiar with the customer’s you have contact with
– Quick emails to let them know their favorite park just opened for the season
– A quick phone call to say that a popular accessory just went on sale
– A Birthday card
– Ownership anniversary card
2. Don’t Sell on Price
Simply pointing out the Price tags will make you seem just as shallow and uninvested as the big discount store ( nobody gives a sh*X about MRBIGMART )
Sure, you should point out an extraordinary value when it is in front of you,
But, even more important , is your drawing a line between the Customer’s needs and the Product’s ability to meet them.
And to be able to draw that line, you have to be connected on a level that puts the price in the back seat where it belongs
3. Operate like a Neighbor
- Be authentic – deception makes fast enemies
- Be Careful – Listen to them when they talk, observe their concerns
- Be engaging – Pull back the curtain, let the customer understand the process
Sell like your living depends on it…
IT IS TOUGH TO STAND ALONE…
IT’S HARD TO SHOUT ABOVE THE NOISE
IT’S GUT WRENCHING TO FEEL LONELY IN A PURSUIT
Thats the reality of who we are,
Having a common purpose, Someone joining arms with us, Brings momentum
and Momentum brings Greatness
We need a Unified Passion. It helps us feel strength and propels us toward our goals.
Many Sales teams operate as individual performers who happen to work at the same place. They ask for individual goals, they require individual effort, and they ALLOW individual failure .
I have found that when a Sales team adopts a “Team Goal, and operates with a communal effort, Individual Success is a given
4 tips on developing a Team mindset
1. Make Sure every member understands The Goals , and how their production fits into the overall success of the Dealership
– Everyone has Value
– each effort MATTERS
2. Talk about what SUCCESS looks like. Share proven techniques, have each member contribute
– Embrace and teach your processes
– Map out a clear path to the Win
3. Protect the attitude of the team like it is GOLD
– Dont allow Negativity to spread
– Identify problems and solutions at the same time
4. Accept Personal responsibility for the success of your Team mates
– If they fail the Team fails, Work with them. Peer coaching brings real results
– When they can’t stand up, Prop them up
Sell like your living depends on it
This time of year I get an increased amount that contain Things like…
“It’s slow season” ,
“No one is buying” ,
“management isn’t advertising”,
” Everyone is slow”
” The weather is Horrible
and on and on I could go
If you have decided that your Road to the sale is a dead end, I would suggest that the problem is not the road…
1. Your skipping steps
The road to the sale doesn’t change, It is a constant path to consistent success.
Work with your customers the same way every time.
It doesn’t matter if there is 10 of them or 2 of them.
Slow down, Work the program, and the sales will come.
2. You’ve stopped training
Every Professional team begins It’s new season by training on the fundamentals.
Build redundancy into your process Now, and when the Season is in full swing you will be a finely tuned machine.
3. You’ve convinced your self that the business isn’t there
– Someone is shopping for your product right now, Their pleased to see that there are deals available, They appreciate that the crowds are smaller, and they can really spend some time in consideration. The question is… WHERE ARE YOU?
Are you the smoking area moaning about how slow it is?
Come to work EXPECTING to sell, Be prepared and ready, Operate with high energy and create your opportunity !!
4.You have allowed negativity to take hold of your thinking
Stop by your local book store and buy a good book, Dig out those training DVD’s you watched last year and watch them again. Become an encourager, bring a positive influence to those around you
Sell like your living depends on it