Uncategorized

Establishing Positive Contact with the customer is imperative. Bring your energy to the customer and operate in his/her operating reality, not your own. Your energy is your presence and when you exhibit positive, enthusiastic and caring energy, you position yourself for an extremely successful sales call. The three elements that will win the buyer\’s attention: Attitude Energy Appearance There are key action steps to help bring your energy to the customer: Earn Position – Sometimes a sales professional gains position via virtues of a superior product. This is often not an \”earned position,\” and in today\’s hyper-competitive environment does not last very long. To truly earn position, a sales professional has to work hard to continually create new awareness. Feel Good About the People You\’re Calling On – If you do not feel good about the person you are calling on, it is often visible. Customers deserve a positive attitude from their business partner. \”Touch\” Everyone – Take time and get to know all of the involved people at the company you are calling on – not just the key contact. People like to be recognized and addressed by name. Use All Your Assets – Both you and your company have a lot of unique capabilities – leverage and manage these assets to ensure success. Share Your Excitement – Customers like to deal with energetic, successful people! KEEP UP THE GREAT WORK!

This week we will focus on the third Positional Selling® Strategy, \”Invest in the Relationship.\” Focus on building a unique relationship with the customer where you are viewed as being part of their business. When the customer views your contribution in this way, you are well on the way to achieving Preferred Position. One of the key aspects of the investment process is to make sure the customer knows he/she is being listened to and taken seriously, especially in regard to areas of objection or frustration. Utilize the Bonding Process, or LAER, to ensure you are focusing on the needs of the customer. When you LAER, the following will occur: Anger is diffused Indifference is replaced by interest Impatience is dissipated Preoccupation becomes impossible Listen  to demonstrate your interest in wanting to understand Acknowledge to convey your concern and share your desire to be helpful Explore to develop a complete and accurate understanding of the customer\’s concern Respond to propose a solution that addresses the problem *Remember to repeat L-A-E as many times as needed to uncover the customer\’s real objective before R. KEEP UP THE GREAT WORK!

Remember to understand the words \”Operating Reality\” and work in the customer\’s operating reality, not your own. Think about what really matters to the customer. What is important to the customer? What need is he/she trying to satisfy? What result is the customer trying to achieve? When you\’re in it just for yourself and the customer\’s best interests come second, you may be opting for the short-term gain and suffer a long-term loss in the relationship. To understand your customer\’s Operating Reality you will have to: Know your customer Understand his/her values and motivations Use your heart as well as your head Sell or deliver in terms of what\’s important to the customer rather than what\’s in it for you Keep in mind the \”Odds Are\” 2:1 that you will be inwardly focused or have a self-centered reaction versus being outwardly focused or having an \”other-centered\” response KEEP UP THE GREAT WORK!

Always see your customer as a strategic partner and yourself as someone who can make a positive difference. You only bring that value if you become an equal instead of a subordinate. A subordinate is reactive instead of proactive. We must resist the feelings of being subordinate and inferior to the customer even though the customer may be able to obtain similar products and services elsewhere at a lower price. There is one thing the customer can\’t get anywhere else, at any price, and that’s you. You decide how successful you will be. Be confident, self-assured, knowledgeable and assertive. Be sure that both you and the customer view the relationship as one of equality. KEEP UP THE GREAT WORK!

Sudhakar was a very particular man.  He understood style and carried himself with dignity.  He was an average performer or, more correctly, an under- performer. Till one day, at a Dealer sales training program in Pune, he was asked to give a ‘Vote of Thanks’ in Marathi. Sudhakar’s world collapsed around him.  He could not speak in public.  It was a nightmare. He panicked. When persuaded, Sudhakar, in a sweat, asked if he could give the ‘votes of Thanks’ in English.  It was agreed to, though how it gave him more confidence than Marathi, his mother tongue and his more fluent command, is hard to understand. Sudhakar practiced every spare moment he got.  The day came and he stood up to face the dealers, with beads of sweat pouring down his cheek.  He made it thru the short 4 minute thanksgiving speech, reading from a prepared text. Sudhakar had triumphed.  He could now speak fearlessly. Sudhakar did just that.  He was the most committed sales trainer the Branch knew. He took on sales training with great enthusiasm. In fact he asked for opportunities to facilitate. Sudhakar gave a Vote of Thanks!

As a child, I dreamt of being a rock-star. I would practice only in the toilet. It helped that it was away from the main house, as no one would hear me. I didn’t make it as an engine driver either. I ended up being a salesman. Or so I hope. Today, I do Sales Training for a living. It  was Bankura, in West Bengal, and I was on my first sales training tour. Fresh from the USA, and an MBA, clueless about sales .The train pulled into the station. I expected to see Bankura horses all over, but there was only the steamy rush of a small town. Noise and mess. I found my way to the little hotel where Shanker Sinha Roy, the territory sales man was to be staying.  He was not there. Instead, I stared out of a narrow balcony to take in the sounds. Rickshaws and rubber air horns. So moffusil and so pleasant. Next morning I went in search of the local stockist for Eveready. Shomeda, was surprised to see me. Even more, to know that I was to connect with SS Roy.  Shankar had not reported in. So we booked a trunk call to Calcutta Sales Branch office. S Bhattacharyya, (SB), the Sales Officer was in fact pleased to know that Shankar had not reported yet. He asked me to communicate a short message to Shankar. He was to take the first train back to Calcutta and report to SB. It was a very anxious Shankar Sinha Roy that met me, the following day. I gave him the message from SB. Back he went to face the wrath of SB. A dressing down in those days was not subtle. Playing hookey from tour was not uncommon then. Or today. The penalty had to be paid. At times, sales development lessons can  be very telling: It is hard to train a sales person! Important Sales Development Lesson: “If you can’t be at your post, be ready to travel” Sales people hate to follow any rigid routine. They seek the loop hole and often slip it around their own necks. So don’t be surprised. Expect it.