Professional Sales Training

Sales Through Storytelling: Story Tell, Story Sell!
An old French proverb tells us "Nothing succeeds like success!" And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your successes.

Learn to tell thirty-second "success stories." During sales calls a quick-hitting story can make or reinforce a point in memorable fashion. Success stories may be told in response to a question, to serve as a testimonial, or even as an aside. Did you know you had a storied past?

Stories work for several reasons: they're more memorable than numbers, names and dates; and listeners enjoy the drama: a problem followed by a solution, a mystery solved with a twist, or a creative workaround to a seemingly insurmountable obstacle. Also, your listener can find him or herself in the story. A good story will resonate with prospects.

"We're wired for stories, individually and collectively. Since the time of Odysseus we've been told stories. Since we were little kids we've been read and told stories. This is how we’ve been conditioned to learn; our morals and our values are taught through stories." So says Gay Ducey, past president of the National Storytelling Association.

Look at your sales history and pick out an accomplishment. Now tell the story behind the accomplishment. It states that you helped a past client increased sales 60%. But tell how you did it; Cite a "before vs. after" description. What was the secret? Stories that reveal secrets captivate.

The Three S's of Success Stories

Success stories offer a setting, a situation and a solution. Remember, you're the hero of your stories. Your decisions, actions and insights made the difference.

Here is an example:

"We recently received a call from a merchant unhappy with their current vendor. They were paying high fees, receiving poor service and experiencing frequent security breaches. In short order we were able to launch a wireless processing system that was more secure, more reliable and even less expensive. Through customization we were able to address their foreign and domestic needs, a strength of ours."

Not only does this success story demonstrate an independent sales organization's ability to solve problems, it showcases an understanding of business, markets and methods.

Stories can demonstrate your professionalism, customer service, researching ability, creativity, problem-solving inclination or other strengths.

Consider this story for a job-seeker:

Here is an example of how one candidate summarized his most recent employment for a competitor

"In my last job I was hired to manage a production department at war with the editorial department. I walked into an environment full of distrust and resentment, built up over years of animosities and recriminations. Through my implementation of cross training between departments, initiation of mutual social outings such as picnics and scheduling of project post-mortems we were able, after 6 months, to convert resentment into understanding and competition into cooperation. As each department began to understand how the other one worked we were jointly able to improve the workflow and consequently shorten time to market with publications. Even quality improved as we better understood how best to work together. That showed me the importance of internal communication and how hard it can be, though not impossible, to change an existing culture."

Not only does this success story demonstrate the candidate's ability to solve problems, but it shows interviewers the candidate's understanding of interoffice politics and the human side of operations.

Stories can demonstrate your detail orientation, dedication, leadership, independence, researching ability, creativity, serice or problem-solving inclination. Remember that employers want well rounded hires so make sure they see evidence of your varied skill set. Here are a few examples:

• Your conversion of old equipment into new uses shows you can think outside the box and are resourceful.

• The non-monetary ways you recognized your staff shows your creativity, abilities as a leader as you demonstrate your understanding of how to motivate others.

• The weekly internal E-letter you created for employees not only boosted morale, it gave evidence of your strong communication skills.

• The canned food drive you initiated at your last job not only showed your commitment to your community, it also raised visibility for the company and improved their public relations.

• By forming a lunchtime jogging club you helped bring employees from different departments together while improving the health, and mental health, of employees who participated. Your leadership and team building skills were further evidenced when your runners club formed a Centipede in the recent Bay to Breakers race.

• Your multilingual skills helped aright a project suffering from miscommunication between subsidiaries from overseas. Not only could you translate phrases and idioms of speech, your insight into cultural differences bridged a gap and corrected a wayward project. More than showcasing your knowledge of languages, you demonstrated the ability to liaison between different groups, negotiate and turn an important project around.

Here are a few examples:

• Your analysis of existing processing statements and identification of cost savings

• Your experience with a variety of systems and payment methods: credit, debit, phone and gift cards, etc.

• Your skill in designing billing systems that cross borders and time zones and convert currencies"

Best yet, this Story Tell, Story Sell method works for sales, management, consultants, meeting planners, solopreneurs and even politicians. I know, I've coached them!

Review your past work history and identify the stories within each accomplishment. Now tell them to others. Don’t forget the moral to your story: the point the story tells about you (and your firm), your skills and credits. And remember, yours is a never-ending story!



As a self-employed speaker, trainer and consultant on communication and customer service topics, Craig Harrison is simultaneously a decision maker, gatekeeper and caller on a daily basis. Craig is standing by to take your calls and e-mails: (510) 547-0664, or via Excellence@craigspeaks.com. Visit his website at http://www.ExpressionsOfExcellence.com.

High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.� So what does that mean? Sometimes my most effective selling is when I have a “bad attitude� -- when I’m more discerning and skeptical about whether a prospect has money or is willing to make the change. I get tougher then and force the prospect to fit into my procedure. So for the purpose of this article, I’d like to redefine attitude and not talk about it in terms of good or bad, but instead “what attitudes to have.�

1. My value can be found nowhere else.

Most high-income sellers are in the business-to-business environment. And in that atmosphere, you must bring value with your knowledge, experience, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of “my total solution brings value because the prospect won’t be able to find my value from anyone else.�

2. If I want more, I contribute more.

The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.� So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher value.

3. There is a never-ending supply of client pain.

The elite sellers--the top one percent--know that even when a market is soft (no budgets) it doesn’t mean there’s no pain in the customer base. So the high achiever is always focused on the problems that he or she can solve and not focused on the budgets that aren’t there. Budgets follow beliefs. If the prospect believes he has a problem and believes it’s worth solving, budgets have a way of making an appearance.

4. My baggage doesn’t matter.

Let’s face the fact that we all have unwanted baggage. That little tinge of fear when we get ready to ask a question that we know we should ask, but some how it just doesn’t roll off our tongue. The average performer decides he will wait to ask the question later. The high sales performer doesn’t let his baggage get in the way of the right question to ask (or the right comment to make). In a sick sort of way, your baggage gets in the way of your customer getting his problem solved. You don’t want to have that on your mind when you go to bed tonight, do you?

5. I am hyper-discerning about my time.

It’s easy to say, “be discerning,� but with all the distractions and demands on our time, it’s hard to execute that attitude. So what do high sales achievers do with their time? In the sales environment they create standards of conduct that they demand from the prospect. If on the first phone call, the prospect doesn’t want to share any of the problems they’re trying to fix then they have broken the first code of conduct and the high achieving sales executive should move on. If, on the first face-to-face meeting, the prospect refuses to tell how much money this problem costs them to have, then again, they’ve broken a rule of conduct. The sales executive must move on. Set your code of conduct on what you expect from prospects and don’t deviate. That makes it easier for you to ‘let go’ at the appropriate time.



During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey doesn’t blame prospects for how they treat most sales organizations – for not seeing their value, for treating them like servants, and for sucking up their expertise and taking it somewhere else and getting a lower price. Sales organizations play a part in this game too! Our sales behavior is the problem not our clients. Learn how to play the high-income seller’s new rules at <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>

Top 5 Tips of the Most Successful Sales People
Learning from others experiences and mistakes is always a good idea. And for a sales person what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But, if you haven’t got a chance to hear these people talk then, not to worry here are the 5 tips from the most successful sales people. Tip#1- Focus on Clients True, you are representing your company, but, your focus should be on the client. It is the client who is going to make sure you stay on the job. Try and get to know the clients as much as possible. They have to taken care of, monitored and pampered. Ask them questions related to your service. Also, ask them suggestions as to how you can improve your service. Implement their suggestions if you feel it is going to make your service better. Show them, that you are implementing their suggestions. You will be rewarded by their loyalty. They will come back to you even if you shift jobs. Clients will remain loyal to you if they know that you care. Tip#2- The Right Attitude Don’t enter this field unless you enjoy doing it. Unless you enjoy what you do it is hard to be productive. Love your work and you will find ways to be creative. If you are passionate about your work it will show. Excitement for your work will have an impact on your clients as well. Enthusiasm is infectious. If you are enthusiastic about your product, the client will feel that you are not just making a sales talk but, that there is really something worthwhile in your product. You should show the same attitude when attending sales training and sales coaching classes. Tip#3- Set a Goal Sales training is all about setting a goal or target and achieving. Most often than not companies will set a target for you which you will have to achieve in some period. It might be a year, a month or a week. Whatever they set is important but more important is your goal. So, if they set a target you can set a higher target for yourself. If they give you monthly targets split it into weeks and days. So, you know what your goal is for the week. Set full throttle and speed ahead towards the goal. But, one thing is clear, setting your own goal is very important. There is something very exciting about achieving a goal one has set for oneself. Tip#4 â€" Select your Clients Carefully A long term two way relationship with a client is always better than a one way street. Your relationship with your client should be mutually beneficial to you and your client. So, select clients who will stay with you for a long time. The advantage of having such clients is that they will refer your business to others. So, with referrals along your way you can increase your business. Now, convert these referrals to the same sort of relationship that you have with your other clients. Sometimes the opposite can also happen. You can meet prospective clients who can turn out to be just that â€" prospective. Asking the right questions can make you understand whether they want to buy or your products or they are just fishing around. Sales coaching and sales training courses also emphasize on this. Tip#5 â€" Follow Up All too often sales people forget about their customers once they have the order in their hand. It is important to keep customers happy for long term benefits. Follow up is very important. If you have a follow up offer, even better. Make it related to the original offer. It might sound difficult, after making one sale is not easy and then a follow up. But, it can be done and should be done. If you have done your research properly then you will know your clients tastes, hobbies, favorite sport etc. So, it is up to you to come up with special offers for your clients depending on their individual tastes.

Sean McPheat provides <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a>, <a href="http://www.mtdsalestraining.com" target="_blank">sales training courses</a> and sales consulting to a number of businesses around the globe. To learn more about MTD please click on the following link <a href=" http://www.mtdsalestraining.com/about_us.html">MTD Sales Training</a>

Active Listening
The best way to listen is to do it actively. You have to really understand what your clients are saying. For a lot of customers it is hard to say exactly what they mean because there not sure what they want. Your job is to figure it out. A great tool to do so is to actively listen. Here’s an example: I needed to purchase storm shutters so I had two different salespeople come to my house. The first one that came over would ask a question, I would answer the question, and then she would talk for a while. She would keep doing this because the questions she asked did not push the right buttons, she didn’t build a bond with me. Her language was different then mine. When she asked me “Is this color alright?� I wasn’t hearing, “Do you want this color on your house?� I was hearing, “Do you think this color is alright?� There wasn’t a lot of clarity between us and she couldn’t give me exactly what I wanted. The second salesperson that came to my house was very clear. I pointed out a type of shutter I liked and he told me that the home owners may not even allow me to have this color, and then I asked him, “What if I could paint them to match the house?� He came back and said, “So you’re saying you would want to get these vinyl shutters even if we had to paint them to go along with the home owners, is that right? That gave me an opportunity to say yes and him the opportunity to fully understand what I wanted. What he was doing was actively listening to what I was saying. Prodding to get me to tell him exactly what I wanted. By doing this he built a bond with me. It wasn’t always comfortable with him pushing me with these questions but he knows his purpose is to help me get what I want. He pushed me no matter how uncomfortable it was until I told him exactly what I wanted. He made sure that he understood exactly what I was telling him. He had the right idea by doing this rather then guessing at it. You have to think of your self as a researcher. You have to pin point every little detail on what your client is telling you. You can get right down to what’s important to that person. This is how you have to be if you want to get on top, earn respect, trust and ultimately the sale from your customer. Go Get ‘Em!

Richard Cannon, The TeleSales Recruiter started selling candy in school when he was 8 years old. He’s been selling ever since. In his 30’s he was looking for a sales job he could do from home that was in line with his purpose. He looked and looked and couldn’t find the right one. He swore some day he would make it easier for people to find great sales jobs they can do from home. He built a crew of work from home people, but couldn’t help everyone because they were not all passionate about what he was selling. So now, he assist’s salespeople in figuring out what their purpose is. Then he finds them an opportunity that is in line with that purpose. Now they make more money selling something they love. For more information, visit Cannon’s site at http://www.telesalesrecruiter.com

Make the Competition Irrelevant
Is there an easy way to make the competition irrelevant? In an age with so much access to information, bombarded by advertisements and commercials, is it possible to keep the attention of your potential customers? What is the secret to help customers make an easy decision to buy? There is a secret formula that works for e-commerce, retail, bids and proposals. It is a simple formula that has worked since the days of bartering beads, beans and burrows. Create Differentiation Create differentiation within your own products or services. If you have an assortment of products or services to offer, you may have identified your differentiation already. Common examples of differentiation for products may be based on size, speed, color, components, combinations or accessories. Common examples of differentiation for services include speed, performance, quality, responsiveness, availability, ease or integration. If you are in the unique position of having only one product or service to offer potential customers then you should consider accessories, partners or other options to create a variety of levels from the perspective of your future customers. If all else fails, you can offer different levels of shipping speed or delivery. Focus on the Moment of Truth Focus on the moment of truth, the place or position that your products or services will be offered to the customer. In a retail environment this may be the end-cap, a wall display, shelf space or a counter display. On the Internet this may be an on-line store, e-bay or your personal web site. It may be in a catalog or a brochure. It could even be part of an email communication. Occasionally the moment of truth may be in the form of a bid or proposal after several months of discussions with a potential client. The moment of truth is the moment that the customer has a an option to make a purchase decision, to buy your products, invest in your services or hire you. This is the moment that you need to put your good, better and best foot forward. Good, Better and Best Give your customer three options. Show them something good, show them something better and show them your best. It is a simple formula that takes a little care and creativity in crafting your message. The three offers should be based on the foundation of a consistent theme, the single most important underlying reason to invest in your products or services. The 'good' product or service should be the lowest cost option but still demonstrate your inherent value and differentiation from the competition. You should be able to clearly define your value, the features, advantages and benefits of what you have to offer. This is the customer minimum investment to buy, and it should be a good one. Step up to better. Using the foundation established with your 'good' offer, add something more for a slightly higher price. The customer value should be easily distinguished and highlighted as more significant than the slightly increased price. Make a clear comparison to the "good" product or service. This should be a preferred alternative for the potential customer. The option should be slightly more expensive, but worth it. Some examples may include, "with additional 1GB memory", "includes six months of Satellite Radio", "bundle package includes download of 50 songs", "50% faster than the original", and similar comparisons. Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be selected by the most exclusive of customers. It should also have something in common with the original "good" option and the "better" option, but the third and final option should be recognizable the best you have to offer. The price may be significantly higher than the other two options, and that is fine. Demonstrating a significant leap to a higher price point for the top of the line option will help to differentiate the cost value of the other two options. Do not expect large volume of sales on the best offer. Rather, use this to demonstrate competitive advantage and differentiation with the "wow" factor. Even if you have hundreds of customized solutions or products, select and present three options, good, better and best. In the decision process, human beings can easily compare and contrast three options. The mind can juggle three prices and three sets of features for a quick and easy decision process. Once you add a fourth element, the customer needs to start a deeper level of analytical comparison. If you have too many options then the customer will need to spend more time to consider the alternatives, and while they are weighing your multiple options they may start to consider the competition as well. Limit your presentation to three options. If the customer makes a specific request for an alternative, then provide the alternative that the customer has requested, but avoid introducing too many new variables unless asked. The more factors in a decision, the longer the process and the more likely to turn your "Moment of Truth" into a Lapse into Confusion. The Value Proposition For each option that you present to the potential customer, provide a value proposition. Your value proposition should be something that can be conveyed in three to five bullet points, three to five sentences, or spoken in thirty seconds or less. You should be precise and succinct. Present the value proposition from the customer point of view. For example, rather than say "we ship in three to five days", you could say "the product will typically arrive at your door in three to five days". Rather than say "we have the fastest process", you could say "our process is fast, so you get results faster". A value proposition typically contains the essential elements of Feature, Advantage, Benefit, Image and Offer. This is a reference to a specific important feature of your offer, the advantage as compared to the competition, and the benefit to the customer. The Image refers to a photograph or diagram. The Image is an important element of your value proposition, as people will generally remember an image more readily than words. Images convey feeling, and typically depict a lifestyle example of the customer enjoying the benefits of the feature's advantage. The Offer is a call to action. Give your customer an offer to buy, and let them know specifically how to conduct the purchase. Examples of the order call to action are "buy now", "limited time discount" or a number to call to place the order by phone. An example of the value proposition with the essential elements is "Call now to order the self-cleaning home brew coffee maker and start enjoying fresh, hot coffee with the extra convenience of no fuss, no muss and no clean-up. Order on-line to receive your free sample of assorted coffees, available while supplies last." All we need to complete this enticing offer is an image of hands gently caressing an aromatic steaming cup of coffee, cradled over a saucer. Plan, Do, Measure and Adjust Carefully plan your three offers and the value proposition for each. Once you introduce your three offers, measure the success rate of each option by the corresponding sales attach rate. Typically the "good" offer should be about 25% of your sales, and the "best" offer is normally only 15% of your sales. Some customers will want the lowest cost option, and some will want to be exclusive and purchase the best option regardless of price. The middle of the road "better" offer is customarily the lion share at 60% of your total sales. Most customers are willing to pay a little more for quality, speed or convenience associated with the "better" offer if presented properly, even if they do not want to pay the high price of the "best" option. The "better" alternative gives customers a chance to do a little better than "good", but still feel that they saved money as compared to the outrageously priced "best" option. If you do not experience the desired result in mix of sales then it may be necessary to adjust your plan or your value propositions. In any case, as long as the customers continue to make a selection between your options, the competition is irrelevant. Your customers can get what they want, and they will remain your customers. ______________________________________________________ Words of Wisdom "No computer network with pretty graphics can ever replace the salespeople that make our society work." - Clifford Stoll, Silicon Snake Oil, 1995 "You can only cure retail but you can prevent wholesale." - Brock Chisholm "Give your customer three options that they can compare without memorization. Make it quick, make it easy, and add value. - Just like that." - John Mehrmann ______________________________________________________ About the Author: John Mehrmann is a freelance writer and President of Executive Blueprints Inc., an organization devoted to improving business practices and developing human capital

John Mehrmann is a freelance author, industry expert and President of Executive Blueprints Inc, an organization dedicated to developing human capital and personal growth.

Powerful, Persuasive & Motivating Language
I did a teleconference a few weeks ago with people who were new
in sales and new to prospecting. The focus of the call was to
help participants get beyond fear and understand their
prospecting process.

One of the participants on the call told me that she had been
given the telephone prospecting script that her team leader uses
to set appointments. The team leader was a highly successful
sales professional who had been in the business for many years
and made quite a lot of money. The participant, who had been in
the business for approximately a week, told me that she was going
to work with the script and "make it her own."

"No!" I cried out. "Don't do that! Don't make it your own!"

My reasoning? This participant was a beginner. She knew nothing
about sales or prospecting. She had a script that was crafted by
someone who was highly successful on the telephone. This
particular participant did not know enough to make it her own.
More than likely, in making the script her own she would
eliminate all of the powerful, persuasive and motivating language
used by the sales super star who had given her the script.

When you are on the telephone with a prospect you have about 10
seconds to grab and hold your prospect's attention. If you do not
do that within that first 10 seconds, your call is more than
likely over. If you get through that first 10 seconds, that buys
you another 10 seconds. If you get through that 10 seconds it
buys you yet another... and so on... 10 seconds is not a lot of time.
To get through those 10-second increments, you want to use the
most powerful and persuasive words that you have at your
disposal.

If you are a beginner it is entirely possible, indeed even
likely, that you may not be comfortable with certain powerful
words or phrases. They may be very unlike your usual way of
speaking. Even if you've been in sales for a while you might be
set in your ways, accustomed to certain words and a certain
delivery, and changing that might feel uncomfortable.

I've met many people who say they do not want to work with
scripts because then they "cannot be themselves." Remembering
that your prospecting call happens in 10-second increments you
want to be the very best self that you can be, every time. That
requires preparation.

One of the things that I've always loved about being in sales is
that it is crystal clear. You always know exactly where you are.
You are either scheduling appointments, or you're not. You are
either closing, or you're not.

If you are new to sales and a successful professional gives you
their script--don't change a word. That script will be your gold
mine. If you've been in sales for a while and want to try out a
new script, test it first. Your old script becomes your baseline.
For example, make 30 prospecting calls using your usual script
and keep track of the number of appointments that you schedule.
Then make 30 more prospecting calls using your new script exactly
as written. Keep track of the number of appointments that you
schedule. At the end of those 60 calls you will know which script
works better. That becomes your new baseline.

© 2006 Wendy Weiss

Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.

Selling with Success - Gaining Rapport
Gaining rapport is perhaps the single most important element to selling with success. Without rapport your chances at making a sale are slim to none. Rapport is created from your first point of contact with a potential client and so one easy way to gain rapport is through the use of your client’s name. Hence:

o Get to know your clients name,
o Use your client’s name,
o Remember your client’s name, and
o Use your client’s correct title.

Sounds easy doesn’t it? Yet how often is this done in practice? I once accompanied my sister-in-law in Barbados to a new gym she wanted to check-out with a view to perhaps joining it. I’m a qualified Personal Trainer and so she, or rather my brother, wanted my expert opinion. I introduced myself to the Manager who then proceeded to spend the next minute or so asking me if I was called anything other than “Nickolove� even though I had indicated that was the name I preferred to be called. I wasn’t even the main client! So you can imagine how impressed I was with her sales skills. (The gym didn’t pass muster with me either.)

There are exceptions to using a person’s real name. One of my friends is called “Tifsihitâ€�. She is a beautiful individual and I wanted to honour her by using her full name and I tried to do so. However, she politely informed me that my efforts resulted in saying something rude and that she was happy to be called “Tâ€� â€" an abbreviation used by most of her friends. I humbly acquiesced.

Sometimes we meet individuals whose names we later or promptly forget. How many times has this happened to you? Do you ask the person their name again? In many cases people are reluctant to ask a person’s name the second or third time around. However, the irony is, people don’t mind being asked their name. It shows that you are interested in them and people generally respond favourably to this.

When you are talking to a customer, address them by name and use their name during the conversation. You don’t have to overdo it but when people hear their names mentioned it helps to make them feel that they are being spoken to as an individual rather then just anyone or everyone. It helps to give them confidence that you are seeking to address their individual needs.

Many people say that they can’t remember names. Just saying this helps to reinforce this negative and false belief. The truth is, unless you have a medical condition that affects your memory, you have a perfect memory and, with a little effort, you can remember the names of a roomful of people if you so desired.

One technique that helps me to remember a person’s name is for me to ask a person to spell their name for me, especially if it is somewhat unusual. When a person spells their name I can actually see the letters and this makes it easier for me to recall.

I am also unashamed at repeating a person’s name a few times until I get the pronunciation right (or not as in the case of Tifsihit!). This repetition also helps me to remember their name.

I also like to discover the meaning of names. I meet many people with exquisite sounding names and I’m always curious as to their meaning. Even common names have interesting meanings. Take the name “Stephen�. I discovered only this weekend that the name Stephen is of Greek origin and means ‘crown’. Knowing what someone’s name means is another way of engraving that person’s name into my memory. It also creates a natural focal point for light conversation which adds to building rapport.

There are many excellent resources on the market to help you develop your memory. I highly recommend choosing one of these resources if you want to dramatically improve your memory and your ability for remembering names. It’s too lengthy a discussion for this article.

Finally, use a client’s correct title. Many times I receive correspondence addressed to “Mr Nickolove Lovemore� or sometimes I receive calls asking to speak to “Mr…� What is really irritating about this is that, in many cases I have actually spoken to the person sending the correspondence and there is no way you could mistake the sound of my voice for that of a man.

I remember a situation where I received a letter from a real estate agent I had been dealing with who fell foul to this error. When I pointed out that my title should be “Ms� and not “Mr� I was told that they assumed “Mr Lovemore� was the decision-maker and so had addressed the letter accordingly. That went down like the proverbial lead weight. How chauvinistic! I was the individual to whom they always spoken to and yet it was assumed that I, a lowly female, was incapable of making a decision about a financial contraction of this magnitude even when a “Mr Lovemore� had never been mentioned.

Getting a client’s title wrong is a sure way to alienate them so if you are unsure about a client’s title simply ask them. If this is not possible then circumvent this problem by not using a title at all.

There are many hurdles to overcome with regards to building rapport. Get your client’s name right and you will sail over the first hurdle and be one step closer to selling with success.

Nickolove Lovemore is a Life & Success Coach and a NLP Practitioner. Please visit http://www.SuccessAccesories.com for information regarding new program - Selling with Success.

Are You Marketing or Selling?
Once upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the features that he described so eloquently, and that they would like to hold the wares so they could appreciate them from their own perspectives. Unfortunately, Aesop was busy talking and could not hear their requests, so the parties separated in mutual frustration and disappointment. How could the grim results of this fable be avoided? There are two schools of sales, these are Fishing with a Big Net and the Fly Fisherman. Fishing with a Big Net requires an investment in marketing, continually disseminating your message about features and hoping that you will catch some consumers. Imagine dropping a big net of the side of your boat and hoping that when you pull it up that you will have some small fish inside it. If you drop a small net, you might catch a few fish. If you want an abundance of fish then you need to invest in a bigger net and be prepared to cast it repeatedly in different waters. On the other hand, if you are a Fly Fisherman, you take pride in preparing very specific and customized lures in the right waters to catch the big fish. It requires patience and precision to cast your line in the right place and gradually pull the big fish to shore. There is an art to the cast, and also to the give and take that it takes to reel in the reward. Being a fly fisherman requires patience and skill. If you have direct contact with potential clients or customers, then stop selling and start listening. There is a fundamental flaw in the perception of sales that any person or organization can be sold at any time. This fundamental flaw presumes that people are trophies to be won, and does not recognize the human element of relationships that is so important to being an effective sales professional. If you would like to increase your effectiveness in sales, know what you have to offer and listen to what the customer has to tell you. The customer has needs, budget, schedules and personal goals. If the items that you have to offer can fit into the customer plans, then you can work together to integrate your solution with their needs. Otherwise, you are trying to sell a hairbrush to a bald man, and the features don't really matter. If your focus is the intent to convey your message, your features and your benefits, then you have just limited the potential for your success. Most customers don't really care very much about what you have to offer to everyone else, they are really interested in understanding if what you have to offer can meet their personal requirements. This presumes that you have taken the time to listen and understand what their requirements are! If the customer asks about you or your product and indicates interest, then tell them. Sometimes this is an intent for the customer to determine if they can trust you, and sometimes it is an interest in your product. Listen to the customer so you can tell the difference and respond accordingly. If the customer is hesitant, take time to build trust. It is more important to be trusted than to close a sale. Trust creates an opportunity for a future relationship and potential for more sales opportunities. Without trust, you may or may not be successful with the one time sale. if the customer wants to talk then listen. Encourage the customer to engage in conversation. Take time to learn what is important to them, what they value, their goals, their budget and their schedule. Sometimes the sales event is near at hand, and sometimes it is something that will come in time. Be patient and prepared to move at the pace of your client or customer and your pipeline will always be full. If the customer pauses in conversation then wait for them. A pause in conversation is an opportunity for internal reflection and introspection. Far too often professional sales people feel compelled to fill a gap in conversation with a sudden burst of feature descriptions. It is far better to nurture the silence and allow the customer time to contemplate the conversation. This means that the message is being digested and thoughtfully considered, this is a good thing. Even if your customers are blind to the features of your wares, you can be a successful sales professional if you listen to your customers. You are asking your customers to make some sort of purchase, to trust you with an investment of their hard earned money. Big or small, one time sale or renewing contract, you are asking for their trust and confidence in you. What better way to build trust than to give the gift of your interest in that person? What better way to demonstrate your interest than to listen to what they have to say? ______________________________________________________ Words of Wisdom "We've all heard the criticism "he talks too much". When was the last time you heard someone criticized for listening too much?" - Norm Augustine, Chairman, Lockheed Martin "Listen carefully for personal values expressed within the spoken words and you will discover the intent as well as the meaning." - John Mehrmann, Executive Blueprints Inc "Listening, not imitation, may be the sincerest form of flattery." - Dr. Joyce Brothers ______________________________________________________ About the Author: John Mehrmann is a freelance writer and President of Executive Blueprints Inc., an organization devoted to improving business practices and developing human capital. www.ExecutiveBlueprints.com provides resource materials for trainers, sample Case Studies, educational articles and references to local affiliates for consulting and executive coaching. http://www.InstituteforAdvancedLeadership.com provides self-paced tutorials for personal development and tools for trainers. Presentation materials, reference guides and exercises are available for continuous development.

John Mehrmann is a freelance author, industry expert and President of Executive Blueprints Inc, an organization dedicated to developing human capital and personal growth.

Are You Marketing or Selling?
Once upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the features that he described so eloquently, and that they would like to hold the wares so they could appreciate them from their own perspectives. Unfortunately, Aesop was busy talking and could not hear their requests, so the parties separated in mutual frustration and disappointment. How could the grim results of this fable be avoided? There are two schools of sales, these are Fishing with a Big Net and the Fly Fisherman. Fishing with a Big Net requires an investment in marketing, continually disseminating your message about features and hoping that you will catch some consumers. Imagine dropping a big net of the side of your boat and hoping that when you pull it up that you will have some small fish inside it. If you drop a small net, you might catch a few fish. If you want an abundance of fish then you need to invest in a bigger net and be prepared to cast it repeatedly in different waters. On the other hand, if you are a Fly Fisherman, you take pride in preparing very specific and customized lures in the right waters to catch the big fish. It requires patience and precision to cast your line in the right place and gradually pull the big fish to shore. There is an art to the cast, and also to the give and take that it takes to reel in the reward. Being a fly fisherman requires patience and skill. If you have direct contact with potential clients or customers, then stop selling and start listening. There is a fundamental flaw in the perception of sales that any person or organization can be sold at any time. This fundamental flaw presumes that people are trophies to be won, and does not recognize the human element of relationships that is so important to being an effective sales professional. If you would like to increase your effectiveness in sales, know what you have to offer and listen to what the customer has to tell you. The customer has needs, budget, schedules and personal goals. If the items that you have to offer can fit into the customer plans, then you can work together to integrate your solution with their needs. Otherwise, you are trying to sell a hairbrush to a bald man, and the features don't really matter. If your focus is the intent to convey your message, your features and your benefits, then you have just limited the potential for your success. Most customers don't really care very much about what you have to offer to everyone else, they are really interested in understanding if what you have to offer can meet their personal requirements. This presumes that you have taken the time to listen and understand what their requirements are! If the customer asks about you or your product and indicates interest, then tell them. Sometimes this is an intent for the customer to determine if they can trust you, and sometimes it is an interest in your product. Listen to the customer so you can tell the difference and respond accordingly. If the customer is hesitant, take time to build trust. It is more important to be trusted than to close a sale. Trust creates an opportunity for a future relationship and potential for more sales opportunities. Without trust, you may or may not be successful with the one time sale. if the customer wants to talk then listen. Encourage the customer to engage in conversation. Take time to learn what is important to them, what they value, their goals, their budget and their schedule. Sometimes the sales event is near at hand, and sometimes it is something that will come in time. Be patient and prepared to move at the pace of your client or customer and your pipeline will always be full. If the customer pauses in conversation then wait for them. A pause in conversation is an opportunity for internal reflection and introspection. Far too often professional sales people feel compelled to fill a gap in conversation with a sudden burst of feature descriptions. It is far better to nurture the silence and allow the customer time to contemplate the conversation. This means that the message is being digested and thoughtfully considered, this is a good thing. Even if your customers are blind to the features of your wares, you can be a successful sales professional if you listen to your customers. You are asking your customers to make some sort of purchase, to trust you with an investment of their hard earned money. Big or small, one time sale or renewing contract, you are asking for their trust and confidence in you. What better way to build trust than to give the gift of your interest in that person? What better way to demonstrate your interest than to listen to what they have to say? ______________________________________________________ Words of Wisdom "We've all heard the criticism "he talks too much". When was the last time you heard someone criticized for listening too much?" - Norm Augustine, Chairman, Lockheed Martin "Listen carefully for personal values expressed within the spoken words and you will discover the intent as well as the meaning." - John Mehrmann, Executive Blueprints Inc "Listening, not imitation, may be the sincerest form of flattery." - Dr. Joyce Brothers ______________________________________________________ About the Author: John Mehrmann is a freelance writer and President of Executive Blueprints Inc., an organization devoted to improving business practices and developing human capital. www.ExecutiveBlueprints.com provides resource materials for trainers, sample Case Studies, educational articles and references to local affiliates for consulting and executive coaching. http://www.InstituteforAdvancedLeadership.com provides self-paced tutorials for personal development and tools for trainers. Presentation materials, reference guides and exercises are available for continuous development.

John Mehrmann is a freelance author, industry expert and President of Executive Blueprints Inc, an organization dedicated to developing human capital and personal growth.

High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income
To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.� But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull.

After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, I’ve found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you.

1. “What would you like to accomplish today?�

I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.� This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.

2. “Is there any financial impact to this problem?�

I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to understand the difference. By asking this question, you will start to learn what the financial consequences are for “not buying.� Then when you talk about your fee, the prospect will be comparing your fee to the cost of the problem. Sales amateurs will very rarely help the prospect make that connection. High achieving sales professionals deal with money more elegantly and eloquently. And this question will help you put money on the table without it just being about “your price.�

3. “Let’s do this.�

Get advances if you can’t close. “Lets do this� is a proven technique that allows you to talk about the next steps in the process while you move your prospect forward toward a final decision. Let’s suppose you’re an hour into the sales call and the prospect has shared with you some of the problems he has, but he’s still unsure of your product or service’s value. You want to go back to your office and study them prior to giving a proposal. In this case, you would say, “Let’s do this. I’m going to go back and put some thought into this and then let’s set a time we can come back in a week and take it a little further.� The better process manager you are, the better sales person you are.

4. “Here’s how we (I) typically work.�

Use this on the very first call where you’re laying out your process for getting them a solution. The high achiever needs to be thought of as an expert, not just in sales, but in the industry domain that you play in. Experts have processes and procedures. If you don’t have a sales process, get one immediately.

5. “I have a sense that…�

The elite sales executive pays close attention to their feelings. The “gut instinct� is a powerful internal communication device for you. If something doesn’t feel right, it probably isn’t. If something does sound right, you’ve got to call it.

“I have a sense that…� are words in your sales professional toolbox that you can use to begin this conversation. I encourage my clients to use this if they are thirty minutes into the first call and the prospect hasn’t shared any problems or pains that he wants to fix. You might say, “In the first thirty minutes of our discussion today I haven’t heard anything that’s really a compelling reason for you to change from your current source. I kind of get this sense that if things just continued on it wouldn’t be all that bad.�

Give the prospect an opportunity react. It’s a way for the prospect to come back to you and either say yes, you’re right and it’s over (which is OK because as I said earlier, time is your most precious commodity, so move on) or he will convince you that he does have a problem worth exploring. And then, you will have control.



During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey has discovered that most sales organizations perform poorly in expressing their value to their prospects and customers resulting in severe underachievement by their sales force, long selling cycles, constant battles with clients and prospects and pressure on margins. To evolve into a higher achiever, increase your income you must first become a pioneer who dares to be different. To learn how, check out Bill Caskey’s High Achiever Resource Website: <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>