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Sell it or Schedule it: Know it and Demonstrate it.
We all nod in agreement when someone says, “You need to lead by example.”And yet, when put to the test to demonstrate the process that the salespeople are expected to execute, many sales managers would fail. So I ask you, how would you do with that?
Are you able to demonstrate 'Sell it or Schedule it' by taking a sales opportunity in the showroom and executing the process from start to finish…including getting a sale or getting an appointment?
Being able to demonstrate selling actions that pro…
Sell it or Schedule it…or “You Do You.”
If you manage a sales team, your role is to have each of them make their goals and improve their performance… and if they do, then you make YOUR goal, which is the SHOWROOM goal.
(Yes, the showroom goal is YOUR goal.)
And to do that, you need structures and actions and a methodology to teach from, or you will be managing your team from your own behavioral preferences and your own selling autobiography.
That doesn’t mean that what you did when you were a salesperson was wrong or deficient, esp…
June is…the beginning of a new season.
It’s summer…and summer traffic is often unpredictable, and customers/clients can be distracted by vacation plans and being away from home.
You might have vacation plans scheduled, too…which means you need to make goal in LESS time.
What? Yes.
And as we discussed in an earlier post, it’s about the strategy…what is the number you have to hit? How many sales do you have to make at what average sale? And what actions are needed to achieve those sales?
You do this by taking the actions that incr…
June is…the end of the first half of the year.
Here we are…halfway through the year. At the completion of June, it’s a good time to review performance for the first six months and see what worked and what didn’t work… or was missing from your strategy.
Since the first half of this year has been different from the first half of last year, what has changed that you need to adapt to? The trend that is driving this year is different from last year – and we can adapt and build a new strategy or we can complain and bemoan the changes. The choice…
Tuition or Commission?
Tuition or Commission?
It’s that simple…
Either you write it up now and get commission…or you make an appointment to sell it later.
Those are commission producing actions and results.
OR you DON’T get the sale or the appointment…and you LEARN something from it.
You learn something about yourself. You learn what you could have done or done differently.
For that outcome you need to want to get something from this interaction with…
The Final PR Word
P R
For Sales Professionals, everywhere…..
This is the last of four blogs in the series on PR words. How did the last blog about the buyer’s PRocess impact what you know about where your client/customer is in their decision making…and what you are able to complete and achieve with them today? Our final P R word is….
PRoduct(s)
- Based on what we have learned about their problem, what matters most to them, and where they are in their process, what are the best product solutions for them?
- H…
The Third PR Word
This is the third of a series of four blogs. What did you get from the last blog learning about the PRiorities that your client/customer is trying to satisfy? Our next P R word is….
PRocess
- Where are they in their decision-making process….and how are you going to find out?
- Are they expecting or able to decide today…or will another meeting be necessary to complete this process?
- What do they already know or are using as a measure of comparison?
- How will you ‘forward the sale’ and move …
The 4 PR Words
Nope, it’s not about public relations. This is the first in a series of four words beginning with P R that are critical to ask and to know.
P and R are the first two letters of FOUR words that impact the sales interaction and the outcome. These are questions we should be asking them and ourselves about what is in the mind of the customer/client and what is driving their decision-making. Let’s look….
PRoblem
- What is behind this purchase and decision?
- What is the ‘current reality’ that th…
Managing Distractions and Interruptions
We can do a fine job of organizing and planning our own actions and involving others when we schedule appointments with them. And even with all that, our best-scheduled actions can be derailed by the actions of others.
Take a look at how your time unfolds. Are your actions taken as you plan them…or do they get pushed back to accommodate the requests of others? Does this happen frequently? Do others interrupt you because you allow or encourage it or because you have a skill that they often nee…
Organizing Actions in Time
“Time Management” is a misnomer because you cannot manage time. You can, however, manage ACTIONS in time.
Begin with your targets – what you WANT to accomplish. And working back from them, identify the actions that need to happen to achieve them. Start small and plan the actions at the best time to execute them and to achieve the result.
Plan a week at a time and support the week with a daily to-do list...but expand your perspective beyond one day…don’t rely on a daily list to manage a week …
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