I’m proud to consider myself a salesperson

Inter-Activ Presenting and Influencing

I decided to talk about being a salesperson and the perceptions that many people have about sales and the selling process. So many people seem to automatically associate the word selling with many negative connotations such as high pressure, foot in the door, manipulation, conning someone into buying something they don’t want or can’t afford. Today , to be an effective salesperson you need to have a different approach.

Why Customers Don’t Buy From You

SpeakerSue Says...

The main reason customers don’t buy from you (when you have something that they want) is because you, the salesperson, skipped important trust building steps. Imagine this: You are lucky enough to sit next to a prime prospect at a luncheon event.

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How to Avoid Half Cadence Video Simulations

Jane Genova: Speechwriter - Ghostwriter

For example, the goal may be to sell 20 more cars per salesperson this year. For example, do you want to ask questions that uncover the buying motives of the customer? For example, what should the sales rep say when the customer states they are looking for a minivan? eLearning atd custom eLearning eLearning video learning simulation techKnowledge training 2018

2017 40

4 Tips to Avoid “Premature Elaboration”

SpeakerSue Says...

The desire to tell your customer everything she never wanted to know about your product or service. Watch for the premature elaboration: Salesperson: Hi, this is Name and we met last week at the ABC meeting. Customer: Oh, yes, thanks for the follow-up. We do use hotels like X and if you can email me more information… Enthusiastic but ill prepared Salesperson cuts off prospect: Oh, yes! Do you see all the opportunities missed by this salesperson?

Public Speaking: Service After The Sale

Great Public Speaking

Following Up After the Sale Humor and lightheartedness can be used after the sale to maintain a nonthreatening presence with the customer. This also helps create loyal customers and repeat business. Customers see that you didn't disappear immediately after getting their money. About every three months she gets a letter from the salesperson who sold it to her. No doubt it is the same poem that goes out to all his customers, but so what?

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

What did this salesperson do wrong? His audience (the buyer, and by extension, the potential customer) said, "Make an appointment." Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. How does the buyer know if her customers will want your product? You have a new business. Your product is chocolate-chip cookies.

Greenwood Chevrolet, Austintown, Ohio - No, I Will Never Do Business There

Jane Genova: Speechwriter - Ghostwriter

Of course, like any seasoned salesperson, I prepared for the meeting. As I shook off the snow and arrived at the Greenwood dealership, Bradfield told me that he had left a message on my iPhone that he had customers at the time we were scheduled. One salesperson's disrespect for another salesperson's time is unacceptable. I am no newbie to the rough-and-tumble world of selling vehicles.

2017 43

Why offering promotions when you’re prospecting is stupid

SpeakerSue Says...

Worse, they’ll think you’re a crazy poor salesperson because they didn’t need/and didn’t ask for a 25% discount and you’ve just given away the store. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. Marketing, your Director of Revenue, or maybe even your DOS came up with a “great idea.” They gave you a 25% off promotion that you can use when prospecting.

Blog Carnival Today! Sales Coaching: Top Tips for Increased Productivity

DeFinis Communications

Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. The Secret to Sales Productivity: Customer Data. The most productive sales people are those with the most current, accurate customer data. As you know, every once in a while we enjoy hosting a Blog Carnival.

2011 169

Thought Leaders Are Sales Reps - Fundamentals Of Selling

Jane Genova: Speechwriter - Ghostwriter

Researching the most effective ways to address each market segment, customizing, customizing, customizing. Kennedy's eloquent rhetoric was a salesperson's keen understanding about what the American people needed and wanted. Ask successful businesspeople their "secret." " Most, in one way or another, will answer: Knowing how to sell. They sell everything from themselves as credible, trustworthy professionals to detailed strategy and tactics.

2015 57

ToFu, MoFu and BoFu: 3 Sales Funnel Stages Explained

SlideModel

When a customer makes a purchase, it can be looked at as a journey. Be it a planned or an apparent random purchase, the customer goes through various hoops before it chooses to buy a product or opts for a service. The main objective of this funnel is to model how marketing efforts attracts prospects, convert them into leads, and how those leads react to marketing effort until they are converted into a customer. You can learn more here about CX or Customer Experience.

2020 40

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

What did this salesperson do wrong? His audience (the buyer, and by extension, the potential customer) said, "Make an appointment." Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. How does the buyer know if her customers will want your product? You have a new business. Your product is chocolate-chip cookies.

Nick Morgan - Public Speaking Advice and Commentary: Communication and Sales - 1

Public Speaking Advice and Commentary

  It’s not about your product, it’s about listening to your customer’s need.     What emotion is the (potential) customer putting forward?    If you acknowledge a client’s emotions, and figure out an appropriate way to respond to them, you’ll be his favorite salesperson in no time.    Your goal in all this is to be able to complete the following sentence:  “Customer X is in the market for a Y, and she’s Z about it.” 

2010 49

Sell more at a better rate: Do this NOW in your next email!

SpeakerSue Says...

Can you find the errors in selling and judgement made by this salesperson? Here’s the backstory: The customer is interested in the hotel for an upcoming meeting. She emails the salesperson with a few questions. Here is the salesperson’s response (plus my smarmy comments). How can you make this easy for your prospect or is it that you want to write another email and then go back and forth with this issue and customer?).

August Has Always Been the Cruelest Month of All - From Freshman Year of College to The Last Hurrah

Jane Genova: Speechwriter - Ghostwriter

  The salesperson at retail who could have sold me a lovely new "sleep solution" was totally inept. I stormed out, ranting some platitude about customer services in a highly competitive industry. Many Baby Boomers remember lugging their manual typewriters, dictionaries, preppy outfits, and mixer cool clothes into the dorm. Of course, it was August. It was hot. Parents were, well, a pain in the butt, with all their advice.

2019 40

Marketing Professional Services - Google Is Our Store Front

Jane Genova: Speechwriter - Ghostwriter

Clearly, when looking for solutions, clients/customers - and not only in legal services - increasingly are making their first stop online. The salesperson, of course, was limited to the products on the shelf. Traditional large and midsized law firms should join the small ones and solos in feeling threatened by the online, on-demand services of LegalZoom. It has managed to migrate from B2C to B2B. So far, its target market is small business but that could change.

2018 40

For your next video conference: think Nixon…

More than PowerPoint...

In the mid-90’s, video conferencing was very expensive, but it allowed us to significantly trim travel costs with our established customers. Or if you’re a salesperson and you think, “Hey, my customers and prospects are smart. However, if you’re looking to make a positive first impression with customers by offering an online video experience — invest in the important facets of video production. Watch the first televised presidential debate on YouTube.

2012 64

Interview: Kurt Shaver – Sales Trainer

Ian Griffin - Professionally Speaking

Kurt won numerous Top Salesperson awards in his role as an individual contributor. Major accomplishments include closing a $5M deal for ATTrsquo;s first private satellite earth station for a corporate customer and selling some of the first electronic catalogs to companies like IBM, Sprint, and Texas Instruments. Kurt Shaver delivers high-impact sales training and consulting to companies seeking increased production from their sales force.

Tired of lowering your prices? Good! Don’t…

SpeakerSue Says...

Because I only present customized workshops for my clients (this always negates any concern about conflicts between similar type clients and is more practical for them and more fun for me), I get to review a lot of email that sales people write. Here is what I see: Not enough work was done up front by the salesperson to create a valuable value prop for the customer. without an equal concession, what have you taught your customer about your sales strategy?

2013 50

“I have a hot lead” and other lies we tell in sales meetings

SpeakerSue Says...

Because every program I present is custom crafted to that specific client’s needs and company culture (which allows me to work with clients who compete because their needs are different and their culture’s always are), I always ask for lots of examples (writing, phone scripts, etc) so I can do what I say I will – design a practical and precise program to help them convert more of their prospects into happy customers.

AT&T - Chest Pains, Recovered Alcoholic Craves Drink, Tears, and Lost Time from Business

Jane Genova: Speechwriter - Ghostwriter

There, the manager and a salesperson explained what should have been on the receipt or told to me by the account representatives I had reached at 800-331-0500. My hunch is if some AT&T members of the C-Suite go to prison sales and customer service would improve - significantly. AT&T is no longer a monopoly.    Yet, within less than a month I have had not one but TWO Ernestine moments.

2018 40

Selling: Why the connected, high profile in media aren't closing

Jane Genova: Speechwriter - Ghostwriter

  Why you're not making the sale is usually because of one or more of the following mistakes: Not finding out customer/client needs.    If the prospect is backing off from buying X, the flexible salesperson presents Y, with added incentives.  Every era has its delusions.    One pervasive one in the digital era pumped up on media of all kinds is that being connected and having a media presence will guarantee success. 

2013 40

10 Principles of Successful Upselling

SpeakerSue Says...

When a customer clearly, plainly, provocatively says, “Well, we’d like something nicer than the standard lunch in the meeting room, maybe, your restaurant or something…” and you ignore that completely, you have stolen from your client, your company, and yourself. Listen for how you can help the customer create greater success, offer ideas for enhanced happiness, plant seeds for a more productive, more enjoyable outcome. Become your customer.

2013 48

10 Principles of Successful Upselling

SpeakerSue Says...

When a customer clearly, plainly, provocatively says, “Well, we’d like something nicer than the standard lunch in the meeting room, maybe, your restaurant or something…” and you ignore that completely, you have stolen from your client, your company, and yourself. Listen for how you can help the customer create greater success, offer ideas for enhanced happiness, plant seeds for a more productive, more enjoyable outcome. Become your customer.

2013 43

Prosocial Communication

The Communication Blog

Even when you mentor a young person, for example, you’re influencing the larger society by helping this person do a better job—be a better bus driver (benefiting the passengers), or teacher (benefiting students), or store clerk (making life easier for harried customers). This discussion of prosocial communication is a preliminary version of a section I'm considering adding to the new edition of The Interpersonal Communication Book. It would be the final section of the last chapter.

2016 116

Nailing a job/client is all about being the best at nailing a job/client

Jane Genova: Speechwriter - Ghostwriter

  The cream that rises to the top to get the attention of employers, clients and customers is the entity who is best at rising to the top.    That person receives the job offer and closes the sale with clients and customers.   We many never become the Picasso of the job-finding world or the top salesperson in our industry but we can keep improving our performance. Sure, there's a meritocracy in American. 

Lessons from a trade show

Speak Schmeak

Those companies, however, are already established and don't have to do much to attract new customers. Make a connection like a human being, not like a salesperson. Download audio here. I just spent the past three days at a specialty foods trade show. My favorite exhibitors by far (even if I didn't love the product), were the ones who had stories to tell and engaged with the attendees. Here are some that I did love.

Lessons from a trade show

Speak Schmeak

Those companies, however, are already established and don't have to do much to attract new customers. Make a connection like a human being, not like a salesperson. Download audio here. I just spent the past three days at a specialty foods trade show. My favorite exhibitors by far (even if I didn't love the product), were the ones who had stories to tell and engaged with the attendees. Here are some that I did love.

An easy and authentic way to sell when your prices are higher…

SpeakerSue Says...

” If I had a dollar every time a salesperson said that, and believed it, I’d never again feel guilty about buying my daily Starbucks. If your prospect is a third party, maybe they have customers who leave them and talk poorly about them and they go out of business. You can feel confident knowing your customers will be delighted and will loyally return to you. “All they care about is price. Especially if it’s an on-lne RFP or a third-party.”

2011 61

How To Speak More Persuasively With Ju-Jitsu

The Public Speaking Blog

You could be defined by your job – teacher, engineer, telemarketer, manager, salesperson. If you’re attempting to sell something at a product demonstration, for instance, just demonstrate how your product meets the needs of your potential customer. Photo credits to judoclub. When there’s a storm, the grass bends over and lives to see another day. The oak tree that stands upright and unyielding will eventually be uprooted. The same goes for public speaking.

2008 40

Speak & Deliver - A Public Speaking Blog For the Speaking Public: Why We Must Sell.

Speak and Deliver

You are a Salesperson. What annoys your customer will annoy your audience. Conversely, what inspires your audience will inspire your customers! The best salespeople eventually learn to work from the self-interest of their customers. skip to main | skip to sidebar Why We Must Sell. Posted by Rich Hopkins, Speaker, Author, Coach on Thursday, September 17, 2009 Labels: Audience , Benefit , Glengarry Glen Ross , Sales The profession of sales gets a bad rap.

2009 64

SpeakerFrippNews Want to Have More Clients? Earn the Right!

Fripp THE Executive Speech Coach

  When Homer Dunn was an up-and-coming salesperson at IBM, he told me. customers, making sure they are satisfied with the product and the. SpeakerFrippNews: September 30, 2009. Want to Have More Clients? Earn the Right! By Patricia Fripp, CSP, CPAE.   David was a successful professional I interviewed at a financial planners' conference. He told me, "I used to be in another industry, then when I. was thirty-three years old transitioned into financial planning by.

CPAE 40

The Impact of Public Speaking on Top Sales Performance.

Communication Steroids

Whether you’re in management, marketing, customer service or sales, your communication skills will help you rise to the top. Having been a salesperson for almost a decade now (and a radio communicator and public speaker for much longer), I can vouch for how important those two skills go hand in hand.

2010 43

Should we ban pre-scheduled appointments?

SpeakerSue Says...

Jeff Hurt’s blog posts always make me think – a very good thing, Because I look at everything from the salesperson’s perspective, however, his infographic Friday (which seems to be an advertisement for another company), Can appointments redefine event success?, Every hotelier should pay attention to how their clients’ customers measure success.

Positioning Yourself For More Speaking Engagements

Pivotal Public Speaking

12 essential Steps to Attract Your Ideal Customers. Besides, when you have done what’s necessary to position yourself, you will more readily attract a commissionable salesperson (and bureaus) because you won’t be so darn hard to book! A good shopping cart tracks your customers and profits coming into your company. Do not assume that you can reach out to your customer base without picking up the telephone.

Wicked Smart Trumps Wit: The new source of power selling

Jane Genova: Speechwriter - Ghostwriter

Employers, clients, and customers want wicked smart.  So, it hurts the job applicant, salesperson, and entrepreneur to default into wit. No   That's exactly why they overlook any other kinds of deficits by leaders ranging from Hillary Clinton and Mark Zuckerberg.  In   In this disruptive area there are big problems demanding solutions.  No one is buying personality these day. 

My Blog = My Global In-Real-Time Portfolio

Jane Genova: Speechwriter - Ghostwriter

A skilled salesperson, I usually keep them talking. Yes, via custom-made email blasts I solicit new business. The debate rages: Is the Return on Investment (ROI) adequate for a small business to set up and maintain a blog? The answer remains: That depends. For small businesses, like mine, the ROI has been and continues to be extraordinary. That's because my enterprise is global. The blog features the kind of work I do in real time.

2016 43