Dallas, TX (PRWEB) May 26, 2011
When teaching sales concepts, Mary Anne Davis often asks “The baseball pro’s perfect the basics; do you?” of her audience before reviewing what sales professionals need to know. Just as practice is important for sports professionals to keep on top of their game, Davis stresses the lessons in her book as the basics for sales professionals to move to the top. Ten lessons from the book include the following actions:
1. Plan work.
2. Know the sales process.
3. Be interesting and engaging.
4. Create relationships.
5. Investigate, don’t interrogate.
6. Sell value and sizzle.
7. Manage expectations.
8. Explore objections
9. Let the customer buy
10. Become a life long learner
“The Sales Messenger” lessons are easy to remember actions for the sales professional during the sales cycle. Below are extended tips for each of the action-based lessons.
1. Plan work and work the sales plan. Balance time and schedule so that the most time is spent in key sales result areas such as calling clients, generating referrals, prospecting and customer meetings. Remember the C.I.D. formula (Call-Interview-Deliver). If calling, interviewing and delivering each day; dynamic sales results will happen.
2. Know the sales process and the steps of the sale. Move gracefully from one step to the next using selling and closing skills to manage objections and close doors along the way. A simple sales process might start with a conversation, obtain information while being interesting, present the value of the offering, create desire and let the customer buy.
3. Be interesting and engaging using consultative selling skills. Make all written and spoken sales messages clear, concise and compelling. Make sure the thirty-second commercial encourages people to say, “Tell me more”.
4. Create relationships to build long-term mutually profitable relationships. Open with a story, good questions, relevant gift, a mutual friend, client or referral. Speak the customer’s language. Be mindful of time and have a purpose for every encounter. Cold calling is for amateurs. Relationship selling means generating referrals.
5. Investigate, don’t interrogate using consultative selling. Get permission to ask questions. Ask the right questions for the right purpose at the right time. Ask for the customer’s opinion and experience on the subject, throw in a few thought provokers. This is the art of selling.
6. Sell value and sizzle, which means to go beyond selling features and benefits. The customer must know the value for them. How does the idea, product or service solve their problem and pain? A professional sales person matches the presentation to the client needs. Value selling is truly the science of selling.
7. Manage expectations by checking-in before proceeding to the close of sale. In other words, find out the customer’s opinion about ideas, products or service before asking them to make a decision. Ask if it meets their expectations, rather get an objection here than at the time of decision. Negotiation skills in selling start here.
8. Manage objections by welcoming the sales objections as questions in disguise. Do not use fighting words like “but” or “however”. Bring in the value statement that is best suited to objection. Questions generate the ability to use negotiation skills and sell value over price.
9. Let the customer buy using a summary of the sales pitch that includes a thirty-second commercial that will state what happens when they own the idea, product or service. This will generate questions like “When can I get it?” or “What’s the next step? “ Help the customer buy by knowing which of the eight ways to ask for the sale.
10. Become a Life Long Learner: know the latest in company products, industry, winning sales techniques and even motivational gurus. Use drive time or take fifteen minutes a day to listen to books on selling, sales training, management training, professional development, target marketing and how to generate referrals.
With these ten lessons from “The Sales Messenger” book, sales can be improved. The book also includes activities at the end of each chapter to aid business owners and sales professionals to plan work and personal goals. To find out more about the author, Mary Anne Davis, visit http://www.peakperformancesolutions.com
. To find out more the book “The Sales Messenger: 10 Lessons for Sales Success in Your Business and Personal Lives” (ISBN 978-1-936354-14-6) or the publisher of this book, Tremendous Life Books, visit the publisher’s site at http://www.tremendousbooks.org