CHYBNU Business Blog

Modern business is impossible without proper business training. Today companies pay much attention to sales improvement because it is the main part of their activity as it bring profit to the company.

Of course your product matters because people are going to use it. So it should be easy to use and be of high quality.

But what is more important for the seller is how much money he can get out of selling it. A lot of reports say that sales improvement can be only achieved be means of employing the latest sales techniques. In this case everything is in the hands of you sales department and of course people who work here. They should posses all necessary qualities and skills which are needed to increase sales. All these skills can be achieved with the help of sales skills training which is the most important part of your business improvement. During seminars they will get useful information concerning the latest technologies in sales improvement. Another good point of these seminars is that during them they can share both positive and negative experience of promoting products. In the end the profit potential of your Business will increase greatly and all affords and money will definitely pay off.

We will held a seminar this month about different business strategy and marketing. We have invited few known people about the said topic. We also purchase a state of the art audio visual system. We want this seminar to be successful so that we could do these quarterly or annually so that we could invite more people to this seminar and we could learn more from the different people on these business.

We’re still searching for people who could be our speaker on these seminar. As of now we have atleast 10 speakers on topics like advertising, marketing, and sales strategy. If you could suggest any speaker that I can contact please let me know. They must be have good background on business management and currently have successful business right now. I’ll update you on these seminar soon.

Sales representatives are successful today because they gain the majority of their targeted customers business. They manage the relationship and continuously build relationship equity. That doesn’t mean they operate with the old lone wolf mentality doing everything under the sun for the customer. They are successful because they take full advantage of all the resources their company has to offer. Transactions and promos flow through a managed relationship. They also dedicate a specific amount of their time to new account development and penetration of those accounts with high potential rather than over providing service functions to existing accounts. Ten Key identifying factors that will help maximize sales success include;

1. Not being afraid to prospect for new accounts and new business. Have enough confidence to view rejection as simply a step closer to success.

2. Understanding the value of planning and actually documenting the key actions necessary to meet specific objectives at specific accounts.

3. Become professional with your planned presentations whether it is to an individual buyer or a group of customer decision makers. Perfect your 25 word elevator speech that clearly outlines your value proposition. Get it down pat for those opportunistic moments that may occur.

4. Goals are a matter of course and they include more than just revenue and margin growth. Milestones are established for target accounts to highlight progress toward their major goals.

5. No one likes record keeping and paperwork but the really successful sales professional understands the necessity and the value received in return for being methodical with their record keeping.

6. Time management should be forever on your mind and you need to continuously practice efficient time control.

7. You’ve got to be Hunnnnggggrrrry! Hungry for knowledge to improve your skills and demonstrate enough curiosity that you don’t wait for company sponsored seminars for education and training. Read, listen to tapes and finance your own self improvement in addition to company programs.

8. Don’t chase orders, chase customers. Be willing to lose an order but fight aggressively to never lose a customer unless you need to prune your territory garden due to unacceptable profitability.

9. Your objective on every sales call is to identify the customer’s real needs, not to just take an order. Take pride in being a solution provider and demand creator instead of a demand fulfiller.

10. Understand that often a key to your success lies in your ability to educate the customer. This may range in the form of business acumen to helping the customer understand real value. Become an expert at demonstrating the difference between price and cost.

The formula for success is simple:

FIND THE CUSTOMER PAIN ——-TAKE THE PAIN AWAY
SET YOUR PRICE

Customers will pay plenty, if you can reduce their “PAIN” Find out what the customer’s problems are and where they are in pain. Look at it from their point of view, not yours.

Customers no longer spout off about quality products and reliable deliveries. That’s a given. Although all customers are trained to say “Your Price is to High”, if you find the pain, price is not an issue. Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that— your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier……..

It’s not about Features and Benefits

Today it’s not about the features and benefits of your product. It’s about value and how your customers are going to make a profit. You no longer just sell yourself and everything falls into place. Today, relationships are still very important but they are the ante to play. Customers are smarter and more educated. You must bring every resource your company has into play and leverage those resources to create competitive advantage. Learn to really listen to your customers. Let them talk and when there seems to be a pause in the conversation resist the temptation to start talking again. Chances are good that the customer has more to say. The quieter you are the more they will tell you. Listen long enough with a few strategically placed questions and the customer might just tell you exactly how to gain his business. (And it won’t just be about price)

By: Rick Johnson