Stellar
Sales
You Make It Happen
Keys to Success
by Jeffrey Hansler, CSP
1)
Be a top salesperson, instead of an average salesperson –
Set strong and clear objectives. Find a target that
motivates you, put it in print, break it down to a daily
objective and go for it! If your goal is make more money,
then turn it to an objective of $120,000 a year,
that’s $10,000 a month, $2500 a week, and $500 a day
(assuming a five day work week). What sales targets do you
need to hit to generate this income and hit this target?
2)
Establish agreement – In sports, resistance training
works, in business it costs you money. Stop creating
resistance with your body language, your words, and your
actions. Be honest (full-disclosure), be open (willing to
risk and be vulnerable), and use agreement language.
Agreement language connects from idea-to-idea and
point-to-point with ‘and’ statements versus ‘but’
eliminators. The moment you say ‘but’, you’ve just
vocalized that they (the idea) is wrong and you are going to
correct them. Whom do you know that likes to be corrected by
someone they plan to give money to?
3)
Ask questions – Questions are key to understanding. If
you’re worried about what questions to ask, then work from
a position of insatiable curiosity and interest. This kind
of attitude creates enthusiasm that builds relationships
(Something less than the excitement of Odie in the cartoon
Garfield is just about right). Questions can also be like
“verbal aikido” to ward off an attack by taking the
energy and deflecting it to your advantage. Phrase your
questions in the past or future tense to eliminate
intimidation. For example, “If you did buy from me in the
future, how could I best service your account?” When you
ask the right questions, you take control in a positive
no-threatening way, while gathering valuable information you
need to sell and service your clients.
4)
Negotiate tactfully – Work from agreement as the best
negotiators do. Try the ‘set aside’ technique by
sidestepping objections (for the moment) and asking for more
details. Use the ‘what if’ approach to create new
pictures in their mind, and once you get a YES, ‘nibble’
for more yes’.
5)
Practice, Practice, Practice – Relationships are a 24 / 7
part of life. Communication is the key to relationships, and
sales is all about communication and relationships so
practice, practice, practice. Anytime you create change, you
experience uneasiness and hesitation, so try out your ideas
and new skills where it’s safe to fail. It’s like
working with a net to perfect a new routine. Luck is good.
Skill is better.
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Biography
Moment: Jeffrey Hansler was given his sales job for Apple
Computer in 1980 when he was working late on the order
reconciliation spreadsheet (yes, he knows finance and worked
initially in the accounting department) and overheard the
sales manager firing a salesrep. He asked for the job as
soon as the manager hung up the phone and accepted the
position with the agreement that he could hit the territory
quota in 4 weeks (a feat not achieved by the previous three
reps of that territory) or be fired.
Jeffrey
Hansler is a professional speaker, author, and consultant.
He is a frequent speaker at association events and is the
author of Sell Little Red Hen! Sell! He can be reached at jhansler@oxfordco.com.
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2004 Jeffrey Hansler All rights reserved |
