This is the third in a special series of books for the upcoming professional salesperson wanting to take their selling to the next level and grow as a superseller salesperson. Over the years very few books have been written that reveal so much as these six do.
My opening to this chapter unfortunately begins in the negative. In my opinion, this negative introduction is unfortunately necessary. Necessary, because it is a truthful overview to the state of the sales industry in many of categories embraced by either the business or direct selling industry. And also necessary, because much of what the selling profession does today, can be corrected and refocussed, without an overdue emphasis on the re-establishment and re-building of the foundational truths, that are required to make this essential industry, more profitable and far more accountable for its actions than it has been for some decades now.
On the other hand, and fortunately for some of the direct sales and in-home categories of the industry at least, government regulatory bodies and tribunals have been established to either weed out the undesirables, or at the very least, curtail their activities. Some would even say (that in the process) a few of these bodies are imposing unrealistic demands on the seller, while unduly favouring the consumer.
If this is the case, at least those industries have remained profitable enterprises to the honest traders that have been carrying on ethically in their business dealings. In the main, all they’ve done is simply upgrade their training standards and in the process have made the individual seller more accountable for his or her actions.
I also believe that the commercial and industrial sectors could do with an ethical accountability and selling standards shake up as well. Far too often, those they employ that have a seemingly outgoing personality are “upgraded” into the area of sales, after a year or two in the warehouse or on the factory floor, for no other reason than either the company is expanding, or their only other “salesperson” (who may have been promoted into the job in the same way) has just left to do something else. In many cases that new job they take on elsewhere will no longer be in sales.
People who are “promoted” into sales in this fashion, don’t generally last long, and may even leave a trail of problems as they exit their selling “trial periods”.
Those that remain, are in turn not encouraged to learn about the selling craft, and if they do stay for a prolonged period can pass on every one of their bad habits and unethical practices to other who too may never learn the difference between the standards of the professionals and the opinions of the never-beens.
It is an understatement to suggest that I am passionate about the standards if some areas of the selling profession, but truthful to add that I long for the day when the professional standards, ethics and sales morals of the sixties and seventies are again embraces by the employers of this nation. Especially when it would take so little by way of professional foundational training to upgrade these presently unnecessary less than professional selling standards the buyer has come to expect in the late 20th Century.
I have detailed some of the reason that are both contributing to and compounding this problem.
There are six books in the series
Secrets of the Superseller – Book 1/6 – The Must Have Superselling Basics
Secrets of the Superseller – Book 2/6 – The Must Have Superselling Skills
Secrets of the Superseller – Book 3/6 – Real Change is Forever
Secrets of the Superseller – Book 4/6 – One of Today’s Greatest Challenges
Secrets of the Superseller – Book 5/6 – Attention Grabbing Statements
Secrets of the Superseller – Book 6/6 – Knowing Which Questions to Ask
INDEX OF CONTENTS
REAL CHANGE IS FOREVER
BOOK 3 – INDEX
WHY THE SALES INDUSTRY IS HURTING TODAY
6.1 – WRONG PERCEPTIONS
6.2 – DO YOU TRY AND MAKE THE SELLING PROCESS MORE SENSATIONAL THAN IT ACTUALLY IS?
6.3 – IS PRAISE FROM YOUR PROSPECT IMPORTANT TO YOU?
6.4 – WHICH IS BETTER FOR THE SELLER, WILLPOWER OR IMAGINATION?
6.5 – HAVE YOU EVER LOST A SALE DURING A CALL?
6.6 – DO YOU BELIEVE SELLING IS A NUMBERS GAME?
TRADITIONAL AND ON-GOING SALES KILLERS
THOSE NOT SOLD TO GAVE THE REASONS WHY NOT –
WERE YOU AWARE?
YOU CAN BUILD A REALLY POWERFUL REFERENCE TOOL IF YOU WANTED TO
Chapter 7 – PART A
7A.1 – THE SELLER WANTS TO TALK TOO MUCH AND DOESN’T LISTEN PROPERLY
THE SELLER APPEARS TOO EAGER TO SELL WITHOUT LISTENING FIRST
HERE ARE SOME WAYS THAT CAN HELP YOU AVOID SOME OF THE PITFALLS
TIME MISMANAGEMENT CAUSED BY A LACK OF GOAL COMMITTMENT
7A.2 – WHEN THE SELLER HASN’T REALLY PREPARED FOR THE PRESENTATION
PROSPECTS ARE ALWAYS ON THE LOOKOUT FOR SOMETHING TO OBJECT TO
7A.3 – NOT PAYING ENOUGH ATTENTION TO DETAIL OR CLIENT REQUIREMENTS
DO EVERYTHING WITH ENTHUSIASM AND WITHOUT SHORTCUTS – ALWAYS
YOU BE THE ONE THAT SETS THE STANDARD YOUR COMPANY NEEDS TO ADOPT
THE OFFROAD WANDERER – UNABLE TO KEEP THINGS SALES FOCUSED
7A.4 – YOUR NEGATIVE SPEECH WILL KILL A SALE STONE DEAD IN NO TIME FLAT
7A.5 – YOUR VOCABULARY AND THE WAY YOU SPEAK
MAYBE YOU SHOULD BE CAREFUL WHENEVER YOU USE THE PHRASE “I KNOW”
7A.6 – BELIEVING YOU SHOULD NEVER ASK QUESTIONS THEY CAN SAY “NO” TO
7A.7 – BELIEVING WORD OF MOUTH IS IMPORTANT
7A.8 – BEING QUICK TO ASSUME YOU HAVE A SALE – BEFORE TAKING CONTROL
Chapter 7 – PART B
SALES KILLING HABITS
7B.1 – INSUFFICIENT PLANNING
POOR PERSONAL ORGANIZATION
7B.2 – CONCENTRATING TOO MUCH OR TOO LITTLE ON THE SELLING PROCESS
CALLING ON THE SAME FEW CLIENTS OR PROSPECTS OVER & OVER
TAKING GOOD EXISTING CUSTOMERS FOR GRANTED
CALLING ON PROSPECTS WHO CANNOT MAKE DECISIONS AT THE RIGHT LEVEL
FAILING TO IDENTIFY THE BEHIND-THE-SCENES DECISION MAKERS
FAILING TO RESOLVE YOUR POTENTIAL CUSTOMER’S FEARS
7B.3 – OVERLOOKING AFTER-SALES SUPPORT
IGNORING OR CONCEALING PROBLEMS
NOT KNOWING THE PRODUCT
NOT TAILORING THE PRESENTATIONS
NOT EARNING THE RIGHT TO PRESENT
NOT CREATING THE NECESSARY DESIRE
NOT EDUCATING PROSPECTS ABOUT THE COST OF DOING NOTHING
7B.4 – NOT ASKING FOR THE ORDER
ASKING FOR THE ORDER IS SIMPLE – TOP PROFESSIONALS TURN IT INTO AN ART FORM
HERE ARE EIGHT MULTIPLE CLOSING EXAMPLES THE WAY A PRO WOULD WORK THEM
- “What do you feel might be the risk?”
- “Could you arrange your schedule to be there at the time of the delivery
- “How many people will need to operate this unit?”
- “When can we set up delivery, this week or next
- “Mr. _____, give me a trial order and let me earn your business.
- “If it’s not everything I claim and more, you don’t have to pay for it.”
- “What one word do you want
- “What productivity
NOT ANALYSING THE WORK COMPLETED
7B.5 – NOT ASKING FOR REFERRALS
IF YOU RELY ON WORD OF MOUTH ALONE YOU WON’T ACHIVE MUCH – NO MATTER WHAT OTHERS TELL YOU
IF IT WAS GOOD ENOUGH FOR HENRY FORD – IT HAS TO BE GOOD ENOUGH FOR YOU TOO
NOT FOLLOWING REFERRALS UP IMMEDIATELY
7B.6 – NOT LISTENING TO NEGATIVE PEOPLE AND NEGATIVE THOUGHTS
NEGATIVE THOUGHTS CAN HAVE POSITIVE OUTCOMES WHEN LISTENED TO
7B.7 – NOT RECOVERING QUICKLY ENOUGH
7B.8 – LACKING PROFESSIONAL APPEARANCE OR INAPPROPRIATE DRESS SENSE
- BREATH FRESHENER
- PERFUME OR SAFTERSHAVE:
7B.9 – ACCEPTING A DRINK WHILE ON A SALES CALL
7B.10 – COMPROMISING INTEGRITY