Sales What's Your Hold Up? To change the image on this slide, select the picture and delete it. Then click the Pictures icon in the placeholder to insert your own image. What's Your Hold Up?

Long Term Sales Honesty Consistency Confidence

Price is only 18% of 100 in the Customer importance survey. Service, Reliability & Customer Experience Total 82% Of What Customers Are Looking For In A Business.

What category are you working in? Order Taker? Sales Representative Account Manager & Resource What category are you working in? Order Taker Sales Rep Account Manager Buyer contacts you –reactionary Prospects Has built a stable, loyal customer base. Viewed as a resource & part of the team. Controlled by customer Looks into the future Fully Engaged in the sales process Focus on closing only Influences the buy Confident in his/her value to the customer.

4 Step sales process. (Basic) Commitment, helping the customer solve problems. Investigate – What do you offer that will help them? Solve their problem. Offer solutions Obtaining Commitment. Close the deal.

Honesty. No one likes to deliver bad news & every sales rep wants to say “YES”. The truth is these qualities can really cost you big! Informing the customer of deadlines that are realistic, expectations that you can meet and representing what is realistic will win customers. Your Customers understand that things change, they may not be happy about it, but if you communicate, inform and offer solutions they will respect you, because most likely the competition is not communicating that well. Honesty will gain respect and your customer will see you as reliable, this will win, remember 82% of customer satisfaction is service reliability and experience.

Consistency Possibly the hardest of the top three is consistency. Consistency takes planning, planning takes dedication, dedication takes motivation. In order to be consistent you must have a plan that you work and not allow your plan to work you. Consistency takes a tremendous amount of focus planning and follow up. In order to be consistent you must remember what you did and how you did it, this takes documenting and setting reminders, creating a plan, refining that plan and executing that plan without allowing distractions to creep in. As distractions enter your plan manage them and stay on course. Address the distraction, but put it in your plan as an constructive event, do not allow it to disrupt your plan, stay out of the rough & sand trap.

Confidence Are you worth what you are asking? If your answer is yes, your customer will believe you, if your answer is no then you are not selling. Obviously you have to be fair with what you are selling, if your competition is at $100 you cannot be at $500, unless of course you are that much better. Typically if there is that large of a swing you are in a niche market, which is possible, just know that and be confident of your niche. For the majority of us competition is vast and we must stay somewhat competitive. That said you can ask for more if you are in fact producing a better service, you are honest and the customer experience is better than the competition. You must be confident in yourself as well as the product you are representing, by displaying that confidence your customer will not question the fact you are asking a premium price. If they do question, its just a test and can explain with confidence that they the product is worth it.

Focus On The Extended Plan & Goals Create a Plan & Work Your Plan

Confidence Know Your Product BENEFITS OF PRODUCT KNOWLEDGE Making Lasting Impressions: One of the reasons that customers are doing so much research on all products and services is that tremendous competition has driven consumers to believe that all products are similar & can be found at a lower price point. With such a small margin of difference in the product itself, companies are realizing that they can make up for the difference in other areas. One easy area that you can make a difference is in the customer experience, but it requires a deeper knowledge of your product to do so. For example, a customer starts the conversation by asking about one product, but your salesperson recognizes that this customer is actually a better fit for a different product. Your salesperson then explains the reasons why, and in doing so, has now taught the customer something new and proven that the salesperson has the customer’s interest in mind. With so many “order takers” in sales right now, this will definitely create a lasting impression. Confidence BENEFITS OF PRODUCT KNOWLEDGE Strengthen Communication – A thorough understanding of a product enables a salesperson to use different techniques of presenting a product to various types of customers. Stronger communication skills empower a salesperson to adapt a sales presentation for greater impact. Enthusiasm – Armed with product knowledge, a display of enthusiasm and belief in the product will generate excitement among your customers and alleviate uncertainty about the solution that the product provides for the customer. Confidence – If a customer isn’t fully committed to completing a sale, the difference may simply be the lack of credibility or confidence a salesperson displays towards the product. Being educated on the product and its uses will help confirm confidence. Overcoming Objections – Solid information learned from product knowledge, may be used to reduce objections voiced by customers. In depth knowledge about your product coupled with comparative information about similar products sold by your competitors— gives you the advantage to easily counter any objections.

Honesty = Trust = Long term repeat sales.

steadfast adherence to the same principles, course, for m, etc steadfast adherence to the same principles, course, for m, etc.: There is consistency in his pattern of behavior. Getting an audience is hard. Sustaining an audience is hard. It demands a consistency of thought, of purpose, and of action over a long period of time. Bruce Springsteen Read more at: https://www.brainyquote.com I don't have a formula to pass on. I always did it my own way. Even today, I hold my independence close. It's what's most precious to me. Passion. Risk. Tenacity. Consistency. This is my professional history. Giorgio Armani Read more at: https://www.brainyquote.com/ Consistency Planning

Long Term Sales Honesty Consistency Confidence