New Sales Lesson Marketing By Default

Today, I really had the inspiration to write about something I noticed from a very close friend of mine. This friend is also in the sales industry, and is also a fellow sales mentor to his team as well.

With my friend, I noticed something different from many salespeople that is very uncommon which being “marketing by default”.

What do I mean by “marketing by default”?

Pilipinas Got Talent Season 2 Grand Champion

It was quite a long competition on Pilipinas Got Talent (PGT) season 2 and finally we have a winner.

The person with the most talent and the most cunning attitude is to be announced tonight, but I am making my own declaration of winners. Yup, as a sales mentor I am not only good at mentoring you on your selling skills, but I am very opinionated as well. Hehehe

Well, I have only 3 bets on Pilipinas Got Talent season 2 and they were all difficult choices. And I will be writing about them and ranking them from 3rd place and grand champion.

6 Best Practices In Sales Presentations the Sales Mentor Way

As mention on our last sales mentor topic, we will now go unto the details of having a very convincing sales presentation.

In my experience in selling, I noticed that most sales presentations lack what I call icings on the cake. These “icings” are so important that it increases your sales closing percentage to at least 15%. These “icings” if used properly will often be compelling enough to close the sale.

Below are my lists of “icings” that I personally use in my sales presentations:

1. Make the presentation relevant to your prospect.

Five Basic Sales Mentor Guidelines on Sales Presentations

Today is Father’s day, and I’m up on my computer to do a follow up on our current sales mentor lesson, which is about sales presentations.

We all know, that as sales people a high quality sales presentation will certainly help you close the deal but I’m surprised to learn that there are still many sales people that take for granted the importance of sales presentations.

I am again emphasizing that we as sales people need to continuously take advantage of the common human trait which is being highly visual. In fact, I think that’s the main reason why we invented the quote “to see is to believe” in the first place.

So as a sales mentor, here I am again sharing to you the basic principles that I personally use in my sales presentations. But please do note that even though this sales presentation techniques work for me, it doesn’t necessarily work for you. Just take note of my basic guidelines and you can change or improve some more.

So here are my basic guidelines:

Sales Mentor - Closing the Sale using Visual Aids

For today's sales mentor lesson we will now talk of the effectiveness in having a good presentation material to ensure a salesperson closes the sale.

To tackle this topic we need a little background in Psychology. Don't worry I'm not going to talk about parts of your brain or any Psychology concepts to make you understand this topic.

All you need to know as a salesperson is this; when you target audio 15% of the person's attention is with you; if you use audio with proper diction and voice stress you are able to target a preson's attention by 45%; and lastly if you use audio with stress and include visual aids in your presentation 95% of the person's attention is with you.

Sales Closing Technique - Call to Action

I remember learning this sales mentor lesson; it was actually the first sales closing techniques I’ve learned. This closing technique is called, the call to action.

I’ve had many experiences that have good products and good presentations yet at the end they forget something very important, and it is giving the prospect the “call” to “action”, otherwise known as the option to buy.

Remember that we are now leaving in a very busy world. Everyone’s in a hurry. If you take too much of their time or give them too many options, they won’t buy. Or worse, if the options are unclear, they would not buy either.

So how do you correct this?

Sales Mentor Closing Advice - Make up in Numbers!

Today I will reveal to you one of the biggest secrets why “hardcore” network marketers can close much more deals than normal salespersons out there. The secret, they make on numbers.

For example if a normal salesperson can close 9 out 10 deals per day, a network marketer will make by talking to 100 people per day. Even if his product is not as popular as those sold by multi-national sales people he makes up in order. If he can close at least 20% of his prospects, then he has beaten the normal sales person by 110% of his closing numbers.

Although this is just a theoretical example since it would be impossible for anyone to talk to 100 prospects per day (except when using leverage), but the example shows why most network marketers earn more than high-paid sales people.

Sell And Have A Network Of A Prince

The Network Of A Prince

source : http://www.flickr.com/photos/

I remember my first sales call in the main office of a big chain of restaurants that offers ice cream concoctions, ice cream cakes and other kinds of desserts using ice cream as a basic ingredient.

The owner was Mr. Edwin. A young but very stern CEO of the company I was calling to.

I think it was probably the hardest sales call that I have ever done in my entire career as a sales mentor. But after several meetings and tailor fitting of his needs, I was able to close an exclusivity contract with him.

Once You Know How To Sell You Already Have More Options

source : http://www.flickr.com/photos/dnorman/

The next benefit you can get from learning to sell is related to our number two benefit.
Imagine your career as a one big river. It flows steadily and at a very consistent rate. It provides home for all the fishes in it. It waters the trees and plants around it. And provides food for many people. In essence, it carries with security.

But one day, a drought came to your big river. You assume it was just temporary so you stick to your big river. After a while you were proven wrong. The flow of water gets lesser and lesser each day. The fishes start to die. The plants and trees starts to die. And eventually food for the people also begin to disappear and soon everything will perish.

Learn To Sell And Lower Your Invisible-Self-Defenses

 source : http://www.flickr.com/photos/materialboy/

"We can all sell if we choose to, but for most people it is one of the most difficult
things to do because they afraid of loosing their self." - Robert Allen 

Based on our last sales mentor lesson, the first benefit from learning to sell is that it lowers our invisible-self-defenses.

I think most of us will agree that as people, we all have our own invisible walls. No matter how sociable we are, there will always be certain areas in our lives that we prefer to leave it a secret.

The Top 5 Benefits You'll Learn From Selling

source : http://www.flickr.com/photos/adriagarcia/

I remember asking my father before a question that changed the course of my life - "Dad, what profession will legally allow me to go out and talk to many people?". My father answered, "Well, when you're a salesperson you are always out on the field and you talk to all sorts of people. I guess that profession would be in a sales or marketing industry."

After that day, I resigned from my job as a process engineer and sought to find a sales job that would provide me the best sales training. (Surprise? Yep I wasn't always a sales mentor or salesperson.) Like most sales professionals, I too wasn't always a sales person. I just loved to talk and never wanted to stay in one place.   

A Starter's guide to selling - Obtain, Verify, and Transmit!

Based on our previous lesson (if you're new on my sales mentor lessons click here), we already know how important it is for sales people to have enough account knowledge to close a sale. Learning a little bit of the prospect's background will definitely take you a step closer to closing the sale.

And now you ask, how am I supposed to gather account knowledge (customer information)?

Well its easy actually - read a book on basic selling.

Just kidding... It is my commitment to you as your online sales mentor to help you in your selling endeavors.
Here are the basic steps on gathering account knowledge:

1. Ask

Many sales people tend to focus on selling right away, saying that only action can result to a sale. But without any information about your prospect, you are like a soldier going to war without any kind of firearm.