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”?

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.

Harry Potter 7 - Deathly Hallows Part 1 Review

Yesterday, I really had a great time watching the official opening of Harry Potter 7 - Deathly Hallows. Together with my beautiful wife, we bought two large boxes of popcorn and one go large ice tea to complete our viewing of Harry Potter 7.

Although again, the movie could not compare to the details of the book, it was for me a good enough deal for 160 Pesos of two and half hour movie enjoyment.

Quite frankly, I'm not much of a movie buff and I can't really critic the movie as the "real movie critics" out there. But at least let me give my opinion as Harry Potter fan and as marketer.

First as a fan of Harry Potter, the "Deathly Hallows" book 7 is actually the revealing book of the entire Harry Potter series but I am sad to say that the movie was not able to clearly convey that. I think it had to focus on more situational conversations and flashbacks for movie watcher's better understanding.

The Most Successful People Also Failed Tremendously

Stand up from your failure, Source : Flickr

The last and probably the most important benefit you get from learning how to sell is, it allows you to fail more.
Although for most people, failing is a negative thing but I believe there is a great benefit from failing. And from my personal experience as a sales mentor, failing has been the main reason I have been successful.

Weird, right? But let me cite a few people who failed tremendously but became one of the most successful and influential people of their times.

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.

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.

3 Sales Tips To Develop A Long Term Customer-Relationship

I was about to start eating my delicious Pork-Sate meal last night with a nice cold orange juice for my drink to complete my dinner when suddenly someone called out my name.

It was Ms. Rizza, one of my closest customers when I was still selling Ice Cream for Magnolia (San Miguel Foods Premium Ice Cream Brand). We haven't really seen each other for quite sometime and yet she was still very fond of me.

I invited her to join me and my wife for a sumptuous meal in one of my favorite restaurants in Cebu. Our "little chat" took almost an hour, and I noticed that my wife is slowly feeling out of place. (There's a sales mentor lesson here, I promise).

The 3 Important Types of Account Knowledge - It Grows Your Buyers List

As promised, we will now start on the new set of sales mentor lessons to add to your selling skills arsenal. Today, the most important sales technique that everybody knows but is usually taken for granted is - knowing your prospect.

Obviously, the more you know your prospect, the easier it is for you to do the selling since you know his needs, wants, desires, and specially his personal preference. Secondly, once you know enough of the customers' attitude, you can make "custom" sales approach towards selling to a specific prospect.

In formal sales training this approach is called "getting-the-account-knowledge". From the word account knowledge, it means that it tackles on the number of information you as salesperson knows about your existing and future account.

There are many simple ways where we can actually gain  a customer's account knowledge gradually. I stressed the word "gradually" since in selling, time is of the importance. In any sales situation there is always two parties involved, your side (the salesperson) and the prospect's side. So the faster you develop a very good relationship with your customer, the faster you gain account knowledge and trust. Simply put, "gradual" means as you build trust, you gain more account knowledge.

Believe In What You Sell!

This is the start of a new series of sales mentor lessons. Since we already got through the needed mindset and basic definitions, we will now discuss on the actual selling process.

How to start selling.

In a formal sales program, often, the sales training begins directly with the discussion on what is sales flow, persuasive selling, closing techniques, but for me this is all useless unless you start with this mindset - "Believe in what you sell".

Being a sales mentor and a salesperson myself, I've seen many salespeople directly jump start without really understanding their own product and more importantly, believing in their own product.

Believe me, being a "loyal customer" alone of what you sell improves 50% of your average closing. When you believe and also use what you sell, there's no objection strong enough for you.

A Sales Mentor Lesson on INTEGRITY

Based on our last lesson, we talked about Opening an online sales store, and what is needed to succeed in that kind of sales based business.

And that is Integrity....

Integrity to deliver the promises you are making about your product.
Integrity to actually deliver the product on the committed time and date.
Integrity to walk the talk.