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Seven Qualities of Top Sales People

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The document provides a summary of a presentation on becoming a top salesperson. It outlines 7 qualities of top salespeople: being ambitious, courageous, committed, seeing oneself as a consultant, being prepared, engaging in continuous learning, and being responsible. It also provides 14 proven strategies for increasing sales, such as focusing on benefits rather than products, defining customers, developing a competitive advantage, using content/social media marketing, learning negotiation techniques, and keeping customers for life. The presentation aims to help those pursuing a career in sales or anyone who needs to sell themselves.

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1 Top Sales People Dr. Tafveez Amin Discussion Session # 68 31st October 2015
2
3
4 How many of you are planning a career in sales (show of hands)? Anything less then a 100% show of hands is not acceptable… NOW WHY DO I SAY THAT?
5 We usually think of SELLING PRODUCTS SERVICES OR BOTH
6 But what about.. Selling Yourself ?
7 Remember this truism….. I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills. I am talking about your “persona”---about how others see you as a human being. I choose to call it “personal salesmanship”.
8 Who would you hire? Joe has a 4.0 g.p.a. Also, he is a “slug”. He is slovenly—conceited—surly-- doesn’t bathe too frequently—has no friends---yet his grades are tops. Bill has a 3.0 g.p.a. He is personable— well liked—outgoing—a good listener— enjoys working with others—and he bathes frequently.
9 ARE YOU…… BEGINNING TO GET THE MESSAGE?
10 The video you are going to see…… is focused on those who are planning a career in sales and what it takes to become a top salesperson. But following my own thesis----that we sell ourselves before we sell our skills, I believe there is something you can learn from this video even though you’re not going into sales as we traditionally think of “sales”.
11 Who is Brian Tracy?
12 www.briantracey.com A review of Brian Tracey’s web-site could very easily lead you to the conclusion that he walks on water. My own criteria is simple: Would I pay to hear him speak? Right now, the only person on my “pay to hear list” is George Carlin. There is some good information in this video--- but you will have to decide if you would pay to hear him speak.
13 O.K.- Let’s Review Brian’s Message
14 Why are some salespeople so successful?  20% of the salespeople make 80% of the sales and 80% of the commissions  10% of salespeople open 80% of new accounts (“hunters”)  The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%.
15 Why are some salespeople so successful? 1. They sell the product people want. 1. They convince people they want the product they have to sell.
16 Who do you think are the top earners in the big name consulting firms? Those with the 3.9 gpa’s? OR Those who bring in the most new clients?
17 Why are some salespeople so successful?  80% of Sales success is psychological.  Top salespeople are OPTIMISTS.  They have a positive mental attitude.
18 Optimism  Optimism is a result, or effect, of the seven key qualities of top sales people
19 Seven Qualities of Top Salespeople 1. They are ambitious.
20 Ambition  A strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc.
21 Seven Qualities of Top Salespeople  They are ambitious.  They are courageous.
22 Courage Everyone is afraid. The best salespeople do it anyway! Ask for the sale… The top people confront their fears.
23 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed.
24 Commitment….  Caring is the key element in successful selling.  Selling has often been defined as a “transfer of enthusiasm”.
25 Law of Correspondence The more you believe in what you sell, the easier it is for you to convince someone else.
26 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed. 4. They see themselves more as consultants than as salespeople.
27 Consultant stance…  People accept you at the way you present yourself.  Act like a consultant in everything you do and say.  What does a consultant do?
28 Forbidden Phrases “WHY DO YOU NEED TO KNOW?” “NO.” “YOU’RE WRONG.” “WE’VE NEVER DONE IT THAT WAY.” “YOU’LL HAVE TO.” “THAT’S NOT MY JOB.” “THAT’S AGAINST COMPANY POLICY.” “I DON’T KNOW.”
29 What makes people remember? Positive Associations ove, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meanin
30 Why Do Customers Stop Being Customers? Beyond Customer Service, 1992. 100%  1% Die  3% Move Away  5% Seek alternatives  9% Go to the competition  14% Dissatisfied with product/service  68% Upset with the treatment they receive
31 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed. 4. They see themselves more as consultants than as salespeople. 5. They are prepared.
32 Three Keys to Preparation in Selling 1. Pre-call research – do your homework- mentally prepare. 1. Pre-call objectives – what are your goals? Starting out? Break it down. 1. Post-call analysis – write down every detail. When to re-contact. Think what other approach could be used to advance your prospect of success.
33 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed. 4. They see themselves more as consultants than as salespeople. 5. They are prepared. 6. They engage in continuous learning.
34 Keys to Continuous Learning  Read one hour in selling each day.  Listen to audio tapes in your car.  Take all the training you can get.
35 Seven Qualities of Top Salespeople-summary 1. Be ambitious. 2. Be courageous. 3. Be committed 4. Be professional. 5. Be prepared. 6. Engage in continuous learning. 7. Be responsible.
36 Hooray! I Made the Sale!
37 Just Remember… YOU ARE SELLING YOURSELF!!!
14 PROVEN STRATEGIES TO INCREASE SALES OF YOUR PRODUCT  Finding new people to buy your product or service is an important part of the entire sales process. Do you have a great product but aren’t gaining the right customers to buy it?  Are you not sure how to approach your customers or have a confusing sales message?  Use these 14 sales tips to gain more of the right customers who WILL buy your products. 38
1. People Buy Benefits  People don’t buy products, they buy the results that product will give. Start your process of identifying your ideal customer by making a list of all of the benefits that your customer will enjoy by using your product or service. The “Share a Coke” Campaign  The “Share a Coke” campaign generated an increase of 4% in sales just by Coca-Cola adding personalized names to Coke bottles. They appealed to people’s need for friendship and personalization, there’s nothing like drinking a Coke with your name on it. 39
2. Clearly Define Your Customers Who is the person who would most likely to buy your product and buy it immediately? Create an avatar of that customer. Ask Specific Questions How old are they? Are they male or female? Do they have children? How much money do they make? Do they have an education? 40
3. Identify The Problem Clearly What kind of problem does your customer have that you can solve? If you have identified your customer correctly, these people will pay you to solve their problem. Sometimes the problems are obvious and clear. Sometimes the problems are not obvious, or unclear. Sometimes the problems do not exist for the customer. If the problem does not exist, the customer will not buy your product. 41
4. Develop your Competitive Advantage You define your competitive advantage, the reason for buying your products or services, in terms of the benefits, results or outcomes that your customer will enjoy from purchasing your product or service that they would not fully enjoy from purchasing the product or service of your competitor. Focus on the benefits of what makes your product better than others. 42
5. Use Content and Social Media Marketing to Your Advantage There are so many more ways to get your product to your customers than ever before. What’s the best part? They’re all free. You can use social media such as Facebook, Twitter, and your blog to your advantage. By building relationships with your customers through these channels you can access more people than ever 43
Some of the benefits of content marketing include: More access to qualified leads. More channels to sell your product. Lower costs to acquire customers. Here is a graphic of how quickly data is generated across the internet. Take a look at social media websites. Wouldn’t it be amazing to leverage this audience? You can! 44
6. Some times, You will have to Cold Call Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer. Especially if your product is new, you may have to generate interest by calling your customers. Here is a blog to make cold calling customers extremely easy. 45
BECOME THE BEST SALESPERSON YOU CAN BE Click the link below and I’ll give you my proven sales methods to increase your sales and income. Learn how to achieve high-sales even if: -You have a high dollar product -You’re in a tough market Click here to gain the confidence to double your sales 46
7. Try The 100 Calls Method When You Start Selling This is a method I developed when I first began selling to overcome fears of being rejected. Reach out to 100 customers as fast as you can. You don’t really care about your sales results, only the number of people you contact. You will become fearless when selling your product. You can read more about the 100 Calls Method from this blog where I go into detail. 47
8. Pick The Right Price Do market research on your competitors to determine the right price. If you have a high-priced product, be prepared to over-deliver quality to your customers. Price can be determined by “perceived value” of your product. If you can make your product seem superior to your competitors, you can charge a higher price. 48
9. Learn Proper Negotiation Techniques Skilled negotiators are usually quite concerned about finding a solution or an arrangement that is satisfactory to both parties. They look for what are called “win-win” situations, where both parties are happy with the results of the negotiation. Learn more about some of the best negotiation qualities and tactics from this blog. The Best Negotiators Have These 3 Qualities They ask good questions to find out exactly what you need. They are patient. They are very well prepared. 49
10. Make Effective Presentations In selling it is important to make a creative and compelling sales presentation to your customers. One of the many ways is to create an effective presentation by using PowerPoint. 50
11. Focus on Keeping Your Customer for Life “Once a customer, always a customer.” Once a customer has purchased your product, this should not be the end of your relationship with them. Focus on keeping a strong relationship with your customer. This will only create more trust and add value to your product. 51
12. Offer Potential Customer Something Really Great For Free Your ideal customer is far more likely to buy your product if you give them a preview to try out. Shoot a short video of your product in action, give them a free piece of really great content and get your customers excited for what’s next 52
13. Give Your Customers The Inside Scoop If you are going to have a sale on your product soon, tell your customers about it. They will be happy to hear about it, and it will build trust with them. They may even buy more because of it. 53
14. Your Sales Messages Should Be Clear Pick out one or two benefits of your products and state those clearly in the sales headline. Make it clear to your customers EXACTLY what your product is going to do for them. Be specific. If your product has multiple benefits, create sales messages for different customers that they can relate to. What strategies have you implemented to increase your sales? Please share them in the comments. 54
BECOME THE BEST SALESPERSON YOU CAN BE Learn how to achieve high-sales even if: -You have a high dollar product -You’re in a tough market 55
56 Evaluation Questions Use: A. Strongly agree B. Agree C. Disagree D. Strongly disagree E. Don’t know 1. I found the presentation of material easy to understand. 2. This Advantage session increased my knowledge on the subject presented. 3. I will be able to use some of the information from this Advantage session in the future. 4. The presenter was well prepared for this session. 5. This presentation should be repeated in future semesters.

More Related Content

Seven Qualities of Top Sales People

  • 1. 1 Top Sales People Dr. Tafveez Amin Discussion Session # 68 31st October 2015
  • 2. 2
  • 3. 3
  • 4. 4 How many of you are planning a career in sales (show of hands)? Anything less then a 100% show of hands is not acceptable… NOW WHY DO I SAY THAT?
  • 5. 5 We usually think of SELLING PRODUCTS SERVICES OR BOTH
  • 7. 7 Remember this truism….. I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills. I am talking about your “persona”---about how others see you as a human being. I choose to call it “personal salesmanship”.
  • 8. 8 Who would you hire? Joe has a 4.0 g.p.a. Also, he is a “slug”. He is slovenly—conceited—surly-- doesn’t bathe too frequently—has no friends---yet his grades are tops. Bill has a 3.0 g.p.a. He is personable— well liked—outgoing—a good listener— enjoys working with others—and he bathes frequently.
  • 10. 10 The video you are going to see…… is focused on those who are planning a career in sales and what it takes to become a top salesperson. But following my own thesis----that we sell ourselves before we sell our skills, I believe there is something you can learn from this video even though you’re not going into sales as we traditionally think of “sales”.
  • 11. 11 Who is Brian Tracy?
  • 12. 12 www.briantracey.com A review of Brian Tracey’s web-site could very easily lead you to the conclusion that he walks on water. My own criteria is simple: Would I pay to hear him speak? Right now, the only person on my “pay to hear list” is George Carlin. There is some good information in this video--- but you will have to decide if you would pay to hear him speak.
  • 14. 14 Why are some salespeople so successful?  20% of the salespeople make 80% of the sales and 80% of the commissions  10% of salespeople open 80% of new accounts (“hunters”)  The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%.
  • 15. 15 Why are some salespeople so successful? 1. They sell the product people want. 1. They convince people they want the product they have to sell.
  • 16. 16 Who do you think are the top earners in the big name consulting firms? Those with the 3.9 gpa’s? OR Those who bring in the most new clients?
  • 17. 17 Why are some salespeople so successful?  80% of Sales success is psychological.  Top salespeople are OPTIMISTS.  They have a positive mental attitude.
  • 18. 18 Optimism  Optimism is a result, or effect, of the seven key qualities of top sales people
  • 19. 19 Seven Qualities of Top Salespeople 1. They are ambitious.
  • 20. 20 Ambition  A strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc.
  • 21. 21 Seven Qualities of Top Salespeople  They are ambitious.  They are courageous.
  • 22. 22 Courage Everyone is afraid. The best salespeople do it anyway! Ask for the sale… The top people confront their fears.
  • 23. 23 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed.
  • 24. 24 Commitment….  Caring is the key element in successful selling.  Selling has often been defined as a “transfer of enthusiasm”.
  • 25. 25 Law of Correspondence The more you believe in what you sell, the easier it is for you to convince someone else.
  • 26. 26 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed. 4. They see themselves more as consultants than as salespeople.
  • 27. 27 Consultant stance…  People accept you at the way you present yourself.  Act like a consultant in everything you do and say.  What does a consultant do?
  • 28. 28 Forbidden Phrases “WHY DO YOU NEED TO KNOW?” “NO.” “YOU’RE WRONG.” “WE’VE NEVER DONE IT THAT WAY.” “YOU’LL HAVE TO.” “THAT’S NOT MY JOB.” “THAT’S AGAINST COMPANY POLICY.” “I DON’T KNOW.”
  • 29. 29 What makes people remember? Positive Associations ove, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meanin
  • 30. 30 Why Do Customers Stop Being Customers? Beyond Customer Service, 1992. 100%  1% Die  3% Move Away  5% Seek alternatives  9% Go to the competition  14% Dissatisfied with product/service  68% Upset with the treatment they receive
  • 31. 31 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed. 4. They see themselves more as consultants than as salespeople. 5. They are prepared.
  • 32. 32 Three Keys to Preparation in Selling 1. Pre-call research – do your homework- mentally prepare. 1. Pre-call objectives – what are your goals? Starting out? Break it down. 1. Post-call analysis – write down every detail. When to re-contact. Think what other approach could be used to advance your prospect of success.
  • 33. 33 Seven Qualities of Top Salespeople 1. They are ambitious. 2. They are courageous. 3. They are committed. 4. They see themselves more as consultants than as salespeople. 5. They are prepared. 6. They engage in continuous learning.
  • 34. 34 Keys to Continuous Learning  Read one hour in selling each day.  Listen to audio tapes in your car.  Take all the training you can get.
  • 35. 35 Seven Qualities of Top Salespeople-summary 1. Be ambitious. 2. Be courageous. 3. Be committed 4. Be professional. 5. Be prepared. 6. Engage in continuous learning. 7. Be responsible.
  • 36. 36 Hooray! I Made the Sale!
  • 38. 14 PROVEN STRATEGIES TO INCREASE SALES OF YOUR PRODUCT  Finding new people to buy your product or service is an important part of the entire sales process. Do you have a great product but aren’t gaining the right customers to buy it?  Are you not sure how to approach your customers or have a confusing sales message?  Use these 14 sales tips to gain more of the right customers who WILL buy your products. 38
  • 39. 1. People Buy Benefits  People don’t buy products, they buy the results that product will give. Start your process of identifying your ideal customer by making a list of all of the benefits that your customer will enjoy by using your product or service. The “Share a Coke” Campaign  The “Share a Coke” campaign generated an increase of 4% in sales just by Coca-Cola adding personalized names to Coke bottles. They appealed to people’s need for friendship and personalization, there’s nothing like drinking a Coke with your name on it. 39
  • 40. 2. Clearly Define Your Customers Who is the person who would most likely to buy your product and buy it immediately? Create an avatar of that customer. Ask Specific Questions How old are they? Are they male or female? Do they have children? How much money do they make? Do they have an education? 40
  • 41. 3. Identify The Problem Clearly What kind of problem does your customer have that you can solve? If you have identified your customer correctly, these people will pay you to solve their problem. Sometimes the problems are obvious and clear. Sometimes the problems are not obvious, or unclear. Sometimes the problems do not exist for the customer. If the problem does not exist, the customer will not buy your product. 41
  • 42. 4. Develop your Competitive Advantage You define your competitive advantage, the reason for buying your products or services, in terms of the benefits, results or outcomes that your customer will enjoy from purchasing your product or service that they would not fully enjoy from purchasing the product or service of your competitor. Focus on the benefits of what makes your product better than others. 42
  • 43. 5. Use Content and Social Media Marketing to Your Advantage There are so many more ways to get your product to your customers than ever before. What’s the best part? They’re all free. You can use social media such as Facebook, Twitter, and your blog to your advantage. By building relationships with your customers through these channels you can access more people than ever 43
  • 44. Some of the benefits of content marketing include: More access to qualified leads. More channels to sell your product. Lower costs to acquire customers. Here is a graphic of how quickly data is generated across the internet. Take a look at social media websites. Wouldn’t it be amazing to leverage this audience? You can! 44
  • 45. 6. Some times, You will have to Cold Call Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer. Especially if your product is new, you may have to generate interest by calling your customers. Here is a blog to make cold calling customers extremely easy. 45
  • 46. BECOME THE BEST SALESPERSON YOU CAN BE Click the link below and I’ll give you my proven sales methods to increase your sales and income. Learn how to achieve high-sales even if: -You have a high dollar product -You’re in a tough market Click here to gain the confidence to double your sales 46
  • 47. 7. Try The 100 Calls Method When You Start Selling This is a method I developed when I first began selling to overcome fears of being rejected. Reach out to 100 customers as fast as you can. You don’t really care about your sales results, only the number of people you contact. You will become fearless when selling your product. You can read more about the 100 Calls Method from this blog where I go into detail. 47
  • 48. 8. Pick The Right Price Do market research on your competitors to determine the right price. If you have a high-priced product, be prepared to over-deliver quality to your customers. Price can be determined by “perceived value” of your product. If you can make your product seem superior to your competitors, you can charge a higher price. 48
  • 49. 9. Learn Proper Negotiation Techniques Skilled negotiators are usually quite concerned about finding a solution or an arrangement that is satisfactory to both parties. They look for what are called “win-win” situations, where both parties are happy with the results of the negotiation. Learn more about some of the best negotiation qualities and tactics from this blog. The Best Negotiators Have These 3 Qualities They ask good questions to find out exactly what you need. They are patient. They are very well prepared. 49
  • 50. 10. Make Effective Presentations In selling it is important to make a creative and compelling sales presentation to your customers. One of the many ways is to create an effective presentation by using PowerPoint. 50
  • 51. 11. Focus on Keeping Your Customer for Life “Once a customer, always a customer.” Once a customer has purchased your product, this should not be the end of your relationship with them. Focus on keeping a strong relationship with your customer. This will only create more trust and add value to your product. 51
  • 52. 12. Offer Potential Customer Something Really Great For Free Your ideal customer is far more likely to buy your product if you give them a preview to try out. Shoot a short video of your product in action, give them a free piece of really great content and get your customers excited for what’s next 52
  • 53. 13. Give Your Customers The Inside Scoop If you are going to have a sale on your product soon, tell your customers about it. They will be happy to hear about it, and it will build trust with them. They may even buy more because of it. 53
  • 54. 14. Your Sales Messages Should Be Clear Pick out one or two benefits of your products and state those clearly in the sales headline. Make it clear to your customers EXACTLY what your product is going to do for them. Be specific. If your product has multiple benefits, create sales messages for different customers that they can relate to. What strategies have you implemented to increase your sales? Please share them in the comments. 54
  • 55. BECOME THE BEST SALESPERSON YOU CAN BE Learn how to achieve high-sales even if: -You have a high dollar product -You’re in a tough market 55
  • 56. 56 Evaluation Questions Use: A. Strongly agree B. Agree C. Disagree D. Strongly disagree E. Don’t know 1. I found the presentation of material easy to understand. 2. This Advantage session increased my knowledge on the subject presented. 3. I will be able to use some of the information from this Advantage session in the future. 4. The presenter was well prepared for this session. 5. This presentation should be repeated in future semesters.