Best Sales Approach: Facts or Feelings?

by blogadmin 12. February 2019 03:41

Sales Edition | Leadership In Action | February 11, 2019

I was once told there are two different ways to approach a sale: Fact-Based Selling and Personality Selling. Fact-based selling is just that, leading with the facts. How much does your product cost? What's the profit? Using facts is an important part of the sale.

Equally important is personality selling. Personality selling is leading with relationship; taking time to know who your prospect is and how they think. What's most important to them? Building a comfortable relationship creates trust. I've found this style of selling to be most important. Anyone can present numbers and show how they can increase profits/sales, but people must trust you or they will never buy anything you are selling.

Personal Challenge:

Take a moment to think about which approach does not come easily to you. Then challenge yourself to include that approach in your next sales presentation.

All The Best,

John 

Stop Worrying About Everyone Else!

by blogadmin 9. November 2018 05:46

  

 John Karle | Sales Edition | November 12, 2018

You were hired to sell for your company. As the Nike logo says, "JUST DO IT". No more excuses.

Stop focusing on others (receptionists, office managers, customer services, etc.). Do you get distracted by others around you? Do you think you can do a better job than they can? Maybe or maybe not. How often we hear others like professional athletes' yell, "do your job!" usually out of frustration with the other person?

Whether you do inside or outside sales, others are counting on you to do your job.

That's where your focus should be - on selling. You need to know your product and services better than anyone else. Use your time preparing for your next meeting and following up with prospects and clients. Stop worrying so much about the other guy!

Personal Challenge:

Stop listening to all the distractions around you and focus on doing your job!

Have a great week,

John 

Tags:

Sales

Before You Check Out...

by blogadmin 8. June 2018 01:31

John Karle | Sales Edition | June 11

Do your feet hit the floor each morning without a plan? Do you begin your days reacting rather than proactively accomplishing a set plan?

Planning allows you to focus on the most important items for the day. Before you check out for the weekend (and daily), sit down and review what you have accomplished. 

You have a couple of choices:

1.  Congratulate yourself on your achievements

2.  Have a frank conversation with yourself as to why the week (or day) didn't go as you had hoped

Then, ask yourself what are the 5 most important items I need to accomplish? Next, prioritize each item for each day. For example, maybe on Monday, you were only able to work on one of the items. Take a moment to ask yourself:

1. Why are these things a priority?"

2. What will it take to complete the remaining items?

Repeat your planning each day before you check out, working only on the most important items. At the end of the week, look back. How'd you do?

Additional tips that keep you checked in:

1. Make a one-hour appointment with yourself to work on the number one priority for the day

2. Shut off your devices for one hour as it greatly increases your focus 

Personal Challenge:

Before you check out, CHECK IN!

All the Best,

John 

 

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