Oh No! Rejected Again.

by blogadmin 26. June 2019 03:16

John Karle | Leadership In Action | Sales Edition

Many salespeople lament the fact that they suffer so much from rejection in their work. When someone says, "No" to their proposal, the go back to the office deflated. It can be discouraging.

However, there is a flaw in assuming they are rejecting us. Sales is more about identifying the needs of the other party and then developing solutions to meet those needs. Nowhere in that equation is there an evaluation of us. When someone says "No" to our proposal, it is about the proposed solutions. Certainly, we can learn to be more intuitive and effective in our sales work, but it is not a rejection.

If someone feels our solution is not the answer or that the timing isn't right, they are simply stating their current needs. Successful salespeople learn to navigate those experiences and learn from them. They do not take it personally, but rather glean a deeper understanding of how to serve others well.

Personal Challenge:

-How can you view "No" as an opportunity to learn and grow from the experience?

-What did you miss in the preparation or proposal that you can change for the next time to reach a different result? 

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

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