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

What's Your World Series?

by blogadmin 9. October 2018 05:25

John Karle | Sales Edition | October 9, 2018

I recently attended a meeting of the Economic Club of Grand Rapids. Kirk Gibson was the featured speaker. He shared some tremendous stories about his playing days at MSU and the Detroit Tigers.

He mentioned how important it was for him to have a mentor. Hi mentors were often the managers of the teams. Gibson reflected how Tigers manager, Jim Leyland, held him accountable at the beginning of each season and each day as well. Leyland encouraged Gibson to work smart in his training, but also his understanding of the game.

Gibson played in 2 different World Series with the Tigers and the Dodgers. He shared some video highlights of the important games. Do you remember the World Series when he was with the Dodgers? The series was tied, 3 games each. Gibson came up to the plate for the first time that day as his injuries had limited his playing time. There were 2 outs and a runner on first base. The Dodgers were down by a run. Gibson hit a homer and the Dodgers won the World Series!

As Gibson was wrapping up his comments, he asked a question: "What's your World Series?" What a question to give some serious thought.

Several days later I was having dinner with Rob Keller of Keller Ford in Grand Rapids. I mentioned to Rob how I was intrigued by this question. Rob, without hesitation, mentioned he looks every day at his World Series which is working hard to help his customers every day!

Both Kirk Gibson and Rob Keller both work hard to reach goals in their lives. How about you? What's your World Series and what will you do to get there?

All The Best, 

John 

Tags:

Goal | Goal Setting | Sales

Powered by BlogEngine.NET 1.4.5.0 | Theme by Micro Visions, Inc.