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 

 

Do's & Don'ts of Selling to Millennials

by blogadmin 5. April 2018 01:17

"Do you know Millennial is a word we don't like being called?" blogs Hayley Salyer of Sage, a creative software and promotional solutions firm. She believes it's a word some generations say with a little bit of cynicism. But, hey, maybe you don't have any feelings on the subject either way. But, the one thing you can't ignore is the fact that Millennials buy differently. 

Let's look to Hayley and a few of Sage's millennnial marketers to see how they weigh in and what they look for (and avoid) when making their purchasing decisions. With millennials expected to account for $1.4 trillion is spending in the U.S. by 2020, companies are adjusting their sales and marketing strategies to meet the expectations of this world's most empowered spenders.  

1. Reviews matter above all else.

When this generation entered the world, it became bombarded with more advertisements than any generation in history. Millennials know they they have options available to them, so they do their research, and when the time comes, they will either confidently make a purchase or walk away.

"I always compare pricing and read customer reviews. I do consider the scope of the reviews available because I understand one or two people having a bad experience does not equate to a bad product/retailer. However, if you have a lot of negative reviews, I will go elsewhere - even if it means paying a little more." ~Jansen M. 

2. The Millennial's first impression of a brand often revolves around website design and functionality.

My family suggested a resource that's been around for years and while I can appreciate their credibility, their website was incredibly difficult to navigate, and their mobile app was just an afterthought that hadn't been updated for 2 years. So, I went with the new kid on the block. The website I found offered a seamless user experience, a convenient mobile app, and email alerts on price drops of my saved items.

"In my opinion, the most successful websites and apps have easy navigation, but keep it interesting with every button you click. I base my purchase on whether or not the website is up to date and if it has secure payment options such as PayPal, just so I know it's legitimate." ~Brittany B. 

3. Avoid the hard sell. The Millennial craves personalization and collaboration.

Millennials are spending all their time online, so online advertising is a no-brainer, right? So wrong. Only 6% of Millennnials consider online advertising to be credible. Ouch. The Millennial's trust is hard to come by, so put an end to the hard sell. Brands are finding empowerment through social media influencers - a more down-to-earth, relatable way to tell their stories. Add those stories with a chance to collaborate with customers through personalization, and you've got a winning recipe to gaining the Millennial's business. 

"A brand keeps my interest when they share insight about their industry or stories about their products (they're not just pushing products on me). Brands build trust with me through transparency and relationships. If I have a positive, personal interaction with a brand, I'm going to remember it and tell someone about it. Sharing in our generation comes at a premium - we value our time and space." ~Jeff. T. 

4. Don't underestimate the Millennial's dedication to social causes.

 Millennials will immediately abandon those companies receiving "bad press" and take their business elsewhere. Authenticity is paramount to Millennials, with 72% of them willing to spend more on brands that support causes they care about.

"I want to know I'm getting the best product for my money and that I'm not being wasteful or harmful to the environment, people, and animals. I do my research, and if a company has a good product, is transparent, practices social responsibility, they have my loyalty." ~Rebecca H.

Click HERE to read Hayley's entire post and to view her informational sources. 

Challenge:  Scan each of the tips again carefully. Rank them in order from weakest to strongest. What can you do to attract and retain the Millennial? Ask for and post more reviews? Update your websitea nd app? Hire a social media expert? Get involved in strengthening your community?

 

Why We Love Goals (You Should, too!)

by blogadmin 8. March 2018 02:34

Sales Edition | John Karle

A professional salesperson has established goals that stretch a person! Goals are developed planning and execution.

If you focus on the details each day and work on your plan, you will avoid panic. If you look through the lens of your goals, you should see yourself as a salesperson achieving your goals - personally and professionally with a well-laid out plan for each week, day, and month. This is accomplished by writing your goals down and holding yourself accountable by reviewing your goals regularly.

Application:

A young man I was working with wanted to take his family to Florida for spring break. He did not know how he could afford such a trip. At the beginning of the year, he wrote down his personal goal along with this professional goals for growth - a plan for monthly sales production. He reached his goal early by hard work and holding himself accountable. The trip was a wonderful reward for his tenacity.

Challenge:

Start today by writing down your GOALS and working on them DAILY. 

 

 

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