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? 

The Most Valuable Currency in the World

by blogadmin 15. April 2019 01:56

  

What is the most valuable currency in the world? Gold? Diamonds? While they have monetary value, they are not a match for the true answer to the question. TRUST is the most valuable currency--in relationships. You cannot buy trust or manufacture it.

Some say, "Just trust me"! We expect people to trust us because we are nice enough. But trust is earned based on several factors. Reflect on how you answer to the below questions.

-Integrity: Do you tell the truth and act in a way that people feel is consistent to what you say?

-Sincerity: Do you convey that you are sincere in what you are expressing or is it merely a script; something you feel you are supposed to say? 

-Accountability: Do you willingly admit to yourself and others about mistakes you've made?

-Follow-Through: Do you follow through and do what you say?

Nobody is perfect. But if we want to develop strong trust with others, we must practice and master these key areas. Trust is critical to every relationship we want to build and every goal we want to achieve.

Personal Challenge:

How will you strengthen your trust with others this week?

All The Best,

John Karle

Senior Sales Consultant 

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 

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