Comments on: The #4 Mistake Sales People Make http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/?utm_source=rss&utm_medium=rss&utm_campaign=the-number-4-mistake-sales-people-make OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of highly motivated decision makers at EXACTLY the right time Tue, 13 Dec 2011 15:46:51 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: Artem Brazgovsky http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-884 Artem Brazgovsky Mon, 02 Feb 2009 08:51:53 +0000 http://www.shiftselling.com/?p=405#comment-884 You know, how we do solve such problem in Russia, the country of ice and snow? It is simple. Find in your heart a piece of real interest for the hopes and desires of your customer. Solve some of his problems - free. Make his life a little easier and interesting, than before - and he`ll be yours. Real interest and a pigheaded desire to help. You know, how we do solve such problem in Russia, the country of ice and snow? It is simple. Find in your heart a piece of real interest for the hopes and desires of your customer. Solve some of his problems – free. Make his life a little easier and interesting, than before – and he`ll be yours.

Real interest and a pigheaded desire to help.

]]> By: Janet Stone http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-882 Janet Stone Fri, 30 Jan 2009 18:51:34 +0000 http://www.shiftselling.com/?p=405#comment-882 Becoming a decision maker's "Go-To" person starts from the initial point of contact. Research the company and their needs before your first meeting, so you can have ideas already in place to share with the decision maker. Being prepared and knowledgable about their needs gives you a leg up on your competition. Dress professionally - a first impression lasts a lifetime. After your meeting, follow thru with a thank you note or call, then put them on your mailing list for any newsletters, etc. They may not have a need immediately, but if you keep your business in front of them, you have a much better chance of being the person they call when that need arises. Once they are using your services, you must maintain the same level of quality service at all times - consistency is vital to keeping your business in the forefront for future contracts. And after you have completed your services, continue the newsletter or phone contacts - don't just assume that you've worked for them once, so they will automatically call you again. If you do the above with consistency and competence, you should put your business in position to be their "Go-To" business in your area of expertise. Becoming a decision maker’s “Go-To” person starts from the initial point of contact. Research the company and their needs before your first meeting, so you can have ideas already in place to share with the decision maker. Being prepared and knowledgable about their needs gives you a leg up on your competition. Dress professionally – a first impression lasts a lifetime. After your meeting, follow thru with a thank you note or call, then put them on your mailing list for any newsletters, etc. They may not have a need immediately, but if you keep your business in front of them, you have a much better chance of being the person they call when that need arises. Once they are using your services, you must maintain the same level of quality service at all times – consistency is vital to keeping your business in the forefront for future contracts. And after you have completed your services, continue the newsletter or phone contacts – don’t just assume that you’ve worked for them once, so they will automatically call you again. If you do the above with consistency and competence, you should put your business in position to be their “Go-To” business in your area of expertise.

]]> By: Connie Kadansky http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-876 Connie Kadansky Mon, 26 Jan 2009 15:04:07 +0000 http://www.shiftselling.com/?p=405#comment-876 To become a decision maker's emotional "go to" person stay visible in appropriate ways, i.e. calling with a purpose, sending an article that you are sure they will find valuable, promote yourself with third-party testimonials from time to time, communicate your value when appropriate, promote when appropriate, send a unique card, invite to lunch. Stay visible!!!! They key is to have many prospects in the pipeline so you are not so focused on one or two. You want to communicate that they are important, however, you have many prospects/clients you are working with consistently. To become a decision maker’s emotional “go to” person stay visible in appropriate ways, i.e. calling with a purpose, sending an article that you are sure they will find valuable, promote yourself with third-party testimonials from time to time, communicate your value when appropriate, promote when appropriate, send a unique card, invite to lunch. Stay visible!!!! They key is to have many prospects in the pipeline so you are not so focused on one or two. You want to communicate that they are important, however, you have many prospects/clients you are working with consistently.

]]> By: Harry Fountoukidis http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-874 Harry Fountoukidis Thu, 22 Jan 2009 15:30:36 +0000 http://www.shiftselling.com/?p=405#comment-874 Think about whom would be YOUR "go to" person to solve your business issues. • I bet you have a long trusting relationship with this person. • You don’t think of them as a “sales” person, but rather a problem solver. • You trust them and know that they are knowledgeable about your Company and/or product. • They have proven themselves in the past and have shown your best interest in mind. • You know them well enough so that they don’t need to provide a “value” statement to you. Such a relationship takes time and much effort to develop. It’s the goal of every top Sales Professional. It eliminates the competition and allows your company to spend resources solving the customer’s problem instead of “selling” your value statement. Think about whom would be YOUR “go to” person to solve your business issues.

• I bet you have a long trusting relationship with this person.
• You don’t think of them as a “sales” person, but rather a problem solver.
• You trust them and know that they are knowledgeable about your Company and/or product.
• They have proven themselves in the past and have shown your best interest in mind.
• You know them well enough so that they don’t need to provide a “value” statement to you.

Such a relationship takes time and much effort to develop. It’s the goal of every top Sales Professional. It eliminates the competition and allows your company to spend resources solving the customer’s problem instead of “selling” your value statement.

]]> By: Nicolas Pastorino http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-873 Nicolas Pastorino Thu, 22 Jan 2009 08:13:07 +0000 http://www.shiftselling.com/?p=405#comment-873 Hi everyone, thanks for this exciting question. From my non-seller experience, and in a few concise words : Build and cultivate a long-distance relationship with your contact/customer, comprizing trust, quality, transparency and sincerity. Having a consultative approach to business/sales also is a key success factor here : the customer knows that you will not try to sell at all costs. He is, on the contrary, confident in the fact that you will re-orient him to the appropriate persons if need be. Cheers, -- Nicolas Hi everyone, thanks for this exciting question.
From my non-seller experience, and in a few concise words :

Build and cultivate a long-distance relationship with your contact/customer, comprizing trust, quality, transparency and sincerity. Having a consultative approach to business/sales also is a key success factor here : the customer knows that you will not try to sell at all costs. He is, on the contrary, confident in the fact that you will re-orient him to the appropriate persons if need be.

Cheers,
–
Nicolas

]]> By: Ray Wang http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-867 Ray Wang Mon, 19 Jan 2009 14:57:01 +0000 http://www.shiftselling.com/?p=405#comment-867 I think the best way for a seller to be the #1 go to person from the decision maker is for the seller to know that he's not actually "selling". Most sellers approach the transaction in "selling" mode. What most sellers don't realize is that if you approach it as selling, you won't sell anything. I think most sellers out in the world sell by sharing about the facts of their company and success stories, where buyers don't really experience their work. So there needs to be a paradigm shift in the way the seller is thinking so that it actually becomes more of a conversation and an experiential transaction with the potential buyer. I know this because this is how we "sell" at Gap International. We have our customers experience our work on the phone right there and then. It's a very powerful moment in which the decision maker alot of times is blown away. I think the best way for a seller to be the #1 go to person from the decision maker is for the seller to know that he’s not actually “selling”. Most sellers approach the transaction in “selling” mode. What most sellers don’t realize is that if you approach it as selling, you won’t sell anything. I think most sellers out in the world sell by sharing about the facts of their company and success stories, where buyers don’t really experience their work. So there needs to be a paradigm shift in the way the seller is thinking so that it actually becomes more of a conversation and an experiential transaction with the potential buyer. I know this because this is how we “sell” at Gap International. We have our customers experience our work on the phone right there and then. It’s a very powerful moment in which the decision maker alot of times is blown away.

]]> By: Pete Hollier http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-866 Pete Hollier Sat, 17 Jan 2009 17:17:11 +0000 http://www.shiftselling.com/?p=405#comment-866 The world of sales and marketing is quickly changing. We all have prospects and networks. Social Networks such as Linkedin offer excellent opportunity to promote yourself and your business as knowledgeable and a solution provider in a highly visible way. Your Linkedin comments etc are viewed by the masses, you can stay in their minds and their eyes. When their problem surfaces it is very likely yours is the first person they will consider. I speak from experience I have a high profile on Linkedin and it works The world of sales and marketing is quickly changing.

We all have prospects and networks. Social Networks such as Linkedin offer excellent opportunity to promote yourself and your business as knowledgeable and a solution provider in a highly visible way.

Your Linkedin comments etc are viewed by the masses, you can stay in their minds and their eyes. When their problem surfaces it is very likely yours is the first person they will consider.

I speak from experience I have a high profile on Linkedin and it works

]]> By: Marc Silverman http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-864 Marc Silverman Fri, 16 Jan 2009 17:53:39 +0000 http://www.shiftselling.com/?p=405#comment-864 “What can you do to become a decision maker’s Emotional Favourite aka ‘go to’ person so you get called first, when they experience a Trigger Event?” Becoming the "favorite" means you've provided solutions to this person's problems previously: that is, you've already spent your time and energy building your credibility with this colleague. Becoming the "go to" person means that you've been able to be a resource for this person when in need: that is, because you have colleagues who serve you as resources, you in turn become a resource for this colleague. Being "called first" means you've been in touch recently: that is, you're the first person she/he thinks of because you're one of the more recent people that has had a meeting or touched base. Easy answers for anyone who builds their credibility with their colleagues! --Marc “What can you do to become a decision maker’s Emotional Favourite
aka ‘go to’ person so you get called first, when they experience
a Trigger Event?”

Becoming the “favorite” means you’ve provided solutions to this person’s problems previously: that is, you’ve already spent your time and energy building your credibility with this colleague.

Becoming the “go to” person means that you’ve been able to be a resource for this person when in need: that is, because you have colleagues who serve you as resources, you in turn become a resource for this colleague.

Being “called first” means you’ve been in touch recently: that is, you’re the first person she/he thinks of because you’re one of the more recent people that has had a meeting or touched base.

Easy answers for anyone who builds their credibility with their colleagues!

–Marc

]]> By: Jan Strøm http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-863 Jan Strøm Fri, 16 Jan 2009 14:15:05 +0000 http://www.shiftselling.com/?p=405#comment-863 As all you excellent sales people now will se, is that this is really easy to conquer with the right training. The first thing you need to do is to find out what kind of person your client/ costumer is, and what his vocal preferences hi or she uses and if he is a look, feel, think or see person. If you can mirror this you have come a long way to become his favourite salesperson and the one he will not hesitate to cal, because he finds it easy to communicate with you. If you also put him in a nice mental environment he will easily follow your lead. Then to make him contact you, you give him a “hidden command” (can be like this- “the next time you need this product think of how easy it is for you to ask for my help) I know this looks simple but it takes some training to handle. As all you excellent sales people now will se, is that this is really easy to conquer with the right training.

The first thing you need to do is to find out what kind of person your client/ costumer is, and what his vocal preferences hi or she uses and if he is a look, feel, think or see person.
If you can mirror this you have come a long way to become his favourite salesperson and the one he will not hesitate to cal, because he finds it easy to communicate with you.
If you also put him in a nice mental environment he will easily follow your lead.
Then to make him contact you, you give him a “hidden command” (can be like this- “the next time you need this product think of how easy it is for you to ask for my help)

I know this looks simple but it takes some training to handle.

]]> By: Jan Strøm http://shiftselling.com/2009/01/13/the-number-4-mistake-sales-people-make/#comment-3481 Jan Strøm Fri, 16 Jan 2009 14:15:05 +0000 http://www.shiftselling.com/?p=405#comment-3481 As all you excellent sales people now will se, is that this is really easy to conquer with the right training. The first thing you need to do is to find out what kind of person your client/ costumer is, and what his vocal preferences hi or she uses and if he is a look, feel, think or see person. If you can mirror this you have come a long way to become his favourite salesperson and the one he will not hesitate to cal, because he finds it easy to communicate with you. If you also put him in a nice mental environment he will easily follow your lead. Then to make him contact you, you give him a “hidden command” (can be like this- “the next time you need this product think of how easy it is for you to ask for my help) I know this looks simple but it takes some training to handle. As all you excellent sales people now will se, is that this is really easy to conquer with the right training.

The first thing you need to do is to find out what kind of person your client/ costumer is, and what his vocal preferences hi or she uses and if he is a look, feel, think or see person.
If you can mirror this you have come a long way to become his favourite salesperson and the one he will not hesitate to cal, because he finds it easy to communicate with you.
If you also put him in a nice mental environment he will easily follow your lead.
Then to make him contact you, you give him a “hidden command” (can be like this- “the next time you need this product think of how easy it is for you to ask for my help)

I know this looks simple but it takes some training to handle.

]]>