Your Ego Or Your Wallet

One of the biggest weaknesses ineffective salespeople have is their desire to “look good” in front of their customer. If only this desire to feed the ego was as great as the desire to feed their wallet, life would be very different for these “happy losers.”

A Happy Loser?

I use this term because it perfectly describes the salesperson who is happy to look good even if it means no sale. The need to look smart and sharp to a prospect is more important than getting the result they want. Their success and their income suffer greatly because of it.

So make your choice right here and now. Do you want Read more…

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Super Bowl Sales Lessons

If you watched the Super Bowl a couple of weeks ago you saw a play that will probably go down in history as one of the boldest and gutsiest plays ever called. The play I’m taking about happened at the very start of the second half. It’s called the “onside kick.”

Most teams, especially in such a big game would decide to do the “normal” thing and kick off to their opponent. This gives the opponent a chance to possibly score first before they get the ball back. The play is usually reserved for moments of desperation at the end of a game.

There was no sign of despair when New Orleans Saints coach Sean Payton did the opposite of the routine way, not this time, not this day. He boldly made the decision to not wait to get the ball back to start the half. Essentially he sent a message, “We will not wait for our success to happen. We are going to make it happen.” Read more…

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Most times when sales people report the results of another lost opportunity to their sales manager they bring back more excuses, complaints and generalizations than they do real analysis of the situation. The next time your sales people start to sound like a “broken record” stop them in their tracks and ask them if they really think they made a good presentation.

How Do You Know If You Made a Good Presentation?

The presentation of solutions to your customers should serve a purpose in the sales process. Is your presentation hurting or helping you sell your service? The following should help you evaluate whether you are making a “good” presentation.

Here are some questions to ask your self about the role your presentation must play:

Does it create solutions that no one else has thought of?

Does it differentiate you from the pack?

Did you creates packages and bundles to make it easier to decide?

Did you give customers options for the way they want to purchase?

Did it use customer focused language or did you revert to industry jargon?

Did your unique solutions prove your expertise and creativity?

Did it make your prices seem fair and worth the investment?

Did it persuade your customers to take action after seeing it?

Does it use options as a negotiation point of reference?

Did it eliminate the desire for having to shop around with others?

Did it create status, quality and integrity in you and your company?

Did you present all of this to the right people at the right time?

Well, does your presentation cut the mustard? If not, then take a deep breath and go back to the drawing board. Your results don’t lie.

Please Share your Comments Below

About the author: Joe Crisara is CEO of www.ContractorSelling.com a website that helps sales professionals to change their thinking and grow their sales. You can contact Joe by emailing him at joe@contractorselling.com

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Here are a couple of questions you might want to consider if you are struggling with your sales results. You are guaranteed to increase your conversion rate if you incorporate the following questions and answers in your conversations with customers before that presentation.

Why You?

Ask your buyer to sell you on how they will benefit from purchasing what you sell. The more time you have spent finding out why they need your services, the it will be will be able to close later. Find out the pain of leaving things the way they currently are. What is the unique reason they feel they would benefit from your services?

Why Me?

Finding out why they think you are the one, (If they do.) that is best suited for them to purchase from is paramount in distancing your company from the competition. Positioning yourself as THE solution is never done by literature or even you telling people how great your company is.

Only your customer’s viewpoint about your company can give you the credibility you need to differentiate. Ask, “What can I learn from the other companies you have seen so far?” or “What have you heard about our company that makes you think we would be the answer?” Let them tell you how good you are, not the other way around.

Ask questions that get your customer to sell you and you will increase your sales at higher revenue and profit.

About the author: Joe Crisara is CEO of www.ContractorSelling.com a website that helps sales professionals to change their thinking and grow their sales. You can contact Joe by emailing him at joe@contractorselling.com

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Ever seen a chiropractic neurologist at work?  It’s fascinating stuff. 

As a whole, chiropractors do wonderful things for millions of people.  Chiropractic neurologists, however, are more rare.  These practitioners go through several additional years of neurology studies, as well as the required study of chiropractic, to more fully understand the connection between the head and brain functions and the rest of the body.

Bring in a sore shoulder, for example, and a chiropractic neurologist will know to look for several things that may connect your shoulder pain to an abnormality in brain stem function, facial musculature, or perhaps the ability to follow an object with your eyes from side to side.  He or she will perform several tests, ask more probing questions about a patient’s history and lifestyle, and look at several additional characteristics of the whole patient before prescribing a potential treatment. 

It’s important to look at many things before prescribing the right course of action.  If you have a problem that might get worse if you were to have a spinal adjustment, for instance, you would want to know that ahead of time.  Chiropractic neurologists simply know more about what to look for.  And by helping others to feel better, they earn every penny. 

Does that mean non-neurologic chiropractors are worthless?  Not at all.  Just like well-trained, well-read sales professionals, there are some that are better at practicing their craft than others, and all of them get the job done.  Given a choice, however, those who are suffering would probably appreciate a more educated, more holistic, and more confident diagnosis.  In the long run, it’s more likely to produce better results.    

What kind of “treatment” are you providing your clients?   Do you diagnose before you really know what’s best for your customer?  Do you ask one or two questions and instantly determine the “perfect” solution?  Or do you take the time to ask thorough questions, find out what’s causing the problem they’re having, and suggest a solution based on a thorough knowledge of the client’s situation?

The head is connected to the wallet.  Become an expert at getting to know others and their needs before prescribing a solution.  If your “patients” believe in their hearts and minds that you’re their #1 choice, they’ll reward you with their continued business.    

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