In this series of posts about what I learned from the top 10 sales trainers/influencers that I follow, you saw the varied teachings that are available today.
Jill Konrath drove home the importance of concisely written value propositions and how instrumental they are in securing appointments with prospects.
She reminded me that an effective value proposition is very specific and it often provides statistics like numbers and percentages to break through the preoccupation barriers of prospects.
She explained that the reason for these specific numbers is to show prospects what your product and services can do for them by sharing the results your other clients have enjoyed.
What are you selling?
Simon Sinek reminded me to ask myself what I am really selling: Lowest price or value? If value, am I selling on the surface level of your product’s features and benefits?
Or am I selling the deeper values that prospects will ultimately realize from purchasing my products /services?
Simon taught me that the deeper values, the WHY of my products and services, will sell far more and create more customer loyalty than selling WHAT my products do and HOW they work.
Geoffrey James taught me several characteristics of a home office worker. The characteristics he mentioned include:
1) Successful home office workers are often introverts.
Introverts welcome the quiet and seclusion of a home office environment.
2) Successful home office workers are self-disciplined.
No boss looks over their shoulders. Without self-discipline, workers will be endlessly distracted in a home office environment.
3) Successful home workers are competent
Duh. Only workers with an employee mentality need an explanation on that one.
4) They know how to sell their skills
Everyone who works from home does some selling. Either to your employer or client, everyone must justify their home office work.
Jeffrey Gitomer reminded me that there are many reasons why buyers hesitate to buy my products:
- The buyer does not have money to buy at this time.
- Buyers think they can get a better price from a competitor.
- The buyer does not believe my product has enough value to them.
- Buyers have mixed experiences about me, my product or my company
- The buyer is weighing the risk factors for making a purchase
Joanne Black reminded me that in prospecting:
Productivity is the goal, regardless of how much activity is required
Joanne taught me to focus on the ideal prospective buyers that I want to sell to, by going deeper into my current accounts instead of making cold calls.
She reminded me to resist the temptation to pursue any prospect with a pulse and invest my efforts with prospects who can and want to buy from me. That is prospecting that will lead to a productive sales career!
Daniel Pink reminded me that the quality of my practice will directly affect my sales performance each selling day.
They deliver a one-size-fits-all presentation and then wait-n-see what prospective buyer do next. This is a formula for less-than-average sales production.
Competent coaching will help you write out and practice out loud the questions you ask during a sales call. Perfectly practicing those questions out loud will increase the quality of your questions and the quality of your prospect’s answers.
If you ask your prospects the right questions, you are more likely to receive the right answers!
Nancy Nardin reminds us to utilize technology to increase sales, and avoid becoming a slave to it. Use it to save time on nonproductive activities.
Use it to increase the quality of our follow-ups by providing easy access to our notes on previous meetings and plans for future meetings.
Technology isn’t a substitute for selling.
But some technology can accelerate sales by streamlining your sales process.
Gerhard Gschwandtner reminded me not underestimate the impact others have upon my mindset!
A big factor in achieving success in life, however you define success, is your mindset. Most business people would agree with that, having experienced the cause and effects of thinking in their lives and in others.
What many of us are not aware of how much of our current mindset was implanted by others through lessons and instruction by our teachers and by life’s experiences.
Gerhard encouraged me to consider the influence of mentors, coaches or speakers I’ve been exposed to during my life. Consider the conversations I’ve had with friends and family and the expectations they’ve expressed about life.
I can rethink and choose my current mindset.
John Maxwell helped me understand that leadership happens all around me, on all levels, all day long. Leadership is about influence.
Some of the best leaders, as Robin Sharma writes, are leaders without a title.
John also clarified that leadership is about influence and communication, not commands based on position. Leadership is earned. That respectful, encouraging and even challenging communication is what brings out the best in people.
Anthony Iannarino reminded me that I cannot control the actions of decision makers. I can’t control if they will buy, when they will buy or how much they will buy.
But I can control how many other prospects I have in my pipeline. The idea of hedging if one prospect says no, particularly a prospect I have invested much time and effort in selling… that your sales career will still prosper.
Why? Because I have a pipeline of other prospects who can say YES.
Who are the 10 sales trainers/influences that you follow and what have they taught you?