Top Sales Experts are presenting three further Masterclasses next week, and I am pleased to be able to offer visitors to this blog some FREE places – (Value $59.50)

First up on Tuesday:

Sociable! — How to Profit from Social Media - Presented By Shane Gibson
Tuesday August 11th 2009 1:00 PM EASTERN

How Social Media is Turning Sales and Marketing Upside-down

It’s not who you know but who knows you in today’s hyper-connected marketplace. The consumer now owns your brand, and in order to profit from this new dynamic, we need a solid strategy and set of principles to engage the marketplace.

Understanding the role social media and social networking play in this new dynamic, is paramount to our future success as sales professionals, marketers, and corporations. In this fast paced keynote presentation Shane Gibson will share with the audience:

* The new rules of engagement in sales and marketing
* How anyone can become a global brand in their niche using social media
* How to effectively and profitably implement social media in your business
* The top global social media and networking tools and trends for 2009 and beyond

About Shane Gibson

Shane Gibson is a professional speaker and author of “Closing Bigger the Field Guide to Closing Bigger Deals.” He is also co-author of Sociable! A new book written with Stephen Jagger on profiting from, social media to be released in Summer 2009. As a sales performance and marketing specialist he has addressed several thousand people over the past 15 years on stages in Canada, USA, South Africa and South America.

His client’s include organizations such as Builddirect.com, Ford, The Certified Management Accountants, and numerous Chambers of Commerce and Boards of Trade across Canada.

Shane has been cited as a subject matter expert on the topic of sales, social media and marketing in the Globe and Mail, the National Post, BC Business Magazine, and the Canadian Professional Sales Association’s “Contact Magazine.”

“Your session on Social Media was relevant, practical with ready to use concepts. At the end of the day it’s about the bottom line.  I appreciated your real world proven approach to social media marketing”

-    Dr. Denis Cauvier, Best Selling author of “The ABC’s of Making Money”

To reserve your FREE place on Shane’s Masterclass, go here

On Wednesday, we have:

Selling to Your Most Challenging Customers - Presented By Kelly Robertson
Wednesday August 12th 2009 1:00 PM EASTERN

Do you have prospects who seem impossible to sell to?

Are some of your existing customers extremely challenging and difficult to deal with?

Do you encounter people who just can’t seem to make a buying decision?

Virtually everyone in sales encounters people who are extremely challenging and difficult to sell to. It doesn’t matter what information you give them, how much information you supply or what you say, you just can’t get them to buy. What can you do to make the sales process easier or more effective when dealing with difficult customers and prospects?

In this fast-paced webinar you will discover:

* Why some people seem impossible to sell to
* One action you must take when a prospect seems overly demanding or aggressive
* The positive impact of adapting your approach with your challenging customers and prospects
* How to deal with the person who can’t seem to make a decision
* Enough is enough—why and when too much product information works against you
* Utilizing key motivators to move the sales process forward
* Identify your prospect’s fears and concerns about making a final buying decision

And to book your FREE place for Kelley’s presentation, go here

Finally, on Thursday, we have:

5 Reasons to Focus on Creating Strategic Relationships - Presented By Lori Richardson
Thursday August 13th 2009 1:00 PM EASTERN

How many times have you heard about building alliance relationships but can’t get out of the day-to-day grind?

In this session Lori Richardson will discuss the strategy on making time in your calendar for indentifying, building, and growing strategic relationships for B2B sellers.

Attendees gain:

  * Insight into the top reasons why regular time must be set aside for this
  * Discussion about why collaboration can trump competition
  * Resources – articles, books, and sites to learn about for revenue conversion from this process
  * 3 Success Stories on how this has worked for other companies and can work for you

Please go here, to reserve your FREE place for this session

Delegation, or rather the ability to delegate wisely, is of course a very important management/leadership trait, but surprisingly, most of us are not very good at it. Here’s some tips, based on experience and often learned the hard way!

What Should A Manager Delegate?

Those things that a subordinate can do:

Better than themselves. Special skills should be used.
More cheaply in terms of time and wages cost.
As part of their training.
As a real part of their job.

What Should A Manger Not Delegate?

The things that only they can do:

Overall policy and planning
Selection, recruitment, training of immediate subordinates
Promotion and appraisal of immediate subordinates.

The Step By Step Technique to Success

Analyse the task(s)

• Is it delegateable?

• Is it worth delegating?

• How does this task need to be performed to be successful?

• What time factors are involved?

Analyse the person -do they have the correct:

• Ability – Now?

• With training?

• Attitude?

• Work Load (Do they have the time?)

Decide on the monitoring system

Communicate totally – Sell the task

Train (If necessary)

Start/Action

Monitor and evaluate

Be prepared to act and support

Thank and praise the performer

Summary

Delegation involves transferring to others the right and duty to perform certain tasks to certain standards. It is successful when subordinates have the personal qualities and competence to carry out the tasks.

Decisions should be taken as close as possible to the point where they will be carried out.

Today’s News: Quite a ding-dong battle for votes going on over at Top 10 Sales Articles - have you voted yet?

I was thinking last night – yep, I do occasionally find the time – what a rich source of information and sales advice there is in the Top 10 archives – dating back almost two and half years. Literally thousands of articles, providing an incredible library.

Another amazing resource is right here! Have you used the search facility in the left-hand column? Try it – just type in a sales related word or expression – voila!

Finally, don’t forget that over at the JF Consultancy site, there is a huge article vault and “How To” section, tucked away in the “Resource Area”

OK, that’s it for another week. I will in fact be back tomorrow with news and FREE places to offer you for next week’s Top Sales Experts Masterclasses, so do join me?

Before looking outwards at our prospects and customers we need to look at ourselves, because each of us is a unique human being with our own desires, dreams, problems and thoughts.

To understand how we can communicate and therefore sell more effectively, we need to understand the human communication process.

Every minute our unconscious mind absorbs over two million pieces of information through our senses. We are bombarded with sights, sounds, smells, tastes and touches. Yet according to Professor George Miller from Harvard University, we can only process around seven chunks of information consciously at any given moment.

That’s an awful lot of information that our conscious mind chooses to ignore or to be more accurate, delete! This means that every individual will process information based on what they a focusing on at that time.

The information that enters our unconscious mind goes through three filters to reach our conscious mind.

We delete most of it because there is no way that our conscious mind could cope with what is held in the unconscious mind. We distort the information based on our current situation. 

For example, a child may interpret the ordinary sounds of a central heating system very differently if they are left alone in the house. This is why, sometimes people can completely misinterpret what we are saying to them, they are distorting the information because they are focusing on a different meaning to the one we wanted to convey.

We also generalise information. For example; once we have learned what a chair looks like we can instantly identify other ‘chairs’ even though we haven’t seen every type of chair. We can generalise the way most doors are opened, how most cars are driven and even how to identify when a person is either male or female.

After the information has been filtered into our conscious mind, there are only four things we can do with it inside our heads…we make pictures, sounds, we talk to ourselves or we have feelings. The combination of these things creates an emotion that has an effect on our physiology. For example; if we feel embarrassed we might blush, if we feel angry we may tighten up our muscles. Every thought we have affects our body and the way we move our body affects our thinking. Our mind and body are totally interconnected.

If you observe someone suffering from depression, they are often round shouldered, they look down a lot and many of them will be using a lot of negative self talk, “why does this always happen to me?” “I’m useless, what’s the point?”

Contrast this to a person who feels really confident, they stand upright, their shoulders are back and they use eye contact. Because every thought we have affects our body, this means that our emotional state also affects our behaviour, which consequently affects and influences the results we get. Therefore, if we want to change aspects of our lives, including the way our prospects and customers react to us, first we have to change our own thinking.

Today’s News:

Over at Salesopedia this week Clayton Shold is in conversation with Tom Freese…

Beyond Uncovering Needs -Tom Freese

“Tom Freese took a number of the sales programs when he first got into sales but was frustrated as he found they didn’t tell him “how to sell”. After seven years of doubling sales quota Tom decided to write the first of five books that describes a methodology he says has no beginning and no end, is based on softer skills, and focuses on execution. One example he shares is the need to leverage curiosity in order to establish credibility with your prospect. He explains why the typical elevator speech isn’t effective in helping you establish credibility and set the foundation for a relationship.”

Just click here to listen in

Following on from yesterday’s holiday snap – To ”A” in New Zealand – Yes, I do topless but I am very fair skinned, so ultra cautious and to Leslie in Florida, they are indeed my own legs!

Seasoned sales professionals will tell you that they never think about “the close” because it happens quite naturally, but that takes practice and experience. This is what I tell “developing” salesmen and women:

It is time to simply ask for the order when:

– you and your prospect are in line with each other
– your prospect has enough information to make a decision
– your prospects attitudes are positive (excited)
– you see positive body language (smiles, relaxation, friendliness)
– you hear positive remarks (“i like that”)
– your prospect appears confident
– your prospect likes your proposal
– your prospect realises that they can afford it
– your prospect realises that they cannot afford to be without it
– your prospect realises the benefits

If having tried all the appropriate techniques in your repertoire, you still fail to close, use the “doorknob” technique: Smile, thank your prospect for their time, leaving the door open for future sales

More likely than not, your prospect will relax and you can ask them what you did wrong, what you didn’t do and why you didn’t get a favourable decision.

Then pause for an answer – the real objection may surface – and go for the close again

Sold – Now What?

Make full use of euphoria – the best time to discuss the next potential order is when you have just received the last one

• What else?

• Who else?

• What next?

Today’s News:

Message just in that might be of interest:

Message from Clay Maffett

Hello Top Sales Experts,

I’m Clay Maffett, a business dev associate for eGrabber in San Jose.  We will be releasing a new product called LeadFinder in beta form at the end of August, and we are reaching out to the online sales community for professionals who would be interesting in providing feedback and evaluations of the product before its planned August 31st release.

LeadFinder is a one of a kind piece of software that centralizes industry research and information capture into one consolidated package, allowing you to generate larger volumes of leads with deeper levels of information for each lead.  Our hope is that this will enable sales teams to fill pipelines faster and achieve higher conversion rates.

If you are interested in helping us out, please get in touch with me (clay.maffett@egrabber.com).  We have affiliate programs in place with recruiting and sourcing professionals for our other products, so we can discuss such details moving forward.  Thank you for your time.

In response to the many enquiries – yes, thank you, the vacation/sabbatical is going very well!!

 
It is often the case that we don’t really know very much about even close people around us (let alone distant contacts). Even if we do know a little, we are less likely to know how far or deep their skill, knowledge or resources extend. If this is true of your knowledge of others, how much do they really know about you?

Herein lays the basic secret of networking success:
• You have to become interested in anybody and everybody
• You have to share more about yourself than you may have done in the past

It is out this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis.

Core Processes

Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.

In her book ‘How to master networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily out first reaction).

The two processes in earning the right to ask a favour are:
• Giving away information (to be helpful)
• Being open for any help you may need

Let’s look at these two processes in turn.

Giving Away Information

Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form.

In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.

Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.

Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly.

Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.

Today’s News: Some messages in that you may also find of interest:

Message from Dave Brookmire

Hi Jonathan, I recently completed research on the key motivators for sales generations with some interesting results. I am writing to see if you would like to discuss or post some of the more intriguing aspects to generate discussion?

The full article can be obtained at:  www.generationaldna.com.  Enjoy and let me know what you think
Message from Rupert Runewitsch

Dear Jonathan Farrington

I have been reading your article on Qualifictation  and I found your point of view interesting. We would really like to hear your views on a current piece of activity which I believe is relevant for you and your users.

We have built an online hub aimed at helping Business & IT Decision Makers on behalf of Microsoft.   Primarily the hub is designed to facilitate an open, un-moderated discussion forum tailored towards the decision makers in Small to Medium sized organisations and identifying what the current issues are that affect businesses.

User comments will determine future discussion threads to which either Microsoft or another relevant business figure will respond.  In addition there is access to a wide range of free content and white papers.

Please find the hub here: http://www.everybodysbusiness.co.uk/
 
The forum can be found here: http://www.everybodysbusiness.co.uk/forum
 
Looking forward to hearing your opinions.

The first sale isn’t the end of the sales process but the beginning of the next sales cycle. What you do after you’ve made the first sale determines whether you get the next one or any referrals.

New customers have a tendency to evolve through three phases once they decide to buy from you. Initially they feel very excited about their decision before going through a learning curve where they may struggle with blending in your products/services. Finally, they begin to experience the value that you provide and the relationship settles down and finds its own balance.

During Phase 2 this can be a potentially vulnerable time for a sales person, because without the benefit of an established track record, in the face of possible problems, no matter how minor, this is the time when most newly acquired customers are apt to change their mind.

The process of buying has four main components that all customers will evolve through.

They:

1. Have to be motivated to want to buy from you
2. Make a decision to buy from you
3. Want to feel convinced that they have made the right decision
4. Look for reassurance that they are doing the right thing

Once the customer has placed their order they are at the second stage in the buying process. If a sales person doesn’t provide the relevant reassurance that validates the benefits of their decision, then the likelihood of the customer cancelling their order increases dramatically. This is often referred to as ‘Buyers Remorse.’ Therefore, it’s important to provide tangible demonstrations that the customer has made the right decision. These can include, the use of testimonials, higher initial servicing levels, regular contact and if appropriate training sessions on the areas effected by the introduction of your product or service. There are a number of additional ways that can improve the post sale part of the sales process:

• Set a service agenda for the first thirty days after the sale so that your customer knows exactly what they can expect from you. This may include visits and phone calls at the point when they receive your product or your service begins. This enables you to have established contact frequency at important times when teething problems could occur.

• Ask each customer for their preferences in the way you manage their account and ensure that they have all the contact information for every eventuality.

• After the call send a hand-written note thanking them for their business. This is a personal touch that only takes a moment to do, yet leaves the customer feeling valued and special.

• Identify what areas in particular the customer feels is vital to the way you manage their account so that you can pay close attention to these areas.

• Agree up-front how future problems will be handled.

• Document all successes and evidence of your value in writing. For example: “I noticed that your delivery was received on time last Thursday and am delighted that you now have our products in stock.”

• Actively ask questions to check their satisfaction. For example, “Was everything as you had expected?” “Is there anything we need to change?”  This helps to flush out problems and manages the customer’s expectations so they feel they are genuinely being looked after. If there is a problem, the earlier you know about it the sooner you can remedy it

• Finally, resolve any complaints quickly and to the customer’s satisfaction.

Today’s News:

Congratulations to Kendra Lee, who provided July’s “Top Sales Article Of The Month” over at Top 10 Sales Articles

We have also posted August’s ten nominations and what a cracking selection they are – you can check them all out here

Yesterday I announced this week’s two superb upcoming TSE Masterclasses - if you would like to claim your FREE place, simply scroll down.

Over at Top Sales Experts we have two excellent Masterclasses coming up this week:

Make a Strong ROI in the Simplest Way - Presented by Jonathan London

Tuesday August 4th 2009 1:00 PM EASTERN

Present a strong ROI in a simple-but-effective way without having to be a CPA or a CFO. Using a simple process of S.A.M., anyone can show customers how much money and other benefits their offering will have. In order to apply this most effectively, we will also discuss:

   What interactions are necessary prior to showing the ROI
   What information is needed
   Other value that can be brought in addition to money
   TTV – the concept of Time to Value as a part of your ROI

Book your FREE seat here 

Plus….

Marketing Is All About Selling You - Presented by Leanne Hoagland Smith

Thursday August 6th 2009 11:00 AM EASTERN

Successful businesses understand that people buy from people they know and trust first before turning over their hard-earned dollars to strangers. This leads to the obvious, but rarely asked question: How well do you market you?

In this Masterclass, you will learn how to sell you first so people buy your products or services. A bonus: Attendees will receive free gifts

With the downturn in the global economy and in the increase in competition, many businesses are suffering. Executive teams and individual business owners alike are looking to their sales forces to turn around revenue and profitability.  Yet, these expected turnarounds are not happening as quickly as needed because many sales professionals have failed to sell themselves first.

Leanne Hoagland-Smith, international sales coach and author of “Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales Success,” will help you identify and leverage these 5 key points in how to sell you:

* Teach or educate first
* Respect begins within you
* Understand by not jumping to conclusions
* Self leadership skills the catapulting power
* Teamwork as no one truly goes it alone

Attendees will receive:

Sales Process Map (PDF)

Red Jacket Coaching One Page Sales Action Plan (PDF)

Sales & Life Wheels Assessments (PDF)

Positive Belief Activity (PDF)

Book your FREE seat here

Maximizing a workforce around one common goal that creates value for the customer, the organization, and the employee is the only way to focus the activities of a sales team. It is critical that each employee is able to measure the value of each activity undertaken during the day and can make the connection to the overall goals and strategy of the organization. If there is no clear line of sight between what they are doing and the value to the customer, clearly they are doing the wrong thing

The more existing accounts that salespeople have, the less time they can devote to prospecting for new client business. Therefore, they need objective criteria to determine which of their prospects to contact first.

This can produce the huge time savings that have enabled several organizations to increase sales purely by introducing “prospect criteria”.

The concept behind prospect criteria is that the salesperson creates a profile of the type of customers who offer the greatest potential for doing business. Factors that enter into a customer’s priority score might include such things as level of business need, budget, referenceable accounts in the same industry, demographics and of course psychographics.

A simple rating system allows the salesperson to determine which prospects to contact first and ensure that they visit all of the right people.

When planning sales activities, the following five questions answered fully, help maximize sales activity:

• When looking at potential customers, how do your salespeople decide if they are right for your organisation?
• Which of your salespeople’s prospects do they contact first?>
• How do your salespeople objectively define the probability of new business?
• What actions do your salespeople take to reduce the risk of losing their customers?
• What actions do your salespeople take to develop new business from existing customers?

Only when Sales Directors have clear, comprehensive answers for these questions can real, effective, activity management begin.

The reality is that you cannot hope to control external events, if you do not have control internally and with this in mind, I am delighted to alert you to an amazing challenge, which has just been launched by SalesNexus…. Simply click on the banner below for full details. You will thank me