If You Sell It, They Will Come

If You Sell It, They Will Come

In the world of sales, advertising can be a game changer. It is a cold, hard fact of our business that If people don’t know about your product, they will never buy it.

Your job is to make people realize that you have a product or service that they need and that it is worth it to them to spend money on it. It really does not matter what the product or service is. If you know how to advertise it, they will buy it.

Have you ever seen infomercials on TV and thought to yourself how silly the product is? Well, just because you don’t need or want what they are selling doesn’t mean someone else won’t. Truth is, there is always someone willing to buy what you’re selling provided they know about it. If you sell it, they will come!

Advertise Wisely

If you want people to buy what you are selling, then you need to get the word out. Advertising may require an investment, but it will be well worth it if you do it correctly. In advertising you will need something that sticks in people’s heads. If people fondly remember your advertisement, then that is effective advertising.

The goal is to make what you are selling synonymous with the advertisement when someone thinks about it. You will also need to encompass how the buyer will benefit from purchasing it in a short snappy manner. If the main selling point is how cheap the product is, put the price on the advertisement; otherwise, leave it off. This will force interested buyers to inquire further.

If your customers are asking questions like: How much is the product? What is the warranty? How long do they have to return it? Then, the advertisement has done the job. If your customers are asking questions like: What is it? What does it do? Why do I need this? Then, you need a new advertisement.

Get it Sold!

Today, people are all about instant gratification. Everyone wants everything right now. They will not take no for an answer. You must make your product quickly available to the customer through any means necessary.

It still holds true that the best way to sell a product is in person because the customer gets the product they pay for instantly. Be creative and have fun with this idea. It does not mean that you need to open a store or go door to door. If you sell jewelry, a good way to get people to buy your product is to sell your items to a gas station on the condition that they will put it within 10 feet of the cash register.

You can also try renting a space at a farmers’ market, music festival, or other popular events. If you are selling online, you will need to invest in your website and avenues like Googles Ads to get people to buy what you are selling. Remember to make your website as user-friendly as possible because the more time they spend on it, the more likely they are to buy.

Most importantly you will need to have a reliable shipping method that does not take too long. It does not matter how great the product is, if the customer waits longer than two weeks to put their hands on it, it is not going to sell very well.

Top 10 Movies of all Time for Sales Professionals

Top 10 Movies of all Time for Sales Professionals

If you live and breathe sales, you probably love watching movies about it, too. Hollywood’s fascination with sales has produced a lot of movies endorsed by sales coaches and sales trainers. Here are 10 of the best movies to inspire you in your career as a sales professional:

The Wolf of Wall Street (2013)

Leonardo DiCaprio’s portrayal of Jordan Belfort is every sales trainer’s dream and nightmare at the same time. His persuasiveness and tenacity are qualities that sales coaches everywhere look for, but rarely find. The ability to sell anything like Jordan is something every sales professional hopes to learn from their sales coaching and sales training.

Boiler Room (2000)

Like The Wolf of Wall Street, this movie creatively uses a fair amount of artistic license in its storytelling. However, its depiction of aggressive brokers on a sales floor is impressively accurate. While this film throws ethics out the window, many sales professionals will recognize the competitiveness among brokers portrayed in this film. It also provides a valuable lesson on the consequences of shady sales tactics.

Death of a Salesman (1985)

Based on the Emmy winning play, this movie, which follows the life of a travelling salesman who ultimately fails. While it can be a depressing watch, this movie offers a lot of valuable sales coaching and sales training lessons such as setting attainable objectives. This film and its protagonist prove that even our biggest failures as sales professionals can teach us something important.

Tommy Boy (1995)

If any movie ever highlighted the importance of sales trainers and sales coaches, Tommy Boy is it! Audiences get the privilege of watching the main character – played brilliantly by the late Chris Farley – transform into an impressive salesman as he tries to save his family’s business. One of the best lessons to be learned from this comedic masterpiece is the importance of fostering a strong relationship with customers.

The Big Short (2015)

This movie can be a tough watch for anyone who suffered personal financial losses in the 2008 financial crisis, but it actually offers a lot of sales coaching wisdom. Imagine how good of a salesman you need to be to convince anyone to purchase swaps in the same way that Jared Vennett does in the film.

Moneyball (2011)

For anyone who loves sports as much as they love sales, this is a great film to watch. Throughout the entire film, Billy Beane (played by Brad Pitt) is forced to sell his management strategy to everyone on his team. Sales coaches will appreciate the way he recognizes market opportunities and leverages undervalued assets. Watching Beane make trades with other general managers is sure to give any sales professional a rush.

The Pursuit of Happiness (2006)

Who doesn’t love a good underdog story? Will Smith’s performance as Chris Gardner in this film can make even the most stoic sales trainer shed a tear. A life in sales is far from easy, and Gardner’s struggles in the film accurately portray this harsh fact. Observing Gardner use creative and brilliant sales moves to secure his spot at a brokerage firm should be a mandatory part of any sales training.

Jerry Maguire (1996)

Jerry Maguire is a classic for a good reason and any sales professional worth their salt should appreciate Maguire’s desire to deliver top-notch services to his clients. Although it doesn’t initially work in his favor and he’s only able to persuade one client to stay with him, his solid sales strategy eventually pays off. There is plenty of sales wisdom hidden in this movie, but all of them boil down to one line. Make your clients feel valued, and they’ll “show you the money.”

The Big Kahuna (1999)

If you want to watch three salesmen try to land a CEO client, The Big Kahuna is a must-watch. Every sales professional is familiar with the thrill of landing a C-Suite client or closing a huge deal and this comedy can help you relive the lows and highs of chasing game-changing clients.

Glengarry Glen Ross (1992)

Perhaps above all others, this movie demonstrates the struggles of being a salesman. The pressure to find leads, the desperation to close a deal, the pain of rejection when deals fall through. This movie is praised by many leading sales trainers as the perfect depiction of the ups and downs of the profession.

Conclusion: Not all of these movies portray sales professionals in the most flattering way. Many provide unflinchingly honest depictions of a life in sales. However, they all can offer you valuable lessons and insights as a sales professional.

ABOUT THE AUTHOR: Emily Henry is a sales manager at Lia Help and Paper Fellows. She writes about content recommendations and tips for sales and sales managers. Also, she is a tutor at Assignment Writing Service.

Is Your Sales Force a Sales Farce?

Is Your Sales Force a Sales Farce?

When was the last time you purchased a product based on the charm, professionalism, sincerity, and effectiveness of the salesperson? These types of salespeople are rare, comprising less than two percent of the “best of the best” in the selling profession.

They are the real force behind their sales organizations while the rest are average salespeople – mostly “order takers” – who do not know how to articulate value and solve their clients’ business problems. And of course, there are those salespeople who are actually a disgrace to the profession, doing precious little.

It is somewhat ironic that organizations spend a considerable portion of their earnings in developing a sales force for their businesses, but many do not get proportionate returns. Accustomed to working on auto-pilot sales systems, non-performing salespeople find the going gets tough when the system doesn’t work in the normal way.

Despite having an apparently qualified and experienced sales team – as well as having good sales practices and processes in place – organizations can struggle if their so-called sales force actually paints a picture that is close to a farce. By avoiding this situation, you can set your sales team on a path of success. Here is how:

The importance of sales leadership

You need to have sales heroes in your organization. There should be at least one sales hero who can lead from the front setting an example for everyone else to follow. Sales leaders are master salesmen, experts in timing their sales calls, flawless in their presentations, careful in their choice of words, and sensitive to the needs of their customers. They do not buckle under pressure. They also have the capacity to inspire others with their hard and intelligent work. Such leadership talents are vital for a sales organization thrive and prosper.

Let go of those who should not be in sales

As any leading sales coach or sales trainer will tell you, some people are simply not cut out for the sales profession. They don’t believe in hard work, don’t like going out of their way to meet clients and discuss their requirements, and are constantly worrying about their monthly sales numbers. They participate in sales training workshops but learn little so how are they ever going to sell? Remember, sales is the highest paying hard work and the lowest paying easy work out there. Get rid of the people who settle for low paying easy work.

The sales profession demands that salespersons should be extroverts and outgoing people interested in meeting people, solving client’s problems with one-size-fits-one solutions. They should have healthy sense of self and self-esteem. Salespeople should exude warmth, friendliness, and an eagerness to offer solutions. They also should like their job and the products and services they are selling. If not, they should not be in sales and can utilize their talents in other professions.

Motivation as a key to sales direction and success

The profession of sales is not a normal “banker’s hours” job with a desk, a personal computer, a phone, and a cubicle. In fact, the most productive and highest paid professional sales reps do all their non-sales related activities such as reports, presentations, etc. between 6:00–8:00 AM and 6:00–8:00 PM. The prime selling time of 8:00 AM – 5:00 PM is devoted to getting face to face with decision makers. A decision maker is defined as a prospect that has need, desire, financial capacity and authority.

To keep doing this five days a week all through the year, a salesperson needs motivation. When the market conditions are tough, and the internal conditions are far from perfect, a salesperson will require more motivation than normal to keep going. Some have the knack of motivating themselves while others rely on their sales managers or professional motivational sales coaching and sales training.

Successful reps solve problems and add value

Each salesperson brings his or her unique personality traits into sales. Some are sincere, some are thorough with technical details, others are helpful with after sales service. There are salespeople that are good listeners. They listen to the client thoroughly and understand the client’s problems and offer solutions. By putting in a little extra effort, they add value to the service offered to the client as well as the organization.

Successful salespeople like to make money

At the one end of the sales profession spectrum lies the possibility of job loss for non-performance while at the other end lies the possibility of making a very good living, earning the respect of your clients and colleagues. Successful salespeople are driven by the desire to solve clients’ business problems and articulate value. A by-product of all that hard work is a healthy income stream and job security which is quite if ethical practices are followed.

Evaluate your sales team and see if it has the above-mentioned characteristics. If the answer is no, find out what is stopping you from incorporating them? It’s up to you to save your sales organization from becoming a sales farce and turn them in to a potent sales force.

The Fast Path to Sales Success: Managing Performance Drive

The Fast Path to Sales Success: Managing Performance Drive

If you are looking to reach a high level of sales success, then it is important you understand the basics of effectively managing your sales team. If you want to be on the fast path to sales success, then you must be able to identify the best ways to motivate your team and get them into high performance drive mode.

This can be a challenge at first as each team has different and unique members who have different strengths and are motivated in completely different ways.

While expert sales coaching and sales training can help in this area, you may have to go through some trial-and-error before you reach the fast path to sales success. However, as you figure out your best formula for success with your team, there are a few key roadblocks you will want to avoid along your way.

These are common mistakes that many people make when it comes to their leadership efforts, and they can slow you down during your attempt to get your team into high performance drive mode. Those mistakes are:

Separating Yourself as the Leader

There are many sales leaders who look to establish themselves as the alpha dog in their team and, while taking on the role of leader is important, you will want to make sure you embrace this position without separating yourself from the pack. Many industry-leading sales coaches and sales trainers believe if your team sees you as part of the group, you will get more respect, be better able to lead by example and get better results.

Skirting Around Difficult Obstacles

There will be a few tough obstacles you will likely face during your attempt to find a pathway to sales success. However, this doesn’t mean that you should skirt around them. Show your team that these difficult situations are no match for their abilities. Digging deep and taking on these obstacles is often just what you need to do to establish yourselves as a leading sales force in the business. Many times, to illustrate this to your team, you will need to take on these tough situations yourself.

Treating Your Team as a Whole

According to top virtual sales coaches and online sales trainers, there are many leaders who will look at their team as a complete unit and this can be important when it comes to building trust. However, you will want to keep in mind that your sales team is not an individual unit in all respects; they are a team of individuals, and each individual team member has their own strengths, weaknesses, and way of being motivated.

Keep this in mind and treat each member of your team as an individual that is working towards a shared goal, and you will find you can better get your group into performance drive mode.

Anatomy of a Stellar Strategic Sales Call

Anatomy of a Stellar Strategic Sales Call

In sales, it is generally accepted that the most difficult way to close a sale is over the phone, especially with the first call.

Not only are phone calls impersonal, but if the prospect did not request the call, you can end up inconveniencing them which will never result in a sale. However, there are some things you can do to increase your chances of making a sale over the phone.

Anyone who is an expert in phone sales will tell you there are very strict unspoken rules you must follow to be successful in phone sales. An important part of any sales skills training, here are a few tips for making stellar strategic sales calls:

1) The Introduction

This is sometimes the most important part of the call as it is when you will quickly find out if there is any chance of making a sale. If your prospect doesn’t simply hang up or ask you not to call them again, you know you’re off to a solid start.

This could be your one and only chance to reel the prospect in, so it had better be good. Always be polite, listen attentively and be sincere. Think of phone sales as providing excellent customer service while making a sale.

If they interrupt you, stop talking. Listen to them and always display good manners. You called them so don’t be rude, short, or even worse, hang up on them, no matter the situation. Have some class and display professionalism under any circumstances. Always remember to get to the point quickly.

Any customized sales training worth its salt will teach you that it’s often a good idea to work from a script for your first call. A good introduction may read: “Hi, Mrs. Jones? My name is Jamie and I work for XYZ Industries. Is there any chance you have time to learn about a powerful new all-natural dietary supplement that has no side effects and only costs $29.99 for 60 capsules?”

You have been respectful, introduced yourself and gotten straight to the point as to why you called them and interrupted their busy day. The potential buyer has everything they need to know to make an informed decision about whether they want to continue the call.

2) Question and Answer

No matter how bad you want to just get through your script and close the sale, always try to bear in mind that this is not up to you. Your prospect may interrupt your product description or sales pitch at any time and ask questions. Once again, be polite and answer anything they ask.

As any industry-leading sales coach and sales trainer will tell you, it is important you do your research ahead of time because, if you are unable to answer even one question, the sale is as good as lost. Your prospect will see this as a certain indication that you did not do your due diligence and are just calling to make a buck.

Yes, the point is to make money, but it shouldn’t feel that way to a potential buyer. You should make the prospect feel as if you care about their life and that you are providing a valuable service to benefit them in some way.

3) Closing and Follow Up

This is a great opportunity to ensure your prospect or customer refers you to their friends and business associates whether they bought from you or not. If they have listened to your entire pitch, it means there is some interest in your product or service.

Even if they didn’t buy anything during that first call, always give them your contact information so they can call you back and place an order if they change their mind. Providing them with your contact information also sets you up for other potential clients because they may know a friend who could benefit as well.

If they did make a purchase, you want to make them a loyal client so they will continue to reorder through you. If you call them back regularly and check in on them after they have had enough time to try the product, they will feel like you genuinely care about them. As a result, you have maximized your chances of reordering as well as them referring you to their contacts.