3 Main Drivers in Sales

3 Main Drivers in Sales

Now, what gives me the 'kick up the backside' if you like, it is the fact that I get recognition for being the best I can be and getting results, the success that I feel when I am doing great numbers, which always comes with, you got it... Commission! 

It has been said that some people are driven by money and the opportunity to write their own pay checks, others simply want to be known as the best in their company or the chosen field of which they work. Some even want the self gratification of being successful which will also, have the cash rolling in!

Firstly, Money, Now this is the reason we all go to work in the first place, the best thing about our careers is we get the opportunity to earn extra money with commission. I remember reading some years ago that '20% of Sales People earn 80% of the money' this is good to remember and to aim for as it's all possible.

Secondly, Success, this is very much linked to the first reason money, as we all want to be successful and when we are successful, we keep up the consistency and thrive to improve year upon year. This will give us self gratification and the confidence we need to be the best we can be. Many say, this is what to aim for and the rest falls into place, I have to say myself - I believe them it's got to be true, hasn't it?

Lastly, recognition, whether we work for companies big or small, we all want to be counted for, feel appreciated and needed by our employer. I have found that the best way to become recognised is to over achieve, break records and be the top performer in your company. When we get recognised for our achievements we feel GREAT! We LOVE ourselves even more. 

Think which one of these makes you tick, might be all 3, what gives you the big boot up the rear to do your very best. Personally, in my team we all have an mixture of wanting all 3, does this work? I guess if we find the right balance and achieve to be the best then we can have a slice of all 3 cakes! 

Now, let's all smash it and be the best we can be starting from now!

 

Power of the pause

Power of the pause

In our professional selling career we get advised many techniques to help us achieve a greater result, even when we think at first they won’t work....

Listening without speaking actually runs counter to the instincts of most sales training. It’s almost a habit for many people to interrupt. How do you feel when you’re interrupted before you finish your thoughts? Do you feel frustrated? Annoyed?

Listening carefully to customers isn’t easy but the rewards are great.

Here’s a powerful sales tip I have read about and heard many time which is superb – the pause. This means waiting, and not jumping in at the first opportunity.

Here are some reasons to pause:

•      They may be gauging your interest in their point of view, to see if you’re listening or simply waiting to jump in. When you resist the urge to jump in, you are often pleasantly surprised to hear that there’s more, and it is important.

•      Most people feel uncomfortable with silence, so they rush in to fill the void.

•      Instead of you rushing in, why not let your customer fill the void? This can often be something rewarding. An invitation to come and meet with them.

•      Your customers feel validated and important when you give them a chance to elaborate on their thoughts. This takes me back to something a former CEO of mine taught me some years back. Two ears, one mouth use them to that ratio. So we listen to allow them to elaborate and uncover buying signals.

•      Pausing gives you time to think before you respond to a question or objection.

The best way to pause is to use the most natural reason, which is curiosity. If you really want to hear what your customer has to say you will pause naturally as you wait for them to talk.

So, the next time you ask a question, pause and wait for the answer. And really listen to the answer. When the speaker stops for a moment, pause again instead of rushing in.

You’ll both win, because they get a chance to finish their thoughts, and feel like you have fulfilled this call to its maximum.

Remember ‘nothing ventured, nothing gained’. Try it – I use this a lot in my daily work routine and also in my personal life. Works wonders...

If you have any more tips and techniques on the Power of the Pause, please get in touch!

Alec Baldwin - Best Performance (Glengarry Glen Ross) 1992 Classic

Alec Baldwin - Best Performance (Glengarry Glen Ross) 1992 Classic

'A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing'.

Everyone should at once in their lives watch the independent black comedy Glengarry Glen Ross from 1992.

It has so many humorous but relevant quotes from the outset – It starts like “We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado. Anyone wanna see second prize? Second prize is a set of steak knives. Third prize is you’re fired,” says the character Blake, setting the mood early on.

This film in my opinion is made by a fantastic scene from ‘Alec Baldwin’ where he comes from downtown to deliver some news and the new leads.

So many Sales Manager/ Directors who have watched this film have to say that to give a speech like this every so often would be so self rewarding!

This film was a critically-acclaimed box office bust that earned a Best Actor nomination at the Oscar’s for Al Pacino, who was joined by Alec Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, Alan Arkin and other familiar faces.

I remember going back a few years now an old boss of mine used to send this link across to us all as its coarse language and oh, if you’re easily offended by a ‘little’ foul language then you may not want to watch is – especially the clip I have posted below. 

The film, dubbed ‘Death of the F***in’ Salesman’ because of its similar themes to Arthur Miller’s classic play and its coarse language, is an actor’s film destined to be a cult classic... well shot, smartly lit, full of quotes,(which I think are brilliant) a simple plot with deeper themes, filled with younger versions of top-flight actors. Awesome!

If you have any quotes from this classic post below?

Sales Motivation is the key

Key to Staying Motivated

Selling is one of the hardest jobs in the world. Whether you sell insurance, homes, cars, toothbrushes, fridges or telephone systems you have to deal with irate and unrealistic customers on a daily basis as well as meet the demands and targets by your employer. I read that you receive more rejection in one day than an average 9-5 person sees in one month. So staying motivated is pretty tough!?

Here are some ways I personally use and others I have read which are key to staying motivated.

·         Eat Breakfast - This sounds a little silly, but having enough energy to carry you into the working day is important. If you are not energized to take an early morning call or visit then you will miss an opportunity.

·         Build A To Do List - Know what you are going to do that day. Fill out a blank sheet so you know where you are and where you are headed. If you are off track from where you want to be then you know what you need to sell that day to get back on track. (Can also allow us to work smart and effective)

·         Get Busy- If you are not on a site visit, it is natural for you to sit back and chat with the other people in your office. We all know that gossip can be counterproductive to motivation. This is where we require some SMD (As an old MD quoted often to me) Single Minded Determination.

·         Remember The Money - We all come to work to earn some. Keep the vision by remembering the reward for all of those mundane calls, Keep telling yourself – One more sale away from that holiday, car or milestone.

·         Work in a Happy Environment- A happy environment is a productive environment. What do you do when you are not in one? Ignore the people who I like to say ‘bring you down’ Get away from them. Tell them to go away! They are just taking up your time and trying to bring you down with them.

·         LET IT GO- If a negative situation happens- don't take it personally. Brush it off and move on. Don't dwell on it. STUFF HAPPENS! This is key that bad call or visit early morning can often ruin your day and determine your mood thereon after. Thick skin is why we do this job. Pick yourself up and move on.

Getting motivated and staying motivated is all up to you. I think its mental strength. No one can motivate you. A boss or manager can shout and scream and threaten you but, only you can get yourself going and keep the momentum needed to sustain a great sales career! Chin up, smile and keep going forward!

GET GOING! STAY MOTIVATED!