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Viewing posts tagged: Sales Skills
Service Mistake #29 – Wasting Your Customers Time
We are using this as a caricature or “over-exaggeration” to point out some of the things that service techs do by accident. They may not even realize they are doing them until seeing how obvious it is in the film.
Things such as not having a solutions ready before you begin telling people the problems they have are subtle things that many may not notice even when they watch.
Other obvious things like allowing service techs to pick their own wardrobe or going out to the truck to figure things out can look like “amateur night” to the customer. You don’t think techs talk on the cell phone about personal business like “canasta night?” Go to a job with a few installers and you will be shocked at the personal business being conducted during normal working hours.
I do ride-a-longs and what I see is a fact of life and a day-to-day struggle to get techs to see how important it is to do good service. Maybe when they see what bad service looks like they will be sure not to commit these mistakes.
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Detach From the Outcome
Detach From the Outcome
Have you ever felt drained after a heated conversation with your buyer, boss or colleague after trying to convince them that your point of view was the correct way of seeing things? That feeling of being drained is an indication that you were too attached to the outcome and that you lost your focus on trying to understand the other persons point of view.
It is easy to become emotionally involved in the outcome of your sales results, but is it really effective? In short, the answer is no. Sales should be emotional for the buyer but not for you the seller. If you try to hard to “sell” people on your way of thinking it comes off as desperate, pathetic and self-centered. As a sales professional you must retain your credibility and give your buyer the impression that you could live without the sale.
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Don’t “Clown” Around Selling Your Service
Scary Or Comforting?
Almost anyone would assume that the typical clown that we have seen so often at the circus, would bring smiles and joy to all they visit. As it turns out, the odds are that an unchecked assumption like this one we make about clowns is a pretty good bet to be wrong. Research is actually showing that clowns may be more scary than comforting to a young child.
Think about the times you may have visited a children’s ward or maternity section at most any hospital. Whimsical drawings of fun things to make kids feel happy often decorate the wallpaper. Some of this decorated wallpaper depicts drawings or illustrations of circus clowns.
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Great Sales Results Reside In The State Of “Now”
Living In the State Of Now
Most of the struggles that sales professionals have stem from the fear inside to take action at the critical time when it is needed. Fail to ask the tough questions about your competitor, the buyers expectation of pricing or even why people think they need your service and you will certainly crash and burn at the end. Or at best you will leave with a whimper instead of trying to help your buyer through objections they may have.
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9 Ways To Bust Any Sales Slump
What Is a Professional?
The difference between a REAL professional in any occupation and those who aspire to this status is not the talent level or even any of their great achievements.
The main difference in my opinion are the times when they struggle or find themselves in a slump. The true professional does not lose their enthusiasm when faced with a setback or challenge. On days when the normal person would rather call in sick, the professional shows up and gives the same effort they would give on their best days. What then do professionals do when they go into a slump or suffer a poor performance? They always go back to the fundamentals and remember the little things that mean a lot when the pressure is on.
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Weak Words Kill Sales
What Is Confidence?
Wikipedia describes confidence as “A state of being certain, either that a hypothesis or prediction is correct, or that a chosen course of action is the best or most effective given the circumstances.”
What is the value of confidence in your sales approach? It’s huge. If a customer doesn’t think you believe in either your diagnosis of the issues as well as the solutions you have created, they will not purchase from you. In essence, the first person who must be sold is YOU the service or sales person. You must believe in what you are telling a client or they will se right through you. I was recently doing a ride-a-long observation in the field with a service tech and what I witnessed was a pathetic string of verbal fumbling.
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Mistakes Of Self-Centered Salespeople
An Easy Sale
Someone who studies the sales process like myself may be the easiest person for a good salesperson to sell to. Believe me, I’ve seen and heard more than my share of sales presentations in my life, and most all of them either made me laugh, made me cry, bored me, repelled me or angered me.
I actually pity the people who use outdated, scripted and ineffective techniques. I also get frustrated when i see someone who is good at their trade but too timid to have the confidence to ask for the job. The have essentially poured themselves into how to be very good at their trade but have not invested in the skill needed to convince someone to purchase this knowledge. But then the realization washes over me that what they do or say is just the result of the poor or non-existent training they have received.
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$10,000 Total Immersion Essay Contest
Win a Total Immersion Experience
Contractorselling.com, the largest online contractor membership site on the internet, announced details of a $10,000 essay contest.
The contest is free. Any contractor in the United States is eligible and it is open to technicians, salespeople, office personnel and owners.
“We really want to give service contractors who are struggling a way to be able to get this training in order to change their results and their life,” said Julie Crisara who is president of Contractorselling.com and the host of the OfficeWorks TV show.
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