SEALS team six trains all of the time for every circumstance in just about every weather condition possible.
Most sales people get by and do not have any set training regiment. Marketing plans are set in place in the hopes that the potential clients of leads will come in and the sales people of the staff can sell the products and or services. Sales success not just for the sales person but the sales company comes from being prepared.
Effective sales training typically doesn’t happen or it is not real enough to count. As sales people practice they give up too easily or they make their session not real enough. Here are a few ways to make the training more realistic like Seal team six.
- · Hire people off the street and pay them by the hour to see your presentation
- Bring in actual clients and have them pick apart what you do, then take them to luch
- · Use improve to make your sales team come up with interesting and creative plots.
- · Use a deck of index cards with random parts of your presentation and role play through objections or distractions
- · Get whoever is struggling the most to get up and teach the class if you have one
If you start with and end goal in mind it does help to know what you are looking for. Sales techniques are mostly the same and they are all for the most part predictable. If you sell products that are $10,000 go and look at buying something of similar costs and see how the sales people you meet with deal with traditional sales objections like “I wanna think about it”. While watching and learning from other sales people watch for their:
- · Non verbal or body language
- · Their choice of words to see if they are comfortable of if they seem to have a script
- · How fast they react to objections and what they say to diffuse them either before they ahppne or as they happen
- · If the pre judge you and determine if you can or cannot afford the product
You can learn so much just from watching someone else and there is so much that you can gain just from one of these road trips. The best part is from your sales work out you may be able to figure out how to explain something you do in your industry better. These workouts do not take much time and are fairly easy to do.
Persuasion and influence both test the abilities of the user to see how well that they study for the real world. Sales failure occurs from not being patient and not having trained the right way. Increasing sales takes time from learning new skills and or abilities.
If you are going to learn how to increase you sales skills you will have to take some time and work more than other sales people. As a bonus for you lazy sales people do not make it for very long and you can also learn from their sales failures.
If you keep a small checklist of what you feel needs to be done on a sales call and presentation you can check off what you think was accomplished or what was not. Knowing that all sales people make mistakes even the good ones, take some time after each sales call and be real about whether you accomplished your mission. Give yourself a grade and learn from your mistakes. If you are going to get to the top or if you already there and would like to stay on top you will have to have the work ethic of Seal team six.
As always I appreciate your comments and questions in advance.
Now go implement!
Photo credit: M16 Rifle by worradmu, Hand And Weight by zirconicusso
Sales slumps can be caused by various things as mentioned in the previous articles: Lack of attention, lack of consistency, not knowing what is normal or abnormal in the sales process and many more other ways.
One issue most sales people have is that they have an event that they expect in the future that will pull them from their issues that they are having or their sales slump.
Take a Heating and Air Conditioning sales person for example. There are a few months in the HVAC (heating and air) business where the sales come in just from demand or do they?
Typically sales people in the HVAC industry look forward to the heating seasons or cooling seasons because they know that their sales schedules will be full and they will have plenty of opportunity to sell people new systems. The problem is that they set their foundation on fast calls and fast money. What happens if:
- The weather doesn’t cooperate and it doesn’t hit the temperatures assumed and the phone doesn’t ring?
- What happens if marketing falls off because there has been a sales slump and the company cannot put out the dollars set forth in the previous marketing plan?
- What about the people who implement the work who had to leave because of no work and now you cannot fulfill orders?
- They really are not ready for the work in their head because their sales game is off
The problem here is that the expectation was set on another event happening in the future that the sales person has no control of. What happens if that event that was supposed to happen that brings in the money never happens, or maybe it does but not at the level that they expected.
Saying that most sales people are lazy would be incorrect, saying that most sales training doest take into account what makes life easy for people would be more accurate. Sales people have to take their own initiative to learn from the list of itmes below that can also lead to sales success:
- Seeking the advice of sales gurus
- Reading books on sales, persuasion, influence, body language
- Watching Sales DVDs or even listening to sales cds
- Attending their own sales training that they pay for
- Even start their own sales training process or sales website
Here is the dirty secret for most heating and air conditioning companies that nobody looks at but what if this happens in your industry also?
Sales slumps usually get worse in the busy season but they are masked by how busy the company is, unless a sales manager or owner of the company looks at these numbers regularly they may never know.
Wait how can that be? Its because instead of building momentum and learning the sales basics the sales person waits for things to get good. How long have you waited for things or items and they never arrived? Does this cause frustration and inconsistency? You bet it does and sometimes makes a sales slump worse. Sales rejection can come from a feeling of being involved with any of these.
Sales slumps can occur because sales people think that they can wait for a specific event in the future that they cannot see.
Sales have changed more in the last 2 years than they have in the last 50 years. You probably wonder how:
- “I wanna think about it” may be real because people or companies do not want to make wrong decisions
- Social internet sites that discuss you and your business (they may not have very nice things to say about you or your product)
- Loss of companies and or products in your market that have changed segments or how people buy from out of the region who do not know you and they only care about price not relationships
- Cost of fuel increases causing more scrutiny on sales people from management teams
- More managers focusing on dollars earned and lost and putting more pressure on the sales team(s)
- Your competition has gotten smart to your strategies and is now using them against you and you are not prepared with new plans and or strategies to beat them at your old game
Key point: If you think that some magical moment is going to happen and the heavens will open up and pour money all over you find a new career where you get paid by the hour because this will not happen. Waiting for an outcome or event never works. It takes time and preparation all the time so that when that specified event does happen you harvest the fields.
It takes hard and tireless work in any industry to stay on top including sales. Just remember sales slumps are normal most of the time but how you get out of them will be determined by you and your attitude along with your knowledge of what caused them.
Your expectations of what happens in the future may also change the amount of money in your bank account or if and when you hit another sales slump.
As always I would like to thank you in advance for your comments and questions.
Now go implement!
Photo credits Tired Man by graur codrin, Business Success by jscreationzs
- · Laundry
- · Washing your car
- · Going to the gym
- · Paying bills on time
- · Putting the dishes in the washing machine correctly
- · Doing homework
- · Filing a report
- 1. Fear, possibly of being judged.
- 2. Loneliness because you may be one of a kind but in a bad way
- 3. Frustration because you want to be like everyone else
- 1. Relaxation, or the belief you are like others
- 2. Confidence because you are doing the right thing
- 3. Peace because you may not have to worry about being judged
- · A new product, property girlfriend, husband, car or any product that stops focus
- · The loss of something, a boyfriend, a wife, a cat, a house, a loved one or anything that causes focus to shift
- · Changing your sales process by implementing something new and unknown, adding too many things into your process (remember start with one new item or sales trick you have learned but practice it first before you lose money).
- · Getting too confident and talking about yourself too much. Typically the wave works this way. You are in a sales slump and remember to have the potential client talk 70% of the time, your sales go up and you get cocky so you start to talk about yourself too much then your sales go down. You have lost focus and forgot to make the client the hero. You are not there to be the spotlight. This item happens more than you would think. Sales people in general talk too much but in general if you are talking about yourself too much you will turn your potential client off. This also leads to more “I wanna think about it” sales rejections.
- · You are getting new objections you have not heard before. This may be because you have added something new to your process. Your market may have changes and you forgot to pay attention.
- · There is some shortage of your product or service. You become stressed and your potential client learns or knows it.
- · Somehow your product or service has bad reviews and now you have new challenges.
- 1. Keep as many negative people out of your life. Sometimes the person who is the issue is your spouse or manager (good luck).
- 2. Get to the gym as often as possible; you know the work outs help take away stress.
- 3. Eat healthy, start by packing a lunch. Going through the dive up window every meal is not healthy.
- 4. Minimize on the energy drinks.
- 5. Make sure that you laugh every day, get a few comedy cd’s
- 6. Leave the talk radio off
- 7. Go sit for a few minutes at the park
- 8. Take a short nap
- 9. Mentor someone who is struggling
- 10. Donate some time with a charity
- 11. As a bonus if you have problems with things like depression get some help whether that is medication or someone to talk to.
- 1. Keep sales materials in your library you can study from. The library can include sales cd’s, sales dvds, sales journals, information on marketing strategies, inspirational books or movies and lastly biographies of your hero’s. If you have a sales guru maybe you can contact them and get their newest product.
- Keep a sales journal or somehting that lists ideas for persuasion tactics
- 2. Role play with a partner or group
- 3. Perform improve (this is a huge secret be sure to not share it, if you do share this website)
- 4. Know that sales slumps are common and if you know what has changed in your life you can determine when or why you will have one.
- 1. They shorten their presentations because they need to get to their next call or they asre afraid of rejection.
- 2. They stop asking the questions that they know that they should because they want to be liked or they are afraid that they will be told no.
- · Asking for the sale in general (they don’t even ask for the business they just look at their potential client after showing them the option or options and hope the person picks one). Remember if they don’t ask the question they can’t be rejected.
- · Asking for a budget no matter what size project. By ignoring this question nothing really can move forward.
- · Asking to meet with the decision makers. In this instance once again they cannot be told “no”.
- · Asking questions that gain commitment such as if we can find a product for these problems or issues that you are having will you move forward today or by a specific date?
- 1. Salesperson hits a normal or abnormal sales slump
- 2. They “forget” to ask the right questions
- 3. They do not go through the whole sales presentation
- 4. They speed up the sales process to get to the next call
- 5. In desperation they go and buy the newest product or see the latest guru to learn what they are doing wrong.
- 6. In desperation the salesperson tries to implement 1 to too many things that they are not comfortable with or in all realities ready for.
- 7. The cycle goes back to number two through 6 until they sneak out of the sales cycle.
Sales success can come in many different packages and ideas. This sales idea may at first not make sense but stick with it for a moment and you just may find a way to increase your persuasion abilities.
I recently had a conversation with one of the new sales people that I work with. He shared with me that he didn’t care how many sales calls in the year that he goes on and the more that he works the more money he could make. The thought was “the more calls I take the more I make”. For me this is the formula for burnout after a set amount of time.
Some sales people can just go for hours and days on end but eventually there is a burnout factor. Then there is what happens to most people, sales failure can come from not getting away enough or not taking enough time off. Your brain and body do need time to reset and recharge. This isn’t to say take off as much time as possible but there is a point where you do have to get away.
Now for me personally I typically will work for 2 months before I need time off. That may be 4 days or even 10 days off or away. Now this is what it takes for me to download and increase sales. This isn’t to brag or to say that I do something better than someone else. This is just my preference. Every person is different and has a different set of circumstances. The question for you is when is the last time that you took time away from what you do to recreate.
Living in California places I normally visit include Southern California, Las Vegas and occasionally Hawaii. I use those places as a prime for me to come up with new ideas or just to let my brain reset.
Sales skills are enhanced by the ability to take time off. Now this may sound strange because you have to work. What happens though when you do not take enough time off.
So you don’t have vacation time or the money to get away from your job here are a few ideas to relax and “get away” sort of speak.
- · Get a full body massage – cost about $100 for 60 minutes
- · Get a manicure or pedicure – Cost about $60
- · Go to the ocean, the lake a river or National or State park for the day – cost a tank a=of gas and travel money
- · Go to a museum – cost about $20
- · Go to a movie – cost about $10 – 15
Sales training normally does not teach for you to get out and get some recreation time or vacation time but it does help keep you from hearing “I wanna think about it” or getting stressed out. If you get stressed out within range of your clients they can pick up on it and can then lead to rejection. If companies really wanted to maximize their marketing strategies they might want to invest in some vacation time for their people.
As always I appreciate your comments and questions!
Now go implement.
- 1. Rejection is normal and to be expected and rejoiced. That may sound strange but nobody sells 100% of the people that they are in front of because nobody has a product that fits their 100% potential client’s needs. When people reject an offer it allows the seller to redefine a presentation or questions that could be designed to help the consumer. It could have very well have been a bad day on their part and they are rejecting everything that has happened since they were put into a bad mood.
- 2. The person, buyer or group may have not liked you. There is no way for you to be liked by everyone let your ego go and know that people do not like for the most insane reasons: your height, weight, hair style, your silly belt buckle, stinking breath, loud laugh, super polished shoes, type of car you drive and just about anything else there can be a bias for. No matter how much you want people to like you it’s perfectly normal for your personality, beliefs or anything else mentioned above as a reason for people to say “I wanna think about it” when they really should be saying “no” but they just do not want to hurt your feelings. Let go of the fact that you have to be liked, if your job is sales you will be liked, despised, treated indifferently, ignored, hated and loved all in the space of minutes or hours.
- 3. Your product may not be what they need or what the person is looking for. If you sell a product and you are the most expensive in town there is the feeling that your company may have made too much money on the client. There also is that your product may not have been what the person was looking for it very well could have had too many gizmos or widgets maybe even the other way around it may not have had enough. On the other hand if your product is cheap or inferior you may not sell it for those reasons either.
Photo credits Stressed – by freedigitalphotos.net, No money – by Graur Razvan Ionut
- 1. Remember that as long as you are in sales you are going to get the same questions over and over again. You might as well address them before they happen. It would be a good idea to work these into a script.
- 2. Know that you practice and rehearse to get batter at what you do, this also means that you slow down as you practice overcoming objections. One thing to remember is to” practice as you play” or do in practice as you would do in front of your client. This means slow down and take a breath before answering any concerns.
- 3. The third item is to know as things change in your life you will tend to cause reactions in your sales calls. This means that you may be short with a client or potential client. This also means that you may try to speed through sections of your presentation because you may think you already have the sale. Once again the tempo changes and is felt on part of the buyer.