NMACorp

For the saleperson who doesn’t learn new things

tcaddy — Tue, 24 Apr 2012 16:53:00 +0000

I have noticed some people who are task with the process of making sales happen, do everything they can to avoid the process. They won’t listen to a cd or read a book on selling, they go out into the world of prospects and keep making the same mistakes over and over again. They won’t spend money or time to improve themselves, hoping their companies will give it all to them. I am reminded of world class golfers that always are searching for the latest technique or club or tip to give them the edge, they also have a coach that helps them with the fine points.

To earn to title of professional salesperson, requires you study and learn from others and constantly refine your tactics. Otherwise you are just an order taker! Which one do you choice to become?

How Fear changes the selling game

tcaddy — Wed, 14 Mar 2012 03:05:48 +0000

When the sales person confronts the fear based person, they try to give them the benefits of using their new product or service. However, the fear based person only remembers the last time they bought something and imagines why it won’t work for them. Tactic #1 is to over emphisize why it woun’t work for them. This will force them to consider the positive side to oppose you and help them see the benefitss more easily. Tactic #2 Future pace them into using the product or service like 6 months or more has gone by. A phrase like: Just suppose that 6 months have gone by now and you had already bought our product or service and you had gotten all these benefits( make this seem specific to them. ) you need to build the benefits up with sensory words here, then ask them how they feel ontheir own, they can’t make a happy future movie, but with your assistance in building the movie for them, they get it and then can move ahead to buy from you!

Denial and Rationalization

tcaddy — Wed, 18 Jan 2012 18:36:54 +0000

Have you ever noticed that when a salesperson has a fear, they try to suppress it and go on anyway? Yesterday, I was have a conversation with a comcast installer who had a terrible fear of approaching people. He had tried to rationlize it away, but it still kept coming up and producing very tight feelings in his back. I suggested I could remove it from his mind in about 1 min. He said its really hard to change. I asked him again if he wanted it gone? He finally agreed.

It took me about 1 minute to stop that fear cold, and then about another 2 minutes to erase the tension in his back that was bringing him to his knees. People seem to have this belief that even if it hurts, they will just suppress it and soldier on. “It’s not that bad” ” I can deal with it” ” I’ve tried to change but its really hard” I tell my students to go to my “Fear buster article” in my articles section and use the tool!

What makes a super salesperson?

tcaddy — Thu, 20 Oct 2011 17:57:48 +0000

Having trained sales people since 1983, I have noticed some signs of sales success that average sales poeple don’t have. Sales leaders keep good time management, work from their goals, clean up their minds daily by erasing fears and old thoughts. They constantly read articles and programs that could give them an edge in prospecting or closing sales. They are friendly to everyone, and see themselves as high producers.

Qualify Better

tcaddy — Wed, 31 Aug 2011 22:19:27 +0000

These are interesting times for sales people. Lots of customers in small business, want to make changes but lack the funds. When you set an appointment with them it is a good idea to ask them if they like your product or service would they be able to make an investment to use it and get the results at that appointment. Also, good idea to give them a range of financial commitment. For example your product or service may range from 50.00 to 1995.00. Feel free to ask them the money part up front before making the appointment final.

Fears and how they cripple your sales!

tcaddy — Thu, 16 Jun 2011 17:48:02 +0000

Have you noticed that you dream about making lots of sales and then a voice in your head, pipes up and

tells you why is won’t work. Suddenly, your dream movie turns into a black and white blurry image and fades from your mind. Rejection, failure, loosing control, fear of the unknown, are the most common.

I help my clients to erase these fears from their minds and reach their goals. Look over my Fear

buster article on my articles page to erase some of your fears today!

Commitment to making more sales

tcaddy — Mon, 06 Jun 2011 15:13:12 +0000

Have you noticed how sales people get in a comfort zone on making sales? They push themselves to make calls and contact people, then get some rejection and slide back into their comfortable way of doing things.

Top sales people learn to challenge themselves to find new clients and keep going. How do they start doing this? They write down goals that are measurable and daily tasks to get them done. They dream about the results they want. They diversify their efforts in different areas, so that if they have some slow results in some areas, they can move to take advantage in others. They listen to the voices in their heads that want to play safe and remove them. (see my fearbuster article for help with this) and keep going. Pretty soon, they move to the next level in their sales. As they create these new movies of the results they want, they step into these movies and become the salesperson they dream about! Also, their unconscious mind will start attracting new business to them as a result. Why not change your game plan for higher results?

Two Favorite questions to ask

tcaddy — Wed, 01 Jun 2011 23:37:34 +0000

When your prospect says I am perfectly happy with who or what we have!

Ask: What would cause you to switch to me today?

Ask: What stops you from using me today?

You might get nothing as an answer or you might get some additional information that might help you get back to selling!

Setting goals

tcaddy — Wed, 01 Jun 2011 16:41:08 +0000

“When you create a goal in your mind, it needs to be a movie in your mind of having already done it. When you install that movie in your head, your chances of achieving it increase greatly. Make the goal larger than you would when you are just thinking logically.”

What is your biggest challenge in making sales?

tcaddy — Wed, 25 May 2011 16:31:33 +0000

I ask this questions to my students had a variety of answers. The first one that stops them cold is fear of rejection or failure. Then, cold calling either face to face or over the phone. Then to qualify or not. What do they say to make a easy close? I point out the by matching their voice tone and speed to their prospects on the phone helps to set more appointments. When they are in face to face encounters, body matching is critical. Both habits when practiced relax the fears mentioned above and makes that person more like a friend. Look at some of my other blog entry’s for additional tips.