Secrets of Successful SalespeopleSam Addo

September 08, 2016

First things first !

Some information on Sam :

Attended Achimota school, University of Ghana.

Have been a professional Salesman since 1992 i.e. 24 Years

Sales Career has seen me through numerous countries worldwide , my favorite markets being Guinea Bissau and Pakistan !

Products/services/solutions I have sold include but not limited to :

Tobacco [ BAT],

Cement [ Ghacem],

Car Battery and Tires [ Allied Homes stores]

Home and Personal Care [ Memorable was setting up a sales and distribution team for flagship Hair Product… Sunsilk], Foods [ Magnum

Ice Cream and Lipton Ice Tea.…. Pakistan] [ Unilever] ,

Mobile Telecom Voice, Data and Mobile Financial services….. [MTN}

Now I sell ICT Business solutions …. Current project is to commoditize IoT and Fixed Broadband/ FTTx [MTN}

I am a proud Presbyterian and of Akuapem descent , with a lovely family.

Presentation Outline.

Why some people sell more and others

struggle with their minimum targets?

How do successful sales people deal

with barriers in the sales process?

Proven techniques of closing sales.

What is selling ?

Qualities of a potentially successful salesman.

What environment makes sales men thrive?

Tried and tested Sales steps.

Handling Barriers.

Closing signals and techniques.

Why some people sell more and others

struggle with their minimum targets!

Selling UNVEILED! Selling is first and foremost a transaction between the seller and the prospective buyer or buyers (the target market)

where money (or something considered to have monetary value) is exchanged for goods or services/solution.

There is a huge difference between a basic sales exchange such as buying a tin of milk at your neighborhood shop and buying an insurance package.

In the first instance, the exchange is built on simple need. Buyer has already made up his mind of a need. There may not be (and probably isn't)even a salesperson involved.

In the second, the exchange is built on manufactured need (created through marketing). I think I need an insurance policy because I have beenpersuaded to believe that. Enter the salesperson to direct and meet my need.

So sales is actually a scientific process and most selling consists of performing the art of persuading the consumer that buying the product orservice will benefit him or her.

Selling is more than just order taking, delivery men etc etc.

Professional Selling is therefore about uncovering a need and convincing the buyer of what he stands to gain if he acquired your products/services/solutions or the pains he may have to suffer if he foregoes your what you offer.

4 ingredients are needed for a good sale to take place: The product/service/solution on offer

The Buyer

The Sales person

The sales process

Qualities of a professional sales man. Ambitious … Intense desire to be successful and makes a total commitment to it…….

Achievement oriented!

Thrives in a results-driven environment,

Has a high risk appetite.

Talks numbers not grammar!

Self Motivated and have a positive outlook. Adopts a flexible approach and are prepared to adapt and innovate

Ability to communicate [ verbal and non verbal] skillfully, thinks on his feet when called to action!

Great listeners , customer focused

Selling is a lifestyle : constantly and genuinely want to add value to themselves and others, Have genuine concerns for humanity.

Have a great social/business acumen: best sales people will have an active interest in the wider context of their business and the world around…. Curiosity is the wick in the candle of

learning…

The ability to overcome rejection and the determination to tackle obstacles head-on are important personal attributes: Ready to overcome fear ; Are Bold and daring!

Must be trustworthy

Must be Ethical.

Which environment makes sales men thrive? Compelling Vision

Sales Leaders must develop and communicate a compelling vision that inspires team.

Team must be able to connect to this vision emotionally.

Team must develop an understanding that, although short-term targets are important, they must also focus on the future, their development, long-term customer relationships, and innovation.

Challenge as a modus operandi : Sales people thrive on competition so up their game!

Challenging your team ensures they remain focused on delivering high performance.

Challenge individuals to work more collaboratively, sharing best practice and lessons learned regularly.

Encourage individuals to be accountable; , increase their risk appetite but must be ready to be held responsible for the outcome, thereby finding solutions to their own challenges rather than relying on their leader or manager.

Support

Often in low supply within competitive sales teams.

Meritocracy : Individualize the support they provide…. understand that the pressurized environment affects people differently.

Feedback is also vital, both the motivational and the developmental. People need to know when they’ve done a good job and when there is room to improve. Both are fundamental for high performance foster a feedback-hungry environment.

Support can also come in other forms, from training and development initiatives to one-on-one performance coaching.

The Sales Process : Major Steps in Effective Selling.

Prospectingand Qualifying

Pre approach

Approach

Presentationand Demonstration

Overcomingobjections

Closing

Follow upand Maintenance

“Successful Sales people don’t set out

to find customers for your products; they are eager to find products for their customers”

Seth Godin

“In Selling as in Medicine,

prescription before diagnosis is a

malpractice ! ”

Tony Allasandra

Expect barriers in the sales process and work around it.1. Failing to understand customer needs —Do some research beforehand to educate yourself about your target customer(s).

If you have identified a viable solution to a problem your product offers, customize your sales pitch to specifically address that issue, leaving out extraneous details.

Simply explain to customers what’s in it for them and you’ll likely to avoid barriers.

2. Failing to be systematic i.e. lack or neglect of a sales procedure . Failing to plan is planning to fail.

3. Letting objections catch you by surprise. Doing advance research is that you'll have a better idea of the customer's probable objections and be ready to pre-emptively address them.

Raise these possible concerns and answer them directly.

The customer will be impressed by your appreciation of his need and relieved not to be consistently objecting to what you have to say.

4. Promising too much:

Be honest in their presentations.

What, exactly, can your product or service do? What can’t it do?

Sharing this information helps to establish trust with potential customers, the most important step in forging a long-term relationship.

5. Neglecting to provide “proof” —

You can make a compelling case for your product or service, but many prospects want proof of concept to back up their decision to buy. Provide enthusiastic references, testimonials, and case studies.

If a would-be customer has a particular problem, and you’ve solved it for others in the past, share the story with them. Not only does this bolster your credibility, it gives prospects an idea of what a working relationship with you will be like.

Disabling Objections.

Customers almost always pose objections during the presentation .

To handle objections :

Maintain a positive approach.

Ask the buyer to clarify the objection.

Ask questions that lead the buyer to answer his or her own objection.

Deny the validity of the objection.

Turn the objection into a reason for buying.

Tips whilst handling objections.

No is a signpost on a sales journey.

Become goal oriented .

Maintain emotional stability.

Physical and mental fitness.

Spiritual fulfillment.

Proven closing techniques……

Closing is the crucial stage[ make or break moment ] of the sales process, hence must be handle diligently.

Salespersons need to know how to recognize closing signs from the buyer

Physical actions.

Statements or comments.

Questions.

Sales man must approach this scientifically : Test.

Observation.

Inference.

Closing signals …… { M.T.N- U.T}“Show him the Money”

The larger the difference is between the quantified impact and the required investment, the easier it is to close the sale.

This signal is the usually strong when you have successfully helped the potential buyer to see the financial advantage of choosing your offering.

The Buyer has a buying decision that is easy to justify.

“Need is beckoning”

Most easy signal , the buyer has shown signals of the need for the product /service

You have done a good job selling the gain or the pain.

Go for it.

“Trust is ripe”

The golden rule in sales states that if a customer likes you, they will find a reason to buy from you.

Building a relationship with a customer is a sure way to not only close a sale but to create a long-term customer.

learning how to build rapport with your customers is the most powerful closing tool you will ever enjoy using.

Closing signals …… { M.T.N- U.T}

“Urgency – a stitch in time”

Service/Solution are time bound……. You must pitch an early bird advantage.

Prospect is signaling a benefit of time lines are advantageous.

Emphasis the gain or pain of his decisions

Time is money :

These are time-poverty era for most people [ especially corporate persons]

Prospect signals you that he wishes that he could have “28 hours a day”.

Your product or service/solution will save them time or foregoing your offer will lead to additional needless time spent on an activity.….

Closing Techniques

Ask for the order!

Summarize the points of agreement.

Offer to help the buyer document the order.

Clarify whether the buyer wants which alternative.

Get the buyer to make minor choices if need be .

Indicate what the buyer will lose if the order is not placed now.

Don’t unnecessarily hang around after receiving the order: neither for too long nor for not too

short a time.

Avoid opening up the order for further scrutiny unless very necessary.

There you have it ! Your sale ……

Professional selling should principally be about : Identifying your target destination ’s needs,• Evolving a strategy and implementing it,• To deliver profitable exchange of intent and value.

Why do some people sell more and others struggle with their minimum targets?

Poor "Self Talk" and Poor Image.

No Enthusiasm

Terrible Attitude

This is Basic... What's to Learn?

There's no New Customers!

Selling is One-Off?

Selling - not Serving.

Close the Sale" at all cost mindset !

Sloppy Work Ethics .

Non-conducive Selling Environment.

Successful sales people are avid goal setters.

Great sales people possess excellent communication and presentation skills.

Successful sales people are passionate.

Successful sales people take responsibility for their results… excuses are the clutches the uncommitted walk on.

Successful sales people follow a systematic sales process.

Successful sales people maintain a healthy relationship with their clients.

Successful sales people show value, not features and price.

The environment is conducive for selling.

Successful sales person Not so- successful sales person

I thank you for your time and attention.

0244 305 123sam.addo68samaddo68Samuel Addo

Successful Sales men resonate

1st Chronicles 12:32a