Time Management is something that I have written about already but today I want to go into a different direction. I want to delve specifically into planning out my day and how I work much more efficiently this way.
First off I will acknowledge that I am not perfect in this regard. I will share 2 ideas for time management for sales people specifically.
1. Planning around your appointments –
I know that this may be considered obvious but a lot of people make the mistake of setting their appointment and then leaving the area to go somewhere else. I have found that if I plan on going to my appointment and setting aside enough time to visit “3 doors up and 3 doors down” from my appointment I will sell a lot more that day. I also have found that if I can get a referral from my appointment to those 3 doors up and down that I will be able to get in and talk with the business owners tons more often than without the referrals.
To sum it up work in the area so that you limit your windshield time and increase the time in front of the potential customers. I have found that if I visit 20-25 businesses a day that I will get appointments to come back on at least 4-6 of those and then will be able to close around 1-3 of those. That is what I can do this may not be the same for you. You may need to visit 10 businesses to have the same success. You may even have to visit 30 to get the same results. What I am saying is that you need to know your closing ratio and then you need to know how many people you need to get in front to be able to hit your goals. This works for me and has helped me have a plan and focus on the day.
2. Use a Customer Relationship Manager (CRM) Religiously – (ie. Salesforce, Infusionsoft, ZenDesk, etc.
I know that not everyone likes to use a CRM and I understand it. In the positions that I have held, using a CRM is compulsory and no one likes to be told to do things. Think about your significant other or your parents telling you what to do.
Another reason that some of my peers do not like using CRM’s is because they can be used as “Big Brother”. The management can look at your days and your pipelines and the potential customers that you have and then they can use that info against you. So I get it. CRM’s can be used for a not so awesome purpose.
Bear with me for a minute while I explain why I believe that they are absolutely CRUCIAL to succeed in sales. First off they can help you organize. In a previous post I spoke about organizing yourself and how it can help you stay on top of your game. In this post I will simply ask this, “Can you remember all 20-25 people’s names that you met today? What about yesterday? Or even last Thursday?” You can see where I am going with this. Using pen and paper is important but I know without a doubt that to succeed even more than you are without a CRM you have to take that info on pen and paper and put it into a CRM. This way you will be able to recall those customer’s names at will. You will be able to remember to follow up with that guy that wanted more details but couldn’t talk today.
Let me tell you how I use a CRM. First thing in the morning when I am first in the office. I will pop on my CRM and see what I have for the day. I will check to see if I missed anything or if something new needs to be added for the day (email from client, etc.). Then as I go through my day if I have a network signal I can update my CRM throughout the day. If I do not have network I can take organized notes on pen and paper and at the end of the day I will go back into my CRM and update it for the next several days. This way I will have several days planned and I can constantly be updating those days to reflect what is going on with my pipeline.
As always I really hope that this can help you make more sales. Thanks for reading and don’t forget to check out the home page for more articles to help you sell more.
Comparing yourself to your peers is a normal thing. It is how sales people are evaluated to a point. So in a contradiction to that way of thinking, I say that you should stop looking around at the other people in your office. Stop focusing on them and what they are doing. You need to do you. Let everyone else waste their time looking at each other and you go out and dominate. You go out and visit the extra prospect or make the extra call when they are looking at each other and you will get to the next level.
This is the level where they will all be looking at you and wondering what you are doing. I say let them look. Maybe by observing you they will see that you are a hustler. That you are out there punching the day in the face by winning every day. Then they will see that if they want on that level then they will have to hustle too.
This post is a short one but I hope that this will motivate someone to hustle. I know that if you hustle and get in contact with more prospects then you will have more closes and more MONEY in your pocket. Be sure to check back for more ways to win on www.tipsforsales.com.
What’s Your Center? What Drives You? What Makes You Get Up & Go?
These are some questions that you should ask yourself no matter what career path you are in. Why do you do what you do? Why are you willing to give up 40+ hours of your time? Do you love what you do? Do you love making money? Do you love making money to be able to support your family?
So for me my center is my family. I do everything so that I can support my family. I also love helping people grow their businesses. So I have a primary objective of supporting my family and I have a secondary of helping people. This secondary was something that I learned that I loved from doing it. I didn’t know that helping people to grow their businesses so that they could support their families was so rewarding. For me it was not just about the money that makes my job rewarding. It is also about helping people advertise their business. Most of the clients that I help did not know about advertising or how to grow their business. It is so rewarding to have my customers tell me that the advertising is working for them and that their companies are growing. So these 2 things are what drive me in my sales.
How Do You Find Your Center In Sales?
Ask yourself right now, “Why am I working/doing what I am doing? Why do I get up and go to work in the morning? Stop and listen. What does your brain say in return? It can be anything? It can be purely about the money. It can be about helping people. My mom is a nurse and for her it is about helping people and then she had a doctor ask her to come work with her. Then it became not just about helping people but also to help her friend as her nurse. So it can be about working with your friends. I have been in a sales office that the team environment was so strong that we worked for each other. We wanted to hit goals so we didn’t let each other down. If someone faltered we wanted to be able to help pick up the slack. In that office it was about the team and about having fun as a team. So my advice is to ask yourself what your center is and then listen to see if you get an answer.
Why Is It Important To Know Your Center?
The answer to that is that there are several reasons. The one that I want to touch on today is the motivational aspect of knowing your center. When times are tough what can you look at that will drive you forward? When you are being told no all day long what will make you go and see that one more potential customer or make that one more phone call? What I do during tough times is to take a look through the photos on my phone and look at the wife and kids and I will usually give it one more try. This really does work and it really does help me. I know that it can help you too.
If you have anything else to offer on this subject please share it in the comments section below. I hope that this helps someone sell more today. Remember to continue to check back or sign up for email notification when there is another post on www.tipsforsales.com.
I really just want to share one thing today in this post. It is not really a secret but it is something that is one of the most important things in sales. This sales tip is get your feet on the street. Now you need to use some of the other things while you are out on the street working and looking for future clients. Whether it is taking such great care of your current clients that they give you referrals or if it is something else we have talked about in previous posts. One of the most important things in sales and work in general is to just get out there and do it.
It Seems Logical That Sales Professionals Want To Make Money –
As sales professionals we only make money when we are selling our products. So it would make sense that a sales person would be motivated by this. Unfortunately reality is that a lot of sales people are quick to stop and take a break here or to take an early lunch there. This is a result of a lot of things. It could be a result of that sales person not being prepared for the day and therefore that sales “professional” will not be very motivated to go out and see people. It could be that the sales person has just been rejected and they are down because of that. It could be that they are in a slump and their boss is getting on them in the morning before they go out the door. By the way if a sales manager reads this, please lay off in the mornings. It can kill a day if the sales manager digs into us before we even have a chance to get out and sell. Can it wait till the afternoon or the end of the day? It could be something in their personal lives that is preventing them from getting out and digging for new clients. It really could be anything. I have seen sales people that try and sell one thing (even if it is small) and quit for the day. This is a lazy thing. I touched on this in a previous post.
You’re Not Going To Sell Like That –
You will not sell many things unless you get out there and get in front the prospects. Remember to be positive. Also remember that being positive means you need to be prepared for the day and for the people you get in front of. Work hard but try and work smart. This would mean to try and limit windshield time & be in front of more people. It could also mean that if you are having to drive a lot to try and have set and confirmed appointments so that you do not waste time traveling if you are not going to be seen. So the biggest takeaway for this post though is to get out of the office more and be out in front of more potential customers. I was told a long time ago,”Whatever you do. You be the best whatever it is that you can be.” I know that I cannot be the best I can be in the office. My best is when I meet people face to face and get to know them and build a relationship where I can help them solve problems in their business.
I really hope that this will help someone to make a sale and to help someone today. If you have any other helpful hints in sales, please share them in the comments section below. Have a great day! If you want to be notified of any other sales tips subscribe to receive an email alerting you to a new post. Thanks for reading www.tipsforsales.com.
Is there such a thing as talking too much in sales? I want to try and answer that question in today’s post. I also want to get into a little bit of the why I feel that there is a such a thing as talking too much in sales.
First off like I said before – There is such a thing as talking too much in sales. The type of sales you are in does not change this fact. I have found this to be true through observing other sales people on sales calls. I watched these very bright, vibrant people get in front of their prospective clients and ask questions and then not even wait for a response to the original question. It really showed that they were not listening. It may be nerves for some of these people. Some were newer sales people. But others it was obvious it was just for pleasantries sake/small talk. I found this to be very annoying and I was just there as an observer.
It’s like this. Have you ever been on the other end of a conversation of someone that just will not stop to even catch their breath? How do you feel when these people just talk to hear themselves talk? This gets very tiresome on the other person in the conversation. I have a few people that I work with (professionally & personally) that are like this and it gets to the point where I am just done. I feel like I am being used to dump on or like they really don’t care what I have to say. It seems like they are in it for them and could care less about anything that is not them. This is what I have observed with customers that were talked at and not talked with. They can see that they are not important to these sales people. Once they see you as a salesperson it’s over. In their eyes you are only there to sell something to them. If these sales people could pause after their questions, that would be a good start. Let the other person in the conversation speak. Ideally you want to ask questions and consult with your customers. You want to be able uncover pain points in a customer’s business. You can only do this by listening to your customer. Once they have told you about some pain points, ask more questions about those specific pain points. What is it about this pain that is causing it? What have you tried in the past to remedy this? Is there something in your mind that could help fix this? If you had a magic wand what would erase this problem? Really show that you are trying to identify the root cause for these pains. Once the pain points are well defined you will have a much easier time showing a solution that will solve the root of that problem. The customer will be engaged and will be much more likely to buy from you if can fully define their problem and fully explain the solution that will solve their problem. They will see you more as a consultant with authority in your field rather than just a sales person pushing a product.
I know that the question, “Is there such a thing as talking too much in sales?”, was an obvious yes. I know that selling relies on us getting out there and talking. “Get your feet on the street” is what I hear a lot of to fix sales numbers. I also know that selling is not difficult if you can come at it from the position of trying to help your clients. This is something that I really enjoy doing and it really does help with future sales if your customer base feels like you are looking out for their best interests. This process of them trusting you begins with you talking with them and then you listening to them. I don’t know why some sales people forget this. I will say that those sales people are losing potential customers because they are not listening to them. Do not lose customers because you were not listening. This is such an easy thing to do and it will help your sales performance.
I hope that this reminder of the basics helps someone that may have forgotten to listen to their customers. Sales is not hard. Work hard. Work smart. Care about your customers. With these things you will be more successful in sales. Good luck with your sales today!
There is a way that a lot of sales people fail in sales. I am not saying that you personally are failing in sales or that you are doing this. What I am saying is that people get content after making a sale in a day. This 1 sale gives people a false sense of security. Don’t get me wrong. It is great getting a sale. I have done this in the past and I have also stayed hungry for another once I have made a sale. The days that I make a sale I feel great. It only makes sense that I should be in the field selling when I am feeling GREAT. I have found that people respond better when I am feeling better. I feel more confident on those days and it bleeds over into my pitches. People feel the confidence and subsequently have more confidence in what I am saying. I have had days where I can have multiple sales in a day because of this shift in my attitude. I stay hungry to make another sale.
So how do I do this? What I do to help my sales is to have a set schedule of when I am going to be in the field selling. If I make a sale, great. If do not make a sale, keep going. My schedule is the same either way. I have a set time I want to be out of the office and a set time for lunch and set time to be back in the office to put the orders in. This schedule may not transfer over to your industry. If it does not please make your own and share it in the comments section. This schedule has helped me stay productive a sales person. So a sample schedule for me is to get out of the office by no later than 9:30-9:45 am. I will work until 11:30 and then take a 30-45 minute lunch. After lunch I will stay actively engaged in selling to existing customers, new customers, new leads that I just found, etc. until 4 pm. At 4 pm I will start looking at my day and look to see if there is anyone else that I can see really quickly. If so I will go and try and see them. If not I will start heading back to my office to key my sales into the system. What this schedule does for me helps me stay focused and it has helped me get in front of more people. That in turn will continue to help me sell more. So don’t be content. Keep pushing forward to the next sale.
This was a simple sales tip for you today but sometimes we all need to remember the basics. I hope that this will help someone make a sale or two today. Keep checking back at www.tipsforsales.com for more sales tips, advice and more about me. If you have anything that you do to increase your productivity please share it with us in the comments section. Thank you for reading and good luck today.
Rejection stinks! Being told no stinks! Not getting our way stinks! But that is life. Not everything that we plan and work hard to obtain will work out. That being said, it doesn’t make it any easier to get rejected. When I first started in sales I remember being rejected and getting down. Down on myself and on my products. I found that being down on myself or my products would really hurt my sales results. When I say hurt, I really mean shut them down all together. That is obviously a very bad thing to happen to a sales professional. Without sales there is no money. Without money there will be no job in the near future. So… What do I do now to overcome rejection in sales?
What do I do now to overcome rejection in sales?
I have found several things that have not worked for me in overcoming rejection. The one thing that I have found to help me is to change my mindset a little bit. What I mean is that I have to approach each potential client with the attitude that if they do not buy from me, there are still hundreds and hundreds of other potential clients out there that I need to get in front of. So if I get there in front of the potential client with the mentality that there are so many more people out there, it makes it much easier to move on and continue to press onward. So coming from a position of abundance makes me feel better. I have found type of mentality to be helpful to me in my sales position. I am not saying move on from the potential client that just rejected your pitch. What I am saying is to put into your CRM or Outlook or however you keep up with your potential clients a note to recontact them in the future. You never know when their position may change. Also what I am saying is that everyday there are people opening new businesses across the world. This is an absolute fact. What I have done in the past is to get the NEW business license list from the local government center (town hall, city hall, etc.). It may have a cost associated with it but it will give you the list to the newest businesses in your city where you are selling. Having this tangible list of new businesses has helped me realize that I can have this mentality of coming from abundance.
I hope that this will help someone overcome rejection in sales today. Please let me know what you do to overcome rejection in sales and how you apply it in your life by leaving a comment in the comment section. Good luck!
In my opinion self confidence is a vital part of sales. So what is self confidence in sales? I have noted in my experiences that self confidence comes from a thorough preparation for every customer. You can have self confidence in front of a customer that you are fully prepped for and then go to another customer and not have that confidence because of a lack of preparation for that customer. Without self confidence your customers or potential customers will pick up on the lack of confidence in yourself and may perceive it as a lack of confidence in your product or service.
How do you develop self confidence in sales?
It all starts with the preparation for that customer. So for me the first thing that I need to do is find out as much as I can about that customer’s problem that needs to be improved on. So I need to ask questions about their issue and then listen to the customer. I take notes as I am talking with them so that I will not forget the issue. Next I look at my solutions that I have to help that customer. If I have solutions that can solve that customer’s issues I will note down and pair them with their issues while I am that customer. What I will do next is let the customer know that I definitely have solutions that can help them. I will also let them know that I would like to get back together so we can review the solutions that I have. I set the follow up appointment before I leave. After I leave the customer I will get artwork or a demo made up of some software or a website demo with their information on there. Whatever solution I have I will try and get it customized to that customer’s information and have that when I go back to see that customer. I will then look at the solutions and compare them to my notes and make sure that the solutions solve all this customer’s issues. This preparation really makes a huge difference in my confidence in front of the customer.
How Does Preparation Make You More Confident?
Just having a plan on what you want to show/say to the customer can help you. Having products prepped to show or have the customer demo is a step up in how much it can help you. Confidence comes from working hard FOR your customer. When you are working to help the customer and not to make money is really where the confidence goes through the roof. Are we there to make money? Yes in the end we are there to make money. I have found that doing this little bit extra for the customer makes a huge amount of difference in how much money I make.
One More Simple Thing To Remember
DO NOT FORGET YOUR CUSTOMER’s NAME. There is no recovery from this. Go ahead and laugh but it happens to salespeople all of the time. Mostly because we are meeting new people everyday and in some industries every hour or so. A simple sales tip that I use to help me remember my customer’s name is to write it down as I am taking notes. This writing really helps me recall that customer’s name later. I also write the company name and customer’s name. Here is an example of how I format it – ABC Company – John Doe. It’s that simple. I write it though. I do have a CRM that I use but I like pen and paper a lot. This really does help remember customers’ names.
I hope that these tips will help you with your Self Confidence In Sales. Please check some of my other posts on tipsforsales.com.
I have posted in the past about staying positive in sales but I really wanted to address it from a different angle this time through. What if your sales are down and what if your commissions are reflective of that downward trend in your sales? You may be working as hard as you have always been but there is something that is preventing you from getting out of the sales rut. I have been there. I believe that everyone that has experienced sales has felt this way before. It is a hard thing to get out of the hole that a negative attitude digs for you. It is a much easier thing to stop for a moment and look at that check and use it as fuel. Just look at your check say out loud, “This will not happen again. I will do better. I am better than this.” Once you are done with that. Is everything magically better? No. Does this automatically fix whatever issue there is? Not at all. But it is a start. You have recognized that there is a problem and you have committed to not going through that problem again. I think that this simple little thing of saying out loud a few sentences can help you because you are putting that negative behind you and focusing on the future.
Can That Really Work?
There really is nothing to do about a paycheck once it is printed/deposited into your account. If we focus on the past we will get stuck next to those negative results that brought us that ugly paycheck. I know that when my commissions are down I can get down if I let myself. I also KNOW for a fact that if I let myself get down things are only going to get worse. In my previous post http://tipsforsales.com/2013/09/11/staying-positive – I listed 3 ways that I personally use to stay positive in sales. I have also shared some of Jeffrey Gitomer’s advice on staying positive in sales in a previous post https://www.youtube.com/watch?v=Xd8aTtgs33w. We can determine our outlook on the future. We can commit ourselves to doing better and we will. We can try something new that we did not try before. We can put in extra hours to try and overcome the issues.
Exercise Can Help You Win In Sales!
Exercising can be fun and it can help us in sales. Exercise will help us be healthier and that will help us feel better about ourselves. When we feel better about ourselves we are more confident. When sales people are more confident they are much more successful. I have done things from Crossfit to running to playing basketball to swimming. It doesn’t really matter which I have done. From my personal experience if I get some exercise I feel better and I am able to sell much more confidently. Does that mean if I miss a run or whatever I am going to all of the sudden not be able to sell? No. What it does mean is that health is an important part of all our lives (sales people or not). I can see a definite difference in my results from when I was working out more often than when I was not working out at all.
In The End
It is up to us to determine our attitude. If we decide that the day is going to be a train wreck, it probably will be. If we decide it is going to be a good day, then we have a better chance of having a good one. If we exercise even a little bit each day our health overall should improve and we should see a correlation in our sales results and of course our commissions.
I hope that this will help someone. Please if you have an opinion about this or if you have any experiences about how you stay positive in sales. Please post them in the comments section. Have a great day and best of luck to you!
Sales tip for today is all about calling potential customers on the phone. More specifically it is about a simple phrase that kills sales before they are even given a chance. I recently watched a video, that I have embedded below, that talks about 4 words that kill a sales call. I really took some solid sales tips from the video. It is from Bob Marx from http://www.mstsellingsystem.com. That phrase is, “How are you today?”. According to Bob this phrase makes you sound just like everyone else and will unfortunately make your potential customer bring their guard up. Even if they have asked to be contacted by your company they still may block you if they hear this phrase over the phone. That is because “How are you today?” is only really used by sales people at the beginning of calls. I am guilty of this and I have actually updated the way that I start out the call. I use exactly what he is saying, “You sound busy. Is there a better time for me to call you back?”. This catches people off guard and it actually has helped me to get more potential clients to set appointments. It may sound counter intuitive but people really do appreciate that you don’t ambush them on the phone. I hate being ambushed on the phone and so does everyone else. Even with the more consultative approach there will still be people that will not be swayed. That is just part of sales. Do not let it get you down. This sales tip will help you get to those people that really need your help.
Please check out the video that I have embedded and let me know if it helps you. I sincerely hope that this will help someone today.