Inspiration comes in many forms but we can always feel it as the hair raises on our neck or our eyes well up a wee bit. Watch this video and share your thoughts on why this is inspirational.
INSPIRATION
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WHO ARE THE BEST SALES PEOPLE
SURPRISED ITS NOT YOU!
IT COULD BE AT WWW.LIFEISSALES.CA
THE POWER OF PERSISTENCE
What percentage of professional hockey players currently in the NHL have a birthday in Oct. Nov. Dec.?
All things being equal one would assume that 25% of professionals would be born in each quarter. However….
Only ten percent of professional hockey players were born in the final quarter of the year and an astounding 45% were born in the first quarter and another 30% in the second quarter.
Why would 75% of all professional players in the NHL be born in the first half of the year and only 25% in the last half of the year? Does it make sense!
The reason is simple. When choosing players to be in the elite leagues when the kids are 8 or 10, the cut-off date is Dec 31st. Therefore boys born in January February are almost a whole year older than those born in Dec. Therefore they are bigger, stronger, more experienced and they get the opportunity to join the elite leagues while the others remain in house league.
As we know when a child joins the elite leagues, they get more practice, more training and much more ice time. This means they continue to grow their skills while those in the house league do not get this opportunity.
Significant research has been done on practice and to be an exceptional performer in any field requires around 10,000 hours of practice, while to be good requires only 6,000 hours of practice in a lifetime. The January kids get the practice while the Dec kids don’t and even though both may have equal innate skills, the January boy gets the opportunity to practice and does and increases his chances at success while the Dec. boy doesn’t even get the opportunity.Opportunityand practice may well be more important than athletic ability in determining success at the highest level.
How much time do you practice your sales skills in your chosen profession? How often do you script responses to certain moments of opportunity in every sales call? How often do you role-play situations with fellow sales people? How often to you practice planning for your sales call and finally how often do you want to be coached on your sales development?
Are you really committed to making it to that next level or content to remain in the house league? The choice is yours. You have been given the opportunity at your company to learn and grow in the elite league. Take this marvellous opportunity and put it to use for your career and future success. Practice your profession every single day and build on the strengths you bring to the position. The mediocre performer rarely sees the need to practice while the exceptional performer always sees the need to practice.
When looking to ugrade your teams sales skills contact www.lifeissales.ca for your next conference or training sess
It’s not the product you sell but how you sell the product”
The way you present your case will change the outcome. The words have a power of their own and this is why scripting responses to situations is such an effective way of capitalizing on those “moments of opportunity “we encounter everyday.
The principle of Scarcity indicates that people want more of what they cannot have. If an item is scarce we all want it more and we are willing to pay more money for that item. The research clearly indicates that people are more motivated by the thought of losing something than of gaining that very same thing. Most of us are risk averse by nature and that is why the thought of losing something creates a sense of urgency to act.
Most sales people present their case by using features and benefits. I suggest that if we turn one of these features and benefits upside down we can showcase what the client will lose by not dealing with you.
In a refinance, most people would say how much the client would SAVE by refinancing their debt with them. I suggest that if we showcase what they will LOSE by not dealing with you, we can highlight the value proposition in a much more powerful way.
The best time to do this approach is if the client is unsure if they should proceed and has indicated they want to think about it. At this stage you could say, “You know if you don’t consolidate all of your debt into a line of credit with me, right now, you will continue to lose $180.00 every month”.
I guarantee the client will view this value proposition in a different way and realize the true value to them by proceeding with this transaction.
Not easy to do, that’s why scripting the words are so important.
“It’s not the product you sell, but how you sell the product”
Infotainment and Edutainment will be your key!
Steve Job’s was the greatest CEO presenter of all time. He knew that substance + style = sales. He proved that being entertaining did not detract from the importance or quality of the product and that being boring would actually have done harm by contradicting the Apple brand he’d labored to establish. Most of all he understood that speaking about beautifully designed and functional hardware would make big money for workers and investors and make their customers delighted.
How many new product launches or new initiatives by your company have been presented by boring speakers who read their convoluted power points. How many presentations to your team have been boring and you later wonder why the enthusiasm for the new initiative is far less than you expected.
SUBSTANCE + STYLE = RESULTS.
I encourage you in 2012 to take the initiative to deliver your presentations with substance and style. Information alone is not enough, entertainment alone is not enough – It must be infotainment. Inspire your people to take action with the words and the delivery.
The impact on your audience is up to you!
Magic words in sales
This principle of Influence is called the Commitment/consistency principle. Once people make a commitment they do have a tendency to act consistent with that commitment. In other words if we make a promise we are likely to keep that promise. The objective then becomes to gain a commitment from our clients and referral sources.
Most people make statements rather than ask questions when they want to make a request of a referral source or a client. The results are simply that the client does not have to answer and therefore doesn’t have to act accordingly.
Example. A client has discussed a mortgage with you and they do not want to close at that time. Instead they decide to think about it or to shop around with other lenders.
What do most sales people say at this moment of opportunity?
Most make a statement, “Please call me before you decide to proceed” and the client does not have to respond. Adding two magic words to this simple statement turns this into a powerful request.
“WILL YOU please call before you decide to proceed?”
The client must respond and usually will say YES. They have just made a promise and are much more likely to phone before they decide and give you a better chance of closing that deal at a later date. We all have a desire to keep our promises.
“WILL YOU” two magic words you should include in every request you make to a client or a referral source and then wait for their response. The results will amaze you!
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