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Its been said that salespeople who avoid making phone calls have skinny children. Prospecting for new business is critically important and for the majority of salespeople, it is by far the most challenging and stressful aspect of their profession. Successful salespeople are proactive and recognize the importance of prospecting for new business daily. They don't have to be reminded to ask for referrals or follow up on a sales lead, they do it automatically. This article is packed full of helpful...
•Six Powerful Prospecting Tips
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
Top producers don't need to be told to ask for referrals or follow-up on hot leads, because they understand that...
•Would You Like Fries With That?
While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some form of cross-selling or up selling. Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries.
What is cross-selling? It is a proactive, ongoing sales process designed to provide your customers with a full spectrum of your company's products and services. The...
•Overcome Objections and Close the Sale
Overcome Objections and Close the Sale by John BoeUnfortunately, the first two orders many new salespeople receive are “get out and stay out!” It is human nature for your prospect to procrastinate when asked to make a decision involving money. Studies indicate that a prospect will say no on average five times before they actually buy. As a professional salesperson, it is important to remember that an objection is not a rejection of you personally. Simply put, an objection is nothing more...
•The Art of Motivating Salespeople
The Art of Motivating Salespeople by John BoeWhen the tide comes in, all the boats in the harbor go up! The long-term benefit of an incentive program is to coax your sales force out of their production comfort zone. Once a salesperson stretches to a new level of personal production, their self-confidence and expectations skyrocket. Traditionally, sales managers have relied primarily on commission to motivate their sales force. Unfortunately, a compensation structure based solely on...
•The Power of Belief and Expectation
The Power of Belief and Expectation by John Boe By John BoeWhile you may not always get what you want, you will always get what you expect! Belief is the most powerful state of mind because your belief system defines and shapes who you are and determines your potential. I believe Henry Ford was correct when he said, “Whether you think you can or think you can’t – you are right.” Your belief system doesn’t differentiate or judge, it simply accepts as truth what you feed it. Interestingly...
•6 Powerful Prospecting Tips
6 Powerful Prospecting Tips by John BoeSales is a contact sport and prospecting for new business is the name of the game! You will never meet a salesperson that failed because they had too many prospects to talk to. For the majority of salespeople, finding new customers is without a doubt the most difficult and stressful aspect of the profession. Prospecting should be viewed more as a mindset rather than merely as an activity. It is something you need to be constantly aware of because you...
•Show and Tell
Show and Tell by John BoeDo you look for ways to involve your customer during your presentation or do you just babble on hoping you might say something that will generate a sale? Regrettably, unsuccessful salespeople display poor listening skills and have a tendency to talk too much. They use a “show and tell” sales presentation style that can quickly turn a customer off and cause them to mentally shut down. On the other hand, by developing your listening skills and finding ways to keep your...
•Body Language - How to Read Your Prospect Like a Book
Body Language - How to Read Your Prospect Like a Book by John BoeAre you aware that your body language reveals your deepest feelings and hidden thoughts to total strangers? It might surprise you to know research indicates that over 65% of our communication is done nonverbally. In fact, studies show that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect's words are incongruent with their body language gestures, you would be...
•Selling to the Four Temperament Styles
Selling to the Four Temperament Styles by John BoeTo be effective in sales you must learn to develop trust and rapport quickly with your prospect. People want to do business with people that they feel understand their needs and treat them as an individual. Being able to identify your prospect’s primary temperament style is critically important and will allow you to adjust your style to communicate effectively with theirs. Twenty-four hundred years ago, Hippocrates, the father of medicine,...
•Service With a Smile
Service With a Smile by John BoeSuccessful salespeople have the ability to turn the customers they serve into advocates. They don’t directly ask for assistance, they do it by “going the extra mile” when providing service. It is only natural for satisfied customers to refer their friends and business associates to someone they know they can trust to take good care of them. In every walk of life, the people who have achieved success in their lives have done so because they have rendered their...
•Prospecting - Building an Advocate Army
Prospecting - Building an Advocate Army by John BoeThe single greatest concern facing all salespeople is prospecting for new business. As a commission salesperson, your livelihood is directly dependent on your ability to prospect effectively. Do you consistently ask for referrals? To be successful in the sales profession you need assistance from your clients in the form of referrals. Average salespeople do not invest their time nor spend their money developing clients into advocates. An...
•5 Tips for Building Trust and Rapport
5 Tips for Building Trust and Rapport by John BoeHave you ever had a sale that didn’t close and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed trust and rapport you’ve actually got the hard part behind you and you’re probably going to make a sale! For you see, it really doesn’t matter how knowledgeable you are about your product or how skilled you might be at closing, unless you have...
•Burn Your Boat!
Burn Your Boat! by John BoeDo you allow fear, anxiety and worry to dominant your thinking? Do you find yourself frequently questioning your decision to become a salesperson? Having self doubt or a lack of commitment is emotionally draining and erodes your effectiveness. A truly committed person does not have the luxury nor the time for the self-indulgence of negative thinking. No great achievement has ever been accomplished without a plan and a commitment to see it through. There is magic in...
•Yin Yang Relationships - How to Find YOUR Perfect Partner
Yin Yang Relationships - How to Find YOUR Perfect Partner by John BoeYin Yang is the ancient, Chinese symbol for balance. It depicts the strong attraction and complementary nature of opposites. Just as magnate and metal attract, while oil and water repel, we too are subject to these laws of nature in our relationships. For example, we have all met people for whom we feel an immediate affinity or for some unknown reason, an instant dislike. We are attracted or repelled by others...
•Desperately Seeking Perfection
Desperately Seeking Perfection by John BoeA working understanding of temperament styles (personality types) will have a profound impact on the way you perceive yourself and will greatly enhance all of your relationships. If you are a salesperson, this information will significantly increase your sales effectiveness by enabling you to build trust and rapport quickly with your prospects and customers. Business owners and managers find this knowledge invaluable. It can improve the way you...
•Why is Bobby Knight Explosive?
Why is Bobby Knight Explosive? by John BoeBobby Knight is presently the head basketball coach at Texas Tech. Prior to being hired by them Bobby Knight spent twenty-nine years coaching basketball at Indiana University. In those twenty-nine years he coached many successful basketball teams and in fact, brought three NCAA basketball championships back to Indiana. He was recognized as a strict disciplinarian and used a “hands on” coaching style. Coach Knight was feared and respected not only by...
•What is Your Temperament Style?
What is Your Temperament Style? by John BoeUnderstanding temperament styles will not only have a positive impact on the way you see yourself but it will also enhance your relationship with others. If you are a parent, it can dramatically improve the way you raise your children. If you are single, it can give you insight into selecting a compatible mate. If you are a salesperson, this information will significantly enhance your sales effectiveness by enabling you to build trust and rapport...
•We Aim To Please
We Aim To Please by John BoeA working understanding of temperament styles (personality types) will have a profound impact on the way you perceive yourself and will greatly enhance all of your relationships. If you are a salesperson, this information will significantly increase your sales effectiveness by enabling you to build trust and rapport quickly with your prospects and customers. Business owners and managers find this knowledge invaluable. It can improve the way you supervise your...
•The Gift of Gab
The Gift of Gab by John BoeA working understanding of temperament styles (personality types) will have a profound impact on the way you perceive yourself and will greatly enhance all of your relationships. If you are a salesperson, this information will significantly increase your sales effectiveness by enabling you to build trust and rapport quickly with your prospects and customers. Business owners and managers find this knowledge invaluable. It can improve the way you supervise your...
•Driven to Succeed!
Driven to Succeed! by John BoeA working understanding of temperament styles (personality types) will have a profound impact on the way you perceive yourself and will greatly enhance all of your relationships. If you are a salesperson, this information will significantly increase your sales effectiveness by enabling you to build trust and rapport quickly with your prospects and customers. Business owners and managers find this knowledge invaluable. It can improve the way you supervise your...
•Living With Depression
Living With Depression by John BoeAndrea Yates shocked the nation when she admitted to systematically drowning her five children in their Texas home. This 36-year-old mother had previously been diagnosed with depression and consequently was prescribed antidepressants. Depression is an ancient and prevalent mental condition that has been referenced throughout history in song, poetry and literature. In a depressed state one feels hopeless and experiences an overwhelming sense of despair....
•The Magic of Positive Thinking
The Magic of Positive Thinking by John BoeYes, there is magic in positive thinking! In aviation, the word attitude means the angle at which the plane meets the wind, whether the wings are level with the horizon, and whether it is climbing or descending. The pilot who fails to take responsibility for the attitude of his aircraft is in serious trouble. And likewise, any person who has not taken charge of his or her own beliefs and attitudes runs a similar risk. The key to cultivating and...
•The American Spirit
The American Spirit by John BoeSeptember 11, 2001 is a date this country will never forget. The United States was under attack from suicidal terrorists and as the shock subsided, it dawned on Americans everywhere that they were now on the frontlines of a new kind of battle. A battle not fought on foreign soil but within our borders. Who can ever forget the horrific pictures of the crash site in Pennsylvania, the Pentagon damaged and burning or New York’s elegant Twin Towers collapsing into...
•How Will You Be Remembered?
How Will You Be Remembered? by John BoeHave you ever wondered about your own funeral? How many people will attend and what do you imagine they will say about your life? Recently I read a story about a man named Alfred who had the rare opportunity to read his own obituary. Apparently the newspaper in Alfred’s hometown mistakenly believed that he had died and prematurely published his obituary. Alfred was a philanthropist who had made a fortune by inventing dynamite in 1866. In his obituary...
•Are You a Bridge Builder?
Are You a Bridge Builder? by John BoeThere are two kinds of people in this world, those that build bridges and those that don’t. Bridge builders are mentors; they share their experience and build bridges of encouragement and hope for others to cross. They are people of tremendous character and strength that give unselfishly of their time and talents. Bridge builders know the importance of taking time to help others without concern for credit or personal gain. They don’t build for recognition...
•Adversity Gives You Strength
Adversity Gives You Strength by John BoeHow can you stay motivated in the midst of turbulent times and a sluggish economy? How do you persevere when many companies are reducing spending and customers seem to be holding on to every last penny in fear of an economic downturn? Every challenge you encounter in your life comes with the seed of equivalent or greater benefit. Adversity is a hard teacher, it never leaves you where it found you; it will either build you up or tear you down. Selling...
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