Your Supplement for Sales Vitality by Kelly Slater

Posts tagged ‘Sales Vitamin’

For MEDIA SALES

I met with a client yesterday who told me that one of my competitors was in last week, and spent the entire meeting talking about the shortcomings of all of his competitors.

I work in media sales in a small market, and compete against approximately fifty other media sales people throughout television, radio, print, yellow pages and cable. Fifty! In such a highly competitive arena, if you are lucky enough to get an appointment to meet with a client, you better be smart enough to know how to conduct that meeting. Spending that time telling the client what they are doing or thinking is wrong will not get you very far.

I know that we all report back to sales managers who are under the gun to meet numbers. They report to general managers who report up the line as well. But if we as sellers start getting aggressive and negative in our sales calls the clients will be turned off. After all, they have many choices (49 others here).

Instead of using the old school tactics, try this: Ask your client what he or she is trying to accomplish. Remember, some of these folks have worked with the “old dogs” for a long time so they will use catch phrases of days gone by. In media, such phrases might include “reach” and “ total household penetration”, “Where are you in the ratings?” Blah blah blah.

BE DIFFERENT. Drill down and ask what YOU can do to help? Get a specific assignment and create a plan that will reach that goal. BE DIFFERENT. Check in often and get updates on the status of the campaign, ask how it is working. BE DIFFERENT. Offer measurable results. BE DIFFERENT.

Would love to hear how YOU are DIFFERENT, please share.

Now, go sell something!

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Practice

Professionals PRACTICE. If you want to be a PROFESSIONAL seller, then you,
too, need to PRACTICE.

Golfers – basketball players- baseball players – actors – they all PRACTICE
to become exceptional at their craft.

So how does one practice being a seller? What things make a seller great?
Listening. To be a great seller you must be a good listener. You need to
hear everything a person is saying AND not saying. Be alert to the things
going on around you – everywhere you go. This is not easy. That’s why it
takes practice.

What else makes a great seller? Knowledge. Know everything you can know
about the product or service that you are selling AND your competitors. You
have to become known as an expert in whatever you do. Read newsletters,
blogs, and books about your industry. Keep up on current happenings and
future expectations.

What else? Networking. This can be one of the hardest things to keep up
with. All day long we see people, and now you want me to join a club or
volunteer or sit on a board? YES. Networking is mandatory and it takes
practice. Networking can be disguised as many different things though.
Pick up the book, “The Little Red Book of Selling”, by Jeffery Gitomer and
check out page 82, Principle 5. This will give you plenty of ideas on how
to practice Networking.

One of the most important pieces to practice is delivering on what you
promise. Practice giving the best service possible to your clients. This
will become easier every day, and will help to brand you as a professional
that people trust and will recommend to others.

There are a number of things that each of us needs to personally practice.
For some, it’s leaving effective voice mail messages. Maybe with you it’s
your cold call script. Or taking better notes. We all know what we need to
do to improve, and the only way to get better is to PRACTICE.

Please comment and share some of the ways you practice to be a better seller
– a Professional Seller.

Now, go sell something!

A TO DO List

It’s a must. And it must be written down and rewritten everyday. Whether it’s a pad of paper on your desk or dashboard or a fancy program on your computer or Blackberry it is THE one thing to do everyday. This will keep YOU accountable to YOU. To be the best seller you can be you must under promise and over deliver. But if you forget one small detail you run the risk of damaging your credibility and in sales all we have is our reputation.

One of the traits of successful sellers is to have a PLAN FOR THE DAY, make part of that plan your TO DO list. Don’t freak out when the list changes, because it will change quickly and often. I worked with a seller who keeps a TO DO list and was having time management issues with her list, “Some days it’s an entire page!” The way to help manage a long TO DO list is to PRIORITZE the list. Go over your list and number the items in order of importance, then start with number one. You’ll be surprised where number one falls on your list, it most likely will be halfway down the list.

This may seem elementary, but if you don’t do this, try it. It will make a difference. If you do make a TO DO list everyday, please comment and share with us how much of a difference it makes.

People buy from people they trust. Be someone people can trust and cover all of your bases. A daily TO DO list is a great way to “CYA”.

Now, go sell something!