• Traits of killer sales people

    It’s better not to hire, than to take on the costs and time required to bring someone on who can’t hunt & close the business you need. So, what are the traits of success of a salesperson with a real ‘hunter’ mentality?

    1. Strong “fire in their belly.”

    Successful hunters wake up each day rekindled with an innate natural drive to succeed. They are consistently driven by their ambition to be the best. They usually set high personal goals, have confidence in their abilities, and have a high level of energy in their daily work.

    1. Creating value and demand.

    A-player sales people understand that they are not order takers simply fulfilling demand but must create a demand for a particular product or service. They have the skills to communicate the value of their products or services and deliver solutions that will sort out the unique pain or problem of each prospect.

    1. Taking control of the sales process.

    It’s easy to get caught up in the prospect’s process and not take control of the buyer/seller dance. Taking control requires confidence, assertiveness, and an ability to influence others. Strong and effective sales people set appropriate expectations. They make sure they and the prospects agree on each step so are on the same page throughout the sales process.

    1. Taking action.This one is obvious. Do they act without needing direction? Some salespeople with apparently good track records were order takers, not business hunters. They will sit on their hands waiting for someone else to make a move or that call back.

    Successful hunters do not suffer from “analysis paralysis” or have many reasonable explanations why they don’t have enough on-target appointments, aren’t picking up the phone or going on sales calls. They set their goals and intend to achieve them. They take regular, effective, and consistent action.

    1. Taking responsibility for their results.

    Too often people make excuses like, “I was given the worst territory” or “This economy is just too tough.” But not the hunters; they attack their goal no matter the obstacles. They take responsibility for the things they can take action on.

    1. Adjusting their own behaviour & style.

    Great hunters adapt their style and understand the impact on others. They don’t just force through sales. They figure out what will grow their prospects’ trust in them, and build confidence and rapport. They never blow out deals by coming on too strong, and know how to make sure prospects don’t go quiet and hide behind voicemail.

    Self-motivated driven determined salespeople love to find new business day in and day out.

    When you interview, dig deep so you are certain they’ll be the hunters you need. Hire them and pay them properly. Manage them well.

    Apply these criteria to your existing team. How do they shape up? If you need help in assessing them, call your local Sandler Trainer who can show you an easy way to evaluate the team.

    Do not allow star players to break the rules, ignore your sales process or fail to record progress on the CRM. Reward them well – and invest in their development.

    If you need people on your sales team who truly love the hunt for new clients, it’s essential to structure your team and your recruitment process to discard the order takers or move them into an order taking job, and find and nurture the killer traits for sales success. Look for these 6 traits, and you have the basis for creating a successful sales team.

    Ermine Amies

    Ermine Amies

    Ermine Amies runs Sandler Training in East Anglia with monthly Master Classes in Norwich

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  • Sales: How to hire a killer

    I bet you haven’t ever hired a sales person who seemed perfect at interview and didn’t work out. Someone who had all the right answers, was excited by your vision of the future and assured you they were a self-starter. Someone with a brilliant track record, who came highly recommended and yet …..when they started, seemed “off the boil”. Someone who didn’t deliver in the first month, and despite your hope that they would get “up to speed” has been a mediocre performer or has already left you. Mishires are bad for the person you employed and are expensive mistakes for you in time, money and morale.

    There’s a joke amongst recruiters that the best sales meeting many salespeople have is the one that gets them their next job. So how do you tell the difference between someone who will perform for you and someone who never could, or can’t right now?

    The hiring company gets really excited and feels they’ve found a hunter. The sales person is hopeful and excited too. Maybe they also get a shiny new car, phone and all the gadgets.

    The new hire asks all the right questions at induction and the managers feel they’ve hired right. The sales person starts with enthusiasm to prospect or go out to meetings.

    But then tumbleweed.

    Or some sales but way behind the management projections.

    Or forecasts slip into the next reporting period.

    Management say “Give it time. S/he’ll find her/his feet”. Two months. Three months. Eight months. How long?

    Mishire?

    Maybe they are a salesperson who can take complicated orders but doesn’t have that killer instinct needed to drive sales.

    Maybe you have hired a sales rep who is naturally good at developing relationships with an existing client base and finding opportunities to cross-sell and up-sell. They just aren’t that driven to go in cold and win new business.

    Maybe you hired someone better suited for long sales cycles that require patience, focus and structure. These people are careful not to let any details fall through the cracks. They can extend the timeframe to closing business so slow your numbers.

    Good salespeople – but not a fit.

    They just don’t have the traits they need to be successful with you.

    To be successful, get clarity on what will make a sales person successful with you. Here are 6 criteria for hiring a hunter, someone who is keen and driven to make sales for you – look for someone who:

    1. has strong fire in their belly
    2. creates value and demand
    3. takes control of the sales process
    4. takes action without requiring direction
    5. takes responsibility for their results
    6. adjusts how they deal with people

    You can train skills – but forcing someone with account management or long sales cycle mentality to hunt for business to close this month or quarter is an endless and thankless task for the sales manager. Read next week’s blog for more on how to identify those killer traits in your new hires.

    Ermine Amies

    Ermine Amies

    Ermine Amies runs Sandler Training in East Anglia with monthly Master Classes in Norwich

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  • 4 Interview Tips for the Interviewer: How to Build the Strongest Bench

    Strongest benchPlaying the role of the interviewer is no simple task. While you might not be the one in the hot seat, the words that come out of your mouth can be just as important. There are interview techniques that some of the best recruiters and HR professionals utilize when looking to fill positions with the most qualified candidates.

    Encourage the candidate to think differently and creatively when they’re interviewing. For many candidates going through the job search process, interviews become monotonous. Interviewers need to go against the grain to truly get to know a candidate.

    The following techniques will help the interviewer understand the mind and thought process of the candidate, which will ultimately determine whether the candidate will be a good cultural fit and if they’ll help propel the company forward.

    1. Start by asking the candidate how they prepared for the interview.Not every job seeker takes the time to do research before an interview, whether it was about the interviewer, the company or recent company news. If they did research, ask a couple of questions about their findings. If they didn’t, move on to the next question. Don’t ask why they didn’t, the goal shouldn’t be to embarrass them.

    2. Ask how they prioritize their time.This is a great question for recent college graduates because the interviewer can reference how busy college life can be (social events, projects, group work, jobs, internships, class and social media) and then ask the candidate how they get it all done. People don’t magically become organized and detail-oriented; those are behaviours that are often started in college.

    3. Role play during the interview.If the position in question will be part of a team, ask the candidate why people would want him or her on their team. Using this interview technique will force the candidate to adapt to a new role and look through a different lens. Answers that reveal promise will likely have to do with their dependability, responsibility, negotiation skills, subject matter expertise, leadership abilities, etc.

    4. Ask how a reference will describe the candidate.Every resume lists “references available upon request,” yet most interviewers don’t discuss references until later in the process. Ask for more information about the reference and then ask the candidate to describe what the reference would say about them. Usually, references are listed because the job seeker respects the person, the reference has a credible reputation or there is a strong relationship between the two. This telling technique helps because the candidate is less likely to lie or inflate the reference’s opinion of the candidate.

    When interviewing job candidates, what are some of your go-to interview questions? Be sure to include the answers you look for when asking those questions.

     

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • Use your 30 second commercial in your LinkedIn Profile

    30 sec commercial linkedInThe main thing to remember about LinkedIn is this: It is a huge, never-ending, virtual networking event, and you have to be ready with the right response to “What do you do?” Your 30–second commercial is the answer to that question, as told from the point of view of a PROSPECT IN PAIN who eventually turned into your happy customer.

    Why not include it on your LinkedIn profile page?

    So for instance: “We specialize in custom-designed inventory management systems for manufacturing and distribution operations. We’ve been particularly successful with companies in the X, Y, and Z industries that are concerned about the costs associated with inaccurate inventory counts, unhappy with frequent paperwork bottlenecks that slow down the fulfilment process, or disappointed by the amount of time it takes to reconcile purchasing, invoicing, and shipping records. We’ve been able to create hand-in-glove inventory management systems that help our customers save time, attention, and money.”

    If something like this isn’t on your LinkedIn profile, you’re at a competitive disadvantage.
    For the complete list of WAYS YOU CAN USE LINKEDIN TO PROSPECT MORE EFFECTIVELY, click here.

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • How to Lower Stress in Sales

    The rotten economy, if you haven’t noticed, may be taking a toll on your health.

    Stress has been linked to a number of illnesses-such as heart disease, high blood pressure and increased risk for cancer. A lot of this stress is understandable-but also unnecessary. If you are in sales, a sales system can help you reduce that pressure you are under in a big way. You will be as productive as ever, which should mean less anxiety.

    A sales system will help you stop confusing your real self with what I call your “role self.” Most sales professionals take the inevitable rejection that comes with their work personally. They can’t make the necessary distinction between the role they play as a salesperson and who they really are.

    But those who can make that distinction-and it takes practice to do it-find that they worry a lot less. That makes them more effective. They are happier and healthier, and the confidence they show inspires others to have confidence in them. Sales increase.

    A sales system will also help you adjust the goals for each call you make in your prospecting efforts. Your only goal, besides establishing rapport, should be to determine if your prospect has any interest at all in your product or service and, if they do, to set up a meeting for a later date.

    You should make a point not to begin the selling process at this stage of your relationship. This is not the time to talk about features or benefits, price or delivery. That comes later.

    All you should try to do is schedule the meeting. The rest should wait.

    Try this, and like those with a selling system, you’ll see immediate benefits. “Going for the meeting” will take the pressure off you, and it will also take pressure off your prospect. You won’t have to second-guess which aspects of your product or service to bring up. And because he or she isn’t confronted with a premature “sales pitch,” your prospect won’t have to think about putting up a defensive wall of delaying tactics.

    When you get your prospect on the phone, be up front about what you want. Make sure they understand that all you are trying to do is to determine if they have any interest in what you are selling and, if they do, to set up a time to talk further. That’s it.

    Your prospect will appreciate the fact that you understand how busy they are, and that you are not jumping the gun, so to speak, in making your pitch.

    Your sales system will lighten your stress, and theirs too, helping you remain productive in challenging times.

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • Are you prepared?

    All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ websites, advertising, or marketing materials?

    Can you answer the following questions about your next prospect appointment?

    – What are the first three questions you’ll ask the prospect after you say, “Hello”?

    – What questions will you ask to create rapport and get to know the prospect?

    – What questions will you ask to explore the prospect’s need and hone in on the underlying reasons for or events that precipitated the need?

    – What commitment(s) will you ask for if there is a fit between what the prospect needs and what you can provide?

    If you haven’t identified and rehearsed the questions you’ll need to ask to start the meeting, explore the prospect’s requirements, qualify the opportunity, and systematically move the meeting to an appropriate conclusion, then you’re NOT prepared.

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • 7 Mistakes that Kill Sales Presentations & Free Talks

    sleep disorderBuilding a sales pipeline or broadening prospecting activity for many of us uncovers speaking opportunities in front of potential prospects. Here are 7 reasons why some SalesAmbassadors can unknowingly induce blind hatred & venom from even the gentlest, mildest mannered supporters

    Most of us use presentation time as an opportunity to impress. Once in full flight however, some people’s brains miraculously camouflage the looks of hate, sleepiness and disregard in their captives, replacing them with faces awash with wonder and awe. It can be the only explanation why the worst offenders can sleep at night.

    Here’s the 7 most hated offences voted for by over 50 clients, experienced in networking events throughout Beds, Bucks & Herts. Some are surprising:

    • The speaker doesn’t OWN the material. “These aren’t my slides but…..”.
      • True possibly but doesn’t make it right. Do what you need to and own your talk.
    • Colourless, dry, insipid, lacklustre, tedious, uninspired, vapid & wearisome.
      • Words drawn up whilst a decent pensions talk was being slaughtered. ‘Get a life!’ ‘Have more Sex!’ ‘Adopt a Canary'; but do something to invigorate yourself. Tonality and body language make up most of communication. If your soul has died, your presentation’s fried.
    • A ‘Pitch’ that’s irrelevant to me.
      • Listeners make an instant choice. ‘Are you relevant or not?’ A talk that’s self centred (clue, does it list your features & benefits?) pushes prospects away. Wrap topics into relatable, immersive, memorable stories and it will make you relevant every time.
    • ‘Time travel’, the miracle of compressing 120mins content into 15.
      • Epilepsy inducing PowerPoint is hypnotic. It’s the way Zombies are created. One or two key points offered properly gets you invited back.
    • Reading out the words on their own slides.
      • We read quicker than most people speak (hopefully). Props? Flipchart? A picture?
    • Too quiet? Too fast or eating dry biscuits?
      • Rule #1 Make sure you enunciate appropriately to everyone in the room
    • Overrunning the allotted time
      • Organisers LOVE speakers who keep to time. The only reason outside of poor preparation for over running is to massage under inflated, unappreciated egos. Unless of course the crowd is chanting for more?

    There’s more I’m sure, what are your worst experiences? Interestingly nerves and inexperience wasn’t mentioned by anyone.

    Speaking engagements are an effective way to prospect for new business. Just like a sales call, in 2016 leave ‘winging it’ for the birds as it’s the fastest way to blow all that effort and send prospects straight into the arms of your competitors.

    Chris Davies

    Chris Davies

    Chris Davies has spent over 35 years in both sales and leadership environments with companies such as Sony, Toshiba, IBM and others. Observing first-hand the declining effects of traditional, much copied selling methodologies. Typically, Chris works with business leaders, partners and top producers who are ready to work smarter and commit their time, money and energy to attract new clients, sell more products or services and generate more profits with integrity. Tel: 01525 280777 Mobile: 07891 055925

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  • The Key To Success In a Sale: The Agenda

    the agendaYour meeting date and time has been established.  You’re confident your product or service is superior to your competitors.  Your goal for the meeting is to convince the prospect. You’ve planned to be there for 45 minutes.

    The prospect checks their calendar and realizes a few minutes before that, they’ve scheduled a meeting with some salesperson and they’re not sure of the relevance today.  They’re wondering why they agreed to the meeting and plan to make it short.  They’ll ask a few questions, get a brochure or sample and usher the salesperson out the door saying “they’ll get back” to them. Fifteen minutes maximum and they’ll be able to get back to what’s important in their day.

    It’s apparent from the two scenarios that the salesperson and the prospect each have a different agenda.  Can you imagine what the outcome of the meeting will be?  Have you ever found yourself wondering why there are two different agendas for the same meeting?  Did you both agree to the same thing?

    Let’s diagnose where things may have gone wrong.

    1. The appointment was scheduled without a clear intention of what each side was hoping to accomplish.
    2. The amount of time allocated to meet was not established or may have been, however has now changed on the prospect’s side.
    3. The real purpose of the meeting was unclear.
    4. An agreed upon outcome was not discussed prior to the meeting.

    In other words, it’s like showing up at the dentist for a cleaning and he’s ready to perform a root canal.

    The Sandler Selling System refers to the concept of establishing an agenda for every interaction with a prospect as an Up-Front Contract.  It means prior to the meeting knowing what both parties are planning to accomplish in the time they are together.  A mutually agreed outcome is established.

    Following are the components of an agenda:

    1. Establish a mutually agreed purpose for the call or meeting.
    2. Find out what’s important for the prospect.  What are they hoping to achieve in the time you’re together.
    3. Share with the prospect what you as a salesperson would like to accomplish on the phone or in the meeting.
    4. Agree to a specific time you’ll spend together and reconfirm when you arrive at the meeting.
    5. Determine at the beginning of the meeting or telephone conversation what you both mutually agree will happen at the conclusion of your time together.

    Establish on the phone what will happen at the meeting and once at the meeting, reiterate what you both agreed to.  This gives the prospect the opportunity to share any changes that may have to be made such as now only having 30 minutes vs the originally planned 45 minutes.  You can adjust your meeting accordingly or reschedule if desired.

    Just like being in the dentist’s chair, you don’t want any surprises when you are face-to-face with a prospect.  Being disarmingly honest with the prospect and letting them know up-front what is going to happen in the time you’re together will save time, eliminate the prospect from giving you a vague response as to what happens next and it will move the selling process forward or conclude there isn’t a fit for your product or services.  And set another up-front contract at the meeting as to what happens next.

    What will you do prior to your next call or meeting?

    Mutually agreeing to what happens every step of the way ensures that you aren’t surprised at the outcome.

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • Refine Your Sales Process with a Sales Template

    Refine your sales processA sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting). Having critical reviews of each step is important because it takes out the guess work and decreases the time of reinventing the process.

    Ways to develop your sales template:

    1. Develop a flow chart of your sales process (make the chart dynamic with options).
    2. Get specific – develop the script and questions to ask your prospect during each phase. Use the Sandler Submarine as a guide.
    3. Establish an internal and external sales template. Internal: used only within the organisation and external: detailing your process to the prospect. By doing so, it keeps all parties involved on the same page during the process.

    Still think it’s painful to sit down and establish a sales template for your business? Remember the Sandler Philosophy:

    1. Professional Selling is a noble profession. Do not let the prospect treat you with disrespect.
    2. Be sure to understand the prospect’s issue, budget and decision process before you try to convince them of anything.
    3. Help the prospect discover the real Pain and that you are the solution.

    Armed with the reasons to establish a sales template, the ways to go about doing so along with the reasons behind the why, are we at Sandler Training charge you to take action! Start and complete your sales template. Go as far as implementing and adapting your sales template until you establish a sales process that works well for you and your organization.

    You can follow the prospect’s plan and feed your ego. Or, you can follow your own plans and feed your family, but you can’t do both. The choice is yours.”

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • Maintaining Sales Motivation: Why Do You Work?

    Why? Why do we get up every day and go to work?

    Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

    Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

    Really it’s because Mum or Dad said so!

    Accountability is imprinted into our brains early in life. “Clean your room,” “Finish your homework,” and “Be home by 10″ are all part of our basic wiring. In secondary school, if you didn’t show up with your homework, you were publicly humiliated and punished with detention. Sounds bad, right? Actually, it works. We did the work because we run from pain before we run towards pleasure. Ever get that sickened feeling in your stomach before a big test? Well, that shouldn’t disappear entirely after school. What is that, exactly? Self-accountability.

    How are you accountable? You need to do 10 cold calls, get five referrals, and schedule two appointments daily. Who knows you didn’t do this? Only you and you can lie to yourself to justify your behaviours all day (the lawn really looked like it needed mowing and that two-hour lunch with a great client were to ensure the renewal next year!).

    Do the right things to be accountable:

    1. Have an accountability partner or coach- I call mine every day at 6 pm (yes). This person should not be your spouse or significant other.
    2. Keep a journal and do a debrief to yourself in writing every day.Rate everything with the standard “should you have been doing this activity at the time you were doing it?”
    3. Have clear behaviour goals in mind and know every day what you will accomplish!Who are your top 20 targets?
    4. Know why you are working- have a dream board near you during work hours. Want a Jeep? Have a picture nearby. Travel? Have a picture. Jewellery? Have a picture. House, wealth, etc? Have a picture. No college debt for your kids? School pictures work great. Make that dream or goal of yours ever-present and as tangible as possible, and you’ll have no problem staying on track.
    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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