BECOME A SALES LEADER. Donna J. Scott Executive Vice President of Sales and Marketing. Characteristics of a Successful Leader:. Motivating Encouraging Smart Professional. Visionary Flexible Objective Fair. Steps to become a Sales Leader:.
Donna J. Scott
Executive Vice President of Sales and Marketing
Master the following skills….
One Question to Consider:
Would you consider driving from Los Angeles to New York without a map?
Making a trip without a map can cause you to lose your way, make unnecessary stops, take a lot longer to get to the destination and worse yet, maybe never reaching the destination at all.
Reasons People Don’t Buy:
The foundation for your sales success begins with your ability to communicate and relate to the potential client.
The Three P’s
Clients are more comfortable and you remain in control of the sales process when you:
The reason or reasons I am making this call
How to Establish Credibility
A communication process utilized during the sales process consisting of questions and answers enabling you to better understand your clients needs, wants, and desires.
Can be identified and reasoned with
Emotional or feelings based
Availability of cash
A process of utilizing information obtained through the discovery process to promote the benefits of your service to the client in order to fill the need and close the sale.
Listening to Hear:
The L.S.C.P.A. Method
A process of sustaining the buying decision during the sales process and beyond.
Expanding your prospects through Community Organizations and Business Associations
Networking and Outreach is an essential link in the chain of selling. We, as sales professionals, are constantly looking for additional opportunities to sell our products and services. We can not always depend on walk-in-traffic, advertising or even word of mouth to proved constant stream of potential clients that we need in order to be successful.
Focusing on themselves
Always take the passive approach – Never focus on yourself.
Use the 80/20 rule:
Spend 80 % of your time listening
Spend 20% of your time asking questions
When focusing on someone else, most sales professionals become more relaxed. Therefore it becomes muck easier to capture more details, more leads and more opportunity!
Looking at networking as actual “prospecting”
Networking should create sources by identifying people with similar clients or needs and establishing a means to refer business to one another. Most sales professionals look at each person they encounter as an actual “prospect” as opposed to the opportunity that creating a relationship with that person could be.
Failing to follow up
Don’t be a card collector! A huge stack of cards doesn’t add up to anything… but failure! The successful networking professional takes the initial meeting and follows up with each contact until they become a true prospect or an active referral source.
After every networking event, make a note of the date, the event, names of key contacts and an action plan for follow up. Make phone calls, write thank you notes or send an article of a special interest to the person.
The Most Common Methods of Advertising
The Benefits and Drawbacks of Advertising
Regardless of the method you choose, advertising has several benefits. It also has several drawbacks.