How to Develop and Implement a Sales Plan

Sales, Marketing & Social Media Today

In my last post, I spoke about how to identify your target market and how to build a prospecting list. In this post, I will cover how to develop and implement a sales plan. Also I will cover how the sales funnel works and how it relates to sales success.

Now that you have your prospecting list, it is now time to add up how many total prospects are in your total territory. Once you have this number, you need to divide it by a two to three-week sales cycle. In most sales positions, you are required to be on a two to three-week sales cycle. In other words, you should be able to see all of your prospects and customers at least once in a two to three-week period. My sales plan was built on this cycle. The only exceptions to this, is if you have an extremely large…

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How to Deal with Difficult Customers

Sales, Marketing & Social Media Today

In sales, we all have to deal with difficult customers. Today, I am going discuss how to deal with difficult customers. In a previous post, I discussed how to get customers to pay on time. Before I can discuss how to handle difficult customers, the situation needs to be put in context. In other words, why were the customers being difficult? Were they being difficult because you screwed up their order or service call? Are they just miserable people? Does the customer constantly cancel their orders? What kind of relationship do you have with this customer? How important is your customer to your bottom line or monthly quota.

Now I know that the first thing you want to do with a nasty customer is to tell them off and fire them. My answer is to resist this urge. You need to remain calm in order to figure out what…

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10 Things a Sales Leader Needs to Do or Have to Be Successful

Sales, Marketing & Social Media Today

Deciding to go into sales management is a very big step for a sales person. Recently, I received an offer to serve as a sales trainer or de-facto sales manager; based on my time in field sales and my blog.

What are a VP of Sales, Sales Director and Sales Manager?

Well they are leaders.

The first thing that a sales manager needs to do to be successful is to lead people and serve as an example. During my time in sales, especially during training, I went to these sales leaders when I had questions and needed help. (Before taking the position, you should make sure that you can believe in the product and that you can sell it yourself because when the sales team cannot do it they will look to you for help!)

The second thing that a sales leader needs to have to be successful is a successful track record as a…

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Top 10 Most Viewed Articles

Sales, Marketing & Social Media Today

As the year is winding down, I wanted to share with you the top 10 articles from my blog. Based on the readership the honors go to:

#1 Four Basic Things Every Person in Sales Needs to Do to Be Successful

Selling is a very detailed process. There are four basic things that every person in Sales needs to do to be successful. These four things are: belief in your products and services, knowing how to prospect/knowing your target market, knowing how to engage prospects and customers with a message that is compelling and the ability to persist in the face of rejection and knowing how to get past objections. ….

#2 How to Deal with Difficult Customers

In sales, we all have to deal with difficult customers. Today, I am going discuss how to deal with difficult customers. In a previous post, I discussed how to get customers to…

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Four Basic Things Every Person in Sales Needs to Do to Be Successful

Sales, Marketing & Social Media Today

Selling is a very detailed process. There are four basic things that every person in Sales needs to do to be successful. These four things are: belief in your products and services, knowing how to prospect/knowing your target market, knowing how to engage prospects and customers with a message that is compelling and the ability to persist in the face of rejection and knowing how to get past objections.

       1      Belief in your products and services

  • Once you decide that you want to go into sales, you need to pick a product that you want to sell. The product should be something that you use yourself or if it is a technical product the product should be one that after doing some research that you could stand behind. When you make a sales presentation to a prospect, it is imperative that you believe in your product. Believing in your…

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How to Handle the Objection: “call me after the holidays”

Sales, Marketing & Social Media Today

The holiday season is upon us. Everyone is in holiday shopping mode from Black Friday, Cyber Monday and many other things. Also, everyone is thinking about going to parties. So the last thing on your customers and prospects mind is to make a year-end purchase; unless they receive a year-end tax advantage. As a sales rep, you are under pressure to close deals so you can earn that bonus.  Unless your customer is in a buying mood, you are going to hear the objection “call me after the holidays”. If you have done business with this customer, you will have an easier time than if you are making a cold call.

In prior articles, I have written how to get prospects and customers to buy. However, today’s focus is getting around the customers or prospects objection “call me after the holidays”. You have to attempt to get around this objection. If…

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How to Overcome Sales Objections & Stalls

Sales, Marketing & Social Media Today

In sales, everyone has to be able to overcome objections in order to be successful. The best way to overcome objections is to prevent them. This can be done by providing a thorough sales presentation that covers all the information about your products and services. Also it is imperative that you address any questions the prospect has immediately. However, objections will come up from time to time. Some of these objections are real buying signals and others are just stalls to put you off. As a Salesperson, you need to be able to tell the difference. This will come with experience and by reading situational cues in each selling situation. Remember the prospect is buying you. In other words, you are part of the offering. Below, I have put together a comprehensive list of objections that I encountered and overcame as an outside sales representative in New York City.

Handling…

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