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Building a book, cold calling, and the art of selling..
Posted on 11/5/14 at 10:10 pm
Posted on 11/5/14 at 10:10 pm
What were your top reasons for success? What was your dominating motive for selling your product/service?
8
Posted on 11/6/14 at 6:07 am to Cmlsu5618
1. Start with a quality product
2. Identify a problem where this product is a solution
3. Target customers that have this problem
4. Position and close
2. Identify a problem where this product is a solution
3. Target customers that have this problem
4. Position and close
Posted on 11/6/14 at 6:34 am to SonOfMike
Pet insurance
Posted on 11/6/14 at 6:57 am to Cmlsu5618
quote:
What were your top reasons for success?
Perseverance
quote:
What was your dominating motive for selling your product/service?
Winning
Techniques and training can fine tune or maximize one's success, but the one required trait of a salesperson is competitiveness. Without it one can't succeed, regardless of the training. With it, and nothing else, one can at a minimum do pretty well.
That being said, I found the following important to maximizing success:
* focus completely on closing the sale
* organization of efforts to above
the particular techniques and processes are much less important than simple wild-eyed ambition
Posted on 11/6/14 at 10:17 am to Ole War Skule
Can I add don't be an idiot? Can't tell you how many salespeople have naked ambition, drive, and absolutely no idea how to *be*nice* to the customer. Do not let your ambition and competitiveness be the key values you display to the customer.
Posted on 11/6/14 at 10:59 am to Cmlsu5618
Always be closing. Can't tell you how many sales reps dance around closing.
Posted on 11/6/14 at 1:06 pm to Cmlsu5618
I appreciate the responses. I am not having trouble getting people to talk with me, but driving the genuine interest in my service has been tough to do.
Any other best practices that you guys have been successful with in the selling process?
Any other best practices that you guys have been successful with in the selling process?
Posted on 11/6/14 at 1:13 pm to Cmlsu5618
Posted on 11/6/14 at 1:22 pm to Cmlsu5618
What are you selling?
Posted on 11/6/14 at 1:31 pm to Cmlsu5618
If your good enough, the customer will sell themselves as to why they need your product.
its all about asking the right questions.
its all about asking the right questions.
Posted on 11/6/14 at 2:10 pm to Cmlsu5618
1. Be passionate about your product
2. Determination is essential to succeed in sales
3. Don't be afraid of the close (the customer expects it)
4. Being genuine will gain the respect of your customers, and more business for you.
I'm currently a regional sales rep for a large company at 25. I could be off on these tips, but they have helped me get to where I am
2. Determination is essential to succeed in sales
3. Don't be afraid of the close (the customer expects it)
4. Being genuine will gain the respect of your customers, and more business for you.
I'm currently a regional sales rep for a large company at 25. I could be off on these tips, but they have helped me get to where I am
Posted on 11/6/14 at 2:25 pm to Janky
The same as you, I beleieve. Wealth management services.
Posted on 11/6/14 at 2:33 pm to Cmlsu5618
Ah, well there is your problem. The last thing you want to be seen as is a salesman. It is an extremely hard career to make work. Also, with the market being so strong lately most people are happy with their current guy.
How long have you been in the business?
Do you work in an office with a lot of advisors?
What is your area of expertise?
How long have you been in the business?
Do you work in an office with a lot of advisors?
What is your area of expertise?
Posted on 11/6/14 at 2:36 pm to Janky
I've been in around 3 years, but just recently transitoned to a face to face role.
There really isn't another type of business for me, so I have to make this work. I love what I do, but im having a terrible time starting this snowball.
There really isn't another type of business for me, so I have to make this work. I love what I do, but im having a terrible time starting this snowball.
Posted on 11/6/14 at 2:41 pm to Cmlsu5618
quote:
Do you work in an office with a lot of advisors?
What is your area of expertise?
Posted on 11/6/14 at 2:41 pm to Cmlsu5618
quote:
Wealth management services
So are you selling to consumers or businesses? My strategy would differ greatly depending B2B or B2C.
Posted on 11/6/14 at 2:51 pm to GoldenSombrero
quote:
Wealth management services
Then start reading...seriously. No one wants to give their money to someone who isn't sharp--you need broad conversational skills beyond your key products. Learn to convey intelligence. Knowing your own products simply isn't enough. You're going to need to connect on something visceral and important to the client: you have to listen hard enough to understand their values...
Posted on 11/6/14 at 3:04 pm to Cmlsu5618
If selling consumers remember, people don't like to be sold, but love to buy. I never buy from anyone who tries to "close the sale". Just bothers me, but maybe I'm alone. Therefore I don't hard sell/ hard close my prospects either.
From my past experiences dealing with people in your line of work here's some do's/don't:
- If I don't seem interested, don't ignore me and try to convince my wife.
- Make it easy to buy/ do business with you. My insurance company is always needing me to come in a sign something, almost to the point I'd look for another agent.
- Realize, people don't make decisions based on facts. Got to tie in some emotion.
- If you give presentations and start off with YOUR company history, throw it in the trash. I don't care about your company I want to know how you can help me. We'll get to your company later.
- Story telling in sales is very undervalued and not enough people practice it. Don't bore me with facts and figures (which I'll think you made up anyways).
Best Sales books I've read this year:
-The Challenger Sale (more B2C)
- Pitch Anything (wasn't great but might be beneficial to you if your doing a lot of short pitches)
- Start With Why
From my past experiences dealing with people in your line of work here's some do's/don't:
- If I don't seem interested, don't ignore me and try to convince my wife.
- Make it easy to buy/ do business with you. My insurance company is always needing me to come in a sign something, almost to the point I'd look for another agent.
- Realize, people don't make decisions based on facts. Got to tie in some emotion.
- If you give presentations and start off with YOUR company history, throw it in the trash. I don't care about your company I want to know how you can help me. We'll get to your company later.
- Story telling in sales is very undervalued and not enough people practice it. Don't bore me with facts and figures (which I'll think you made up anyways).
Best Sales books I've read this year:
-The Challenger Sale (more B2C)
- Pitch Anything (wasn't great but might be beneficial to you if your doing a lot of short pitches)
- Start With Why
Posted on 11/6/14 at 3:10 pm to GoldenSombrero
Brian Tracy's "Psychology of Selling" is a great series.
There is nothing wrong with being a salesman, but you should position yourself as a Specialist or Consultant.
There is nothing wrong with being a salesman, but you should position yourself as a Specialist or Consultant.
Posted on 11/6/14 at 3:47 pm to Janky
I'm on a team of 3 advisors.
I focus primarily on total portfolio strategy, but I expect to develop expertise in retirement income mapping and ensuring things are efficient as possible there.
Both.
Agreed. I actually take this too far. At some point though I've updated myself on as much information as I need to, and it's time to get people motivated to do business. I'm currently obtaining my second certification and I read pretty much everything.
I focus primarily on total portfolio strategy, but I expect to develop expertise in retirement income mapping and ensuring things are efficient as possible there.
quote:
So are you selling to consumers or businesses?
Both.
quote:
Then start reading
Agreed. I actually take this too far. At some point though I've updated myself on as much information as I need to, and it's time to get people motivated to do business. I'm currently obtaining my second certification and I read pretty much everything.
This post was edited on 11/6/14 at 3:53 pm
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