Approach each customer with the idea of helping him or her to solve a problem or achieve a goal—not of selling a product or a service. So teaches motivational speaker and sales expert Brian Tracy.
That’s the baseline mantra of any good sales team. But that’s just the baseline. There are many factors that go into building a strategic sales team that drives your top line and ultimately enhances your bottom line. Here are six other considerations:
1. Hire the right people.
Without the “right” people on the team, the team will never see the “right” results. Although you want skilled salesmen in your pack, skills can be taught—motivation cannot. Don’t be afraid to create a team with a blend of seasoned high achievers and less-experienced candidates who are motivated and eager to learn. Read more...
Bla, bla, bla, bla. This is what it sounds like when you’re in a meeting and you have no agenda, no end time, and no idea why you’re there. A complete waste of time, right? Well, keep this in mind when you are pitching your next client. Taking complete control over every step of the sales meeting will put your prospect at ease with open ears and an open mind. Below is your Nine-Step framework for an incredibly successful sales meeting.
First: Select a meeting venue and service support that reflects the caliber of your brand.
There are thousands of meeting venues across the nation and indeed the world where you can choose the location, vibe and meeting setting that is in line with the impression you want to establish with your prospective client. You may reserve an intimate meeting room, grand boardroom or something in between by the hour or day. Read more...