The Top Five Sales Tactics All Salespeople Should Avoid

When someone decides they want to pursue a career in sales—which is as honorable a profession as any other—they also get to decide what kind of a salesperson they want to be. Very few people would purposely choose to become the stereotypical sleazy salesperson, but it can happen if no one ever takes the time to explain the “old school” selling tactics people associate with sleazy salespeople, and why you should avoid them at all costs. Here’s a quick refresher of the top five tactics all salespeople should avoid: 

1. Directly putting down your competitor’s products/services:  Doing this is basically telling your prospect they are ignorant of the world around them. Face it, your prospects have access to the same information you do. Your job isn’t to prove your products/services are better than your competition’s. It’s to show your prospect that your products/services are a perfect fit for them.

2.  Hoping your prospect is as lazy as you are:  I once worked for a VP who always asked, “Did you do your due diligence?" The reality is that there are business owners who don’t do their due diligence with regard to their own company, or with the sales reps they encounter. For the sales rep who gets their foot in the door, it’s a choice. They can do just enough work to get the account, or they can do their own due diligence and become an invaluable resource to the business owner.

3.  Insulting you prospects intelligence: If there’s one trait that’s become synonymous with the sleazy salesperson, it’s the idea that they’re always on the lookout for the easy mark. Never assume that the way someone looks, dresses, or talks is an indication of how well they know their business. Don’t fall into the trap of believing that just because someone’s desk is a mess, you have an edge. Don’t let your assumption about how business savvy a prospect is end up showing the prospect just how un-savvy you are.

4.  Making promises just so you can get the order:  Everybody knows how the “bait and switch” approach to business works. What people don’t understand is how it can still happen in this day and age. Easy. When the order isn’t delivered on time, or as expected, or at the price quoted, it’s always someone else’s fault. These kinds of sales lead to short-term clients. Think about it… if you go to a restaurant and everything about your visit is sub-standard, are you likely to go their again? Over time, short-term clients lead to a short-term career.

5. Talking over your prospect: Yes, you may have a lot of great information to share, but good sales conversations are a two-way street. Talking over your prospect’s questions before they can even ask them forces them to look for answers in what you’re saying. That might have worked in the old west when the “snake oil salesman” sold from his wagon, but many of today’s business owners know more about your products/services than you do! Remember, relevant conversations are building blocks for solid long-term business relationship.

Fortunately, many sales professionals learn not to pursue these tactics early on in their careers. But I can't tell you how many times I’ve wished I hadn’t been present to witness a sales person falling into "old school" selling tactics simply because they didn’t realize that’s what they were doing.

Chances are that the stereotype of the sleazy salesperson will never be eradicated either. Fortunately, as sales professionals, we do get to choose whether to conduct ourselves as part of the solution, or part of the problem.

Alan Luoma: I am a Sales Coach with extensive experience in industrial sales, sales management, new

product development, sales and product training. I work with a great national sustainable packaging company and their exceptional distributors to increase sales. My success has been and is in utilizing the Pareto 80/20 principal in business and life. I have become an expert in seeking out and eliminating behaviors that prevent business people from being successful. I am a member of The National Speakers Association and New England Speakers Association. You can view my profile on LinkedIn, or contact me at Luoma@snet.net 

Are Your Customer Service Skills Where They Should Be?

Most customer service people are excited about their first day at their new job.They go to work ready to hit the road running,and for the next few months, their days are filled with interesting things to do and learn, and new people to talk with. As they start working with their customers, they probably even exceed their own expectations with the level of customer  service they’re providing. They do it because they understand the importance of first  impressions.  But sooner or later, the newness of the job—or customer—wears off, the day-to-day demands of  the job settle in, and all the extra customer service they went out of their way to provide in the beginning starts getting old.
When a customer calls and you say you’ll get back to them,don't push the request to the side. If you do before you  know it, two days have passed, and the next conversation you have with their customer starts off  with a litany of excuses—sometimes lies—rather than informed and articulate answers. If you want to be thought of as a superstar when it comes  to customer service, handle the promises with a professional attitude toward solving the problem and keep your promises to the customer.

Take full responsibility for your own customer service skills. Customer service is not always an  easy job. It can be fun when everything is going great, but not so much when there’s a problem.As a customer service professional you already may know the basics of customer service, but do you  read the occasional article about trends in customer service? Do you ever take the time to  honestly reflect on how your customers might view your customer service skills? Do you have at  least one customer service role model who excels at customer service?

Customer service is more than just problem solving. Every conversation, message, and email you  are connected with represents not just your skill at it, but also how important you think it is. Your  good customer service will give your customer every reason to feel respected and appreciated. When your customer service skills are excellent, you’ll be well on  your way to building long­term profitable business relationships.

Are your customers dealing with a different version of you after they’ve done business with you for some time?  Here a three tips of advice.

1. If you are having a bad day, it's not your customer fault. Suck it up and put on a smile  and make their interests, concerns, or problems yours, and do it happily.

2. From the moment you say hello until you say goodbye you are being judged for better or  for worse. Surly you don't want to be the main topic at their business meetings as a bad  example of poor customer service.

3. Good morning, good afternoon, thank you for your business, we look forward to working  with you are words dear to your customer ears and go a long way.

Most of all if you are burned out, no longer care for the job (and customer service is about one of  the most demanding) talk to the person in the company that can help you get over those hurdles.  If you don't, the customers will go away and with it their revenue and with it your job. So remember , make everyday a great selling day!          

                         

Alan Luoma is a Sales Coach with extensive experience in industrial sales, sales management, new product development, sales and product training. He works with a national sustainable packaging company and their distributors to increase sales. Alan is an expert that speaks on eliminating behaviors that prevent you from being successful in sales and uncovering sales prevention departments that hinder your success. He is a member of the Hartford Springfield Speakers Network, The National Speakers Association and New England Speakers Association. You can view his profile on LinkedIn, or contact him at Luoma@snet.net

Is Business Protocol Dead?

Is Business Protocol Dead?

If you ask a highly successful sales person what the keys to their success are, they would likely start by pointing out the importance of doing due diligence research prior to approaching a potential client or customer. They’d be less likely to start by pointing out the importance of protocol when it comes to interacting with potential clients and customers. They would however remind you not to forget it.

The tools we have access to have changed the business landscape, and it would be easy to convince ourselves that all business decisions come down to dollars and cents so it shouldn’t matter how we present ourselves. In one sense that might be true. But think of it from this perspective… if both you and your competition have access to the exact same information, and can offer the exact same deal, how will you differentiate yourself from them?

One way to ensure your forward momentum is to take the time to make sure you do as good of a job presenting yourself as you do of presenting what you have to offer. Here are 3 time tested do’s and don’ts of sales protocol.

1.     Don’t talk to people like you know them—before you know them.

Do:  Dale Carnegie said, "A person’s name is the sweetest sound to them in any language." But that doesn't mean Mrs. Debra Nice, the president of a company you’d like to do business with, will appreciate you calling her Debbie. Address people formally until you are invited to do otherwise.

2.     Don’t disregard the chain of command.

Do:  A chain of command might be annoying to deal with, but it serves a purpose. If you disregard it and go straight for the chief decision maker, you might get the “yes” you were hoping for, but he or she is very likely to turn the deal over to the people you just stepped over—not the best way to build a business relationship. Be respectful of the people you interact with as you work your way up the decision maker chain, and they will be more likely to return the favor by speaking well of you and what you have to offer to their higher-ups.

3.     Don’t speak poorly of your competition.

Do:  Successful sales people know that their clients and customers aspire to rise to the top of their market. But trash-talking your competition doesn’t provide any positive information about how you and your company can help them achieve that goal. Keep your presentation/discussion focused on what the client really cares about—how the product and/or service you offer will improve their position in their marketplace. Do a good job with that and your competition won’t matter.

Yes, these sound like common sense protocols everyone would know and follow, but they’re rarely taught, so many sales professionals end up learning them the hard way. Once you include them as part of your own best business practices though, they are evidence to potential clients/customers of your confidence, professionalism, and experience.

Alan Luoma is a Sales Coach with extensive experience in industrial sales, sales management, new product development, sales and product training. He works with a national sustainable packaging company and their distributors to increase sales. Alan is an expert that speaks on eliminating behaviors that prevent you from being successful in sales and uncovering sales prevention departments that hinder your success. He is a member of the Hartford Springfield Speakers Network, The National Speakers Association and New England Speakers Association. You can view his profile on LinkedIn, or contact him at Luoma@snet.net

Hold Yourself in High Regard

Hello to my fellow Marketers, Speakers, Trainers and upcoming business owners that are about to make the leap. I am John P. Slosek, Jr. your 25th of the month Hartford Springfield Speaker Bureau Blogger. I am honored to be in this blogging lineup of successful individuals where I believe the main goal is to INSPIRE you or lite that flame inside of you to stretch outside of yourself and reach for that change you have always desired.

When I filled out my Gmail/Google profile I went through my employment history. I mean my entire life history of employment. My wife asked: "Why did you do that?" And I replied honestly: "I don't know" But though to myself that I probably only filled out two job applications in my life and that was over 30 years ago. It was like taking a trip down memory lane. My first job was at the Flaming Pit Restaurant in the Eastfield Mall in Springfield, Massachusetts in 1975.

I started at the whooping rate of $2.35 per hour for 30 plus hours a week as a dishwasher. My manager set the seed of greatness in me because he would basically tell me I was worthless everyday I worked with him and all I would ever be in life is a dishwasher. After about 3 months of hearing nothing but negative chatter from my Manager I decided to leave his employment.

I always had a higher level of thinking about who I was as person. I will mark this as "Golden Nugget No.1" Always hold yourself in high regard no mater what. When I am asked what is the biggest mistake people make heading into business, a career, or just making a life change my answer is always the same. "The average person does have the right level of confidence within themselves". I have offered sales opportunities to individuals over the years that could have changed their lives and the lives of their family. But no, they needed to get an opinion from someone else such as their uncle, a neighbor or a friend. Most of the time these so-called experts talked them out of a tremendous opportunity.

How do you create a higher level of thinking about yourself? First, write a resume of who you have been in the last 10 years. Where you have worked, money you have made, places in the world you have seen, most memorable times and least memorable times. Then read your ten year history to your self. You will either be pleased or displeased. The next step is to write your resume for the next 10 years. Visualize your future, everything you want to be, try, see and experience. You have the capability to change your life TODAY! What steps will you take to get there? Second, if you have identified your weakness as low self esteem, read a book or two a month on self confidence, attend a seminars that promotes self confidence and hang out with people who radiate self confidence. It will rub off on you.

Thirdly, and my last point, is don't be afraid to leave your circle of friends or a circle of influence that could be holding you back. There are two prices we will pay throughout our lives and that is the "price of discipline or the price of regret". The choice is up to you. In a future blog I will tell the story of how I lost the friendship of my grammar school best friend. This is a story that could have held me back if I listened to the negative chatter. But I didn't, I always had a higher level of thinking about who I was and where I was going.

It has been an honor to share my thoughts with you on this month's blog. I will look forward to next month when I share "Golden Nugget No.2"
Until then enjoy the ride!
John
Inspiringwealth@aol.com            
413-246-5037 Text only
www.trubluesavings.com

Hello Fellow Speakers and Entreprenuers!  It is a pleasure to have the privilege of sharing some information about myself and what I will write about in future blogs.  Today is Tuesday Sept 16^th. 

Bill: Yale University's Woolsley Hall

My name is Bill Miranda and I have been blessed with a long and varied work background that has seen the likes of both one person start-ups, right up to Fortune 500 companies.  My career has helped me to understand, define and develop World Class Customer Service organizations, Marketing Strategies, and of course Dynamic Sales Strategies and Tactics. 

After a successful career in “corporate America”, my wife and I decided (she was 6 months pregnant at the time) that it was in our best interests for me to quit my job and start a sales representative  business.  Selling was my strength, and it seemed prudent to work for myself and my growing family.  Afterall, how hard could it be? 

Since this is a blog and not a book, I can’t begin to tell the tale of the ups and downs, the starts and stops, the successes and failures that were seen on this journey.  I can’t effectively explain here (you should see me live though!) how the periodic desire to “move on”, to do something else met with the stubborn drive and willingness to keep “fighting the fight” and not to succumb to the challenges that are thrown at each and every one of us by everyday life.

I have prospered thru strong market growth, and survived the cataclysmic decline during our most recent “economic recession/depression” . . .whatever it is the politicians are calling it!

At the end of the day, there are 3 things that drive me: 1) my family: my wife of 27 years, and my 3 children (including college age twins),  2) the burning desire to excel and be known and respected as one of the best at my trade, and 3) sharing my success with others by communicating  the lessons learned while navigating the constantly changing business climate. 

An accomplished and award winning speaker, I am currently writing my first book.  As a dynamic and entertaining speaker, I utilize a combination of stories and anecdotes to motivate and inspire my audience to take action.  Sharing a story is one thing, sharing the “spark” to approach life differently is something else.

Graduate of Fairfield University (B.S. Management), and Sacred Heart University (M.B.A. Marketing).   Graduate of the Dale Carnegie Course and countless other training and leadership programs.

Please email me for more information, and a free telephone consultation 
billmirandaspeaks@gmail.com

Next Month:  “Developing World Class Customer Service”