Keep It Simple Sales Skills: Without Recourse to Lying, Cheating or Distortion | Stephen Atkinson | Skillshare

Keep It Simple Sales Skills: Without Recourse to Lying, Cheating or Distortion

Stephen Atkinson

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30 Lessons (1h 29m)
    • 1. Introduction

      1:59
    • 2. How to use this course

      1:39
    • 3. Attitude

      1:12
    • 4. Values

      2:39
    • 5. Be a winner

      1:42
    • 6. Beliefs

      2:05
    • 7. Changing beliefs

      4:17
    • 8. Goals

      5:40
    • 9. The Extra Mile

      2:58
    • 10. Focus

      1:33
    • 11. Team player

      2:22
    • 12. Accentuate the Positive

      3:19
    • 13. Precall Research

      1:32
    • 14. Gaining Appointments

      3:42
    • 15. Pre-call Planning

      3:42
    • 16. Route Planning

      4:04
    • 17. Prioritizing Time

      1:37
    • 18. Control the Controllable

      2:41
    • 19. Know your Products

      3:05
    • 20. Features and Benefits

      2:37
    • 21. Perceptions

      1:33
    • 22. Beginning a Sales Call

      2:39
    • 23. Listening Skills 1

      6:54
    • 24. Listening Skills 2

      5:28
    • 25. Uncovering Needs

      4:59
    • 26. Closing the Call

      4:21
    • 27. Post Call Analysis

      4:55
    • 28. Follow Up

      1:46
    • 29. Onwards

      1:15
    • 30. Final Thoughts

      0:59

About This Class

The Keep It Simple Sales Skills Course will show you how to sell the easy way - whether you are new to sales and want to fast track your career, or experienced but want to refine your existing sales skills, but this course is also for the business owner or entrepreneur in need of help in front of their customers.

Learn everything you need to get you selling without that uncomfortable feeling.

  • The affect of attitude, values and beliefs have on your ability to sell and how you can get them on your side.
  • How to set simple and effective goals, the easy way - why make it complicated!
  • How focus, working well with others, and giving that extra percentage for your customers can make you stand out from your competitors.
  • Learn how pre-call planning and research doesn't have to be boring - and how it makes for more effective sales calls.
  • The easy way to get appointments over the phone, so that the customer doesn't give you the 'brush off'.
  • Understand the difference between features and benefits, and which one you should be talking about to your customers.
  • How to start any sales call of on the 'right foot', and get pre-approval to discuss and sell your product.
  • How to ensure both you and your customer are comfortable and relaxed during the sales call.
  • What are the only two simple question types you need for any sales call, and how and when to use them.
  • How to find your customer's 'hot buttons'.
  • How to 'close the call' naturally to make sure both you and your customer are happy with the outcome.
  • What to do after the call to ensure continuing business.
  • Complicated sales terminology - simplified!

The above is just a sample of what you will learn.

After completing this course you will be able to:

  • Understand what your customers need from you and your product.
  • Close more calls where you and the customer both end up smiling!
  • Boost your sales through the roof!

This course is the sum of my personal experience as a successful salesperson and salesperson manager distilled into one simple and practical guide - it includes all the tools you'll need to boost your sales to the next level.

This isn't a training course were it's all theory and no reality. I have used and continue to use to this day the techniques and strategies taught in this course - simply because they work.

Without recourse to lying, cheating or any other BS, this course shows you how to sell ethically and effectively.

Join this simple, fun, guaranteed and action packed course today!

Transcripts

1. Introduction: of this cost, I will be revealing the stills that will enable you to define your own sales success whatever you want to achieve in your career. New car, new house, your back managers and dying gratitude or a fast track promotion up through the ranks of fast reorganization. Or maybe you are an entrepreneur with your own business. Either way, you'll need to use sales, and sales can be uncomfortable for people. So with this cost, I'm trying to make it as comfortable as possible. In this course, you will learn how to sell to your clients honestly and ethically, which will make you more comfortable, made the clients more comfortable and make you more sales. Whatever you want. This course will help you get there and get that fast. What this guy is intended to do is to steer you into the bus lane, a practical knowledge noise that you immediately put into practice. Using this knowledge will produce results. Big results, positive results. For years, I've been asking myself what makes a successful sales person The answers I came up with given the actions I took on the actions item cause my salary to quarter over a few short years. And throughout all this time I made notes on what worked. And what didn't. These notes eventually form this cost steps. I wacked out for myself. Come work for you too. I walked the walk. So you know you can buy following the simple steps outlined in this cost. This course is about making the most of your opportunities by and rolling on this cost. You have acknowledged your designs to fairly your career and more swiftly achieve your goals. Your story begins now. 2. How to use this course: here's a quick bit of in for how to use his course and get the best out of it, first of all, and most importantly, this is a practical cost. If you want to be better at sales, you need to work in it. Andi, with this course, what I would strongly strongly recommend is A. You take notes whenever you're listening to the course. The cost is broken up into very short sections, so you just take notes on a note pad. Once you take that tick in the notes, then whether you're in sales or you're an entrepreneur, the best thing to do is puts your notes interaction as soon as possible. This will in great into your mind on you start using the techniques of talk on this course quickly and effectively and getting good results. Mint for any technical questions with this course, just click on the yellow question mark here on you do. We will get back to you to sort out any issues you have of technical nature. For any coast related questions, you can ask in the discussion section here, which is to the right that any relevant lecture and you can post any questions there for me , and I will answer, Mrs. I can't. You can also make your own private notes by cooking on this icon. But you can contact me anytime you like through the Descriptions forum, but the main thing is, and join this course. 3. Attitude: choose your attitude. This module deals with one of the most important, if not the most important aspect are being a successful sales person. Your mind sets attitude on simply the way you think in this module. We're going to go through the fundamentals that you will need to exceed your expectations on Reach your girls in sales. We're going to go for the basics here. The absolute must have thousands of books have been written about attitude on behavior on There is a good reason for this. It is very, very important. So ignore this area at your peril. I strongly advise you to seek out books and CDs of this nature from the leaders in the fields such as Anthony Robbins on Brian Tracy, etcetera. There will be a list off additional materials. At the end of this course attitude are the right mindset is what separates the winners from the losers. Which do you want to be? I thought so. Then let's move on 4. Values: values values simply other things most important to you. Values effectively define who we are. A value is simply concept that, on its most basic level, means a great deal to us. Most people have an internal list of values. They could include security, respect, love, fun or fitness. For example, when our life is in balance with our values, we feel more fulfilled. So for passing house values such as security, respect, love, fun or fitness, they may feel more fulfilled when they and a good, steady wage of their own house have the respect of their friends and colleagues. Espouse that loves them the opportunity to have fun on the town to maintain their fitness. So what is all this got to do with successful sales? Well, just about everything. If you have some values which conflict with your success in sales, then you need to do one off three things. Change your career, change the value or integrates, too. Otherwise, you are likely to be felt fold all successful. No, you may be thinking, Hang on. If my values are the things most important to me, why should I want to change them? It's a good question well, for instance, one of your values might be Relax, ation you like nothing better than taking it easy. Watching sport on TV, soaking up rays of beach etcetera. I'm not saying that this value is good or bad, right or wrong, but if this is one of your higher values that you value above anything else, it will impede your chances of success. You will have a conflict of interest. You cannot make a success of anything without putting the working. This doesn't mean you have to ditch the relaxation completely from your list of values, but it may mean you have to relegate it down the list of importance. In other words, there will still be time in your well for being very, very relaxed, and you will enjoy it just the same as you did before. But it won't be so important in your life. One of the values in your life. Write them down. Now. Do you see any of them conflicting with what you are trying to achieve? 5. Be a winner: think win win. We're going to this in more detail, but the basis of Win Win is that if you always try to achieve win win, you will never be seen as weak or manipulated by your customers or colleagues. And that again will affect positively in your sales being a winner. And sales is what you want to be right. Otherwise, you wouldn't be taking this cost to be a winner and sales. You need to combine all the attributes discussed in this cost, which cumulatively add up to the winning execute that will ultimately given your actions. And so your results. Thinking like a winner is key, but you must also look like a winner. X Stanley. This means dressing like a winner model, a winner in your organization, or even a celebrity that exudes winner. How did they dress? How did they speak? What does that body language say? I'm not saying you have to mimic or copy people and not be yourself, but by studying other winners dress sense, speech patterns, physiology you will notice that there are some things winners do that others don't. Some of these winning traits you may want to adopt be aware of what works and what doesn't undocked your strategy accordingly. 6. Beliefs: Now it comes to beliefs. A belief is something that you choose to believe. It's true. The key word here is choose just because you are I or anyone else, for that matter, chooses to believe something doesn't necessarily mean it is true. Here's an example. When we were Children, we believe to a lesser or greater degree that adults, especially our parents we're all knowing aunt, have the answers to all our questions. This belief affected our behavior. We constantly asked them questions on based our subsequent actions on their answers. For example, question where the Christmas presents come from. Answer. Santa brings him to Aled, Good boys and girls. And if a child believes this, which they generally do, they tend to behave a lot better. As we grew up, we realize that adults are our parents. I don't really have. All the answers on are not all knowing. Often the answers they give are simply a product of their beliefs in a words, their opinions. As we get older, we would still seek answers in ever wears by consulting books, the Internet or our friends, etcetera. We no longer believe our parents were all knowing. Do these new beliefs affect our behaviour. You bet we started to challenge our parents on several levels and might no longer consultant for their opinion. This, in turn, would make us more independent on this. Changing belief usually happens at that uncomfortable time of life called the teenage years . So beliefs change behavior, change the belief it is irrelevant, whether it's true or not, when you change the behavior period. 7. Changing beliefs: So how do you change your beliefs? Beliefs can be empowering all disempowering. And it was that can do you good. Only can do you ill before you can change any negative beliefs to positive beliefs, you may need to challenge some of your current beliefs that you hold. So how do you change beliefs? Gen Your beliefs can be done, basically, is two step process festival. You have to break down a negative beliefs. I These are the ones that are holding you back. You then build a positive beliefs. Negative beliefs can always hold you back. But when I let them So a negative belief you might hold is I will never be any good at sales. I'm not very good at speaking to people. These are only beliefs. The more you repeat them, they harder. They are to break just like any habit. So the first step is to break down negative beliefs. That you hold these words to change your police is to dismantle negative beliefs with challenging questions. The challenging question might be something like, If ever sales people hit their targets, then there must be a way for me to do similar. When you start thinking about these questions. It's pretty obvious there must be a way for other people to hit their target, so why not you? So it's a case of framing your questions in a positive way, which will give you the good answers and start you thinking about how you might change your beliefs. Another question might be if sales techniques can be taught. Can I land the skills I need to progress? The obvious answer today says yes, of course, you can learn skills. You're doing it now when this cost, and that will stop building up your belief in yourself and taking away those negative beliefs. Once you have destabilized negative police by asking challenging questions such as these, you need to build positive beliefs to replace him again by asking questions. So positive question might be. What's attributes do I currently possess that I can positively use to make more sales on a daily basis? Asking a question such as this re programs your subconscious to actually start you thinking about what you can do on a daily basis to improve yourselves? Beliefs tend to be a self fulfilling prophecy. If you say you can't do something then you won't be able to. If you say you can do something, then you write to you will be able to maybe know straight away. But if you believe it enough, you will get that. Another question you might ask to reinforce positive beliefs is what have I done in the past that got me a great result. Can I use that knowledge to push me forward? Now again, this gets your subconscious working in the background to think of ideas of where you can transfer skills from what you've done in the past to what you can do in your sales career. So essentially the key is to dismantle any negative belief you may have and replace them with positive ones by asking the right questions. It's auction. Step one of the beliefs in your life. Write them down, and do you see anything conflict in with your long term goals? If so, consider breaking down negative beliefs on replacing them with more positive ones 8. Goals: girls in this module, we're going to define the basics of goal setting in sales. This is usually pretty easy, as you are often targeted to draw in a certain amount of business or sign up more customers or sell a set amount of widgets. This is great. You are given a girl on a date by which to achieve it. On top of this, you are likely to be given the tools to achieve it, possibly a listed prospects or target groups with new literature samples on a marketing or sales strategies to follow. Basically, in this example, your past has been shown to you and you simply follow it. If you haven't been clearly shown what your goals are on how to achieve them, you need to set them yourself following this four step process Number one. Define what you want to achieve in a word, your goal. Number two. Define where you are right now, and it was your starting point. Number three. Drop a plan that would take you from you're starting points to your goal before followed the plan. If the plan doesn't appear to be working, then it just supplying and continued towards your goal, you may say, Well, I'm not used to setting my own goals. I work on commission. The more I sell, the more I n. That's good, but it isn't a goal. It's too fuzzy. You must define exactly how much commission you wish to an and then work out. How many widgets are new customers you will bring on board to achieve that commission? Don't aim too low Setting goal to achieve the same amount of commission bonuses last year isn't a goal. It's almost a certainty, especially if you keep on doing exactly what you did last year. Girls need to stretch you. Don't be afraid of setting them too high, falling short of a high goal. I coming in for this 1% over target instead of 45 is still a great result. Falling short of a logo could be disaster, for example, coming in 2% under target instead of 2% above it. Aim high and go for it when we got to lose. But what about the plan? I hear you say you know why you want to go. You know where you are now. But how do you get from here to there. The key thing here is to totally focus on the goal. The plan will come, believe me. But the man thing is to take positive steps towards a goal. This means doing something positive in pursuit of your goal. Not just thinking about something a positive. Something might be setting time aside right away to analyze your customer base to see you isn't buying your new widget and colon to set of appointments. Keeping your goal in mind and taking positive physical steps towards it will help you formulate an overall plan for achieving the goal. One of some of the steps that formulate your plan don't appear to be working. That's okay. The man thing is that you have noticed they're not working now. You can do something about it. You should always be aware of the results of any actions or steps you take in your plan to achieve your goal after every step. Ask yourself this question. How's this action move me closer towards my girl? Yes, I know. If the answer is yes, all good and well, if it is no than analyzed, White didn't move you closer to your goal and seriously consider changing that part of your plan. This could be a small change or a big change, but it does not necessarily mean changing your whole plan, and it certainly doesn't mean giving up during the execution of your plan. You may need to alter your course several times to navigate to your desired goal. Every adjustment in direction will give you more information on how best to reach your objective, and you can adjust your plan accordingly. In this diagram, you'll see that the directs costs from where you are now to your girl is represented by color line. This is because very few people who set out to achieve a goal you know how to get there when they said tell if they did, then everyone would be achieving their goals. The black line represents the past that most people take. They set out in direction of their goal, and then they noticed that maybe they're not getting any closer to it, and they change direction by adjusting something they're doing. So they're heading back in the direction of their goal, like a yacht talking towards the harbor in a headwind some people call is making a mistake . That's fine we'll make them the keys to no sees when we've made them and do something about it. Keep your girls in focus and change. The plan is required and you will achieve the goal. You kind of just apply on what your goal doesn't change. 9. The Extra Mile: going the extra mile that is doing more than is expected of you will build your customer loyalty faster than you ever dreamed possible. Why go the extra mile? Don't you already work hard enough as it is? You need to go the extra mile now so you don't have to run extra miles later. Then you were really be working hard. Here's an example of what I mean a customer ask you about products that you do not supply on, which is nothing competition with your range of products. You have a vague idea of the products and company, but simply tell the customer you don't supply that type of product on Leave it at that. Your customers think no less of you. The next time you meet your customer, ask yourself, Has your relationship our bond with that customer moved on? No, not really. Oh, you could do this. One of customer asked you about these products. You tell him that you don't supply that type of products, but if he wishes you will try and find out who supplies it. Maybe try and get the sales passes and then then follow through on your promised action. Your customer will think no less of you. In fact, he will feel the complete opposite. This action, which is of no material benefit to yourself, will greatly hand hands your credibility in the eyes of the customer, taking you one step closer to being a trustee product adviser rather than a media sales person. Has your relationship and bond with this customer moved on? You bet as find an opportunity to go the extra mile and your credibility and therefore your sales will rocket. The great thing about taking the second course of action is that you cannot lose. If, for example, you get nowhere finding out about the product. That's fine. Call a PR customer and simply tell him he will appreciate your openness and the fact that you tried and that will stand you in good stead. Call your next visit. If you do find out about the product on, give him a call with sales person's name and also the good. You both win and your customer will be grateful to you for helping him out, even if you putting me in touch with the of the company and they blow it by no answering his calls are providing a poor Savvis or products. This will only reflect badly on them. No, on you or your company. After all you helped him on it certainly isn't your fault that the other company didn't follow through. You tried your best. You went the extra mile. And that is why you will remember. 10. Focus: focus, focus and concentration also play a part in maintaining the successful sales person's attitude. Concentrated action will always pay dividends. If you encounter a problem, bring all your concentration to bear. To ensure a positive outcome. Concentrate on the now the presence focusing on the past will get you nowhere if I'd done this if I'd done that is a waste of time. The past is gone and can't be changed on dwelling on any past. Mystic or regrets will keep you focused in the past, so concentrate on the present. Concentrating on the future often takes the form of worrying. What if this happens? What if they don't like me? Your future depends upon the actions you take in the present, so plan your future in the present. Live in the present and focus in the present. Focus is especially important when it comes to customers. Everyone likes to feel important and respected. Make sure that in your daily interactions with your customers, you focus on Lee on them. Don't rush them. Don't sell them. You need to be somewhere else. Make sure that your concentrate entirely on their needs or issues. Onley made promises when you know you can keep them, and when you do make them and show that you do keep them, that is customer focus. 11. Team player: in sales. It is important to be a team player. Ensure that you integrate into your sales team and why the cycle of colleagues, as with the previous module and show you are open and honest with your colleagues and show mutual respect to them all on mean it even when you don't agree with their viewpoints, or even particularly like some of them within all teams that will be sub groups of people, team members who share interests of viewpoints or simply started at the same time and train together. Strong bonds are often form between individuals when their training together for a certain period of time, these bonds can often last a lifetime. The formation of like minded subgroups within teams is natural. Unwrap the causes any problems. However, if there happens to be a group of individuals with a collective on negative mindset, avoid at all costs becoming one of them or even being associated with them. Aligning yourself of a negative group will do two things. One. It will start influence in your attitude, from positive to negative, and to it will draw attention to the fact that you were associating with nurses and everyone knows their negative, and so does your boss. If you want to be a winner, this is definitely not the way to do it. Do the opposite and sure that you associate with the positives. They will encourage you and lift you, and they won't drain your energy. Treats everyone else in the organization with the same respect from Office Jr CEO. Everyone's job is important in the organization, and the people around you will intend, like you respect you and your opinion on ultimately help you rise through the ranks. When you are a team player, remember that at all times you have opportunities to shine or fade into the background and show that you shine always, even when you think no one is looking, especially at sales conferences and trade shows. 12. Accentuate the Positive: accentuate the positive. In a nutshell. This means look for the good in everything and everyone. It doesn't mean playing Pollyanna open a yes man or a woman. It simply means that when a problem arrives on your doorstep, treatises one side of a coin, the other being the solution. Your job is to guess a work out a solution. One of the ways of doing this might be to think of the complete opposite of the problem. What's the anti problem that then becomes your girl on? The solution is the route you take to it? Here's an example. What's the problem? Widget number three sales have dropped below your target for this month, but the rest of sales team seem to be growing. There's what's the opposite of the problem, Which it number three sales above target next month. You obviously can't change the result for this month unless you have a time machine solution. Explore why some people are up, what they're doing differently from you. His one target group of customers buying more than another. Is there a seasonal geographical reason for the slump? What are you doing that is whacking defining on do more of it. What are you doing that isn't working? Stop doing that. Keep focused on the goal on change your approach when you have gravity, our information be solution focused, not problem focused. Accentuate the positive when things don't work out when things go wrong. When you get a nun expected or bad results, every action you take or fail to take generates the results. It's cause and effect. Do not see what could be perceived as poor results as failure. Every time you generate a failure results, it takes you once that closer to your success results every so called failure is a waving flag trying to get your attention. Hey, look at me. I'm not exactly what you hoped for, but if you ask me the right questions, I'll point you towards your goal. When you get a result, you didn't want our expect. You need to ask yourself one key question, and it isn't. Why does this always happen to me? The key question you need to ask is, what does this result teach me? And when you have explored all the answers to that question, ask, How can I use what I've land from this results to take me further towards my goal. When you have an answer to these questions, adjust your approach and continued towards your girl and being positive, the rule with people is easy. If you haven't got anything good to say about someone, then say nothing at all. By the way, if you look hard enough, you will always find something that you like about someone. 13. Precall Research: pre call research knowledge is power, but only if you know what to do with it before visiting any customer. And, sure you do your homework. This means finding out as much as you can about customer, whether they be an individual or an organization. Again, the Web is a great place to start, especially in reference to companies. Look for what their long term goals are. Is there any way in which your product or service could move them closer to their goals? What is the gossip on this customer? Be very careful here, because gossip is simply someone's opinion often distorted by repetition, and that is not the same as the truth. So anything you hear positive or negative, taking on board particular pinch of salt and certainly do not base your entire call around here. See same rules apply for customer records written by your predecessor. Any records are only there opinion at that time. Just because they didn't get on with the customer doesn't mean that you can't and vice versa, although that won't happen if you want to be a successful sales person, 14. Gaining Appointments: getting appointments when making an appointment for sales. Cole off the phone. Some simple rules apply. Here they are. Remember, you're only goal is to make an appointment to get in front of the customer or perspective customer. That's it. Before you make any call, re acquaint yourself for the customers details and records and have them in front of you during the coal. Don't use a script to read from this Can sound robotic, lifeless, but certainly have a short list of points you may want to mention. Join the conversation. Use simple, uncomplicated Weds. Paste the speed of your voice along with that of your customer, and same goes for your tone of voice. Never use technical jargon, buzzwords or swear smile as you dial the last digit telephone number on entrance of the conversation. We've been enthusiastic and friendly attitude. Expect a positive outcome to the coal. Tell him your name on what you do. Do this briefly on writes at the beginning of the conversation User Farrell's. If you have them, use them. For example, Jim Fraser at Fraser Food suggested you might be interested in your product service. Ask if they have a couple of minutes to talk. If they have, don't rumble on for an hour. Give them a broad and very brief benefits of your product, followed immediately by a qualifying question. For example, on you Savage, he's proven to several customers. Money. Is this an area you are interested in? Don't try to sell your product or service over the phone if the customer gets positive answers to a couple of questions like the one before then suggests that you meet up. Give the customer options, for example. Ask when is the most convenient. How for you I could make next Tuesday morning or thirsty the 17th in the afternoon. This type of question does several things. It then shows you are leading the conversation. It subconsciously lets the customer knew that you are organized on that your time as well as theirs, is valuable. By giving them options to choose from, you give the customers something solid to focus on, they simply looking their diary and decide which of the options is better. On nine times out of 10 they will ask you to come in on that day, even if both the options turned out to be no good. You have got the customer thinking seriously about the appointment, so give them never a couple of options to choose from are asking the day that of suit them best, but don't accept their suggesting if it is in the next day or two. This will and do all their perceptions of you keeping a full unorganized diary. Tell the customer that you are putting the date in your diary right now and we interpret when you will see them. This will problem to do the same. 15. Pre-call Planning: pre call planning. Okay, One of the easiest ways to preplan your coal is to use visualization. This is easy to do, and it doesn't have to be perfect every time for visualization to help in your pre call planning, you need to imagine the coal from start to finish on mentally. Note any aspects of the coal that will cause you any problems in achieving your successful goal of a successful sales cold. You need to do a minimum of a couple of visualizations on this to ensure you get the best of it. But don't worry. Visualizing a coal is not done in real time, so you should be able to visualize the entire coal infected seconds to two minutes. This is time well spent. Here's how you do it. Close your eyes and imagine yourself preparing to set up for your appointment. You consult your roadmap to ensure you know the way. Mental note Have you a road map? The first half of the journey takes you along a road that you know well. Imagine this in detail some of the road sands, those roadworks that seemed to have been in place for months. Mental note set off slightly early to ensure your on time, you arrive at the customer premises of a little time to spare and use this time to re read your customer notes on product literature. Mental note. Take relevant notes on Probably sure you next see yourself being shown into the customers office. And after some pleasantries, begin the sails into view in earnest. Imagine some of the questions that customer might ask you. Do you know all the answers? If no, make a mental note to brush up on them, the customer has to see a sample of the product later on. Some testimonials, mental note. Ensure you have the relevant samples and testimonials. You see the cold going well throughout on. In the end, the customer placing an older mental notes have you the necessary OTA forms and details, or him agreeing to the next steps in the buying process. Imagine yourself shaking hands with a customer on leave in their office. Okay, that's visualization one. Now write down all your mental notes before you forget them on this particular example There, where road map Haley starts notes and literature answers to obvious questions, samples and testimonials, ordering forms and details. Take action on all these points on the show. You have been covered before doing the call for real. A second visualization is often useful in a similar vein to the one above, but this should be even slicker, and you won't need to pause to make mental notes. Having ensured the potential breaches don't care, this one should go smoothly and without a hitch, accumulating in your achieving your girl for that sales interview. The best time to do the second visualization is just before the call for real arrival it lily. And when you have safety, partly car, close your eyes for a minute and run through second visualization, it goes about saying, Do not attempt to do visualizations while driving on operating machinery, etcetera. 16. Route Planning: finding your way. A route Planning, as it is known, is a relatively easy concept to grasp under low. There are several systems are commonly used. Your company may have one in place right now. Territory route planning bowls down to a few simple basics Festival. Plan ahead and show, you know, a way of going each day, one in advance on allow enough time to get between your appointments. This seems obvious, but it's surprising how often a poor in both senses of the word sales person steps out of the front door in the morning with only the vaguest of ideas where they're going, you can imagine how much that impresses their manager. People. Bad stuff happens. Be ready for it if it's winter and show you allocation of time. It started the day to clear the snow off the car. Should temperature drop? It's summer. Anticipate holiday traffic. What is your backup plan if you can't make the next appointment in time Gift options. When booking appointments, cluster coals in the same geographical area to minimize driving time and maximize your customer time. Use downtown sensibly, such as arriving alley for appointments or waiting on delays are coffee breaks, so use that downtown to review literature on Make more plans. Prioritize calls. This is important. You should prioritise calls by how much they will positively or negatively affect your target. What do I mean? Well, here's an example. You have four calls to make tomorrow. Wanted to 10 a.m. 1 12 noon Want 2:30 p.m. I want full PM. The first coal attending him is to see a good customer who has bean encountering some problems with your company or product. You need to solve the problems out or you could lose the business. Call number two at 12 noon is a new prospect on the colleagues basically to find out who they are and what the potential is. Call number three at 2 30 is to seal the deal you're being working on for some months and could potentially win you some very good business. Calm before four o'clock is a good prospect, has shown interest, but so far hasn't committed to buying. This is how you should prioritise these customer calls. He was in the bottom line rule. Call number one call on it all costs. It will be hard to win this customer back. Should you lose him, Unlu, zing him even for a short time will negatively affect your chances of hitting your target. Call number three. This is your second priority. Disappointment. Comm positively affect your chances of hitting targets. An EU more bonus. Call them before this. Coal is your that priority. Potential business, but not here in the back. So don't get carried away. A maybe can be a long way from Yes. Call number two. This is your least important of the day. The potential customer isn't any new. Any bonus and you don't know what the potential is. It could be good or it could be bad. So you need to favor the coals with guarantee potential over this one. 17. Prioritizing Time: prioritizing your time. Let's talk about prioritizing your most valuable commodity time, but here's a couple of fundamental truth. First, you can't manage time. It will flow 24 7 Whatever you do, you could only manage yourself. Planning your town well and setting your priorities is a habit worth cultivating. This means deciding in which order tasks should be handled on how much time you should allocate to each task. The most common mistake when planning a time and prioritizing your task is not distinguishing between agents on important tasks, adding tusks don't always have the highest pay off. The often get priority over important tasks. They're often unplanned on their always time bound. Important tasks are the ones that help us achieve our overall purpose. Air could test. Maybe agent on some of them will be important. But try to minimize the agents by focusing on the importance on planning your time. Well, if you are continuously focusing on, the agents are doing a lot of unnecessary firefighting on consistent firefighting will burn you out 18. Control the Controllable: controlling the controllable. You can't do everything. A sales career can often be a frustrating arena, especially to the uninitiated. And when things go wrong as a successful sales person, you need to be cool, calm and collected under pressure. Along with planning our Janney's I'm prioritizing your Wake. As in the previous modules, you need to realize one thing. Sometimes things are out of your control. Trying to gain control over something which is clearly out of your control is called worrying and worrying will get you nowhere fast. You won't be too long into your sales career when, if you care and you obviously do, you want to do everything. Make your product package it marketed. Pick and pack it deliveries on new voice it you. We want to ensure that all queries and complaints are probably dealt with and your customers absolutely and totally dilated with your product or service. But you can't do all those things because you have the big job. You have to sell it to sell the products of service. You need to maintain focus and not get distracted by all the things that might or could go wrong. Every time you feel that you might be getting sidetracked. Ask yourself this question. Is this moving me closer towards achieving my targets? If the answer is no, then you need to get back on track, pronto. Apart from being sidetracked by wanting to do everything yourself. If you're not careful, you could be sidetracked, payable people remember other people's priorities are not yours. So sometimes you will have to say no. You can't do all the things yourself just to make sure everything goes right for the customer. But you can help. There will be people in your organization that I do it. They say they will do something on. They do it. Unfortunately, there will be some people in your organization that have the complete opposite. Khost is, if you have to work with these people, are unreliable, has a way to deal with them. Let them set their own deadlines. Making noted the deadline, they say, and chase him immediately. They don't meet it. This is fair unless them choose their own deadline. But they will quickly realize that you aren't going to let them off the hook and forget about it. Once you've done this a couple of times, they are less likely to let you go 19. Know your Products: in this section. We talked about getting to know your products. I'll say it again. Knowledge is power, but only if you knew how to use it. As a successful sales person, you need to know your products very well. You'll notice. I say very well and not inside out. Inside out. He's not usually necessary. But knowing your product very well is fundamental. If you want to succeed, it is imperative that you and your product or service getting friendly terms. This doesn't mean that if you have several products in your bag that you need to know all the different size color product codes by heart, The golden rule is if you can easily look it up, don't bother trying to memorize it. When I say friendly times, What I mean is you are comfortable and confident when speaking about your products. This is very important when you're in front of customers. If you don't feel comfortable with the products it will show and they won't buy, they won't buy because it's too fiddly. It's too difficult to get out the packaging. The instructions are too vague. There is too much to remember, and if the sales passing couldn't use it properly. What chance do they have? So get comfortable and get confident when you are trained on the use of your products of service, be the one to ask all the dumb questions. These are the ones that will crop up fast when you're out in the field. Be attentive and interested. No matter what the reaction of your peers are, read all supporting literature you are given, especially that which is intended for your customers. Went out on your calls. Use a dead town that is any time where you find you have a few spare minutes to kill. For example, an appointment in the middle of the day that may have been canceled and use this time to read through the relevant literature pertaining to your products of service. It's amazing how much you can enhance your knowledge in this way if you can, and it's safe, unethical to do so, test the products on yourself. This way you can anticipate any possible drawbacks the customer may come up with, and also you may discover added benefits. So if you sell toothbrushes, for example, brush your teeth of your products. If you sell pens, make sure your right with yours. Some products it goes without saying you won't be able to test yourself because they are unsuitable are dangerous, such as surgical new replacements or dog worming tablets are indeed any pharmaceutical products. 20. Features and Benefits: this section talked about getting to the heart of thing of your products. All products have features, but they're sold by focusing the customers attention on the benefit that a feature gives. Have a think about that line again. If you get this one wrong, you lose a sale. For those new to sales, a feature tends to be a physical aspect of a product or service. Here's a couple of examples. The new roller pain from one Depends incorporates a stainless steel casing that's a feature rendering this stylish new ball points almost indestructible and so promises years of a reliable use that is a benefit. Silver Guardian Alarms 24 7 Advice line. That's a feature means help is only a phone call away, ensuring a guarantee. Continuity of security. That's the benefit. The golden rule is here to see the feature, but play the benefit in getting to know your products. You need to know what the features of your products are. What is the advantage of any particular feature on what's the benefit to the customer? This is getting to the heart of things with your products. If the customer does not see the benefit in a products he or she will not buy. It is often easy to get carried away with the features off particular products. This happens a lot with new, innovative products, gadgets, computer software and hardware without explaining the corresponding benefit, and then, if are losing the sale, it is no use explaining that your product has a super duper thermal laser shield of expanded Polly Watts. It's if you don't go on to explain that this feature increases installation and therefore will keep their sandwiches called next time you're going to a store. And the salesman is explaining the merits of the latest gizmo to you consciously check if they are trying to sell the features when they should be selling the benefits. If you are working, the sales now list out some of the features of your product or service on the corresponding benefits. 21. Perceptions: okay, When it comes to something, your product or service, what's the word on the streets? When promoting your products or service, you may be given all sorts of backup to prove the benefits your product or service can deliver on. Whilst this is important, as we have discussed to know your products well, it is equally important to know what your customers or current users are saying about your product. On. That is the word on the street in the wild of sales perception is everything. So how do your current customers perceive your product or service on does their perception much with the official version? For example, the claims your sales literature makes? Knowing what your current customers sink of your product now can help you sell it to more customers in the future. If they really like your price, you might ask them for 1/3 pie reference. This could be a powerful tool in promoting your products. Don't forget to ask your current customers what they think is the best benefits of your product. You may be surprised and concentrate on that benefit in future calls. After all, if they're like it's, there's a good chance someone else will 22. Beginning a Sales Call: beginning your sales call. The core of a successful sales coal is more often than not simply asking the right questions. But before you seriously getting to the sales called, you need to set the scene. This part of coal is vitally important. If you are to make the right professional impression, I'm ensure that you are the best chance of achieving your goal for this coal. This part of the coal needs total clarity, and because of that, it is often best kept very, very simple. Here's how it breaks down. Tell a customer who you are, and simply while you were there, backed up with what this might mean for them. Keep it very broad and very general. Finally get the thumbs up to move on with the rest of the coal. So and in the chill, who you are, why you were there, what this might mean for them and get the thumbs up for the rest of the cult and of words. They agree with what you just outlined. So here is how it might sound real life. Good morning. My name is Jerry Cornelius from Super Secure Alarms, and I'm here to give you an insight into our new range of security products, which I believe can help enhance your company security on safeguard its people and its assets. But before you can assess whether super secure lab can assist you in meeting your security needs, I'd like to ask a few questions to help me better understand your requirements. Is that okay? You can obviously develop your own version of this introduction to suit your product, your audience and your personality. Remember to include all the elements who? Why, what? And thumbs up. This will give you the best chance of getting off on the right foot. I'm not making the era of getting halfway through the coal before your customer. Let's you know, he has no idea why you are there or indeed who you are. Trust me on this. I've seen it happen. 23. Listening Skills 1: Now we get into the core of our sales coal, and for this you literally have to listen up. The ability to ask good questions lies at the absolute core of any good sales cult. This is coupled with the ability to listen. For most people, listening well does not come naturally. It has to be practiced. You can ask the greatest questions in the well. But if you are not really listening to the answers they produce than the are rolling vein, listening is a skill. It can be land, so practice it. Listening should not be passive When you are talking to your customer. It is not like listening to the radio, where the sound can simply wash over you almost unnoticed. You need to summon all your concentration to listen well to your customer on their need to know that you are listening well. Letting your customer know that you are listening to them is easy to do. But again, medics and practice until it becomes a positive habit. Here are the key things that will let your customers know you are listening to them. Maintain good eye contact. This does not mean staring your customer out as prolonged unbroken are contact will eventually make them very nervous, not good and not funny. Good eye contact simply means looking our customer in the eye, especially when there are you are speaking. Natural breaks in eye contact are absolutely fine. Indeed, involuntary eye movements will happen. For example, when you are recalling something are considering a problem. But that's a subject for another course. The main thing is that if you are looking them in the eye, they will think and rightly so that all of your attention is focused on them, letting yourself be distracted even for a second by, for instance, glancing out of the window or at your watch is likely to break the report you have been establishing with your customer, which in turn will have a negative effect on your coal. Keep focused on the customer I never went to show you are listening is, to paraphrase the customer, this can seem a little oakwood it fast, but it is a very important way of letting the customer knew you are listening. When the customer makes a particularly valley point, repeat it back to them in your own words, for example, so what you're seeing, Mr Jones, is that this will let your customer new, that you have been listening and that you understand what they're saying. It will also help in bed this piece of information into your memory. You can also ask the customer to repeat something. This shows the customer that you're listening on. Our seeking to understand their viewpoint fully. Only do this occasionally is appropriate journey. Coal doing it more than once or twice will have the opposite effect on the customer will think you are not being attentive at all, occasionally not make positive sounds during the coal, not your head. So yes, I see that's interesting or similar. Often you can mirror the customers tone of voice and speech patterns. This does not mean to say you mimic the customers voice. It simply means that if your customers speak slowly and you speak fast, then you need to bring your speak losses to theirs. You can also mirror the customers body language. This one done well, can help build report very quickly, but again, do not try to copy every movements, or they will think you are trying to be funny. But if the customers lean forward, usually a good sign, their interest in the subject being discussed, our products being demonstrated, then you don't want to be slumping back in your chair. Master in the art of actively listening is not easy, but it is worth it to truly communicate with your customer and that a basic level that is old sudden really is. You have to find out what is most important to them. Selling implies that you have to make somebody buy something. However, human beings generally only do what they want to do, and you cannot make them buying anything. They will, however, have requirements or needs. And if some of the needs are much by the benefits of your products of service, then they're likely to buy of their own volition. But as we all know, customers rarely, if ever just come out and tell you exactly what they want. Such as I want an easy and foolproof alarm system to cover seven separate areas to centers to an area with three separate key butts in the key access areas. Access codes to change every Friday at 2 p.m. The control parts need to be maroon with our corporate logo and Boston them, and I need the whole system fitted on working by April the fourteen's. That's an exception, but it doesn't happen very often, so customers will have certain requirements or needs if you could satisfy their needs with your product or service than the customer is more likely to buy. So what are these needs and how do you find them? You find needs by asking questions. That's it. Once you have found a particular need, you simply need to match that need with the corresponding benefits of your product or service more about the types of questions to ask in a minute. But for the moment, let's concentrate on the most basic need of all. This is the fundamental need of all human beings. Never forget it. Here is the need to be understood, and you match this particular need not with the benefit that your product or service offers , but we would benefit. That you offer on that benefit is the ability to listen to and to understand your customers point of view. This is why it's so important to let the customer new. They are being listened to 24. Listening Skills 2: okay. In this section, we learned how to find out the rest of the customer's needs, and this is quite easy. We ask questions. Next time you were in a position to compare one sales person with another watch. Which one asked the most questions on Listens attentively that one will be the most successful in life. There are a lot of questions one could asked loaded questions, leading questions, curious questions, irritating questions, etcetera. In sales, you can make it much simpler in sales. You need to ask two basic types of question. The first type of question is known as an open question. Open questions tend to elicit free flowing answers, which often on earth a lot of information open questions. 10 to begin or include the words Who? Where? How, why, what? Oh, when questions including why I need to be used a little bone cautiously. Why tends to be used as a question to obtain more information following on promote previously asked open question. But be cautious and don't use why questions too often joining goal. Sometimes people are intimidated by why questions on become defensive, especially if you don't know them very well. Here are some examples of open questions. Where are the areas you are seeking to improve your security systems? How have the current security systems affected you? Can you tell me why that is important? Open questions, as mentioned Dahlia, are designed to elicit a stream of information from which you can start to pick up the customer's needs. What sort of open questions might you use? A sales call? Write down a few of them now. The second type of question is known as a closed question. A close questions man purpose is to get specific, definitive answers most commonly used. They will elicit a yes or no response, but it could also be a date or a number. Close questions tend to begin or include the Weds. How many is Here are some examples. How many senses will you require? Is that important? Close questions and the answers they bring forth tend to be short into the point. The answers to the two previous questions could be how many senses will be required. 16 Is that important? Yes, very close Questions can also be used to qualify statements. In other words, they can be used to check if something is true or important, as in the example above. Is that important? What sort of clothes questions might you use and sales coal, right? A few down now a good on balance sales cult will incorporate both East types of questions. If you West conduct a call using only open questions, you would end up tying yourself on your customer in knots on. Eventually, your customer would lose patients and you would lose a sale. Constantly. Asking open questions is very irritating. After a while, Children in particular are very good at this. Next time you meet a three year old, just watch how many open questions they ask. What happens when? Why is the sky blue? But why? What happens in why is that equally using just close questions can sound abrupt, aggressive on interrogative Using only close questions will not elicit background information. You are unlikely to discover many needs on your customer will feel stressed and under pressure, and you will leave them thinking you are a very pushy sales person. This does not bode well for your future relationship. One of the keys to a good call is to use a balance of the two types of questions. But as a general rule, start up with a few well thought out open questions. Starting this week, it will enable you to get a feel for your customer on. There will be far more relaxed than if you immediately started with close questions. Using these two types of simple questions well on listening Catholics to the answers will enable you to find your customers needs, which is the subject of the next section. See that? 25. Uncovering Needs: in this section. We talk about discovering your customers needs so you can sell the benefits of your product or service to them successfully. You can now successfully navigate through a sales call using a selection of open and close questions on Listen carefully to the answers, the elicits. So what about the customer's needs? Needs are not just something that the customer likes. They are important to him. This importance will come out in the way to the customer, uses tonality of their voice on their body language. Here are some of the way to customer might use when something is important to them. In other words, when they are telling you a need important imperative, I need want. Here are a few examples. It is important that this new system is easy to use. It is imperative we have a 24 hour backup to ensure that there are no gaps in our security . I need a foolproof system. What I want is a security code that changes when I wanted to. Whether that weekly all mostly often needs Will Madge in response to an open question, and they could be accompanied by the customer emphasizing the need in this tone of voice, I am becoming more serious, are excited on their body language. E g, for example, Leaning forward needs can sometimes be apparent in the circumstances, but it is often useful to check that you found a need by asking a qualifying or a checking close question, such as So we are looking for a full proof system to which the answer would usually be a yes or no. Once a customer has told you one of their needs are requirements, make sure that you will fully understand why this is important to them. Once you understand the customers particular need completely, it will be much easier. Too much the relevant benefit your product or service can provide. Once you do fully understand, you need to let them know that you are being listening and you understand. Do this by same person. Yes, I understand, or something similar, or paraphrasing a concise version of what they just said straight back to them. When you've done that, simply got to describe the feature and benefits of your product or service, which most closely matches their need. Here's an example. Our new secure 24th or seven system is backed up by a 24 hour technical hotline service, ensuring the any issues can be dealt with quickly and efficiently. This is good, but don't assume that the customer makes a connection between what they want or need on what you have to offer your benefit. So you need to check that they see the connection and they're happy with by using a suitable clothes question. Does that meet your requirements? At this point, the customer will usually give a positive on negative response if they give a positive response. Good. You have found one of your customers needs on matched it with the relevant benefit from your product. If the customer gives a negative response, you may not have sufficiently understood the customer's requirements, so the best option will be to Del forever into the reasons why they responded negatively. Using open questions such as what else will be needed to fulfill your requirements, the customer may have over needs, which you will have to find out about if you want to help them. To do this, you will need to ask you never open question on stop the questioning process again, such as Is there anything else you feel is important to you. Ask enough questions until we fully understand your customer. This will be apparent when you next describe a benefit of your products that fully much is their requirements. Then they will know you are listened and understood. You will have to continue asking open and close questions on matching needs against benefits throughout the body of your call. However you will notice in Moscow's, the customer will have one overriding need or requirements, which is far more important and the rest. If you could satisfy this need, then you have a good chance of ending the coal on a positive note. 26. Closing the Call: in this section, we discuss how to close to call successfully. The final phase of your cold in front of the customer is closing the cult. There are many variations on closing a coal from walking with an older in your hand to simply agreeing with the customer what you need to do next. If you have prepared well, listen to the customer understood their point of view much their needs and requirements with the benefits of your product. Then the next step closing the coal should fall into place. If you have done all the previous steps, well then the clothes should evolve naturally. This often means the customer will ask you what to do next. Well, how do they go about buying the product? If the close seems awkward or ill timed, then it is likely you have rushed the middle phase of the coal or are simply not being listening to the customer. If the cold doesn't evolve, whether customer naturally takes lead, but you believe you have discovered the customer's needs on much them accurately against your products benefits, then it's time for you to close a cult. The simplest and most straightforward way too close a call is to do a final review of all the patent points discussed, including any promises of fabbre information, any information you be sending through, but most importantly, a review of all the benefits of your products that have much the customer's needs or requirements. At this point, do not be tempted to over sell your products by telling the customer about some more benefits that they might be interested in. If you have done your job well, these extra benefits would have already arisen in the conversation. As it is, they didn't so leave them out. Just because you perceive them as benefits, the customer may not. Everyone is different. The final part of closing sale is the most important part of the entire process. Mrs. Step on all your preparation and hard work will go down the drain. This is the part where you have to family but politely suggest that we're forward. Our commitments, whether that be asking for an order proposing a next appointment, are agreeing that you put a proposal together. The way to do this depends on what you are skin the customer to do. But as in most things with cells, it is best. Did you sit in the simplest where you can, such as if you're happy with what we discussed today, would you like to go ahead? You will know that this is a simple, almost casual clothes question. If you have done your job well, the answer is likely to be Yes. If so, make the next appointment. Drove a proposal. We'll take the order if it isn't. No, you may have missed something and you will probably have to stop questioning again until you discover the miss problem or need. When you have found it, you will need to go back to the clothes. Once you have closed the coal, you need to close the meeting simply a professional. If it has gone down well, let the customer know you are pleased. But don't go over the top. Shake hands and thank him for the time and leave if it didn't go well. A similar process. Thank the customer warmly for their time. Shake their hands and leave. Always leave the customer feeling pleased to match you. Whether you've achieved your go on this visit or not, this is vitally important for your credibility when revisit in this customer at a later date or for informal third party references from this person. That is, if you mentioned you to his peer group or work colleagues, you wanted to be in a positive light. After all, they may have a prospective customers. 27. Post Call Analysis: okay, In this section, we talk about what to do. Post cold immediately after the call. A good sales person will perform when I call simple self coaching a post cold self analysis after called Take a Piece of Paper or a pigeon Bakio Dari on right Down. What? You did well in the call. What you could have done better on what you will do differently next time. A lot of sales people miss this step and simply get into their car and drive off. Others find this type of self analysis uncomfortable. After all, if they do it honestly, it may. I have some areas of behavior or planning that they need to work on. These people tell themselves it was a wonderful call. Whatever the results on there to get in the car and drive off super successful sales, people always appraise their own performance pause cult because they know that making mistakes is human. Long as they can recognize them, they can learn from them. This post cold self coaching is not an excuse to beat yourself up. That will do your confidence no good whatsoever and put you in a poor frame of mind for your next cult. Except that whatever happened in the coal, good or bad, is in the past, so don't well eyes. After all, it cannot be changed. Simply approach this passage that it accepting that nothing is ever perfect. And there is always something positive to the land from every experience. Always so. First of all, give yourself a good mental pats on the back for all the things you did right in the coal, these will be fairly evident from the reactions you revolts from your customer, especially make notes of the things that you did that really helps build report of your customer. Although all customers a difference, you can sometimes replicate the good things you did in one call by reproducing them in the next. An obvious one is smiling more. Nearly everybody responds favorably to that. The second path of the analysis calls for you to be very honest with yourself in making a note of what you could have done better. Recognizing where you could have done better is a key characteristic off successful sales people. You must take the lead in the sales coal, so everything that happens in the sales coal is essentially your responsibility. This is not an opportunity to blame of things. The bad weather. You're grumpy, boss. All the bat moved. The customers in all of these outside events or circumstances are outside of your control, but you can choose how to react to them. You choose your attitude towards everything. It is totally India or control. Choose it carefully and choose to positively land from any so called mistakes that you've made joining the cult. The last part of the analysis is simply to make a note of the things you will do differently next time. These will obviously feed on from the second section of the analysis, take positive steps, our actions as soon as possible to ensure these things I have done differently next time and then do them. Although the festive Fisk sales coal is the sharpest tool in a good sales person's toolbox , never forget what must be done before the call. The preparation, equally important, is what must be done after the call from the first telephone call off 1st 1st sales call the customer will make a connection between you on the product is buying or more accurately , between you and the company that produces the product till the customer you are the company on whatever you do now, whether perceived is good about it reflects upon the company. You now need to take responsibility for any interaction between your company on the customer, although as mentioned in Nanny Section, you cannot do everything. Your new customer will expect you to sort everything out for them. This you must do to your best ability. In reality, you are the customers linked to the company, but in the customer's eyes, you want company. This all requires some whack on your part, but mostly it requires organization on honesty. 28. Follow Up: The other thing you need to do post coal is to organize anything you promised to do for the customer. If you promise to send my proposal, do it at the first opportunity and get back to them. If you have made a successful call, both you on the customer happy with the results the time immediately after the coal is when you can reinforce your relationship with the customer by making good on your promises quickly under festively, Even if you haven't promised the customer anything up, it would. It is always best to get back in touch with the customer show after the court. If the customer has ordered your product or service, give them a call. A Zarate deliveries Jew to ensure they're happy with their purchase. Doing this will raise your credibility even high with customer, and if they do have some issues with the product or service, this will give you an opportunity to result them quickly before a small issue mutates into a big problem. Lastly, you need to update your customer records when the call went well or otherwise. This will be a key requirement of your position, so get into the habit of doing it right away before the details become fuzzy. Keeping good, concise customer records will help you in the long room and will be useful when analyzing what worked and what didn't. They will also help you in formulating a long term business plan for the customer, assuming they're going to be a longtime customer. 29. Onwards: the simple guidelines set down in this costs are easy to follow if you want to, but you must want to. To be a successful sales person are successful in anything for that matter, you need to stand out from the crowd. This is easier than you think, and following steps outlined in this course will help you get there faster. Work is required when reaching for something worthwhile, which is what makes it worthwhile. How many people have you spoken to throughout your life who has succumb to a work like a mediocrity? They get a job, buy a house, pay the mortgage and hang on to the job they don't particularly like because they feel that that is their lifeboat that keeps the world afloat. It doesn't have to be that where South Korea offers the opportunity to grow your annual earnings year on year, but more importantly, your pride in your chosen vocation. All you need is a little bit of discipline on following the steps in this coast. Follow them and you will soon be standing out from the crowd. Once that happens, you will never go back 30. Final Thoughts: So here we are at the conclusion of the coast, we looked at how we can change your beliefs if we need to reassess our attitudes and values to effect our mindset on how set goals effectively. We also have gone through the organizational skills needed to be successful in sales and finally going through the entire sales process from start to finish to ensure that the next time you were in front of the customer, we make it counts on watch that new relationship convert into new sales. My name is Steve Atkinson. I want to thank you very much for joining me on this cost. And if you want to check out my other courses on you to me, please do so. If you enjoyed this cost, please be sure to leave a review or a comment I love to hear from you on. So would future students. So for me, signing off. Thank you so much for joining this course