10 Secrets to Boost Sales Performance

Business, Marketing, Sales / Mahmoud Sawy

The sales profession is full of ups and downs. At one moment a person is at the top and the very next moment he is at the bottom.

In a blink of an eye, you lose everything you have gained. Also, new competitors emerge out of the blue, products similar to yours sometimes even better than yours conquer the market and before you even realize it, you become the participant of a rat race constantly striving to survive and build yourself in the marketplace.

No matter which industry you belong to, boosting sales performance is the primary motive of every organization and what might have worked a few years ago, might not work today. With new innovations, it is not easy to establish yourself using the traditional approach. You ought to adopt new and improved methods to grow. However, there is no time for trial and error, it is the time to sell and grow!

Here are 10 hidden secrets gathered from the most successful businesses out there which can boost your overall sales performance and help you grow like never before!

Define your vision and mission

The first hidden secret of skyrocketing your sales is to understand your business niche and define your vision and mission to function smoothly. Define what you do best and how it can help you expand. Conduct thorough research on your prospects, their likes, dislikes and how much are they willing to pay. Also, decide which strategy is the best to approach and attract these prospects towards your products.

Divide your mission into specific goals

Break your vision into several divisions each defining the specific goals that are to be attained. Write down all the activity goals that are under your control like proposals per month, referrals, etc. and set result goals to measure and keep a track of your overall progress. Mentioning specific goals focus your attention and energize your action.

Sell to the customer needs

Proposal Editing: The Key Step to Selling in Your Proposal

Customer is the king when it comes to selling your product. So treat him like one!

Always assume that your customer will buy only those products which he needs, think has some utility and he won’t settle for something ordinary.

So, how will you convince them to buy your products and services? The answer is by highlighting and emphasizing the strengths of your product and how it will reduce the cost borne by him. Also, to bring your product into the limelight it is important to showcase the uses of your product and how it will help solve the problem of your client.

The crux is that be creative and experimental with your sales and marketing techniques.

Get “digital”

The most successful businesses don’t just “ digital”. In fact, they use their full arsenal of capabilities and their full force to conquer the digital world. They build an entire network of e-commerce to directly shape the customer experience.

This trend is becoming more and more popular as the stats of US retail shows. Almost two-third of the US retail sales involve some kind of digital platforms and conduct online research every once in a while.

This trend is especially harnessed by sales leaders who use readily available PowerPoint templates to support their organization in its growth and expansion. Unlike small organizations, this trend is very popular among some of the most renowned organizations to establish themselves in the marketplace.

Sell on purpose

Knowing your purpose to sell is extremely important. Know both what you do and the reason for doing it at every step. Find answers to questions like who are you targeting, the reason of selling to that particular target audience, what are you going to tell them, what are you going to say to them, what will be the look of your proposal and how you will propose yourself in front of the target audience. If you are not sure at every step of the selling process, get some guidance or training to help you out.

Inspire trust and be authoritative

Sales are much more easy to make when your prospects trust you and this is the principle that every top salesperson follows. This principle is the reason why he is referred to as a top salesperson. Therefore approach every prospect of yours as a consultant ready to serve your client and share your piece of knowledge with him rather than being a pushy salesman.

A top sales performer will also make use of his expertise to establish himself as an authority in his particular field. This can be done by commenting on a few relevant articles that your clients like to read and answering a few questionnaires as well as feedback forms to attract more and more prospects to your doorstep.

Overcome various objections in the sales

To a seasoned professional salesperson, having an objection is an opportunity goldmine since it shows that the customer is fully engaged and even considering his business proposal. However, overcoming various objections is the key to making sales. If there are a lot of objections on the part of the customer, he won’t purchase the product which will ultimately affect the overall sales of the organization.

To overcome objections the salesperson should find the root reason and should be tenacious enough to rebuild his strategy which might not be that successful.

Build strong connections

In order to increase sales, it is important to build strong relationships with the customers which in turn encourages them to buy from you. This all comes down to developing soft skills with the right training.

Therefore, hire right and competent people from the start who can build strong relationships with the prospects and keep them engaged. Direct communication is all necessary to strengthen these relationships and gain some loyal customers.

Harnessing advanced sales analytics

The trend of using advanced sales analytics is on the rise nowadays especially to bring in more profits. The value of harnessing advanced sales analytics is widespread as it helps in making better decisions, uncovering insights into sales, manage accounts and others that make it an important step to be taken. It also helps in deciding the best opportunities and mitigating various risks.

Push for a decision

The ultimate secret is to make a push at the right time to garner sales without being too pushy. The word “Maybe” is horrible and an awful place to be for everybody including both your customer and you. You’re left unsure and your customer is in turmoil whether to purchase the product or not.

In such a case, when you know the client has enough information to make their purchase decision, push them to make one there and then. Don’t keep waiting for their answer, rather just ask them to make a decision and regardless of their decision, find out ways to serve them.

Conclusion

Sales leaders face a dizzying number of issues, often at unimaginable speed while garnering more sales and prospects. However, by imbibing these 10 hidden secrets and focusing on what really matters, they can break and build their own place away from their competitors.

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All Eyes On You: The Art of Delivering the Perfect Presentation

Business, Marketing, Sales / Mahmoud Sawy

When you give a presentation, you need to remember that effective communication is tied up in the use of your voice and body language far more than in the content of what you are saying.

Some studies have found that body language accounts for 55% of what we take away with us when we have sat through a presentation.

Body language leaves a lasting impression, so you must get it right when giving a presentation.

Being under scrutiny and having everyone’s eyes on you can be an uncomfortable experience. The first lesson in body language is that you must not let that show on the outside no matter how you feel inside.

You can do this by “acting” as though you are a confident speaker who has spoken in front of large audiences many times. Visualise how a confident speaker looks on stage or in a boardroom. Now visualise yourself doing that.

You can also watch TED talks on YouTube and analyse what the best presenters do. If you can harness even a small amount of the persona and charisma these people have, you’ll be making giant steps in your presentation skills.

Preparation

Firstly you need to get the content right. Consider what needs to be included in the presentation and keep it simple. Work all the hot topics in and ensure that you have evidence and examples as required.

Before your presentation, you must practice, practice, practice! Not just once, but many times. The more practice you do, the more confident you will feel about the content. Once you know the content inside out, you can start to think about how you will present it.

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You need it to look as natural as possible even though you have rehearsed to death when you present. It may not sound logical, but you will look more natural when you have taken the time to go over and over the presentation in rehearsal.

Energy

Throughout the presentation, you need to be dynamic and energetic. You must sound enthusiastic, like you care about what you’re saying and the product or service you are offering.

If you don’t care, why should anyone else? Your body language should reflect this energy. Your head should be up, your eyes shining, your gestures should be high, and perhaps your fist will be clenched when you talk about winning or victory, or you might gesture at your heart if something means a lot to you or your company. Don’t remain rooted to the spot; move around from time to time when you change slide or topic. Inject energy into the room. No movement will lead to the audience’s thoughts drifting off.

Standing

When you are in front of your audience, you need to be perfectly balanced and grounded if you are standing still. Plant both feet on the floor and pull up your spine. Tuck your pelvis in and pull your shoulders down and back.

Do not be tempted to put your weight through one hip as your audience will subconsciously perceive you as slovenly lacking in backbone. Do not fold your arms or cross your legs, as you will appear defensive. Try not to sway as the audience may think you’re a little unbalanced and not trust what you say! It’s difficult when you’re nervous but try to keep your body open and facing the audience as though you are upright and honest with nothing to hide. This will help project confidence.

Interacting with your Visuals

Turning your back on the audience is a no-no, and you need to avoid it as far as possible. If you have slides of some description, point at them from time to time, acknowledge the content or explain graphs and diagrams but do not read from them.

Your audience can read and have already read the slide within two seconds of it going on the screen. Instead, use visuals that will hold their attention while you present confidently, facing your audience and making eye contact. You have rehearsed so much you don’t need to read off the screen anyway, do you?

Movement

It’s a fact that the way you move, gesture and use facial expressions all help to convey meaning to your audience. If you say one thing, but your body language says something else, your audience will get confused. Their subconscious mind reads a presenter’s body language to understand what is being said. Precise gestures and facial expressions will aid the audience’s understanding.

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Moving is good. It demonstrates confidence and can show that you are thoughtful and dynamic. Step closer to your audience from time to time but don’t get in their faces too much, or you’ll intimidate them.

Make sure your gestures are powerful; otherwise, there is no point in using them. If you keep your arms locked into your sides or only motion with your hands and wrists, you will appear uptight to your audience, so relax your shoulders and let the movement flow through your arms naturally.

As a rule of thumb, the larger the audience, the more expansive your gestures should be. In front of an intimate board meeting, you can keep your hands quite close to your body at chest height. In front of a large audience you need to move your shoulders and upper arms too. If you have to raise your voice, then raise your gestures.

Not sure you can pull it off? Of course, you can! You don’t have to make a windmill impression; you only need to gesture on certain words or phrases if you wish-practice in private. Try saying ‘increase’ or ‘increased profits’ with a gesture. Try saying ‘amazing’ or ‘we’ll get results this way. It isn’t about turning cartwheels; it’s about your audience perceiving you as engaging, interested and interesting.

First Impressions Count!

From the moment you appear in the room or on the stage, you need to take ownership and make a positive impression. Shuffling towards a lectern or fiddling with the equipment will not instil much confidence among the audience. Instead, walk-on in front of them, head held high, shoulders back, making eye contact, and smiling with your eyes as well as your face. Greet everyone. Take a moment to compose yourself, take a deep breath, and then launch in with your opening statement.

Own the stage and fake your confidence. Within no time at all, you won’t ever have to pretend again!

Pamela Wigglesworth, CSP is an international marketing consultant, speaker and the CEO of Experiential Hands-on Learning based in Asia. She is the author of The 50-60 Something Start-up Entrepreneur and works with organizations across multiple industries to help them increase brand awareness, increase leads and ultimately increase sales.

To learn more about Pamela, visit the Experiential website at https://experiential.sg/ or email her at courses@experiential.sg

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How to Draw Buyers Closer You

Business, Marketing, Sales / Mahmoud Sawy

Every salesperson wants to have a relationship with a buyer that cannot be duplicated by their competitors. Salespeople try numerous strategies, few work effectively, until now.
Research into neuroscience has provided great insight into how our brain functions. As salespeople we need to know what this means in a sales context. Sales will change the relationship between yourself and the buyer because it is based on biology and not psychology.

Our brains are most comfortable when operating in autopilot. We also feel relaxed when in this state. Repeated conscious thoughts and actions are not stored in our conscious mind but transferred to our subconscious where autopilot happens. Example, have you ended up at an address you normally go to, but on the day planned to be somewhere else? Your subconscious mind took you there whilst you were preoccupied with other conscious thoughts.
To save energy our brain uses shortcuts to make decisions to solve problems quickly. If the buyer perceives you to be the same as your competitors they will switch to autopilot. If a buyer cannot see anything new, intriguing or different in you, or the product/service or the organisation their brain will go into the default mode. This means they will emotionally detach and will more than likely give you a price objection to create differentiation between you and your competitors.
As salespeople we need to be aware of three components of the brain:

The Primal Brain

This is the most primitive part of the brain and is in control of our instinctive and automatic self-preserving behaviors. The thinking rational brain, the neocortex, shuts down when the primal brain is dominate. It is driven by the fight or flight or freeze response to a threat either perceived or real. In sales this could be disguised as an objection such as “I will think about it.”

The Mammalian Brain

Also known as the Limbic system it is the center of emotions and learning and where ‘gut’ feelings come from, trust and loyalty. The system evaluates everything as either pleasure or pain. Sales presentations need to focus on the ‘why’ and ‘how’ to connect to the mammalian brain.

The Neocortex

The neocortex is associated with high order brain functions such rational and conscious logical thinking and language. Salespeople who provide an overly structured features and benefits presentation focus on the ‘what.’ This triggers the neocortex resulting in an emotionally disengaged buyer.

What to do?

Do your homework to uncover information so your presentation disrupts the buyer’s pattern of thinking. Focus on the new, intriguing or different using ‘why’ and ‘how’ in your presentation. When you do you will have a fully engaged buyer who will feel closer to you and open up about a problem they want solved.

If you have any issues selling whether new of a sales veteran fell comfortable to contact me. Any discussion is confidential. Please to be of service.

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Account Based Marketing – Why Businesses Should Consider It

Business, Marketing, Sales / Mahmoud Sawy

ACCOUNT BASED MARKETING – WHY BUSINESSES SHOULD CONSIDER IT

Account-based marketing or ABM has been around for a very long time, but it is only now that people are really paying attention to it and implementing it closely and more consciously as part of their marketing campaign. It involves taking your resources and placing them all on a set of targeted accounts within the market. The business strategy uses campaigns that have been personalized to engage each account individually. These campaigns are developed by looking at the specific needs and wants of an account.

Many people across the industry consider account-based marketing revolutionary and cutting edge. This is because the strategy looks at marketing holistically, as a whole, whereas older techniques focus too heavily on lead generation. A key attribute within account-based marketing looks at wagering and taking advantage of larger accounts. This means that you’re looking at trying to up-sell and cross-sell your larger accounts to get more value out of them, rather than spending time in the seemingly endless and tiresome loop of lead generation.

Account based marketing offers benefits both for the business and its customers. This is also one of the reasons why people are drawn to it.

1. Personalized and customized marketing experience.

Understanding your customers better gives you a leg up on the competition and allows you to strengthen your business relationship with that customer. The personalized marketing campaign could lead to better and more sales. A large part of account-based marketing is the personalization of marketing techniques to larger accounts. By figuring out the customer’s expectations, wants, and needs, you can tailor the marketing campaign specifically to and for them.

2. More realistic ROI expectations

Account-based marketing is known for giving higher returns than any other marketing strategy. It offers the highest return on investment (ROI) than any other B2B marketing strategy. The new strategy gives more precise measurements of the ROI that a company can expect. In turn, it allows companies to get a better grip on how their customers are responding to certain advertising techniques. This means that they have more control over what tactics are working as well as those that aren’t working.

3. Strategic use of available, fewer or limited resources

The account-based marketing approach focuses on a smaller number of accounts at a given time. Because they’re working with fewer accounts, they are more likely to bring those accounts to the final sales process. You’re actually going to be bringing more with fewer resources. This also frees up resources that used to be spent on funneling numerous companies. So, companies who use account-based marketing tactics can use these now free resources to complete and focus on other tasks.

4. Shorten sales timeline significantly

With your sales and marketing teams are working together to align and move accounts through the sales pipeline, you’ll find that the sales cycle shortens significantly. Your teams don’t have to juggle multiple moving parts separately. Rather, you’re streamlining the process and making it easier for everyone to keep up with the leads and customers that your business currently has. This also makes it easier to cater to these specific customers, making sure their concerns are addressed appropriately and in a timely manner. They don’t get lost in the noise.

5. Better, more effective and efficient marketing and sales alignment

Marketing teams and sales teams are more likely to and should work together to accomplish goals and sales together. By bringing these entities together, they can work on important tasks as a team rather than individually:

Identify accounts that you want to target
Create customized/personalized marketing campaigns for those targeted accounts.
Aligning accounts and moving them along the sales cycle as a team
Having an account-based marketing approach will take your lead conversion method to a new level. If your marketing and sales teams are still separated, you likely run into a lot of issues when it comes to successfully converting leads into sales.

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Is Bitcoin Safe?

Business, Marketing, Sales / Mahmoud Sawy

It is reported that the Bitcoin is rolling into forbidden grounds as it creates a spate of controversy among the “high” society and savvy digital investors. These digital marketers try to gain their share of the billion-dollar-a-day digital pie while corporate society seeks to curtail the spiral hike in the value of what seems to be a “monetary menace”. Some who strive on exploiting the poor and vulnerable are not having this as they try to inoculate the masses in an attempt to put down this growing “digital monster.”

These seemingly corporate crooks continue to put a choke-hold on how the less fortunate spend their money as they try to build financial cartels worldwide but thanks to digital technology, Bitcoins have revolutionized money control in the 21st!

The Cons

Despite the growth of digital currencies such as Bitcoins, it would be remiss of me to not disclose the cons of these virtual currencies. Due to the fact that their digital footprints are encrypted, they cannot be traced online. Although one has the pleasure of privacy and security when trading, it provides another gateway to hide and conduct illicit transactions.

When this happens, drug dealers, terrorist and other suspected culprits, will continue to conduct their illicit trade without detection when using Bitcoins.

The Pros

However, amidst the monetary mayhem, Bitcoins offer anyone tremendous investment opportunities and growth potential. No one controls virtual currency as it can be accessed by the public in cyberspace and the value continues to appreciate while the society stumbles on the debris of inflation.

An ordinary man on the streets can buy, save, trade, invest and increase his chances of becoming financially successful without the interference of government restrictions, controls, and fiduciary regulations; hence spiral inflations become things of the past.

Many truly believe the number 1 problem in our society is establishing financial monopolies. When one corporation decides to control foreign exchange, gold, and fuel, it uses its power to dictate how money should be spent.

Regulations set by large and wealthy multi-corporations are only geared to add more wealth and power to their portfolio rather than benefiting borrowers who seek financial help. In addition, the ones at the top try to drain the swamp so others can depend on them while they can become wealthier but they can’t control digital currency!

The Brighter Side of the Coin

Time has come to open the eyes of the world and that is what Bitcoin is all about. The ones who try to control the world are threatened by this Frankenstein but I doubt they can stop it or call the shots. Currently, 1 Bitcoin values $844099.07 Jamaican Dollar or $6895.80 US Dollar. The cost for 1 Bitcoin in 2009 was.05 USD!

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Benefits of Administrative and Virtual Assistant Services

Business, Marketing, Practical Work Life, Sales / Mahmoud Sawy

Outsourcing is still widely regarded as important for achieving business goals and strategies, but many people now arrange outsourcing that does not achieve the expected benefits. This article examines the outsourcing aspect from the client’s perspective. These aspects are often overlooked or underestimated, but they are important to provide the value you need for the duration of your contract.

With outsourcing expert virtual assistant services, your business can reach the pinnacle of success. It’s like getting professional service at a lower price. Virtual assistants are people who have the ability to perform administrative tasks and perform client-specific tasks. You can perform a wide range of tasks, from simple management tasks to complex customer reports. Without a doubt, this is one of the most important factors that can improve your business productivity.

There are many benefits to having an online assistant. You can let them take care of your long work, so you can focus your time on more important business work. As with any business, revenue is always your primary concern as it keeps you in business. With the help of an online assistant, this is no longer a problem.

Here’s why you need to appreciate your virtual assistants and management services even more:

1. Improve your business productivity.

Business success depends on the revenue generated. Capital is the cause of running a business, and online assistants play an important role in business returns. By outsourcing some of your work to them, you have the talent to tackle income-generating tasks for your business. In this way, you can emphasize that you are improving the profits of your business with less stress..

2. Do Things in Less Time-Assistants are obedient to the outsourcing industry.

They have dedicated training pieces in the areas they have decided to undertake. From this point of view, they appeal to experts in various fields. You never trust their efficiency in performing the various tasks assigned to them. Providing instructions on a regular basis and performing tasks on a regular basis will definitely save you time.

3. Virtual assistants are a lucrative option-you can save a lot of money with virtual assistants.

You don’t have to worry about the office and tools to get it working, as it actually works for you. You can reduce costs because you are not responsible for the interests of your assistant employees.

Are you a small business provider who always quits your business because of so much luxury? Time to shout for help. Hire a virtual assistant now

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It Is Time to Take a Fresh Look at LinkedIn

Business, Marketing, Sales / Mahmoud Sawy

LinkedIn has many wonderful attributes and a ton of capabilities and possibilities. You may have a LinkedIn account but, perhaps, you are not leveraging it as much as you can or should be. If you haven’t done so already, the first thing that you should do is to make sure that your LinkedIn profile is complete. Undoubtedly, people will check out your profile and you want to make sure that they are able to get to know you through your profile, want to connect with you, and interact and engage.

Leveraging LinkedIn to Manage Your Clients

You may consider your LinkedIn profile a detailed business card. Well, you are correct to a point. However, it is so much more than that and if you are not aware of all (or most) of its potential, it is time for you to become educated about all that LinkedIn has to offer. The fact is that everyone needs to manage their clients, whether you use some sort of sophisticated tool to accomplish that or not. LinkedIn can definitely do that for you. You just need to figure out how to make it work for your business.

When it comes to online social networks, LinkedIn is the one to use for professionals. You probably have all sorts of valuable connections that you may not even be aware of. One of the great things about LinkedIn is that after a person has created a profile, they are generally reachable at that particular URL for eternity. You will most likely find that to be a really great (and helpful) feature. In fact, not only does that information stay the same but it also gives you other valuable information that you will undoubtedly find useful. It tells you when your LinkedIn connections are having birthdays, work anniversaries, etc.

You may be surprised at how far a simple birthday or anniversary wish will go in your relationship with the other person when it comes to your solidifying your relationship with that person. You have probably noticed that there are two versions of LinkedIn: one that is free and one that costs money. In some cases, the one that costs money is superior to the free one. However, in the case of LinkedIn, the free version is perfectly acceptable and the chances are really good that you can get everything that you need from the free version without missing anything.

Turning to your LinkedIn connections for help

You may experience many times when you have a question that plagues you. You may not have the resources for that particular issue and you are not sure where to turn. Well, LinkedIn can certainly help. If you have a question without an answer, all you need to do is post it to your LinkedIn connections. The chances are really good that at least one or two people will respond to you. You may not get the answer that you are looking for but the responses that you do receive may bring you closer to the answer that you need.

You will see that people are generally willing to help you if you need them to. All you need to do is ask. Of course, there will be many people who just don’t know the answer to your question. However, there will also be many people who can offer their help to you. Having a robust network is a wonderfully supportive thing. You can thank LinkedIn for that.

Conclusion

LinkedIn is not only an amazing social network but it is also a wonderful way to manage your customer relationships and it has tremendous capabilities that can really bring your business to the next level. It allows you to connect and stay connected with your valuable online connections. It not only helps you to gather valuable information but it also allows you the ability to make the most of that information and to use it effectively for your business. You should learn about all that it can do and take advantage of all that LinkedIn has to offer.

Who is the writer ?

Michael Cohn is the founder and Chief Technology Officer (CTO) of CompuKol Communications. He has over 25 years of experience in IT and web technologies. Mr. Cohn spent a significant amount of time at a major telecommunications company, where his main focus was on initiating and leading synergy efforts across all business units by dramatically improving efficiency, online collaboration, and the company’s Intranet capabilities, which accelerated gains in business productivity. He also reduced company travel and travel costs by introducing and implementing various collaboration technologies.

His expertise includes business analysis; project management; management of global cross-matrix teams; systems engineering and analysis, architecture, prototyping and integration; technology evaluation and assessment; systems development; performance evaluation; and management of off-shore development.

Mr. Cohn earned a Master’s degree in project management from George Washington University in Washington, DC; and a Master’s degree in computer science and a Bachelor of Science degree in electrical engineering from Fairleigh Dickinson University in Teaneck, NJ.

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This Is the Secret of Sales

Business, Sales / Mahmoud Sawy

Imagine if there was a secret to successful selling.

Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to.

And not only would you be able to sell these products or services, but-if you learned and applied this secret-you would sell more than anyone in your company or in your industry.

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?-easy.

As you know, selling and easy rather occur in the same sentence, but by learning and applying this secret, they will.

And here is the secret:

Sales is nothing more than a set of recurring selling situations that you encounter over and over again.

You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up.

Let me prove it to you: regardless of your product, service, or industry, do any of these selling situations sound familiar?

When prospecting, has a decision maker or influencer or office manager ever told you:

• “Just email me some information.”
• “We’re happy with who we’re using.”
• “We aren’t interested.”
• “I’ll have to check with my boss.”

And when closing a sale or presenting your product or service, how many times do you run into:

• “That’s a bit more than we want to spend.”
• “It’s just not the right time for us.”
• “Let me think about it and get back to you.”
• “I’m going to need to talk to the committee/boss/my partner, etc.”
• “Can you email me more information?”

Now, I’ve never met many of you reading this right now, and I don’t know what you’re selling, but I’ll bet these cover 80% of the objections you get, right?

And that’s because selling is a set of recurring situations that contain the same objections, stalls, and you get them over and over again.

And therein lies the secret to successful selling:

Learn exactly what to say-in advance-of getting these recurring objections.

Now this may sound like a “duh!” moment but let me share another secret with you: 90% of sales reps don’t do this. Instead, they ad-lib, make things up, and use poor responses over and over again.

Poor responses that don’t work!

The answer?

Script out-in advance-two or three “best practice” responses to the recurring selling situations you get into all the time.

Practice, drill, rehearse these responses until they become your automatic way of responding.

Doing this will change your sales results, your day-to-day experience in selling, and ultimately your career and your life.

Your choice really comes down to: Struggle and underperform, or sell easily, confidently, and make more money than 90% of your competition.

So start learning and practicing the secret to successful selling.

Mike Brooks, “Mr. Inside Sales,” is the recognized authority on inside sales. Mike’s company has been voted the “Service Provider of the Year Award for Training and Development” in 2020 by the American Association of Inside Sales Professionals. Mike is the go-to inside sales trainer and phone script writer in the industry. Mike is author of several bestselling books on inside sales, including his new book: Power Phone Scripts: 500 Questions, Phrases, and Word-for-Word Scripts to Open and Close More Sales. Mike offers a proven online training program that immediately helps reps overcome call reluctance and close more sales. See his upcoming training schedule here: http://www.MrInsideSales.com.

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How To Find the Perfect Salesperson for Your Team?

Business, Sales / Mahmoud Sawy

I often get asked these questions in my business strategy session: “How can I find a perfect salesperson to join my team?”

If you have this question, this article is for you. So, please enjoy.

At What Point In My Business Do I Have to Hire a Salesperson?

Recall when you first started your business, you take your product or service with a view to making it as perfect as possible by, for example, meeting your customers’ needs, making it easy to use, or delivering value to your customers).

At some point, you will end up with “SOMETHING” that would make your competitors green with envy.

And more and more customers have come to take your solution so that they can get the results you promise to deliver and they don’t need to spend time and effort to build their own solutions. They would likely stick to you for the longer term and ask you “what’s next?”

Now, your business is growing.

You begin to have a taste of “success”.

And this would likely be the time when you start asking the question “How can I reach out to more potential customers?”

The solution is “I have to increase my workforce.”

Your Venture to Hire Your First Salesperson

In any case, no matter whether you are hiring your first salesperson, or just adding a new salesperson to your existing sales team, it’s important to know how to spot a successful salesperson.

You need to understand what makes a good salesperson and attract the right talent to join your team and scale success.

If you can resonate with what I said above, please carry on reading.

I know it can be difficult to see through charisma and well-rehearsed interview tactics. What I do know is that the best salespeople have certain traits that can’t be missed.

To help you improve your success rate in hiring the perfect salesperson, I have identified the following steps to equip you with the right tools for your consideration.

And all good wishes when you make a decision to implement these steps…

Step 1 – Identify the specific needs for your new sales hire

Is that obvious?

My mentor, T Harv Eker, the author of the Secrets of Millionaire Mind: Mastering the Inner Game of Wealth, said “The number one reason most people don’t get what they want is that they don’t know what they want.”

In our context of hiring a salesperson, there is no difference from my experience.

Before you hire a new salesperson, you have to be clear about what your business requirements and needs are. If not, complete this step first.

Are you sure you really need to hire another salesperson?

Can you hire someone who can work within your current system in your business? [Note: I don’t believe any candidate is a good fit unless he is able to do so.]

What qualities do I look for when hiring another salesperson?

What are my retention strategies so that I can make this salesperson stay committed to producing a win-win-win for my business?

Step 2 – Write the Salesperson’s Job Description

The second step is to advertise.

But… when you want specific candidates, you have to specify what skills the candidates must have so that they can fulfill their roles as effectively as possible. As a bonus tip, list your company’s name and contact information to allow candidates to do research on your company before they apply for the role.

Which skills do you think a perfect salesperson should have?

Interestingly, HubSpot recommends the following key qualities that make a great salesman in order to get off on the right foot:

Ability to multi-task simultaneously
Persistence & patience
Honesty & integrity
Creativity or Resourcefulness
Ability to learn & grow through experience
Solid work ethic & motivation
Strong communication skills — verbal and written; good communicator (both internal and external)
Good judgment; ability to make good decisions quickly in a fast-moving, ever-changing environment
Ability to follow rules/policies and procedures. Conscientious about details.
Willingness to sacrifice personal time for business needs
Self-motivated; takes initiative and keeps busy without management intervention

Of course, I am not asking you to look for a salesperson with all of the above skills. Go back to my first question about figuring out what you want.

Identify 3 specific skills listed above you are looking for in an ideal candidate. Ensure these skills are mentioned in the job description.

Step 3 – Reach out to the right candidates

In your course of searching for the right candidates, you are not looking for anyone and everyone obviously.

It is important that you find the candidates who share your core values and have what it takes to be great salespersons. After all, you don’t want to spend time developing someone who isn’t going to get the job done.

Here is an important tip – expect that finding the right candidates is going to be difficult enough without starting off with the wrong people.

Some people are perfect for the job, but just don’t know that they’re perfect.

Talk to them about what their strengths and weaknesses are, and make sure they know you need a certain type of person who will be able to handle your current system/processes. They may seem like an excellent candidate if you can tweak some of their abilities!

On the other hand, if it is apparent that someone is not fit for this role, ask yourself whether you can offer them other positions within your business or recommend another position they might take – even if it’s outside of sales.

Once again, depending on their personality, skillset, and experience. It’s better to give someone a chance rather than letting him/her go in a negative manner.

Bonus Step – Develop a clear interview process

We got this question in Clubhouse often – you need to develop a clear interview process.

You will look through a bunch of resumes and select a handful that represents the most qualified applicants who would go through your interview process.

A clear interview process should include clearly designed interview questions about

personal background or professional history, interests, goals

years of experience in sales

Greatest weakness when it comes to selling?

Tell me about some difficult situations you’ve experienced in selling. How did you handle them?

Give them a sales assignment and find out how they would complete it.

Discuss their goals and how you can help them achieve those goals.

Summarize all information after this process and compare your notes to make sure that they are ideal for the job.

The result should be an offer letter, but before you send it out, ask yourself what you expect from your new salesperson.

Do you expect a high level of commitment to your company or do they have room for their own ideas in the business?

What is your approach with regard to culture and expectations?

The Outcome of Having a Clear Interview Process

Finally, after you have selected the candidates to hire, you have to think about how to offer a competitive salary and regular bonuses for achieving personal goals along with other intangibles like training programs and networking opportunities.

Offer an enticing package of these extras when you make the final decision so that candidates will be happy to work for your team.

Sometimes, it’s not only about compensation but also creating an atmosphere where people feel appreciated and valued for their efforts.

Even if they don’t seem like the ideal candidate, make an effort to get in contact with them anyway; it might be worth their while and they could have some useful insight – but only if you give them that chance.

Do not discriminate against any candidates!

You may think one person is better than another because of their gender or age, but there’s no real evidence to back this up.

Conclusion

Finding the perfect salesperson for your team can be a daunting task.

I hope that the above steps will help you find the right person for your business and avoid wasting time on unqualified candidates. The 10 qualities of a good salesman that are outlined in this article will also come in handy when interviewing prospects so you know what to look out for before they even walk through the door.

If all else fails or if you need extra assistance finding someone who is qualified, let me know to see if I can help. Our team would love to work with you one-on-one!

Some salespeople are natural, and some require training.

Either way, we’re here to help you get the best salesperson for your business.

All good wishes.

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How To Compete In Sales

Business, Sales / Mahmoud Sawy

The idea of competition

When I think about the idea of “competing”… I imagine two people trying to beat each other and it makes me smile a bit…

As far as I’m concerned, I’d rather dominate and win than just competing with others,

For me “competing” means starting at the same or at a similar level and I don’t just want t “try” to beat my competitors, I want to dominate in my field, I want to make sure that I find myself at a level that is so superior to the other competitor’s that he doesn’t even bother trying to overtake me.

Compete with yourself

“Those who seek a better life must first become a better person.” Jim Rohn

The first adversary to your improvement, whether you believe it or not it is you.

Whether you’re just starting out or you’re already at the top of your game, your primary goal should be to improve yourself, to become a better person.

The beauty of our profession is that as we improve, our earnings automatically increase and as our earnings increase, our whole existence improves.

The “Kaizen” Philosophy

Having practiced Karate for years, I’m not new to the idea of “Kaizen”.

The Japanese word “kaizen” means “change for better”, in the same sense as the English word “improvement”. ( Source )

This Japanese philosophy has been adopted successfully by companies like Toyota to improve their production processes and is based on the idea of a gradual improvement: In fact, if I try to improve 1% in my sales activities every single day, an improvement that may initially seem almost invisible, in just 3 to 6 months of doing it, I will create massive changes in my profession.

Model the excellence

The main mistake of many salespeople is to try to achieve unattainable goals, in the shortest possible time, ending up disappointed.

Remember: There are no limits to what you can achieve but to obtain incredible levels of success, especially when starting from scratch, may take months or years of practice, but there are some good shortcuts…

To date, the best existing strategy to achieve success in every area of life is to find models of excellence, people with years of experience in your field that can literally save you years of errors…

It is extremely easy to find models of excellence nowadays:

Just follow Blogs, read books, watch videos on YouTube or find friends in your field that are willing to help you.

Be practical

It is essential to have a clear goal of where you want to be and what you want to achieve.

Do you want to become the # 1 salesperson in your company or the CEO of the entire corporation?

Begin to outline your goals and divide them into small “chunks”, ie: Create monthly and daily goals so you can monitor your growth gradually.

Also, make sure you schedule your daily and monthly goals in your calendar so that you can keep track of them.

Here is a list of useful questions to start your journey:

Who am I competing against?
What can I do to beat my competitor?
What are his / her weaknesses?
What are my strengths?
What are my weaknesses?
Where do I need to improve?
What kind of resources do I need to possess to achieve my goal?

Make sure to find at least 5-10 answers to each question, this will give you a precise idea of where you are in the process and where you need to be to achieve your goals.

I hope this article will motivate you to achieve excellence in your field and to become the best you can possibly be.

Share this article now with your friends and always remember: Sharing is caring!

Dylan

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Learn How to Collect Payments on Your Facebook Shop

Business, Sales / Mahmoud Sawy

The Facebook Store/shop currently enables you to offer your items and administrations web based, achieving a potential 241 million clients in India. With online life getting to be one of the main approaches to offer, here’s all you have to think about how to offer utilizing Facebook, as a medium.

As indicated by Statista, Facebook crossed the 2 billion stamp, as far as the quantity of dynamic month to month clients in the main quarter of 2018. India positions #1 as the nation with the most number of Facebook clients, outperforming nations like America, Brazil, and Indonesia.

Would you be able to envision the quantity of clients you would now be able to connect with, by means of the Facebook Store? Here, is an extensive manual for making a business page and understanding the subtleties of how to utilize the Facebook Store for your business.

The most effective method to Create a Free Business Page on Facebook:

To open a Facebook Store, you will first need a Facebook Business page. It is a perfect place to showcase your items or administrations and connect with clients. It is profoundly prescribed for organizations hoping to wander into the computerized space.

Sign into your own record

Tap on “Settings” (Tab on the upper left half of the page)

Tap on “Make Page”

Pick the on “Business or Brand” choice, tap on “Begin”

Select the important “Page Name” and “Classification” under which it falls

Transfer a “Profile Picture” and “Cover Picture”, which best portrays your business

Your Business Page has now been made on Facebook.

You would now be able to utilize this page to advance your items or administrations both through natural and paid advancements. A perfect method to get new clients is to continually draw in them with new substance, posting new items or highlights and that’s only the tip of the iceberg.

How to Start Selling on the Facebook Store?

Stage 1:

Since your Facebook Business Page is prepared, make a “Shop Now” catch, which will empower clients to straightforwardly shop utilizing Facebook. Float over the correct side of the cover picture which has a Call to Action (CTA) catch.

Stage 2:

Tap on the CTA catch and select the “Alter” choice.

Under ‘Which catch do you need individuals to see?” select “Shop with you or make a gift”

Select “Shop Now”

Note: Make beyond any doubt your profile and cover pictures are transferred and are illustrative to the sort of business you run. Include the proper username and depiction to enable potential clients to show signs of improvement understanding about the merchandise or administrations you offer.

Stage 3:

You will now observe a choice to either divert your clients to an online store or outside site or enable them to shop on your Facebook page. You can either divert them to your Instamojo online store or offer an Instamojo installment connect for the items on your Facebook shop.

Free Payment Gateway For Businesses, Collect Payments Online Visit Instamojo

The Facebook Store/shop now allows you to sell your products and services online, reaching a potential 241 million customers in India. With social media becoming one of the leading ways to sell, here’s all you need to know about how to sell using Facebook, as a medium.

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Real Estate Indian

Business, Get Fresh Knowledge in English, Sales / Mahmoud Sawy

Real estate Indian: an overview

This sector is one of the most globally recognized sectors. In India, real estate is the second largest employer after agribusiness and is intended to grow at 30 per cent over the next decennary. This sector constitutes four sub sectors – housing, retail, cordial reception, and commercial.

The demand for office space as well as urban and semi-urban accommodations. The construction industry ranks third among the 14 major sectors in terms of direct, indirect. Brought on effects in all sectors of the economy.

Market Size

The market is expected to touch US$ 180 billion by 2020. Housing sector is expected to contribute around 11 per cent to India’s GDP by 2020. Retail, hospitality and commercial real estate are also growing importantly, providing the much-needed infrastructure for India’s growing needs.

New housing launches across top seven cities in India increased 27 per cent year-on-year in January-March 2018.

Sectors such as IT and ITES, retail, consulting and e-commerce have registered high demand for office space in recent times. Office space demand in the country increased 23 per cent year-on-year in January-March 2018 with office space absorption at 11.4 million square feet during the quarter. Private equity inflows in office and IT/ITES real estate have grown 150 per cent between 2014 and 2017 backed by a strong attraction towards office sector

There were significant price increases, providing the illusion of handsome returns for investors and buyers alike. Combine that with the propensity to build ever-larger units at a higher price point, and most real estate is unaffordable for the average buyer.

About Market

After all, how many people can afford to buy apartments worth Rs5-10 crore in a country where the average household income is Rs40,000?

With sales velocity going down and prices flat to declining, cash flows have declined and construction has slowed down dramatically. The slowdown in construction activity further sends the wrong signal, scaring the next round of buyers.

And I’m talking about the capital. Most of that invested capital has earned returns in single digits or in a majority of cases, been negative. And therein lies the problem.

The global investment herd is a backward looking pack. They primarily look at historical returns to decide whether to allocate more money to a specific market. In this sense, our record is abysmal. Couple that with the fact that we are nothing more than a rounding error in a global investment portfolio, and the probability of a large pool of equity capital allocation for India is low.

Indian Real Estate
Real Estate India

This is a huge investment opportunity, but you need to cherry pick your cities,” I recommends focusing on cities like Noida in greater noida and agra and investing in projects like ats happy trails, Ats Allure,Ats Dolce phase-2,Ats pristine Golf Villa, and Ats Rhapsody in affordable housing, as of now these project is going on this is very golden opportunity to invest in these project

for more details click here http://www.starestate.in

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The Importance of Investing in Sales Training in the Service Industry

Business, Sales / Business, Sales, Service industry / Mahmoud Sawy

Investing in sales training is essential if you are going to enjoy success as a business. In the United States, billions are invested in sales training annually. There is a generally held belief that anyone can sell therefore there is little or no investment in sales training in some organizations. There is need for a paradigm shift and change of attitude towards sales training because it is what brings in the revenue. Whether it’s a manufacturer of tangible goods or a provider of an intangible service, sufficient sales must be recorded for the business to continue operating. It means that it would be irresponsible to employ sales people and allow them to “get on with it” on the assumption that they know what they are doing. Let’s explore some reasons why it is important to invest in sales training with a special emphasis on the service industry. As we focus on the service industry we need to broaden our definition of salesperson to include anyone and everyone who is the company’s link to its customers. They interface with the customer and how they handle the customer greatly impacts the customer’s decision to buy.

1. Trained salespeople ensure sales success, goodwill and customer satisfaction because they connect better with customers, are knowledgeable about the company and its products, are confident and believable. This believability makes it easy for the customer particularly for intangible products which you cannot touch, feel, smell etc. People buy you before they buy the product.

2. The business environment is extremely competitive. It is “dog eat dog” out there and there is sometimes little differentiation in terms of the products on offer, for example financial services, hospitality. Therefore, a high calibre sales force can be a source of differentiation and competitive advantage.

3. There are many skills demanded in the modern – day selling situation and there is a need to equip your staff on an ongoing basis, for example with communication skills, information technology skills, problem solving, emotional intelligence and administration skills to name a few. You cannot assume that your team is equipped without investing in them.

4. Salespeople are better able to adjust their way of thinking to the company culture, brand values and project an image aligned to what your brand stands for. I remember when I worked for a certain courier company that was a market leader at the time. We had a sense that sense of pride and confidence in the company’s products instilled in everyone from the courier, the salesperson to the executive. It was a result of constant training.

5. Trained sales people are able to build trust and credibility with customers more easily. Tangible products are generally considered to be easier to sell because you are able to demonstrate the features and benefits and you able to “show and tell”. The customer knows exactly what the product looks like before they buy and it’s easier to compare. What makes a service more challenging to sell is the fact that it is intangible, therefore trust and credibility become very important. Most sales training programmes deal specifically with this subject.

6. Most people will do better if they knew better. I don’t believe anyone sets out to wake up in the morning to go to work to be unproductive. John Maxwell says, “good leaders set up their followers to succeed whilst bad leaders set them up to fail. Deliberate training is important because it’s not everyone with a brilliant resume that will perform on the job. The business has sales targets to achieve therefore training gives one tools to produce good results in perpetuity.

7. The service industry relies heavily on brand image and perceptions. It is important to ensure that all client-facing staff project the right image. I worked at a courier company where the commercial manager who had a strong background in the hospitality industry insisted that whenever sales conferences or any other scheduled sales training workshops or seminars were held, customer service agents, operations staff and even the credit controller who managed customer accounts participated. The results spoke for themselves

8. One of the biggest challenges I faced when in my early years of selling was overcoming objections. Nowadays customers are better equipped with information about products including the ones you are selling. Train and equip your staff to be on the cutting edge in order to overcome objections with skill and close more sales.

9. For new recruits training makes adjusting into the new role, imbibing product knowledge and hitting the ground running smoother.

10. One of the major issues that service – delivery companies need to focus on is giving the customer an enjoyable experience, handling customer complaints as well handling difficult demanding customers, taking corrective action when things go wrong. You are judged on the basis of the perception you create about your product and at the point of consumption, where the customer is either delighted or disappointed. A lot of time, energy and resources need to be deployed to ensure that you win all the time in satisfying your customers.

In conclusion, I believe that training must be on an ongoing basis post the induction that happens when one joins the company. I recommend that training is conducted monthly if possible. Whether it’s a workshop, conference or a Friday afternoon in – house training make it happen. Whilst technology has made it possible to benefit from a plethora of online courses, interactive videos, white papers and eBooks, it is no replacement for the good old training workshop. It’s an opportunity for team – building, bonding between colleagues and time away from the office which is good for the team. Develop a training calendar budget. I highly recommend that you invest in sales training for your team.

Fitzgerald Mujuru is the author of the book Winning Ways- Precept Upon Precept and other titles.He is a sales training faciitator,online publisher and experienced marketer. As a business consultant he has helped in impacting corporates, entrepreneurs, organizations through consulting, strategy facilitation and training. His strengths include sales, marketing, brand building, business strategy, management and equipping leaders for personal and team effectiveness.

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