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DIRECT SALES SUPPORT Question 3: The correct answer is e) All of the above. "The sales directors all followed the dictates of a book written to create a process by which everyone can psychologically read a buyer and sell them anything. How come we aren't selling more?" - Client C Guess what? Your clients read the same book or have very similar courses. You are engaged in a mental chess match without end. The only people who profit greatly from these tactics are the ones who design the sales process, give the seminars and sell you the programs. They don't care if they work once your check clears. Take a step back. You need to analyze why you hired your salespeople in the first place. They have great personalities and an earnest desire to learn about your products and sell them. They are typically outgoing and can strike up a relationship because they are naturally friendly. This should give you a starting point to develop effective means to individually tap their talents. Most salespeople can imitate the dictates in the sales manuals you give them. But their heart isn't in it. Often they are depressed by the idea that what they have been doing won't be acceptable. There is no "one size fits all" solution here. Honest review and cultivation create great salespeople. Encouragement, support and fine customer service after the sale solidifies their ability to progress. The next time you feel it necessary to beat a new program into your sales force try and work the program yourself for a day. Test it on one of your potential clients and see the results. It may work for you. You may enjoy having a blueprint to get into the mind of your client contact. But, if you are like most people, if it doesn't feel natural, it won't work for you. There are literally only three types of buyers out there. Financial, technical and emotional. One guy will only buy if the price is right. Another will want every detail of the inner workings of your product so he feels comfortable, and the last wants to feel good about the relationship. If he thinks you are treating him fairly and honestly he will buy. Here is another revelation. We are all three at once. Everyone. In different proportions according to the timeline of the sales process. Price may get you in the door, product quality may pass you along to the decision makers, but how they feel about you will close the deal. All sales are driven by emotions. If I like you, you're in. If I don't, you're out. Don't be left out. Get in touch with your sales savvy today and learn how far honesty can take you. |