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When I first came across this news item I assumed that the cards that were appearing were stolen. I assumed that some hacking organisation such as Anonymous had somehow gotten hold of a large cache of debit & credit cards. Surely they were photographing these cards and it was these malicious individuals who were causing misery to some unsuspecting victim who was unaware that there were photographs of their financial instrument appearing all over the web. If you though this too then you would be excused for your simplistic ignorance. Never under estimate the depths of idiocy that seemingly intelligent human beings are capable of. Continue reading
German politician Malte Spitz went to court to obtain the information that his mobile phone operator, Deutsche Telekom, gathered (and kept) about his activity. The results astonished him Continue reading
Selling to some is just a job like any other. If that is what you think then you need not read any further. This article is not for you. It will seem completely foreign to you and you will not understand what drives the rest of us. I have never looked at sales as just another job. From the first time I realised that the sales man in front of me was actually working through a plan and not just waffling on about a product I was hooked. I watched for it everywhere I went. I still do to this day
How to sell quicker is one of the questions I hear quite often from my client companies. It is a question that just about every sales professional asks themselves at some point in their selling career and it usually comes up more than once. Once you have mastered the art and science of how to sell then you want to get more sales into a given time period. By the way when you are asking yourself how to sell faster then you know you are hooked into the sales profession. The chances of getting out now are virtually zero. You are now a sales addict like the rest of us. Continue reading
How Selling is done There is great quote in the last Rocky movie which I have used several times in seminars and talks to network groups etc. His son is whinging about how life sucks and Rocky goes into a … Continue reading
Where does this epidemic of terrible sales people come from, is a question that really needs to be asked. The answer is actually quite simple but the antidote to the problem is far from easy to administer. The problem lies right at the top of the organisation. Senior management in a lot of these firms tend to be people who should never have been given the job in the first place. Continue reading
Every time without fail I have entered Dunnes Stores I have witnessed this policy of customer care less. It is obviously not a priority to look after customers. In fact I’d go as far to say that customers are one of the lowest priorities. Continue reading
Why is Sales training so important
Before I get into the reasons why sales people should undergo sales training let me take a minute to show you what happens when your sales people don’t have sales training. In my day to day work of running a sales organisation I come across sales people who have little, no or bad sales training. Its horrendous. They lie, cheat and steal business which if done right would have been a huge benefit to both buyer and seller. For the most part these sales people are not doing this through any bad intention but purely doing it to earn a living and feed their families. They have no idea the damage they are doing to themselves, their organisation and most importantly the customer themselves. The biggest crime of all is their dishonesty. I see it every day. Last Friday I was in a shop in the city centre and overheard a sales man selling computer equipment to a couple whose son was going to college. Knowing that they had no clue about computers he ended up selling them over €1200 of equipment that they did not and would never need. Yes they went away happy that their son has gotten the best but this was dishonest to the core. Just because they may never find out is not justification for doing it. This sales man stole from that couple and he is no different than a burglar or common thief. In fact I’d say he is a lower form of life. It disgusts me.
Now to the right and proper way. As sales people it is our job to find a need and fulfil it in a way that is profitable to both the customer and ourselves. This is the ideal sale and it is not rare. In fact it is quite common when a sales person is trained to see the sales opportunity and it is happening all around you right at this minute. One of the first things we are taught as professional sales people is to recognise a customer need. If they haven’t noticed it themselves then it is our job to educate them how our product or service will be of benefit to them. If we do this correctly then the sale is 90% done. All that is left is to establish if they have the resources or money to take advantage of our product or service. At no time in that sequence are we trying to hoodwink or deceive them. If you have to resort to tactics like that then you are not a professional sales person, you are a professional thief and you have no right to be part of our fine profession.
Sales training will give you the tools to unearth the need and in a structured way show the prospect how not having our service will cause them pain in the present and future. We can then point out the benefit they will enjoy if they partner with us and purchase our product our service. In a true sale we become a welcome partner with our customer whom they trust and like. An untrained sales person will get frustrated when the prospect cannot see the benefit and will blame the prospect for this. A trained sales professional will recognise that in fact it is our fault for not communicating that benefit or pain correctly and immediately retrace their steps to see where they went wrong.
It is important to realise that different prospects have differing needs for the same product and we as professional sales people are trained to question and find these needs so we can align our product to meet or exceed these needs. We don’t need to lie if it will not meet their need. A professional sales person will recognise when a good fit is not there and gracefully back out of the sale leaving the prospect with confidence that if the sales person returns they have enough integrity to only sell what they believe to be the right product or service.
Sales training is vital to all business types. From one man bands to large multinationals it is imperative that sales training is undertaken. If you don’t think you need sales training then I’m afraid you most deffinitly do. All good sales people know that sales training is an ongoing process and they are always trying to better their skills. Only arrogant sales think the opposite and you will always find they are still no further ahead every time you meet them. If they say they are doing great you know they are telling lies. That is not surprising, it is their stock and trade after all.
How to sale. No you are not in a boat although it may feel that way most of the time. The choppy waters we sales people have to navigate every day is always turbulent. I don’t think I’ve ever had smooth “saleing” in my sales career. Selling is a bumpy business but once you accept that fact then you can get on with job and go find the much talked about but seldom seen customers. Continue reading
A team from Capital Economics led by Roger Bootle has this morning been announced the winner of the £250,000 Wolfson Economics Prize. The winning entry outlines the smoothest process by which a member state could exit the Eurozone. Continue reading