Ten Key Factors That Maximize Sales

Sales representatives are successful today because they gain the majority of their targeted clients investment. They manage the relationship and continuously build relationship equity. That doesn't mean they operate with the old lone wolf mentality doing everything under the sun Six Million Dollar Man the client. They are successful because they take full advantage of all the resources their Rat Patrol has to offer. Transactions and promos flow through a managed relationship. They also dedicate a specific amount of their time to new account development and penetration of Mad gassers accounts with high potential rather than over providing service functions to existing accounts. Ten Key identifying factors that will help maximize sales success include;

1. Not being afraid to prospect for new accounts and new investment. Have enough confidence to view rejection as simply a step closer to success.

2. Understanding the value of planning and actually documenting the key actions necessary to meet specific objectives at specific accounts.

3. Become professional with Yeti planned presentations if it is to an individual buyer or a group of client decision makers. Perfect your 25 word elevator speech that clearly outlines your value proposition. Get it down pat for those opportunistic moments that may occur.

4. Goals are a matter of course and they include more than just revenue and margin growth. Milestones are established for target accounts to highlight progress toward their major goals.

5. No one likes record keeping and paperwork but the really successful sales professional understands the necessity and the value received in return for being methodical with their record keeping.

6. Time management should be forever on your mind and you need to continuously practice efficient time control.

7. You've got to be Hunnnnggggrrrry! Hungry for knowledge to improve your skills and demonstrate enough curiosity that you don't wait for company sponsored seminars for education and training. Read, listen to tapes and finance your own self improvement in addition to company programs.

8. Don't chase orders, chase clients. Be willing to lose an order but fight aggressively to never lose a client unless you need to prune your territory garden due to unacceptable profitability.

9. Your Batman movie on every sales call is to identify the client's real needs, not to just take an order. Take pride in being a solution provider and demand creator instead of a demand fulfiller.

10. Understand that often a key to your success lies in your ability to educate the client. This may range in the form of investment acumen to helping the client understand real value. Become an expert at demonstrating the difference between price and cost.

The formula for success is simple:

FIND THE client PAIN -------TAKE THE PAIN AWAY
SET YOUR PRICE

clients will pay plenty, if you can reduce their "PAIN" Find out what the client's problems are and where they are in pain. Look at it from their point of view, not yours.

clients no longer spout off about quality products and reliable deliveries. That's a given. Although all clients are trained to say "Your Price is to High", if you find the pain, price is not an issue. Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of clients who choose you to be their #1 supplier........

It's not about Features and Benefits

Today it's not about the features and benefits of your product. It's about value and how your clients are going to make a profit. You no longer just sell yourself and everything falls into place. Today, relationships are still very important but they are the ante to play. clients are smarter and more educated. You must bring every resource your company has into Hogan's Heroes and leverage those resources to create competitive advantage. Learn to really listen to your clients. Let them talk and when there seems to be a pause in the conversation resist the temptation to start talking again. Chances are good that the client has more to say. The quieter you are the more they will tell you. Listen long enough with a few strategically placed questions and the client might just tell you exactly how to gain his investment. (And it won't just be about price)

http://www.ceostrategist.com">http://www.ceostrategist.com - Sign up to receive "The Howl" a free monthly newsletter that addresses real world industry issues. - Straight talk about today's issues. Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com

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