Posts Tagged ‘Floor Covering Sales Training’

Most salespeople today are infected with an ‘anti-sales virus’ and that this ‘virus’ acts as a sales repellant. The ‘virus’ has been infecting salespeople for years and it’s unknowingly

Anti Sales Virus

The Anti-Sale Virus Infects Unknowingly!

handed out by their companies, sales managers and sales trainers? Even more importantly, when a salesperson is left alone they’ll catch this ‘anti-sales virus’ all by themselves, and even help spread it to other salespeople. This ‘anti-sales virus’ is the reason people don’t like, trust or believe salespeople today.

The good news is it can be cured, and must be if you want to increase your sales, achieve and build a thriving career in sales. It must also be managed daily buy sales leaders, business owners and executive if they want their businesses to grow and prosper.

Before we get to the cure you need to know that when sales are weak, or economic conditions get tough, the strength of the ‘anti-sales virus’ increases, more is handed out and it spreads rapidly though most companies? I have found most salespeople think, “Not me, I couldn’t be infected with this virus”. This virus has been growing for decades and if it isn’t treated with the ‘antidote’ it eventually makes salespeople very average. In fact, it makes them all look, sound and act the same. What if I told you the ‘antidote’ has been around for years and really works?  Wouldn’t you be the first in line saying, “Sign me up” and “Where do I get more?”  The cynical salesperson wants to know how much it costs. What if I told you it’s free and the supply is unlimited? Well, guess what, it’s real, you can take it all the time and it will not only increase your sales immediately but help you grow a large healthy customer base.

produit_Antidote_0

The Antidote…You’ll Needed It Daily

Remember, the supply of  the ‘antidote’ is unlimited and free! However, even when you know what it is and how to use it, you’ll have to take it every day and you’ll have to keep taking it every time you engage someone in a sales conversation. In short, the ‘antidote’ is simple to use but wears off easily because other people will be trying to give you the ‘anti-sales virus’. This usually happens unknowingly and if you aren’t careful it’s easy to catch this virus!

By now, I know you’re ready for the active ingredient…The ingredient that causes the ‘antidote’ to attract and the ‘virus’ to repel is a salespersons’ intention when engaging people in a sales conversation. Before a salesperson opens their mouth to speak, their intentions are felt (like the scent of a potion) by the people that are attempting to sell. People then decide unknowingly, preconscious, to connect or avoid the salesperson. The salesperson’s intentions create their demeanor, presence and attitudes and cannot be faked. What people feel, and salespeople communicate,  are the genuine intentions of the salesperson.

The effects of the active ingredient in the ‘virus’ the salesperson has is evident when consumers avoid talking to or opening up even when salespeople ask good questions and genuinely cares about the people they are trying to sell but is infected with the ‘virus’.

‘Trying to make a sale’ is the active ingredient in the ‘anti sales virus’. The ‘virus’ even sabotages skilled salespeople who believe in their product and company, care about the consumer, but unknowingly are infected! Even they will repel people more often than they attract them. You can’t hide the virus from people…it is always showing!

The best example of the effects of the ‘anti sales virus’, or intention to make a sale, can be witnessed in a new home sales office when watching the interaction between consumers and salespeople. If there is a salesperson and a temp in the sales office and a consumer comes in, they will most often engage the temp and avoid speaking to the salesperson. I’ve personally witnessed this and over the years had many new home salespeople confirm this behavior by consumers.  It’s amazingly interesting that people are attracted by the ‘antidote’ the temp has taken or repelled by the ‘virus’ the salesperson is infected with. People will engage the person that is not infected with the ‘virus’ from the intention ‘to sell them something’.

Most companies, sales managers and sales trainers want salespeople to say the right things to create a better conversation with consumers.  They want and teach salespeople to ask better questions and be better listeners. The problem is, when salespeople try to do this, while infected with the ‘anti sales virus’, consumers won’t engage them and the engagement or conversation stalls.  As long as a salesperson is infected with the ‘virus’, sales will continue to be difficult and the relationship between consumers and salespeople will grow more dysfunctional. In short, people will keep avoiding salespeople until they become extinct.

The active ingredient in the ‘antidote’ is found in the intentions to help, serve and do what’s best for the consumer. The intention to make customers, not sales, is the missing ingredient. In fact, the intention to sell is the spoiled version of the intention to make a customer. The ‘virus’ wasn’t and never has been anyone conscious intention. It just mutated over the years from paying to much attention to the desired results companies, sales managers, salespeople and sales trainers wanted to create, instead of paying attention to what would create the results. Too much concern over what we want and not enough concern over what customers want. It’s also obvious that in a difficult economy we spend more time worrying and obsessing over the numbers and less time concerned about the customers concerns so the effects of the ‘virus’ worsen and spread.

When the ‘antidote’ is taken, the missing link in the sales conversation happens…a connection between the salesperson and the consumer. This connection causes or allows a conversation or real dialogue to take place so a healthy relationship can begin. This is the power of the ‘sales attraction potion’; it makes the consumer/salesperson connection happen and allows the other ingredients in the ‘sales potion’ to be used to best serve the consumer.

The steps of a sale, which have been taught for many years in various forms, only happen when this connection is made. Consumers only engage salespeople who have taken the ‘antidote’.  When the connection is made, people are served, customers are made and sales increase while business grows. After taking the ‘antidote’, salespeople are free to enjoy the profession of selling as the noble profession of service it was intended to be.

Whether you have taken the ‘antidote’ and whether companies encourage their salespeople to take the ‘antidote’ will determine your sales success!  Keep handing out the ‘virus’ and you will keep struggling to make customers and grow your business. In fact your salespeople will look, sound and act so much like your competition all they can be is average at best.

The intention to help, serve and do what’s best for the customer is the active ingredient in the ‘antidote’ that attracts customers and increases sales. It is the ingredient that leads to your sales success and needs to be handed out daily!

By Mike Moore

THE HEAD SALES COACH…Coaches understand if they want to win they can’t focus on the score. Instead they have to identify the causes that produce the score they want and get busy coaching and managing those causes. Sales leaders who coach, win, because the ABCs of Sales Leadership are Always, Be Coaching!

Are you running a sales organization or managing salespeople? Are you an executive who needs to improve your comIMG_3412pany’s sales results? It’s fairly simple, even easy, to identify the sales you want or need to produce. However, sales are a result, and results can’t be managed anymore than the score can be managed. When you wait until the results are in, it’s too late. Increasing sales requires identifying the causes that produce sales and begin coaching and managing those causes.

The first thing to acknowledge is that salespeople are performing artists.  Just like athletes, actors and musicians they need direction, leadership and coaching to produce their results. Once you acknowledge this, you can begin to understand the importance and priority coaching plays in your organizations sales success. In fact, you’ll start to understand what’s missing in most sales organizations. THE SALES COACH!

Here are some key areas and specifics you can get started implementing if you’re going to stop being a frustrated traditional sales manager and become a successful sales coach.

PERFORMANCE CULTURE…Instilling an attitude that sales is a performance art will be a key to your success. Building a team of passionate salespeople who care about customers and helping people while being an advocate for the profession of sales will require the full force of your will. Turning mediocrity into excellence always does. You’ll need a firm belief that you are working to leave a legacy, not just working to produce sales numbers. The focus on making customers, instead of sales, can help make this possible by creating a higher purpose in your sales philosophy. I used to advise my clients to only hire people with a passion to be their best and an exceptional work ethic. This doesn’t work any longer because you won’t find enough people with these traits because we’ve experienced too much of a deterioration in what’s considered average. Our standards have eroded.  You’ll need to be prepared to inspire and develop salespeople to learn grow and become peak performers.

RECRUITING & TEAM BUILDING…Do you know your next salesperson? Do you have a bench, feeder system or know where to look for your next salesperson? A sales coach’s first action should be to recruit salespeople. This has three distinct purposes. First, performers should know if they don’t perform they can be replaced. This will help instill a performance culture in your sales team. Second, you need to find the people you believe you can coach, teach and train. Third, you want to hire differently than your competition to increase your chances of coaching a winning sales organization loaded with top talent.

COACHING IS ADJUSTING ATTITUDES…Attitudes produce actions that generate results. Attitudes are dominant thoughts Attitude Is A Magnetand beliefs that make up a person’s state-of-mind. Salespeople need a superior state-of-mind to improve their ability to perform at their peak consistently. Sales Coaches manage attitudes that creates the atmosphere or culture of their sales team. This requires personal contact daily with your salespeople to check their attitude. This will give you the time to support the people with positive attitudes, coach up the one’s who need it and make sure they are prepared to perform to their peak.

TEACHING SKILLS & KNOWLEDGE…Sales Coaches are always teaching. They teach to improve the skills and knowledge of their salespeople. They train salespeople by holding them accountable to learn and improve. Training is what your salespeople do and it’s a Sales Coaches responsibility to insure their salespeople train to stay in sales shape. Being a teacher and trainer is an ongoing part of being a Sales Coach.  So, Sales Coaches have to study, learn and grow constantly if they are going lead their team to success. Regularly scheduled sales education are a coaches responsibility. Creating a culture where change, learning and growth are a habit of all salespeople is the real requirement for sustained success.

MANAGING & TRAINING ACTIONS…Managing actions is the exercise of assigning and monitoring the work of your salespeople. The salespeople who don’t want to improve won’t like being held accountable and they’ll often call this micro-management. It’s not micro-management, it’s responsible Sales Coaching. There are two distinct purposes for monitoring work. The first is accountability. The second, and most important, is to create real life opportunities to coach attitudes, teach skills and knowledge while assigning actions to be taken that you can monitor and do this all again. This is the circle of coaching, teaching, training and managing to coach teach and train that will produce the improved results you desire.

These are the actions of successful coaches first taught to me by my father Charles Moore, a successful football coach, added to and reinforced by John Wooden in one-on-one sessions with me. They have been implemented, developed and constantly proven in real life environments during my career for over 38 years. In addition, I have been successfully coaching, teaching and training sales managers and executives using these for over 20 years. They are the skills that successful sales coaches master and practice daily. Peak performing sales management and coaching are often the missing link in a companies sales organization. Get started Coaching today and don’t let that be the case in your company.

By Mike Moore

Selling is a journey and not a process or something to be done to or even for people. Selling must be done with people after a connection of trust and confidence is made. When selling is practiced as a process people resist or are reluctant to participate. The connection needed to help, serve and do what’s best for the buyer is lost or never made at all when you are trying to take them through your sales process.

Become The Buyers Guide

To be a successful salesperson you’ll need to sell with people, because selling is a journey…The buyer’s journey or their process. So, the first step in selling is being invited to be the buyer’s guide. To do this you’ll have to connect with them so they feel confident enough to invite you and that requires you to be a likable, trustworthy, expert.

Most people admit that when they go shopping for anything that cost more than a few hundred dollars they’ve already decide to buy…They just want help confirming their decision and a better understanding of what to expect after they buy it.

The Question…Why would the buyer invite you to be their guide on their journey or buying process?

The Answer…Trust and aligned intentions, and they can be achieved by taking the next 7 steps.

1) Be mindful that they choose you to be their guide. It’s not up to you but their decision will be based on your attitude, actions and skills…’your behavior’. Most importantly, all of these are driven by your intentions. Once they do choose you, you’ll have to keep earning their trust and confidence by being a ‘good guide’ that puts their issues before yours. If your intention is to sell them, they won’t trust you enough to allow you to guide them. If your intention is to guide them to what’s best for them…they’ll allow you the privilege of being their guide.

2) How do you know you are the guide…Trust your instincts…Are they following your instructions, advice and direction? Listen, watch and feel for any sign they aren’t moving with you and…

3) When they aren’t moving with you, you have to reconnect…You reconnect by asking what’s wrong or where you got off course to uncover why you lost them and get back on their journey…Why are we not moving in the same direction? Remember it’s about serving people not trying to please them…It’s about their issues and next step, not yours. It’s about their reasons they are buying, not yours.

4) Remember, sometimes you aren’t the right guide for them but that should never be more than 15% to 20% of the time…80% to 85% of the people you have an opportunity to do business with can and will choose you as their guide if you make their ‘why’ they’ll buy, more important than yours (making a sale). Then you can find out if what you’re selling is best for them…the destination where they want to end their journey.

5) It’s imperative to understand you’ll only know their ‘why they’ll buy’ and be able to guide them if you stay connected, so they feel comfortable communicating openly and honestly with you and this happens when you align your intention with theirs…They won’t open up and share if they don’t trust your intentions.

6) Like any guide…it’s your job to safely guide them to the final destination they want. When it isn’t going that way, engage them as to why you aren’t in the same place but remember it’s not your job to choose the destination just guide them to theirs. Remind them you’re there to help them but it’s got to be more than words, it has to be your real intention to help, serve and do what’s best for them or they will feel your insincerity and disconnect.

7) Keep moving in the same direction, stay at the same destination with them until they are ready to move. Buying isn’t always a smooth journey, as we all know, but if you keep coming back to their destination each time it feels like you aren’t connected, then you can help them reach their final destination more often. Make them a customer, not just a sale, and making customers will increase your sales.

By Mike Moore

ABC of Selling

Old Methods Don’t Work!

The traditional selling process, led by the intention to make a sale, damages the connection and communication between buyers and sellers. In fact, it creates what phycologists call retractance.  It makes people shut down, pull back and avoid those trying to persuade them to buy their product or service. Selling happens when buyers connect with a salesperson and invite them to be their guide on their buying journey.

The steps of a sale that have been traditionally taught, happen during a buying process, not a selling process. The steps are taken by the buyer when they’re served by a salesperson with the intention to help, serve and do what’s best for them. The salesperson’s intention is what was missed when salespeople learn to sell as a process. It’s what opens or closes the door to their communication with buyers.

Selling, as most salespeople have learned it, is based on following a process which isn’t the most effective way to sell. It leaves the buyer’s participation out of the equation. Selling isn’t a process to be done to buyers, it’s much more effective to join the buyer in their buying process buy aligning your intentions with their. They want to be served, they want help and they want to do business with someone who wants to do what’s best for them, instead of just wanting to make a sale.

Most sales processes are models of what top salespeople do, but what they do happens because they have the right intention. The right intention opens the connection and communication. This intention that holds so much power, is to help, serve and do what’s best for the buyer.

Intention DefinitionThe missing link in the traditional sales process and training is the salesperson’s intention when they engage buyers. Intention is the greatest tool a salesperson has and it communicates so loudly that people don’t hear or believe most of what salespeople say. At least not until they feel their intention is to truly help them, even above making a sale.

When salespeople understand selling is about the buyer not the seller, product or service, then they get invited to be the buyer’s guide and the steps of a sale happen naturally. The steps of a sale are more of a map or indicator, than a process. Traditional selling mapped those steps but left out what made them happen…the salesperson’s intention. The intention communicates with buyers and moves them to trust, open up and share with the salesperson. This results in more sales being made.

People shopping want help. They just don’t believe they get it from salespeople today because their dominant intention is to make a sale. Companies and sales managers sabotage their salespeople by instilling in them the intention to make a sale when they engage a buyer. Ultimately, everyone loses!

People aren’t wrong about salespeople. Salespeople will tell anyone who asks, that their main intention when talking to a buyer, is to make a sale. After they make a sale, their intention is to make another sale. People feel this and know that’s what salespeople are about today.

Top salespeople figure out that selling is a service and customers are more valuable than sales. The right intention makes connecting with buyers happen and becomes the salesperson’s greatest selling tool!

By Mike Moore

Coaches understand if they want to win they can’t focus on the score. Instead they have to identify the causes that produce the score they want and get busy coaching and managing those causes.

Are you running a sales organization or managing salespeople? Are you an executive who needs to improve your company’s sales results? It’s fairly simple, even easy, to identify the sales you want or need to produce. However, sales are a result, and results can’t be managed anymore than the score can be managed. When you wait until the results are in, it’s too late. Increasing sales requires identifying the causes that produce sales and begin coaching and managing those causes.

The first thing to acknowledge is that salespeople are performing artists.  Just like athletes, actors and musicians they need direction, leadership and coaching to produce their results. Once you acknowledge this, you can begin to understand the importance and priority coaching plays in your organizations sales success. In fact, you’ll start to understand what’s missing in most sales organizations. THE SALES COACH!

Here are some key areas and specifics you can get started implementing if you’re going to stop being a frustrated traditional sales manager and become a successful sales coach.

Performance Culture
Instilling an attitude that sales is a performance art will be a key to your success. Building a team of passionate salespeople who care about customers and helping people while being an advocate for the profession of sales will require the full force of your will. Turning mediocrity into excellence always does. You’ll need a firm belief that you are working to leave a legacy, not just working to produce sales numbers. The focus on making customers, instead of sales, can help make this possible by creating a higher purpose in your sales philosophy. I used to advise my clients to only hire people with a passion to be their best and an exceptional work ethic. This doesn’t work any longer because you won’t find enough people with these traits because we’ve experienced too much of a deterioration in what’s considered average. Our standards have eroded.  You’ll need to be prepared to inspire and develop salespeople to learn grow and become peak performers.

Recruiting
Do you know your next salesperson? Do you have a bench, feeder system or know where to look for your next salesperson? A sales coach’s first action should be to recruit salespeople. This has three distinct purposes. First, performers should know if they don’t perform they can be replaced. This will help instill a performance culture in your sales team. Second, you need to find the people you believe you can coach, teach and train. Third, you want to hire differently than your competition to increase your chances of coaching a winning sales organization loaded with top talent.

Coaching…Attitudes
Attitudes produce actions that generate results. Attitudes are dominant thoughts and beliefs that make up a person’s state-of-mind. Salespeople need a superior state-of-mind to improve their ability to perform at their peak consistently. Sales Coaches manage attitudes that creates the atmosphere or culture of their sales team. This requires personal contact daily with your salespeople to check their attitude. This will give you the time to support the people with positive attitudes, coach up the one’s who need it and make sure they are prepared to perform to their peak.

Teaching/Training…Skills and Knowledge
Sales Coaches are always teaching. They teach to improve the skills and knowledge of their salespeople. They train salespeople by holding them accountable to learn and improve. Training is what your salespeople do and it’s a Sales Coaches responsibility to insure their salespeople train to stay in sales shape. Being a teacher and trainer is an ongoing part of being a Sales Coach.  So, Sales Coaches have to study, learn and grow constantly if they are going lead their team to success. Regularly scheduled sales education are a coaches responsibility. Creating a culture where change, learning and growth are a habit of all salespeople is the real requirement for sustained success.

Managing…Actions
Managing actions is the exercise of assigning and monitoring the work of your salespeople. The salespeople who don’t want to improve won’t like being held accountable and they’ll often call this micro-management. It’s not micro-management, it’s responsible Sales Coaching. There are two distinct purposes for monitoring work. The first is accountability. The second, and most important, is to create real life opportunities to coach attitudes, teach skills and knowledge while assigning actions to be taken that you can monitor and do this all again. This is the circle of coaching, teaching, training and managing to coach teach and train that will produce the improved results you desire.

These are the actions of successful coaches first taught to me by my father Charles Moore, a successful football coach, added to and reinforced by John Wooden in one-on-one sessions with me. They have been implemented, developed and constantly proven in real life environments during my career for over 38 years. In addition, I have been successfully coaching, teaching and training sales managers and executives using these for over 20 years. They are the skills that successful sales coaches master and practice daily. Peak performing sales management and coaching are often the missing link in a companies sales organization. Get started Coaching today and don’t let that be the case in your company.

Selling isn’t something you do to people, it’s not something you do for them either. Most salespeople are busy talking at people, making presentations or asking questions to try and figure out how to sell them their product or service. I’ve been asked often, “What’s wrong with that? Isn’t that the purpose of selling?” My answer is an empathic, “No!”

Selling is something you need to do with people. Sales are a result, not the purpose of selling. Selling is a noble profession, a vocation really, when it is done with people, to help, serve and do what’s best for them. Selling is only perverted when the sale becomes the purpose or focal point and money becomes the aim.

If you truly want to increase your sales, grow you business and make more money, you’ll begin to be a ‘servant on a mission’ to help people. Then, and only then, will you begin to connect and communicate with people. Because then, people will connect and communicate with you. The intention to make a sale and the pressure applied by businesses, sales managers and sales trainers to make sales the focal point, or intention of a sales engagement, has damaged the profession of selling by creating mistrust of, and contempt for, salespeople. The intention to make a sale, makes people retract from salespeople. In the end it sabotages the very result everyone wants…More sales, more customers and more money.

When you become a ‘servant on a mission’ you also become an advocate for consumers and buyers. You become the trusted advisor who’ll be invited to lead and guide people on their buying journey. You’ll begin to make customers, not sales! Your business will grow and your results will amaze you when you let the sale be an outcome, a result of a higher purpose to help, serve and do what’s best for the buyer.  When you engage people in a sales conversation with their interests as the focal point, not yours, they can feel it and you become different. Make no mistake, until you do this, you will look, sound and act like every other salesperson and your results will not change and your passion for the profession of sales will not grow or be fulfilled.

Become the ‘servant on a mission’ and separate yourself from the pack so you’ll be invited to lead and guide the buyer on their buying journey. Great salespeople have always been servants who let the sales be a result of their service not the focus of their efforts.

By Mike Moore ‘First Posted, April 2012’

When you are a buyer how do you want to be treated? What matters to you? What do you believe salespeople care about when they meet you or greet you? Can you tell when they are trying to sell you something? Does what they say, the way they say it or the words they use matter much if you know they are trying to sell you something?

For years, salespeople have been taught what to say and how to say it as sales skills and sales techniques to increase sales. In sales seminars salespeople most often want to know what to say to handle objections and how to ask for an order that will increase their sales. Salespeople want to learn the steps and how to deliver or control the conversation so they can make a sale, then they want to repeat it over and over and hope it works on everyone.

Look at the results teaching and selling this way have created. Buyers don’t trust salespeople and salespeople don’t believe buyers. Teaching sales this way also increased salespeople’s intentions to make a sale stronger and their ability to engage and therefore serve people weaker.  All this has been while knowing sales needs to be a dialogue and salespeople need to build relationships to help people buy. Just think about the way this has been done…now keep reading.

Now, think about how people really communicate.  Most studies have found that as much as 93% of communication is non-verbal. Communication happens through all our senses and not just our hearing. In fact, most people’s weakest communication skill is listening. We can listen and take in input so much faster than people talk that most people are thinking and their thoughts are wondering while they should be listening.  So the words we use are one of our weakest communication tools. Or is it?

People are poor listeners and aren’t interested because they don’t believe the person talking cares about what they care about or don’t like and trust the person talking. So it is our misaligned intentions, our desire to convince them with what we say that weakens listening skills and makes people more interested in talking than listening.

Non-verbal communication is more than body language. It is energy, conviction, confidence and many other emotions that deliver the real message behind the words. It is generated from your intentions, what you want to have happen or receive from the engagement or conversation. Making a real connection and creating a conversation where a relationship forms always starts from a connection made from non-verbal communication coming from our intentions.

When two people engage each other they make many decisions about each other before a word is spoken. In fact, the studies have also found people decide if they like and trust someone within the first 8 to 40 seconds of meeting. This decision is made mostly through visual and sensory input that speaks to the brain stem and sends a gut feeling or intuitive sense and creates pre-conscious thoughts that allow or stifle open communication. When a positive connection is made between two people an open conversation can happen based on the preconscious decision to like and trust. This communication can lead to a positive fruitful relationship. If the preconscious thoughts are to not like or trust then a negative connection is made and a conversation may take place but it will not be open, honest or end in a fruitful relationship.

These realities about how people communicate are the reason salespeople need to be less interested in the words they use or how to talk to someone in a sales conversation and more concerned about the pre-conscious communication coming from their intentions.

If you are a salesperson, what are your intentions when you meet or greet someone in a business situation? What non-verbal communication are you sending? Should someone like you and trust you? Even if you are intent on uncovering their true needs and satisfying them, what is your real intention for doing that? If your intention is to sell someone, do you really expect them to like and trust you? If they don’t make that connection, are they likely to open up, share freely and allow you to find out what they really need or want? People only share their ‘why’ they want to buy with someone they believe intends to help them.

Most of the sales skills taught and learned by salespeople over the years are valid and can help them serve people but they won’t be effective if the person they are selling doesn’t decide they like them and trust them enough to open up and communicate freely. If selling is a dialogue and not a monologue then salespeople’s intentions have to change so a positive pre-conscious  connection occurs and allows a dialogue or exchange of information to happen.

The intention change needed to be liked and trusted enough to connect and communicate are the foundation of Making Customers™.

The steps of a sale become destinations on the buyers journey and happen naturally when a salesperson’s intentions align with the buyers. Salespeople become servants on a mission to help people and customers are made, sales increase, business grows and selling becomes the noble profession of helping and serving people it was intended to be.

To learn more about the intentions that make this happen and how to implement them, email me at mmoore@makingcustomers.com or call me at 858-354-2802.

By Mike Moore

What if I told you most salespeople are infected with a ‘sales repellent virus’ and this ‘virus’ has been Imagehanded out, usually unknowingly, for free, for years, by their companies, sales managers and sales trainers? Even more importantly, when a salesperson is left alone they catch this ‘sales repellent virus’ and even help spread it themselves.  What if I told you when economic conditions get tougher the strength of the ‘sales repellent virus’ increases and more is handed out? Most people in the profession of sales think…’Not me, I’m couldn’t be infected with this virus’…but this virus has been growing for several decades and if it isn’t treated with the ‘sales attraction potion’ it will eventually make salespeople extinct.

The result of the majority of salespeople having the ‘sales repellent virus’ for many years now is that selling has become more difficult and the relationship between salespeople and consumers has become damaged. In fact this relationship is so dysfunctional people don’t want to talk to salespeople and salespeople think ‘buyers are liars’. With most salespeople infected with the ‘sales repellent virus’ consumers have become conditioned to avoid salespeople whenever possible and only engage when they have to.  The most common responses to becoming aware of this ‘virus’ is, “What are you talking about?”, and “How can I make sure I don’t have it or spread it?”

What if you became aware that there was an antidote, a ‘sales attraction potion’ you could take to prepare yourself to meet people when you’re selling. This ‘potion’, when taken, allows a person to relax, open up and engage a salesperson. In short, it attracts people to salespeople and allows them to connect. When this connection happens, the opportunity for real dialogue and conversation is possible. This connection allows the engagement and dialogue that sales managers, salespeople and sales trainers have been trying to make happen for years. This ‘potion’ and the connection it allows to happen, is necessary if consumers are to get what they want and enable a business is to grow.

ImageWhat if I told you this ‘potion’ has been around for years and really works?  You’d be first in line. “Sign me up”, and “Where do I get more?” are the most common responses. The cynical salesperson wants to know how much it costs. What if I told you it’s free and the supply is unlimited? Well, guess what, it’s real, you can take it all the time and it will not only increase your sales, it will change your life.

Remember, the supply of ‘sales attraction potion’ is unlimited and free! However, even when you know what it is and how to use it, you’ll have to take it every day and you’ll have to keep taking it every time you engage someone in a sales conversation. In short, the ‘sales attraction potion’ is simple to use but wear off easily because other people will be trying to give you the ‘sales repellent virus’. This usually happens unknowingly and if you aren’t careful it’s easy to catch this virus!

By now, I know you’re ready for the active ingredient…The ingredient that causes the ‘potion’ to attract and the ‘virus’ to repel, is a salespersons’ intention when engaging consumers. Before a salesperson opens their mouth to speak, their intentions are felt (like the scent of a potion) by the consumer. The consumer then decides unknowingly, preconscious, to connect or avoid the salesperson. The salesperson’s intentions create their demeanor, presence and attitudes and cannot be faked. What the consumer feels or reads is the genuine intention from the salesperson.

The effects of the active ingredient in the ‘virus’ the salesperson has is evident when consumers avoid talking to or opening up even when salespeople ask good questions and genuinely cares about the people they are trying to sell but is infected with the ‘virus’.

‘Trying to sell’ is the active ingredient in the ‘sales repellent virus’. The ‘virus’ even sabotages skilled salespeople who believe in their product and company, care about the consumer, but unknowingly are infected! Even they will repel people more often than they attract them. You can’t hide the virus from people…it is always showing!

The best example of the effects of the ‘sales repellent virus’ or intention to sell, can be witnessed in a new home sales office when watching the interaction between consumers and salespeople. If there is a salesperson and a temp in the sales office and a consumer comes in, they will most often engage the temp and avoid speaking to the salesperson. I’ve personally witnessed this and over the years had many new home salespeople confirm this behavior by consumers.  It’s amazingly interesting that the consumer is attracted by the ‘sales attraction potion’ the temp has taken or repelled by the ‘virus’ salesperson is infected with. The consumer will engage the person that is not infected with the ‘virus’ that contains the intention ‘to sell them something’.

Most companies, sales managers and sales trainers want salespeople to say the right things to create a better conversation with consumers.  They want and teach salespeople to ask better questions and be better listeners. The problem is, when salespeople try to do this, while infected with the ‘sales repellent virus’, consumers won’t engage them and the engagement or conversation stalls.  As long as a salesperson is infected with the ‘virus’, sales will continue to be difficult and the relationship between consumers and salespeople will grow more dysfunctional. In short, people will keep avoiding salespeople until they become extinct.

The active ingredient in the ‘sales attraction potion’ is the intention to help, serve and do what’s best for the consumer. The intention to make customers, not sales, is the missing ingredient and cannot co-exist with the intention to sell. In fact, I’m convinced the intention to sell is the spoiled version of the intention to make a customer. The ‘virus’ wasn’t and never has been anyone intention to spread. It just mutated over the years from paying to much attention to the desired results companies, sales managers, salespeople and sales trainers wanted to create, instead of paying attention to what would create the results. Too much concern over what we want and not enough concern over what customers want. It’s also obvious that in a difficult economy we spend more time worrying and obsessing over the numbers and less time concerned about the customers concerns so the effects of the ‘virus’ worsen and spread.

When the ‘sales attraction potion’ is taken, the missing link in the sales conversation happens…a connection between the salesperson and the consumer. This connection causes or allows a conversation or real dialogue to take place so a healthy relationship can begin. This is the power of the ‘sales attraction potion’; it makes the consumer/salesperson connection happen and allows the other ingredients in the ‘sales potion’ to be used to best serve the consumer.

The steps of a sale, which have been taught for many years in various forms, only happen when this connection is made. Consumers only engage salespeople who have taken the ‘sales attraction potion’.  When the connection is made, people are served, customers are made and sales increase while business grows. After taking the ‘sales attraction potion’, salespeople are free to enjoy the profession of selling as the noble profession of service it was intended to be.

Whether you have taken the ‘potion’ and whether companies encourage their salespeople to take the ‘potion’ will determine your sales success!  Keep handing out the ‘virus’ and you will keep struggling to make customers.

Intention is the active ingredient in the ‘potion’ that attracts consumers. It is the ingredient that leads to your sales success! For more information on how to make and take the ‘sales attraction potion’ and recover from the ‘virus’, follow me at…

By Mike Moore http://dld.bz/XePf

Sales Leaders…It’s time to challenge your status quo. It’s time to look in the mirror and ask yourself, ‘Why is the buyer and seller relationship so dysfunctional?’. 

I’m finding that most executives, sales managers and salespeople are in such deep rooted routines that they are suffering from tunnel vision. Even when they accept that the traditional methods of selling have damaged the relationship between buyers and sellers, they can’t break their routines or overcome the status quo they’ve created. The status quo has to be overcome if positive change is to be experienced. It’s a critical time and we need to start producing a new relationship that will better serve both the buyer and the seller.

If we keep doing what we’ve been doing, the way we’ve been doing it, we won’t experience positive change. In fact, with all the economic factors, we can expect near disastrous results. The core motive of business and selling needs to shift if the actions of salespeople are going to change enough to be noticeable by buyers.

The traditional method of implementing a sales process just won’t effect enough positive change.  Selling has been taught as a process that was modeled after top producing salespeople, with one missing ingredient…their motives and intentions. If you want to implement a successful sales process, teach the driving motives and intentions of these top performers. Stop trying to teach them how they sell.  Instead, teach them why they sell and they’ll engage and interact with the buyer like a top performer.

The intentions and motives of top salespeople aren’t to sell the buyer. Persuasion makes people retract. Ask any    psychologist. Top performers know that sales are a result, not the goal.  They care enough about the buyer that they want what’s best for them. They aren’t focused on the transaction, so closing isn’t a big deal. They are focused on making customers, not just sales, so they focus on the buyers ownership experience, not the buying experience. This gives them the courage to be open, honest and direct. They serve people and sales happen. These are the motives and intentions that can change salespeople’s behavior and dramatically change their results.

It’s time for sales leaders to rise up, take a stand and start helping their salespeople shift their motives and intentions to create passionate salespeople on a mission to serve buyers that will shine a positive light on the buyer and seller relationship.

 

Everyday, salespeople show up to their sales appointments and when a prospect asks,”Why should I buy from you?”, they make a feature, advantage, benefit presentation, explain their companies unique selling proposition or tell them why they are the best choice. When this same prospective buyer ask their competitor, “Why should I buy from you?”, the competitors salesperson does and says the same things.

If you want to increase sales, you’ll have to be different from your competitors. You need to look, sound and act different if you want prospective customers to believe you’re different. Businesses selling the same products have to guard against falling into the same routines as their competitors. It’s natural for people doing the same job, with the same human nature, to do the job the same way. That’s the problem, it’s natural. You’ll have to work at not doing what comes naturally if you want to compete, win and increase your sales.

Here’s three ways to separate yourself from your competition, increase sales and grow your business.

Change Your Intentions

Since most salespeople go to work to make sales, and this drives their behavior, change your intentions to making customers, not sales. This will move your focus from your company, products and services, to your customer. It will make you a better listener, slow you down and change your answer to the question, “Why should I buy from you?” You won’t be eager to make a presentation, instead you’ll want to know more about what your prospect wants to accomplish. You’ll start doing business with people instead of just trying to sell them. Since we get what we focus on, you’ll start making customers instead of just sales and your customers will make you more sales.

Change Your Routines

Make sure you stop trying to find the easiest way to do your job. Stop working to be comfortable and start making changes to your routine. In fact, make change a habit. When you get into a routine that feels comfortable and easy, it’s usually the same routine your competitor is in. It’ll make you look, act and sound the same. Change your routine by looking for the best way to do your job, not the easiest way. Again, it’s natural to look for the easy way to do something but that’s what your competitor is doing, so be different.  Stay fresh by changing regularly and stay motivated by knowing you’re doing what your competitor isn’t doing. Besides, routines often become ruts. They are just a grave with both ends knocked out, you can move back and forth but you’re already dead. Change will keep you motivated because change isn’t painful, resistance to change is what causes pain. In fact, if you stay out of ruts and embrace change, you’ll pay more attention and notice new opportunities to make customers.

Change Your Aggressiveness

This isn’t what you think it is…Most salespeople are people pleasers who want to be liked and accepted. Don’t let being liked and accepted keep you from being aggressive. Make a commitment to yourself to be more aggressive by focusing on helping people as if they were your friends. With friends, you trust your instincts, pay attention and know when they need help. When friends need help you don’t stop asking or trying to help them until you succeed. So, change your focus from being an aggressive salesperson to being and aggressive helper. Challenge yourself to make at least one prospect each month tell you to back off…It won’t happen because you’ll be paying attention and back off before they ask, just like you do with a friend when you start to irritate them. Make the attempt to push beyond your comfort level, ask how you can help, ask to do business with them even when you feel uncomfortable doing it. Be assertive and aggressive in attempting to be of help. You can always apologize and start over and this will make you different from your competitors.

You’ll have to be different to get different results…Nothing will improve until you do!

By Mike Moore

What time does your model home, sales office or store close? What’s your first thought when someone walks in 10 minutes before closing? Be honest…Most salespeople think, “Not now! I’ve been here all day”. This is just one of the ways you take the wrong time off.

It’s easy to let your mind begin to wonder as the clock ticks down to closing time. In fact, too many salespeople take the last 20 minutes of each day off. Oh, the doors are open but no one is home. When someone does come in, they aren’t given your full attention or best effort. Like athletes who take plays off by coasting during a game, this costs salespeople and their companies money and reputation which effects future sales.

Sales is a numbers game all right, but not the numbers you’re thinking of. It’s a matter of time. It’s the numbers on the clock that count the most. When you take 20 minutes off mentally each day by not paying attention or giving your best effort, it adds up quickly. Twenty minutes per day equals 1 hour and 40 minutes each week. This adds up to over 2 weeks off per year. In reality, salespeople take entire days off if they aren’t coached up and mentally ready to perform. Lots of things can cause this.  Personal distraction, personal problems and difficult customers who cause problems can all be excuses to take time off. These are all distractions that can cause salespeople to take time off even when the doors are open. Little bits of time add up over the months and years to sabotage your results.

The reality is, it’s worse than just lost time. In a performance business like sales, it’s usually the last 5% of your effort that separates average performance from peak performance. It’s the consistent last little effort that produces the biggest results. So, 20 minutes per day or the 2 extra weeks off during the year costs you sales, customers, money, and the costs are multiplied because you are actually taking the last 5% of time off.

If you don’t believe me, try working 5 minutes beyond closing each day. Don’t schedule personal appointments until at least 1 hour after your closing time and don’t take the 2 or 3 days off mentally before your vacation starts, just because you don’t want to start something you can’t finish. These are all excuses that make the numbers and time work against you as a salesperson.

Successful salespeople have the self-discipline to not take the wrong time off. Top sales leaders understand that this makes salespeople produce average or below average results. They watch for this and teach salespeople the importance of leveraging their time and the power of the last 5% of their effort.

By Mike Moore

DAILY INSPIRATION, IDEAS & TIPS FOR IMPROVING YOUR BUSINESS FROM MIKE MOORE