Sunday, September 29, 2013

The Most Important Question You're Never Going to Hear

In over 25 years of selling, no prospect ever came out and asked, "Linda, can I trust you?" But I knew that question had to be answered with a resounding yes, or the sale would never take place.

Different types of sales require different levels of trust. When you buy a toaster at your local Target, you need to trust them to stand behind the product they sell. However, you don't expect the clerk who assists you to be an expert in either cooking or appliance mechanics.

When you are selling a $250,000 software solution with a six-month installation phase, you must establish trust at a much higher level for the purchase to take place.

Ask yourself these questions about the product or service you sell: 

  •  Is the sale a one-time event, or will it mark the start of an ongoing relationship?
  • How much money is involved?
  • How urgent is the buyer's need?
  • How much risk is involved in the purchase?

What do you do to build trust with prospects and customers? What could you do differently than your competitors?

No one is going to come out and say, "Can I trust you?" So it is up to you to recognize the buyer is asking that question, and be sure it is answered correctly.

Friday, September 27, 2013

Thought Transformation Sales Training-Body Language Tips

For those of us that are in sales, we're always in constant contact with people. There's a variety of important tips that we can use when we're greeting customers face to face. Body language is a very important sales tool that can be used to make more sales. Have you ever took the time to study your customer's body language? What was his/her body language telling you? Knowing how your customer is responding can be the difference between make a sale and not.

When greeting a customer, always make a friendly approach. You need to make sure you look professional at all times. Make sure you're making direct eye contact with a smile. It doesn't matter if today has been a bad day or not, your responsibility is your customer. Make them feel welcome and comfortable at all times. Don't bring negative energy to your environment.

It's very important to understand the body language of your customer. How did they react when you approached them? Do they appear to be happy, sad, upset, or cautious? What is the tone of their voice? Are they being offensive or defensive? Yes, all of these can effect a sale. Our job is to make sure that we take care of our customer, right? We can do this by showing positive body language of our own.

How can you show positive body language? For starters, always wear a smile. I understand that we're not always in a smiling mood, but this isn't your customers issue, it's yours. If you're out in public, wear a smile. You can do everything else behind closed doors. A firm handshake is always a great way to grab the attention of your customer, do it with a smile.

Studies have showed that expanding your body can actually reduce stress and give confidence. You may want to try this technique. Stand up straight, spread your stance, and let your arms out. This is also viewed as a body language of confidence. Did you know that you're more likely to make a sale by mirroring your customer? Engaging in mirroring body language lets the customer know that you completely understand. This also shows interest and awareness, both a great way to get an agreement.

If a customer is being defensive, don't continue to try and make the sale. Most success comes in second meetings or follow-ups. Defensive body language includes crossed arms, looking around,  and leaning away. If you notice these body functions, leave a contact form or business card. It doesn't mean that their not interested, it just concludes that something else is more important at this time.

Completing the sale can be a tall task at times, but a first impression can last a lifetime. You have to use positive body language skills that will leave a lasting impression on your customer. You want them to leave knowing that you're someone that they would love to work with or get to know. Be polite, always smile, use constant eye contact, give them your full attention, and always say thank you.

Thought Transformation provides quality sales training programs that will help you make immediate sales and give you the tools to become successful in any market or program. Thought Transformation has trained thousands of men and women over the past nine years, giving them the techniques to outsell their competition. Ready to lead your program? Contact us now and see how we can help you achieve your potential!

Sales Training By Thought Transformation-Common Mistakes In Sales

Common Mistakes In Sales-The Deal Killer

Good intentions often make us say things we shouldn’t, especially when the pressure’s on and the customer’s complaining. So, what do you do in such circumstances? Below, you'll find some common mistakes we make—no, here are some deal killers:

Denying the customer’s right to his experience. A common mistake is to blurt out
variations along the lines of, “Oh, that’s not true!”… “I’m sure our employee didn’t mean it that way!” … or “No one’s ever complained about that before!”
• What the customer hears: “You better prove you have a case before I believe you enough to help you.”
• What’s better? Listen. Your job at that moment is to fully understand the
customer’s experience of the problem.

Blaming the customer. This can happen subtly, an accusation made via implication or
nonverbals, but just because it may be inferred or unspoken does not mean the customer hasn’t picked up on it. “Well, we could’ve gotten this done on time, but we didn’t get your content until a week after it was promised to us.”
• What the customer hears: “It’s all your fault. You’re not easy to work with.”
• What’s better? Alert the customer to budget or timing concerns before they become issues, and remember you’re in the business of providing solutions. You’re not there to ward off imagined litigations by assigning blame.

Typecasting the customer. This happens in the most egregious circumstances, when
the workplace culture has become so politicized that an adversarial “us-them” attitude has developed. Customers are outsiders, therefore they’re “idiots”… “crazy” … “ill- informed”….
• What the customer hears: They don’t need to hear anything. Sooner or later,
that attitude of condescension or resentment seeps through employee pores and taints interactions with your customers.
• What’s better? Workplace culture attitude adjustment. Better make it quick too.

Thought Transformation provides sales training courses to individuals and corporations. Thought Transformation has 20+ sales training programs designed to help you make more sales and outsell your competition. This is your opportunity to learn from sales expert Linda Bishop, contact us today and see how we can help you achieve success!

Tuesday, September 17, 2013

Making More Sales With LinkedIn


Are you using LinkedIn and other social media tools to connect with both customers and prospects? If not, you're missing out on potential contacts and sales. LinkedIn is a great professional social media website that has dozens of great features to help you in your sales program. 

Start making more sales with LinkedIn by keeping your profile clean and professional. I can't stress this enough. Everything that you write and say has to be professional because others will judge you on these factors. If you're posting articles, videos, or media, keep your professional image at all times. Remember, potential customers are always watching.

LinkedIn is a great way to not only make more sales, but generate leads and contacts. Make sure you're using LinkedIn to your advantage. Social media platforms are a great to get new customers and generate interest. Facebook, Twitter, Pinterest, StumbleUpon, and other social media sites must be optimized and professional.

Thought Transformation offers a variety of different sales training programs that can immediately having you making more sales and out-selling your competition. We offer 20+ sales training courses that are designed to help you succeed in any sales market. Visit our website and learn from one of the best sales experts in the world. Atlanta's Thought Transformation provides single sales training classes, half-day classes, and full-day classes.

Sales Goals For 2014-Sales And Training

Sales Goals For 2014-Sales And Training

As 2013 comes to a close, I want to spend this month reviewing how you can set and reach your sales goals in 2014. To start, consider the following:

The best goals are realistic, yet challenging. When you reach a goal you’re proud of what you accomplished. To decide if a goal is realistic, answer these questions and use the information as a guide.

  • How much did you sell in 2013?
  • How much do you want to sell in 2014?
  • Who were your customers in 2013?
  • How much did they buy?
  • How much do you project them to buy in 2014?
  • Estimate the gap. Goal-Total Sales Projected for 2014 from Current Customers=New Business
  • What does the average customer buy in the first year?
  • How many new customers do you need to reach your goal? New Business ÷ Average Value of a New Customer = No. of New Customers
  • Based on past experience, how many prospects do you need to talk to in order to get a customer? That is how many people you need to load into the top of the funnel, qualify and convert.
Thought Transformation provides sales training courses in Atlanta and the greater Atlanta area. We offer 20+ sales training programs that are designed to help you achieve success in any sales programs. If you want to increase your sales and out-sell your competition, Atlanta's Thought Transformation can help.

Saturday, September 14, 2013

Sales Training Courses Atlanta-Thought Transformation

Sales Training Courses In Atlanta

Are you looking for sales training courses in Atlanta, Georgia? Have you considered sales training programs to help you achieve success in your sales program? Are you struggling to make your first sale? If you've answered "yes" to any of these questions, Thought Transformation can help. Thought Transformation provides sales training courses in Atlanta and surrounding areas. You don't have to struggle to make sales anymore, Thought Transformation's sales training programs are all you'll ever need!

Sales training courses have been a vital source for some of the top sales marketers in the world and now you have the opportunity to receive the same sales training as professionals. Atlanta based Thought Transformation has been providing sales training classes since 2004, nine consecutive years of quality sales training courses. Designed by sales expert Linda Bishop, Thought Transformation offers the best sales training classes in the world.

Thought Transformation offers 20+ sales training courses designed to help you succeed. Our Atlanta sales training courses will help you make sales and outsell your competition. Our programs in sales training is built for you, allowing you to focus on your weakest attributes and strengthen your sales skills. To learn more about our sales training, just visit Thought Transformation.

Our Atlanta courses in sales training are designed for everyone, all salespeople and sales marketers. It doesn't matter if you're new to the sales market or a ten year veteran, Thought Transformation's sales training classes are up-to-date and provides sales information that's proven to help you make sales. We offer affordable sales training courses and our interactive sales training programs makes learning fun. Take advantage of this special opportunity and learn from one of the best sales professionals in the world.

Ten Selling Tips To Persuade People To Buy

Sales professionals are masters of persuasion. Persuasion is a process. It requires rapport building skills, credibility, the ability to craft a logical argument and the eloquence to present it. Persuasion is not manipulation when it is based on mutual gain and ethical selling behaviors.
Use these ten tips in 2013 to help you become more persuasive and convince more buyers to say, "Yes, I'll buy.”

  1. Establish credibility in the first meeting. Show buyers why they should trust and believe you.
  2. Buyers are either open to new ideas or closed to them. To persuade a buyer, they must listen with an open mind. If their mind is closed, your first challenge is to open it.
  3. Find common ground. By pointing out shared thinking and shared experiences, you demonstrate to the buyer you understand your point of view.
  4. When the buyer talks, listen past the words for strong emotions. What does the buyer care about?
  5. Ask opinion questions. We get the ammunition we need to persuade by looking below surface level facts and understand the thinking that underlies past decisions.
  6. Tell stories. Stories interest prospects and customers. Design them so listeners draw the right conclusions. Stories help you persuade because buyers will always find their own conclusions more believable than any statement you can make.
  7. Be likable. We are all more willing to accept the ideas of people we like.
  8. Look at possible arguments from both sides. If the audience brings up a negative point, nod and say, "That's an excellent point. I considered it and . . .”
  9. Provide evidence to prove benefits are real. Use testimonials, statistics and real life examples.
  10. Fear stops people from taking action. Identify concerns. Alleviate risks.

Interested in learning more about sales? Thought Transformation offers sales training courses to individuals and corporations. Our sales training classes in Atlanta are designed to help you make more sales and outsell your competition. If you're in the Atlanta area, visit us at Thought Transformation.

Thursday, September 5, 2013

Seventeen Questions from Buyers

Seventeen Questions from Buyers

Before making a purchase, buyers want answers to these questions.
1.      Do I like this salesperson enough to give them my money?
2.      Can I trust them to tell me everything I need?
3.      Did they leave any critical information out?
4.      If information was left out, did it happen on purpose?
5.      Do I really need this?
6.      What other options do I have?
7.      Is this price fair?
8.      Is there enough value to justify the expense?
9.      Does the salesperson have the expertise I need?
10.  What could go wrong?
11.  If I buy from this company, will my boss think I made a good decision?
12.  Are there any hidden charges or fees?
13.  Will the salesperson and the company be easy to do business with?
14.  Does the salesperson understand me when we communicate?
15.  Does the salesperson like me enough to watch my back?
16.  Will the salesperson follow my instructions?
17.  Does this salesperson care if I'm satisfied, or do they just want a sale?

Plan your selling approach so you’re ready to provide buyers with all the information they need to say, “Yes, I want to buy from you.”