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What Works Best For Your Company?


Experience is a wonderful teacher Mikkel Boedker Jersey Youth , but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company's sales process?and the most successful practices that you and your fellow salespeople have found for handling common challenges. Salespeople who do this maximize the use of their time, shorten sell cycles, make more sales, and cash bigger paychecks.


To learn from what works, document what works.


What parts of your sales process should you document?


First Ron Hainsey Jersey Youth , identify the milestones in your sales cycle. What are the necessary steps that lead from your initial contact with a prospect to a completed sale? What commitment must you gain from the customer at each milestone that will lead to the next step? For example, does your sales cycle usually require an initial meeting with several decision makers followed by another meeting at which you present a formal proposal? Both of those meetings are milestones.


Write down your 10 strongest sales features'the features of your products or services that have the strongest appeal to most customers. Include a benefits statement for each feature. Remember that benefits usually have dollar signs attached.


Next, write down the expected customer needs associated with those 10 features and benefits. Customers will only buy if a benefit represents a solution to a perceived need. So what needs must you look for? Write some open-ended questions that help you draw out needs for which your 10 strongest features offer solutions.


Write the best questions that you can use to determine what your sales strategy must be for a particular client. Your sales strategy is determined by the competition you face, the buyer's time frame, and the buying influences that will play a role in the sale. What are the best questions with which to draw out information about those factors?


Document a crisp (30-second) and powerful company story that you can tell in all first-call selling situations.


Ask your peers about each of these topics Chris Tierney Jersey Youth , and compare their approaches with yours. If somebody else has a great question for drawing out needs, for example, by all means write it down and use it. Create reminder lists for yourself, and review them before every sales call. Then you can stop making the same expensive mistakes.


In The Field:


?Our region has jumped to No. 1 in the country,? says Leif Rowles Tyler Ennis Jersey Youth , regional manager for Sears Commercial Division. Rowles moved his region from the middle of the pack to the top in sales while boosting profits by a whopping 111 percent with Action Selling Sales Training. His people learned and practiced ?The Process? until it became part of their culture.


?Now we have a common sales language we can use to strategize before and after sales calls. We are a stronger team and better able to coach one another,? Rowles says. Action Selling sales training programs define the most effective practices for conducting the entire sales process. Then it provides a template to document exactly what the best salespeople do to gain business.


When you have a system that clearly shows everyone what the Best Practices are, you can achieve great gains in performance and productivity. Rowles puts it simply: ?Action Selling is the reason we are closing more customers.?

If you love me, you will keep my commandments?

In the love games we play, and in all aspects of human endeavors Jean-Gabriel Pageau Jersey Youth , maintaining positive relations with each other is a must, to live in harmony and peaceful coexistence with each other.

The surest path to keeping good relations with our fellow humans is to know what their dos and don'ts are, and adhere strictly to the same. An infringement of the don'ts should be followed by a sincere apology. A blatant refusal to acknowledge our basic differences, thereby stepping on each other's toes, is indicative of a lack of respect and by extrapolation Craig Anderson Jersey Youth , lack of love.

True love is only found and kept, when both parties realize that they have been born and bred in totally different environments and make accommodations to show tolerance and an understandingacceptance of each others different proclivities.

Naturally, they must have lots in common in the first place, to agree to go together. Even twins born of the same mother and out of the same womb, with lots in common Connor Brown Jersey Youth , have a few grey areas they don't much see eye to eye on; how much less two complete strangers who are in love?

Parents, who enforce rules, in love for their growing kids, expect those kids to obey the rules, or else; similarly Nikita Zaitsev Jersey Youth , when dealing with adults, mutual respect and admiration can only be realized, when the two parties respect the commandments of each other. Since they must have very similar likes in the first instance, to be able to go together, recognizing the grey areas and communicating these effectively Zack Smith Jersey Youth , early on in the relationship will guide that true love is found. Adherence or not to this will be a red flag, which may point to chauvinism.

In future articles, I will dwell on the differences between love and being in love and testing for true love; core areas which are often confusing in the complex mix of male-female relations.

Knowledge is NOT power; it is only empowering?.The Application of Knowledge IS power.

About The Author

Christopher Adeyemi Adetosoye is author of A Man's Guide to Finding True Love and A Woman's Guide to Finding True Love, E-books, which are currently available at ; adeyemi@

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