The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold calls, fliers and brochures, special offers, internet banners and offers, you name it. How can you expect to compete in this environment?

One simple but effective method: Fire your sales people. Most sales personnel stink anyway. This action doesn't reflect their character as people, but rather their ability to increase company revenues. And most sales people (even if they are nice people) do a horrible job at this. Think about it: When was the last time you went shopping, or out to your favorite restaurant, and encountered a terrific sales person? If you have trouble recalling, you're not alone. As consumers, we are even immune to bad service, as long as the product is adequate. We put up with annoying sales people who are pushy and impersonal because we want the outfit. We rationalize away bad service at our favorite restaurant because the food was good (when the waiter finally got the order correct!). We don't think twice when we encounter a lazy sales person who really doesn't enjoy his or her job. It doesn't have to be like this.

If you truly want to improve sales within your company, fire your current sales people, and then hire true sales people. How do you know the difference?

*People that are "true" sales people value relationships first and sales second. They are cordial, pleasant, and well-meaning.

*People that are "true" sales people seek to satisfy the customer, not their boss. There is a huge difference!

*People that are "true" sales people are internally motivated rather than motivated by sales rewards or incentives.

*People that are "true" sales people are easily found in crowds. They are naturally gregarious, and most likely bring out the best in you during your interactions with them

So, what do you do if firing your sales people is not an option? At the very least, improve your current hiring policy. No amount of company training can make up for the fact that an individual is not cut out to be in sales. Another idea: work to reassign those in your sales force whose skills are better utilized elsewhere. My recommendation is to evaluate your current sales staff in regards to their people skills. You'll find that many of your sales people would be better placed within your company. Behind a cubicle.

Copyright (2003) Leif H. Smith, Psy.D. All rights reserved.

Performance expert Leif H. Smith, Psy.D, is the president of Personal Best Consulting, a consulting firm located in Hilliard, Ohio. To learn more tips and techniques to immediately improve performance in your life and to sign up for his FREE monthly advice newsletter, visit http://www.personalbestconsulting.com

---

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

The Pipeline: Curious, Desperate, Inspired?

You do have a "Pipeline" don't you? You know, the... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

Is the Sales Funnel Dead?

Think about it. If only it was as easy as... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

The Business of Closing the Sale Without Killing It

You must be able to coordinate your sales talk to... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

How to Sell a Feeling

To be totally in tune with the needs of your... Read More

Peak Performance

One of the best books I have ever read is... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More