From owner-freebsd-questions@FreeBSD.ORG Tue Oct 9 20:22:07 2012 Return-Path: Delivered-To: questions@freebsd.org Received: from mx1.freebsd.org (mx1.freebsd.org [69.147.83.52]) by hub.freebsd.org (Postfix) with ESMTP id 2FE4BFF8 for ; Tue, 9 Oct 2012 20:22:07 +0000 (UTC) (envelope-from bounce@onlinesalesevents.net) Received: from cp.onlinesalesevents.net (209-151-162-58.gvhostvps.com [209.151.162.58]) by mx1.freebsd.org (Postfix) with ESMTP id C0D348FC0C for ; Tue, 9 Oct 2012 20:22:06 +0000 (UTC) Received: from onlinesalesevents.net ([209.151.162.60]:40443) by cp.onlinesalesevents.net with esmtpa (Exim 4.80) (envelope-from ) id 1TLfa8-000Gn3-FD for questions@freebsd.org; Tue, 09 Oct 2012 15:35:08 -0400 To: questions@freebsd.org Subject: The Five Steps to becoming a Sales Superstar Message-ID: Date: Tue, 09 Oct 2012 14:01:14 -0400 From: "Sales Coach" MIME-Version: 1.0 X-Mailer-LID: 13 X-Mailer-RecptId: 536634 X-Mailer-SID: 335 X-Mailer-Sent-By: 1 X-AntiAbuse: This header was added to track abuse, please include it with any abuse report X-AntiAbuse: Primary Hostname - cp.onlinesalesevents.net X-AntiAbuse: Original Domain - freebsd.org X-AntiAbuse: Originator/Caller UID/GID - [47 12] / [0 0] X-AntiAbuse: Sender Address Domain - onlinesalesevents.net Content-Type: text/plain; format=flowed; charset="UTF-8" Content-Transfer-Encoding: 8bit X-Content-Filtered-By: Mailman/MimeDel 2.1.14 X-BeenThere: freebsd-questions@freebsd.org X-Mailman-Version: 2.1.14 Precedence: list Reply-To: info@onlinesalesevents.net List-Id: User questions List-Unsubscribe: , List-Archive: List-Post: List-Help: List-Subscribe: , X-List-Received-Date: Tue, 09 Oct 2012 20:22:07 -0000 The CEO Sales Solution--Grow your Business by Supporting your Sales Team The Evolution of Sales Mastery Facebook Twitter More... The Five Steps to becoming a Sales Superstar Webinar on October 25, 2012 Overcome your Buyers' Budget/Price Objections and get back to Closing Deals The economy isn't the reason you are encountering the price/budget objection more often--Buyers are buying differently and the sales techniques that were so effective 10-15 years ago are now obsolete. If your sales approach includes educating your prospects on your solution or performing a needs analysis, you're simply reducing yourself to a commodity and providing your buyers with the valuable information they need to negotiate a favorable deal with the competition! Attend this critical event to discover how to give your buyers the paradigm shift necessary to dissolve their budget constraints and hold your price. Limited Seating Available so Register Today>> http://onlinesalesevents.net/iem/link.php?M=536634&N=335&L=1&F=T Discover: * The major mistakes most sales people make when dealing with prospects that results in lost opportunities and extended selling cycles. * A powerful 3-step quantification strategy that shifts your buyer's focus away from your bottom line and onto the cost of their existing problem. * A unique approach to building value that limits the buyer's alternative options, minimizing the price objection. * How to uncover your client's true vulnerability and reasons for closing the deal. * How to effectively navigate multiple decision-makers and uncover each one's core motivation for moving forward with you. * Key questioning techniques that get buyers to reveal key information that's often withheld from the competition. Register today for this Limited Seating Event>> http://onlinesalesevents.net/iem/link.php?M=536634&N=335&L=1&F=T When people first come to the conclusion that they need improvement in certain areas of their lives they go through a multi-step process. The first step is always Acknowledgment. A person cannot begin the process of implementing change until s/he acknowledges dissatisfaction with a certain aspect of their life and recognition that change is required. Step Two—Externalization The second phase of the process if known as Externalization. Generally when we acknowledge dissatisfaction our next step is to externalize blame—people take the natural direction of first looking at factors other than themselves in order to determine why they are not getting the results they want. For example, when a business owner is disappointed with sales numbers, they often blame economic or market conditions for their current results. Other times they will point fingers at what they see as a complacent sales team. However, it takes time for that business owner to take responsibility for making certain hiring decisions and for ineffectiveness at managing, motivating and supporting their sales team. The key to getting to the next level is working past this step as opposed to remaining stuck in it. If we endlessly externalize, then we perceive ourselves as victims who have no incentive to change our behavior because we have not taken responsibility for our role in the situation. Step Two is also the most dangerous step, it's a comfortable place to be for so many of us, but it leaves us disenfranchised. So long as we accept that factors beyond our control dictate the final outcome, we remain where we are or worse. However, when we assume the responsibility for "external" factors we have the power to identify the changes necessary to achieve our final goal. Investigate how to objectively uncover your unique barriers to sales and sales management ineffectiveness: http://onlinesalesevents.net/iem/link.php?M=536634&N=335&L=5&F=T Sales people also tend to externalize. They point their fingers in many different directions. They say it's the economy, or they talk about how their prospects have no need, or no money. Some simply point their fingers at management saying that they don’t understand what really happens on the front line. Facebook Twitter More... Step 3—Overcoming Unconscious Incompetence This term relates to our inability to assess the full scope of our ignorance on a given topic or skill set. Ask a child what he doesn't know about the stock market and you will get a very vague response, ask a financial advisor the same question and you will get a very detailed response. In order to achieve change we must be able to objectively identify where we need improvement and what we are doing that is counter-productive to our goal. This is a very difficult step for sales people—sales success is not a science, it lies in your ability to effectively influence the behavior of different people under a variety of circumstances. Techniques that are highly effective with some buyers are counter-productive with others. In addition your personality has a substantial impact on your ability to adopt new techniques as you communicate with buyers in the same way you want to be communicated with. Overcoming Unconscious Incompetence requires: * A realistic examination of your existing sales methodology. * A categorization of your buyers to streamline the sales process. * A realistic assessment of your comfort-zone behavior that makes you resistant to adopting certain techniques or approaches that would improve your performance. For assistance in improving your sales skills: http://onlinesalesevents.net/iem/link.php?M=536634&N=335&L=1&F=T Step 4—Conscious Incompetence Facebook Twitter More... This is the stage in the learning process where you come to realize just how much room for improvement you have and recognize the beliefs or activities that have been unproductive. This is the point at which learning, or a willingness to learn and unlearn takes place. This internal acknowledgment creates an incentive to change. When you believe that you are as effective as you could be then the incentive to change is not present. The most effective way to uncover this improvement gap is through sales and behavioral evaluations: http://onlinesalesevents.net/iem/link.php?M=536634&N=335&L=94&F=T Step 5—Conscious Competence This is the point at which you begin to understand how much knowledge you have received and how this new knowledge, when applied helps to change overall results. The fastest way to change your results is to change your routine. This is the phase where you become conscious of the importance of changing your routine. This can only occur when step 4 takes place because in order to change your routine, you first must change your mind. Short-term boot camps or one day motivational programs fail to take sales people or sales managers to the point of Mastery. Knowing and owning are two very different things! For assistance in taking your team towards mastery: http://onlinesalesevents.net/iem/link.php?M=536634&N=335&L=95&F=T The CEO Sales Solution 1060 First Avenue, King of Prussia, PA 19406 Copyright 2012 The CEO Sales Solution Authorized use granted by express permission only. Unauthorized Distribution, Duplication, Appropriation or Reproduction in Whole or in Part Strictly Prohibited. To stop receiving these emails:http://onlinesalesevents.net/iem/unsubscribe.php?M=536634&C=3b68ef9e2639c7c1ca24c2578cc3eeff&L=13&N=335