7 Amazingly Foolish Things Salespeople Do

Foolish Things Salespeople Do

I thought in honor of April fools day it would be fun to do an episode about some of the amazingly foolish things salespeople do. Now, if you’ve done any of these don’t feel bad (most likely we’ve all done at least some of these before) and hopefully…you’re not doing them anymore…I mean if you were that would be pretty foolish!

On today’s show discover:

  • …can cause your customer to say no;
  • …shake your confidence and
  • … are avoided by top sales pros (who probably made these mistakes at one time or another too).

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Coaching A Butterfly

pianist-1149172_640In college, I study Jazz composition and performance. I was a piano player. Each semester, as you might imagine, private lessons on your instrument were mandatory. There were several excellent pianist to choose from and my first semester I selected Daniel.

Daniel was an amazing player and I would be thrilled to be as accomplished as he was at the piano. During one of my lessons I asked him about stride piano. I wanted to learn how to play in that style. “How do you do it?” I asked. Daniel’s response ” Like this” he then proceeded to show me how skilled he was at stride piano.

He never taught me how to do it, he just demonstrated how he could do it. Although I liked him and admired him as a musician, I ended up firing him as my teacher because I wasn’t learning anything.

How often have you done that with your salespeople? Yes, it might be easier in the moment to just “do it yourself” and have them observe but if you never get around to letting them try it on their own, they may never learn to do it themselves.

I found this amazing story that illustrates the point so well.

A man found a cocoon for a butterfly. One day a small opening appeared, he sat and watched the butterfly for several hours as it struggled to force its body through the little hole. Then it seemed to stop making any progress. It appeared stuck.

 

The man decided to help the butterfly and with a pair of scissors he cut open the cocoon. The butterfly then emerged easily. Something was strange. The butterfly had a swollen body and shriveled wings. The man watched the butterfly expecting it to take on its correct proportions. But nothing changed.

 

The butterfly stayed the same. It was never able to fly. In his kindness and haste the man did not realize that the butterfly’s struggle to get through the small opening of the cocoon is nature’s way of forcing fluid from the body of the butterfly into its wings so that it would be ready for flight.

 

Like the sapling which grows strong from being buffeted by the wind, in life we all need to struggle sometimes to make us strong.

Conclusion:

As you coach and teach others to sell it is helpful to recognize when they need to do things for themselves. Be there to follow up and encourage every small improvement they make and help guide them on the right path to success. We all need to struggle sometimes to get stronger.

How Emotional Needs Lead to Tremendous Value and Sales

Emotions Impact Consumer Behavior

BrandsMany salespeople assume that customers make buying decisions with a rational approach, analyzing details like features and financial aspects. However, research has shown that emotions shape the attitudes that drive consumer decisions and behavior. And, those emotions (or hot buttons) impact behavior far more than technical or functional factors.

Consider how people frequently buy name brand products over the generic alternative. If it doesn’t make logical sense to pay more for a product with the same ingredients why do they do it? It’s the emotional attachment they have to the brand.

Psychology Today describes it this way…

“A nationally advertised brand has power in the marketplace because it creates an emotional connection to the consumer. A brand is nothing more than a mental representation of a product in the consumer’s mind. If the representation consists only of the product’s attributes, features, and other information, there are no emotional links to influence consumer preference and action. The richer the emotional content of a brand’s mental representation, the more likely the consumer will be a loyal user.” – curated from Psychology Today

Uncover Hot Buttons to Build Enormous Value

Emotional needsAll buyers are influenced by their emotions, however they may not realize it. While the reasons customers care about your products may not be obvious to them, your ability to uncover their  “hot buttons” and understand their emotional needs can have a very concrete impact on your sales success.

When you gain a firm understanding of your customer’s hot buttons you have powerful information to build value in your product. Consider that most customers would pay almost anything to realize their hot buttons and you can see how incorporating a connection between your products benefits and their hot buttons help increase value.

For example, a grandmother with knee pain might decide to just “deal with it” when faced with a pain cream costing $40.00 a tube. However, if that same cream could relieve her knee pain allowing her to spend quality time playing on the floor with her granddaughter it would be well worth it. In fact, if you asked her how much she would pay to have that time she might say something like”I’d pay any amount”.

The ability to spend quality time playing with your granddaughter is an emotional reason for buying the product. It’s a priceless “hot button” and connecting it to your product’s benefits increases value.

Discovering Your Customer’s Hot Buttons

To find your customer’s hot buttons you need to ask questions but before that, you need to gain their trust. Chances are a stranger isn’t just going to hand over emotionally charged information to you. So from the beginning of your interaction you need to establish rapport and sincerely listen and care about your customer’s needs. When they feel the can trust you and see that you’re not just about making a sale they’ll be more inclined to open up and tell you what really matters.

Emotions are What Drive Consumers to take Action

Having a conversation at a more emotional level also encourages your customer to take action. It’s human nature. Even something as simple as our fight or flight response is triggered by an emotion.

“In response to an emotion, humans are compelled to do something. In a physical confrontation, fear forces us to chose between “fight or flight” to insure our self-preservation. In our daily social confrontations, insecurity may cause us to buy the latest iPhone to support our positive self-identity.” – curated from Psychology Today

Conclusion

There are emotional aspects to the decisions and actions your customers take when considering your product. When you make a solid connection, uncover their hot buttons and show how your product can help get them what they want, you increase the chances they’ll say “yes” when you close.

Funny Sales Quotes to Motivate and Inspire You

Funny Sales Quotes

funny quotesEveryone has sales slumps from time to time. It’s at times like this when a little chuckle may be just the motivation you need to get you through. For me, nothing works better than a funny take on serious business. I guess that’s why I like funny sales quotes so much. I hope these inspire and motivate you to have a great sales day!

  1. “The only place success comes before work is in the dictionary.” – Vidal Sassoon
  2. “For Sale: Parachute. Only used once, never opened, small stain” – Unknown
  3. “The only thing worse than training employees and losing them is not training them and keeping them.” – Zig Ziglar
  4. “A meeting is an event at which the minutes are kept and the hours are lost.” – Unknown
  5. “Eagles soar, but weasels don’t get sucked into jet engines.”- Steven Wright
  6. “I think the biggest mistake that salespeople make today is that they try to pretend they’re not salespeople.” – Unknown
  7. “Timid salesmen have skinny kids.” –Zig Ziglar
  8. “Success is going from failure to failure without loss of enthusiasm.” – Winston Churchill
  9. “Customers are like teeth. Ignore them and they’ll go away.” – Jerry Flanagan
  10. “Although your customers won’t love you if you give bad service, your competitors will.” – Kate Zabriskie

Bonus

Oh what the heck….here are a couple more:

  1. “People can have it in any color – so long as it’s black.” – Henry Ford
  2. “The difference between try and triumph is just a little umph!” – Marvin Phillips
  3. “There are no shortcuts to any place worth going.” – Beverly Sills
  4. “Art is making something out of nothing and selling it.” – Frank Zappa

Summary

Next time you find yourself in a sales slump look through some funny sales quotes. It might just be what you need to put a smile on your face and get back on top of the leader board!

What are your favorite funny sales quotes? Leave a comment below and share them!

4 Simple Ways to Overcome “I Can’t Sell”

I Don’t Want to Be a Salesperson

I can’t tell you how many times I’ve had someone tell me “selling isn’t my job”, “I can’t sell” or “I don’t want to be a salesperson.” Funny thing is, most of them were hired as salespeople!  So why would they say “I don’t want to be a salesperson?” For many, it’s based on what they perceive a salesperson to be!

Usually, after spending some quality time talking it through, you find out they feel like a salesperson is someone who tricks a customer into buying something they don’t want. I’ll let you in on a little secret, If that were true, I wouldn’t want to sell either.  Fortunately, that’s not what sales is about.

What Being a Salesperson is Really About

Sales is about solving problems. It’s about building relationships and helping people change their lives for the better. It’s a noble profession you can be proud of when you have the right mindset.Think of a good salesperson as a guide. They get to know the customer, understand what they need, what they want and then guide them to the right product.

Often, when someone says they “can’t sell” or they “don’t want to”, it’s because they’re thinking about sales the wrong way. Change the perspective, see sales as being helpful and it changes everything.

The Sales Hunter has outlined 4 things you can do today to help overcome this feeling of “I can’t Sell”:

If you believe you can’t sell, here are the 4 things you need to do starting right now:

1. View what you do as helping others achieve their goals.

2. View each encounter you have as an ability to build a relationship.

3. Quit thinking what you need to do is have a sales presentation and start having conversations with the other person built around asking questions.

4. Never leave any conversation without having earned the right, privilege, honor and respect to meet with that person again. – Curated from http://thesaleshunter.com/4-things-you-can-do-to-overcome-the-belief-that-you-cant-sell/

Conclusion

Understand that sales is about communication, building relationships and helping people. When you change your perspective you’ll find that you can sell and more importantly you want to!