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Defining the meaning of Sales

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Defining the meaning of Sales

When you think of salespeople, what sellers come to mind? What is their approach? Often times we think of a salesperson pushing an unwanted product or service. We've all seen salespeople in movie westerns selling the "magic elixir" in a carnival-like atmosphere. But is that really what we do, and how we do it?

Wikipedia definition: "Sales are the activities involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity."

I agree with the definition above as the result of our activities, but not necessarily the true meaning of the word. I suggest the definition of sales is "helping people by solving problems and fulfilling needs".

My friend and colleague, Michael Goodman offers his definition of the components of sales as Trust, Credibility and Interest. These components are very compelling, and very necessary.

Once you find that you can assist someone and create interest, the sales process truly begins.

Mike’s Upcoming Sales Skills Workshops for July & August

Creating Your Effective Networking Commercial!

After learning some tips to develop an effective 30-second networking commercial, we will work on your specific message. Your opening statement will create customer interest and assist you with developing networking relationships that are critical to your business development.

Dates/Times: Tuesday, July 29 or August 26, 2008 from 10:30am – 12:00pm

Location: Arizona Small Business Association at 4130 E. Van Buren St, Ste 150 - Phx

Investment: ASBA Members - $30 or Non-members - $40

Register today at 602-265-4563 or rsvp@asba.com.

Have a great sales week!

Is it NO for now, or NO forever?

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Is it NO for now, or NO forever?

Last December, I posted a blog titled "Just Say No" which shared tips on how to keep our prospects from using non-committal terms as a delay tactic. This blog is a follow-up to that topic.

If we do hear NO, we have to determine if it's a timing issue (i.e. no current need or no current budget), or it's a permanent NO. Things do change for our prospects. What may not have been a challenge for them a couple of years ago, may be creating a business issue that you may be able to impact today.

First, when told NO, tactfully probe for an objection. If it appears that you can not or will not overcome the objection (i.e. lower your price), consider asking the questions below:

When would be a good time to follow-up with you to see if we can assist you with future projects?

Since things change for all of us, when would be a good time to follow-up with you?

What are your plans when the market changes? (You may be able to expedite a shift to a YES if you can help the prospect feel a sense of urgency.)

Down the road, how to you see our solution benefiting your business? (You may be able to expedite a shift to a YES if you get a positive response here.)

Second, if the NO appears to be permanent and there is nothing you can do (or will do) - let it go. It's time to close out the opportunity and move on to other things. You should keep this person connected to your newsletter or broadcasts so that your name is still out there (unless of course they unsubscribe). This could also be a great time to see if they may know of someone else you can assist. I prefer asking current and past clients for referrals; however, I have received referrals in this situation as well – it can't hurt to ask.

Mike's Upcoming Sales Skills Workshops for July

1. Sales Skills 301: Negotiating and Closing Skills

Date/Time: Friday, July 18, 2008 from 9:00am – 12:00pm

Location: 201 N. Central Ave., Ste 2700 - Phx

Investment: $59 (through July 14) or $69 (after July 14)

Register today at 602-418-4955 or mhl@prosalescoaching.com.

2. Creating Your Effective Networking Commercial!

After learning some tips to develop an effective 30-second networking commercial, we will work on your specific message. Your opening statement will create customer interest and assist you with developing networking relationships that are critical to your business development.

Date/Time: Tuesday, July 29, 2008 from 10:30am – 12:00pm

Location: Arizona Small Business Association at 4130 E. Van Buren St, Ste 150 - Phx

Investment: ASBA Members - $30 or Non-members - $40

Register today at 602-265-4563 or rsvp@asba.com.

Have a great sales week!