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What your Mission Statement Says About You

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What is a mission statement, exactly, and why do we need one? It is one of the four primary characteristics of a successful organization. It helps define who your organization is in addressing your company’s purpose, business goals, and values. These three statements should make up your mission statement and help to thoroughly characterize who you and your company are and what your goals are, as well:

Purpose Statement– What does your organization seek to accomplish? What do you want the ultimate result of your work to be? Why does this company exist? This shows that you know exactly where you are headed and are focused.

A purpose statement also typically includes these two phrases:

  • A problem or condition to be changed is identified.
  • A statement, such as to decrease, to increase, to eliminate, to prevent, etc..

Business Statement– This outlines the programs or activities your organization does in order to execute its purpose. What is your company going to do to accomplish your purpose?

Often the phrase “to provide” is used when creating a business statement with the addition of “through” or “by”. Make sure to only include the ideas that are the most important and vital to your company’s purpose. This shows that you are goal seeking and shows exactly what you will do in order to accomplish your goal.

Values Statement– What values do you and the people you hire have in common? What is the core to your organization’s beliefs? This will guide you in aspects from your every day endeavors, to when your company is struggling and needs a guiding light. Showing your values in your mission statement shows that you work for the people instead of yourself, which builds trust and credibility.

Some of these values may include, for example:

  • Diversity
  • Honesty
  • Integrity
  • Innovation
  • Dedication to excellent services.. etc.

Aside from the three statements mentioned above as to what should make up your mission statement, it is wise to ask yourself the following:

  • What makes you and your company stand out from the rest and be unique in its quality, services, etc…?
  • What need or problem is your organization trying to solve or address?
  • Who benefits from the outcome of your work, and why are they important?

In establishing a strong mission statement, your company can spearhead into a future of productivity, satisfaction, and overall morale. Your potential employees will see that you are a business first, know exactly what you stand for before considering working for you, and determine whether or not he/she and your company are a proper match. Your current employees will find the drive and motivation they need in order to provide the most adequate service for you and your clients while establishing a strong relationship with your organization.

Mission-Statement

 

The Truth About Sales

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Truth is that everyone possesses different qualities, hobbies and interests. In Sales, for instance, we often encounter different types of personalities and in order to understand them, we must dig deeper into the customers mind. Writer at Selling Power Magazine, Rod Nichols, states that “people operate primarily in four different personalities: Analytical, Driver, Amiable and Expressive”. Learning how to effectively work with all four personality types, one can conceivably close 99-100 percent of your sales.

Wouldn’t it be great to establish a warm relationship with your customer that will eventually lead to a boost in Sales?buysell

Let’s take a look at each personality type and how we can go about their personality when trying to close a sale.

Analytical personalities tend to be thinkers, quiet and introverts. They appreciate detailed facts, seek to reach the bottom of things and seem to work best independently. “Mathematicians and philosophers tend to belong to this type of personality”. Given the fact that they are not much of a risk taker, Sales Representatives should be cautious when offering products outside of the norm.

On the other hand, a Driver likes to derive straight to an answer. They always feel limited with their time and always seem to be busy. Immediate results and the need for power are vital to an individual with a driver personality. You can come across this personality type in individuals like Henry Ford I and Charles Lindbergh. With this type of controlling and hostile personality, selling becomes a bit more difficult. In order to cope around this individuals’ obstinacy, one must focus on ‘scarcity’. Drivers are used to winning, therefore, if they are shown what they stand to lose, the sale might be moved to action.

Amiable individuals enjoy building relationships and sometimes need a push from others when making a decision. Allowing them to include others in decisions, helping them make a decision and reassuring them regularly are definitely ways of dealing with this type of personality. Given the fact that they are passive, try to allow plenty of time for a conversation without the need of rushing.

The expressive groups are known as the dreamers. You can quickly identify this personality by their creativity. They like to plan ahead and make quick decisions. If you confront this type of personality when selling, present to them the “big picture”. They can be emotional—perhaps recognize them as being important. By showing them testimonials and some sort of proof, you can reassure them of the decision they have made.

All in all, “recognizing personality types and being capable of working with them at their level will make selling more fun, help you reach your sales goals, and have a very positive impact on your income”.

How to Hire the Top Sales People for Your Sales Team

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It is important to hire top sales people who have a rich hands on experience in this field to accelerate your company’s sales to the next level within a short time period. May sound like a no-brainer, right? Even if you agree with this, we all know that attracting highly efficient and result oriented sales people is anything but easy. However, it is definitely possible to get it right if you move in a methodological way as you can definitely find the people who are committed to excel in sales and can take not only bring tons of business to your company, but will also motivate others in your sales team to perform.

A recent study has shown that around 57 percent of all sales recruiting efforts often lead to mis-hires. This means that while hiring sales personnel in any recruitment process, your company has 50 percent chance of making some sort of mistake and this can be really costly in sales. It may take you months to realize that you have hired an unworthy sales person who is unwilling to sell for your company. This can be a huge loss for you in terms of money and time.

However, you should not fear as you can easily avoid these mistakes while hiring sales personnel, as long as it is possible for you to recognize the possible pitfalls and can work in a proactive way to remove them.

Here we are listing few rules that can assist you in making top hires:

1. Understand your requirements- You should begin by developing a clear job description that identifies the experience and key skills you are interested in, the ideal candidate profile (farmer vs hunter), the selling environment, performance metrics for this sales position and the sales objectives. This many sound easy, but if these steps are skipped, then you may end with nothing to match the candidates against-and that’s a perfect recipe for disaster.

2. Sell the job-If you are interested in attracting the best talent, you should take time to develop and promote your company’s story, its vision, it’s USP. What strategies you have to win in the target markets? What incentives and growth opportunities you have for top performers? What characteristics make your business a great place to work? Are you offering just a sales job or a real big opportunity while hiring sales personnel?

3. Try to understand the traits and skills of real performers-Many sales managers often hire inefficient sales reps that are stereotypes of top sales rep. These managers feel that if any person can successfully sell himself in an interview, then he can become a top performer. Dead wrong! You should look for the following skills.

 

• Ego-Drive Probing

• Ego-Resilience Technical

• Conscientiousness Negotiation

• Service-Orientation Persuasion

• Motivation To Succeed Prospecting

• Detail-Orientation Organization

• Traits Skills

• Empathy Listening

 

4. Look at the right places- Even in this economy, all top sales people are already working and probably not looking, so how will you attract the top talent? Well, start by finding the names of top performers with your competitors by using your industry contacts, get referrals as most top hires come through people you already know. You can even target top reps working in companies that are selling the complementary items in your target markets.

5. Plan a rigorous hiring process- Devise a rigorous hiring process and stick to it. Hiring top talent required time, energy and commitment. You should build a right interview team, collect sales achievement history from all the candidates as all top performers usually have this information.

Hiring sales personnel that are top performers is not easy, but you can definitely achieve it if you are really committed to the growth of your company.

Triton Theroy creates great salesman through our world acclaimed sales training and management programs. Visit the main Site for details: http://tritontheory.com/

 

Handling Sales Objections Effectively

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Dealing or handling objections can pose as an intellectual and emotional challenge. To overcome sales objections and close the sale successfully, a salesperson must have thorough product knowledge, be creative, utilize sales tools, and possess confidence in their own abilities, the product, and the company. They should merge sales technique with sincerity and passion to resolve all doubts or conflicts that gives rise to sales objections.

Customers typically voice objections till the time they are entirely persuaded about the products and services. Most prospective customers raise their objections in the initial stages or before the deal gets closed. A salesperson that is eager on handling objections in sales should expect objections during the sales processes and must employ few effective techniques to overcome it.

Pay Attention To The Objections:

Predominantly, a salesperson needs to pay attention and listen to the objections that are voiced during the course of sales process attentively. Along with making an effort to identify with the apprehensions of the potential customer; a salesperson should express their understanding while providing a solution to the issue or handling objections. This strategy will make the customer feel that the salesperson appreciates his concern and might induce him to be more open and frank.

Recognize The Reasons:

Many a times the initial objections are not the real concerns. For instance, customers wouldn’t want to disclose that they do not have sufficient money to purchase the product, so instead they might raise objections to avoid the deal. Therefore, it is always beneficial to ask some investigative questions to establish the main reason behind the objection and accordingly tailor the sales tactics to suit the customer’s requirement.

Handling Objections Pertaining To Price:

A salesperson can handle objections pertaining to price by highlighting the value that the product brings to the potential buyer. They can compare and evaluate it with other alternatives as well as list the features to emphasize its true value. Additionally, the salesperson needs to confirm why they consider the offering to be an ideal fit for the customer’s needs.

Respond To The Objections:

Customers are inclined on raising numerous objections pertaining to the product features with relation to the credibility of a company, price, quality, services and delivery of the product. A salesperson needs to be well prepared to present the required details in order to resolve the issues and objections. They can make use of charts, previous records, graphs, reviews, testimonials, and numbers along with the other resources to offer solutions to the numerous objections raised by the customers.

Learn From Previous Sales Objections:

An excellent ways to deal with objections is to gain experience from past sales. By probing the past customers about their objections, the salesperson would have surely come across various concerns that deter prospective customers from striking a deal. The salesperson must have employed effective strategies that helped them win over the customers. They need to keep a track of all such strategies and implement it whenever the need arises as these can prove to be imperative while handling objections raised by current or future customers.

Perceive Objections As An Opportunity:

Efficient salespeople view objections raised by customers as an opportunity to educate and win them over rather than a dispute. By providing attention to their concerns and by engaging in a thoughtful communication with the customer, a salesperson places themselves in a better position to propose the precise solution to various objections and with it creates a good rapport and relationship with the customers. This strategy can help to build a long term business association.

Handling Objections Using Other Effective Techniques:

To complete the sale, a salesperson can offer a concession to the buyer on the terms, in case he still has objections after all his concerns are clarified. If the buyer is still not confident about the product or is not sure whether the product will meet his requirements; the salesperson can offer a discount or money back guarantee to help the customer overcome such type of objections.

Overall, for a salesperson that is keen on handling objections during the sales, it becomes essential to employ effective procedures to overcome all types of objections. Moreover, a salesperson should be considerate, friendly, polite, charismatic, confident, kind, respectful and genuine because where everything fails; good conduct and human charm might just do the trick!

Triton Theroy creates great sales managers through our world acclaimed sales and leadership training programs. Visit the main Site for details: http://tritontheory.com, or give us a call at (954) 376-3767

 

Ways to Handle Objections in the Sales Process

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As a sales person, what do you do when you make a sales presentation and receive a cold hard no from a prospect? Does this mean that you should walk away? Not in the least. In fact, the best sales people are those that do not take no for an answer until they are sure that they have exhausted the process of handling objections. In sales in fact, an objection can turn out to be a positive thing because you get to learn why you got an objection in your sales process and you can then work to tweak the way you make your pitch. You also learn how to handle different prospect personalities.

Here’s how you handle objections and increase your closing ratio?

Never out talk your prospect. Listen to them, and let them finish. You should always have empathy for the prospect’s objection and use “I understand or you probably think you have seen quite a few sales persons recently , but I am not trying to sell you anything, I am only trying to offer intelligent business information for you to make an intelligent business decision. “This will reduce the prospects apprehension (risk) and allow a dialog to begin. You want to understand why he said no, and empathy will promote the prospect to explain why they are objecting.

After they have explained their objection, repeat what they said back to them in a way that says that you are only trying to understand their needs. Do not be condescending or you will lose the sale. Let them listen to your understanding of their objection and allow them to correct you if you didn’t understand it well. Do not respond with phrases such like “Don’t you want to save money” as this will disrespect the intelligence of the prospect. Do you think they will respond with “no I’m glad you called or visited me? Not going to happen.

Now start understanding the objection. The prospect will let you in and they will site reasons as to their motivation for saying no. Again have empathy, repeat their objection and answer with affirmative benefits that you obtained in your qualifying process. Additional objections can occur and you are simply giving your prospect a chance to clarify, and learn a lot more about their objection and how you should handle it.

Once you understand why the prospect objected, you can then respond with your rebuttal. Remember that an objection is simply fear of the risk of making a bad decision if the prospect was to purchase your product or services. Do you have a way to relieve this fear? You most likely do, so go ahead and lay out your proposal to them.

Finally, ask for the order once more and be ready to repeat the previous steps sometimes as many as five times before the prospect will feel comfortable enough to say YES.

Triton Theroy creates great sales managers through our world acclaimed sales and leadership training programs. Visit the main Site for details: http://tritontheory.com, or give us a call at (954) 376-3767 ext:3

How to Become a Great Salesman

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What is a Great Salesperson?

Sales techniques and skills are not always something one is born with. Often people think if they are not given the skills naturally then they will not be successful in sales. This is not true. Plenty of successful salesman have taken training courses, read books written by successful sales professionals, and worked for many years to become a smooth talented sales person. If you want to become a great salesman you just need to be willing to learn and grow through training and experience.

Getting to know your client as a person is a huge sales technique for today’s consumer environment.

People do not want to get hit with a pushy sales pitch.

To be successful in sales in the 21st century a salesman needs to talk to potential customers like they want to become their friend and want to learn about the customers interests, needs, and problems. The more you show interest in their life the more the future customer will trust you and listen to what you have to say.

When a customer decides not to buy at this time a salesman needs to not be discouraged by this result. Perhaps the timing was just not the best and the customer will come back another day. But a good salesman can become a great one by using non-closure transactions as learning tools like sports teams view games that they lose. Evaluate how you handled the interaction and take learning tips from it for future growth. Do not worry about past days non-closure interactions with customers. Just live in the present days work and grow from each experience.

Sales agreementStay in contact with past customers through email or other means of communications. The more social communication they receive from a salesman the more a customer will be open to reading actual sales information when it arrives in their email box or snail mail box.

Great salesmen are involved in their community.

By participating in clubs, organizations, and charities a salesman will become more visible to future customers who are also in these organizations. By showing concern for your community future customers will see that you care about things other than just selling products.

Just remember to always be thinking how can I help these people instead of how can I make them buy this item. If you approach the situation with the goal to help someone then they will be more receptive.

Triton Theroy creates great salesman through our world acclaimed sales training programs. Visit the main Site for details: http://tritontheory.com