Jul 9, 2016

KEY RESPONSIBILITY OF A SALESPERSON


BE TRUSTFUL AND STRONG BELIEF ABLE PERSON:

RECOGNIZE CUSTOMERS WANT TO DO BUSINESS WITH YOU THEY CAN TRUST AND KEEP FAITH.

When trust and faith is the basics of the company, it’s easy to identify. Trust, faith and sinceeraty defined, is assured dependence on the character, ability, strength and spirit, and truth of a business.

BE FRANK AND OPEN:


For steady improvement and rapid growth of a Company, the Team leader must be open to new challenges and ideas. Getting advice, opinions and feedback from both senior level and junior level, Senior leader and team members and as a result of this your compny will grow steadly and reaches its ambitions beyond its limits.

MEET COMMITMENTS AND DEADLINES:


Regardless of the situations, does everything in your power to gain the trust of past key accounts or trusted customers, particularly if something has gone wrong way. Recovering those lost businesses by honoring and meeting all commitments and obligations.

MAINTAIN PROPER DOCUMENTS:

Re-check all required and necessery tools and equipments related to your official works including sales promotional activities, seminars, surveys,and key business strategies making sure they are clear and uptodate, and professional. Most important, make sure that they are not misleading and discouraging at any cost.

ACTIVELY PARTICIPATING IN COMPANY'S EVENTS:

Remain involved in your companies events and activities, thereby exhibit your skills and strategy that you are also held responsible for current event success and glory. In other words, stay involved.

MAINTAIN ACCOUNTS, REPORTS AND TARGETTED PROJECTS:

It is very important that you must actively involve in ditributors, dealers, or key accounts accounting and record keeping files, updating day to day their activities not only in the interest of the company, but as a resource for any “controversial” activities. Perfect control over accounting and record keeping and tracking allows you to end any uncertain issues or activities promptly.

BE RESPECTFUL:

Treat others with the utmost of respect is a successful highway in your life. Regardless of issues, positions, titles, ages, countries or other types of variations, always treat others with professional respect and courtesy.

I always suggest you to participate in all Company social activities, Forum and event conversation and sharing information, , such as sharing application histories, project histories etc which are strong tools to enhance our business and earning also. This is very useful tips to increase your business potential as well.

These six top tips make you perfect and keep you well disciplined and away from stress and worries.

Keep strong and consistent sincere follow ups on focused goals with challenging deadlines:

Always set a goal. When you achieved it, reward yourself and your team members, and then re-set an another higher goal. This should be bifercated into monthly and even weekly or daily goals to ensure you are on safer side and on right track. As you enter end of the month, now is the time to come back on your previous 4 week’s performance, make any adjustments you need for the 4th week and from there start planning your next month. Make sure they are extremely specific goals or targets with challenging yet attainable deadlines. Push yourself and your business team members into the best year yet.

Set goal for Monthly/Quarterly Order.

Motivate your team periodically.

Focus on Big Order and Key Account.

Send Team Mails/Group Mails regularly to your team members.

Use Power/Marketing Tools.

Participate in Dealer’s/Company activities.

Establish Market for New products in your area.

Give suggestions to Supervisor/Managers.

Take advantage of Marketing Aids and Methods.

Participate in Trade Exhibitions.

Read and understand news of your Company.

Follow the Rules and Regulations of Company.

WORK DAILY AND MAKE IT A HABIT:

I am sure that you might have heard that saying "Action speaks louder than words" Yes! It is very true and acceptable facts in business. Taking strong and immediate action will force you to move into the direction of your goals or business target. Such successful business people map out their goals or target, and then once they have rectified, they take immediate and strong action to start accomplishing those goals or targets. (Set Goal for Monthly Order and Monthly Forecast)

MAINTAIN A DAILY A TO-DO LIST:

Most successful Salesperson has a prioritized list of "to-do" that they need to make sure is complete or is being checked off daily. Now this can be delegated and reported back to them or it can be a collaborated team effort. However, they organize their to do lists every day and check the to do's off as they get accomplished.

You can do this in the morning before you get to work or you can do this at the end of your day planning for the next day. Do whatever works best for you and your schedule BUT DO IT. Are you tracking your daily to do's? How are you monitoring what is getting done vs. what is not getting done? Are they prioritized by most important tasks to least? (Daily/Weekly/Monthly Action points)

READ 30+ MINUTES EVERYDAY (Learning while you Earning):

Successful Salespersons are almost possessed with learning new things. You should have a deep burning desire to better yourself and your business. It doesn't have to always be about your company business. In fact it can be about personal development, E-mail marketing, digital marketing, New Products Marketing, leadership qualities, Company Forum, Leadership and responsibilities, Bloggging and sharing, spirituality, or anything you like. These activities make you to focus more on your business.

MEASURE &TRACK THE PROGRESS:

Successful Salesperson/team leader constantly measure and keep track their progress and deadlines. You can't fix anything that is not measured simply because you don't know it’s broke. There is that saying "If it’s not broke then doesn’t try to fix it." Well how do you know if a process or system is broken when you are not tracking results or progress of that process or system? (Frequent monitoring on distributors or their salespersons/team members)

START WHAT THEY FINISH:

Successful Salesperson always finishes what they started. Being persistent in finishing what you started. Having the strong positive mental attitude to keep you moving forward. Constantly keeping TO-DO List while checking them off, by filling up into movers, and score board will help you stay on track and finish what you have set out to accomplish.

YOUR MAIN GOAL:

Set Goal. It should go without saying but each Sales Person needs to have specific result oriented goals. The intricate balance between having a goal or target that is too high or too low is a key factor in determining the success or failure of a Company’s business planning. Focus more on what is achievable with reasonable effort. Be sure to create a commission program that rewards achievement and additional benefits among your team. It is essential need of reaching our goal within a specific period of time.

BUSINESS POTENTIAL:

Tapping untapped areas. The point is simple, look at the territories and regulate the areas that have the best opportunity to succeed. In fact it is not unusual to set planned allocations or shares by geography. For example, this territory should produce x revenue and an other geography should produce a certain revenue stream. Then assign retailer/dealer to the geography and they adopt the shares/target that is attached. This is good and it works quite well if you do your homework upfront.

You need to assign a logical target based on your experience, practical knowledge of that territory and fact.

YOUR BUSINESS TARGET:

There are many ways to establish allocations. Territorywise, existing product wise, new product wise, category wise, salesman wise and requirement of the end users etc. You will have to select a method or methods and adhere to it. Be logical, practical, and assign targets that can be achieved.

PLANNING/MEETING/REVIEW:

Target/Goal should actually be set on month wise, and at a minimum quarterly basis. Depending upon what you sell your company products, it is critical to monitor each and every area sometimes but you better to meet with your team every two week by local representative and E mail, Group mail and discuss what they are doing to reach their Performance. This practice will save you a lot of worries at the month end. Review each sales progress including product, product samples, sales promotional activities, presentations, seminars and plant surveys and business revenues.

TOOLS:

Use all available tools and case histories in your company, and see then you find a clear path to success. Train your sales team with supporting tools of company and products. If you fail in any of these areas, it will negatively affect the opportunity to achieve their performance bonus, incentive and much more. The sales strategies are designed to help you discover potential applications/sales leads/ new buyers and get good projects on your work list, close the sale and keep the customer. Make it a personal goal to understand and master these sales strategies.

DO IN-DEPTH SELLING AT KEY ACCOUNTS:

Use your distributor sales person regularly. They know the accounts and you are expert in selling technology and selling techniques.Short seminars are used to unearth applications.

A plant visit gives you more applications and more business leads.

SHORT SEMINARS ARE A GROUP SELLING STRATEGY:

Another group selling activity is a combined short seminars inviting all department heads and giving presentation.Plan and schedule two money making sales call a day. Make one face to face sales call in the morning and one in the afternoon.

Sell at the top, work at the bottom. Call on decision makers to get the sale, and work with the users to keep the sale.Sell at the top with purchase decision maker.

Develop an Investment Return Analysis for major projects showing the quantified value of your products.Maintain a separate file for key and major projects on key accounts.

This is a written document that details and quantifies all the service and benefits savings a customer get from you.

TEAM SELLING:

You and your supervisor, you and a service representative and a specialist should be used in high potential accounts.

Discuss and ask purchasing authority to specify their preferred supplier.

Provide speedy follow up.

Always Show, Tell Involve and Commit. This step is already mentioned in sales call.

Identify the decision makers early.

Determinedly and persistently stay close to the decision makers.

Knowing more about the job than the customer.

Knowing your competitors disadvantage and selling unique companies point of difference to create an advantage.

Consistently call on customers and probe for their needs.

Consistently follow up on your promises and customer requests.

Presenting the breadth of your company’s products line and technology.

Always suggesting the highest quality products for appropriate application.

Establishing early your experience, your credentials, and that you will be there after the sale made to ensure successful production runs.

HANDLING OBJECTIONS:

Basic Principles for Handling Objections

Listen carefully and listen carefully and focus on listening

No sales are made unless you sort out all objections and keep him satisfy.

Handling objection starts before the call during pre-call planning.

Probe for objections.

Treat sincere objections as buying signals.

Consider customer objections as customer objectives.

Always try to close the sale after successfully satisfying an objection.

Use L-A-C chart i.e. Listen carefully, Ask questions, Acknowledge, Apologize and Assure.

UNDERSTANDING OBJECTIONS

There will be no sale- the customer won’t buy- if there are lingering, unhandled objections. Objections are real buying signals. Customer show interest and concern. All objections must be sorted out by the salesperson and answered to the satisfaction of the buyer. Most experienced sales people say that the effective salesperson discusses several objections during each sales call, but the ineffective salesperson rarely discusses during the sales call. (Ineffective salespersons are subconsciously skilled at diverting the conversation away from closing opportunities. This protects their ego from dealing with rejection)

Sincere buyers have sincere concerns. The effective salesperson encourages objections because he knows his products benefits will overcome the customer’s fears of making mistake.

An important technique in handling objections is to consider the answer to the objection to be the customer objective. The salesperson helps the customer turn objections into objectives. For example, if the customer raise objection about your price you might respond by asking, ‘ then your objective is to get the best value for your investment?’ Consequently, when the salesperson meets the customer’s objectives, he is filling needs, and moving toward a purchase commitment.

Handling objection starts before the sales call. It starts with the precall planning. When planning a sales call you must list all the objections you expect to hear. You must plan how you are going to deal with them.

The best way to handle the most difficult objections is to introduce them.

Before the customer does. You disarm with candor. Bring up his objections, in the form of a carefully worded question, to take control of that objection.

The effective salesperson brings up the tough objections, and lays in wait for the easy objections. The ineffective salesperson conversely avoid the tough objections, and tells the customer about the entire product have great features.

When the customer brings up an easy objection, the good salesperson includes in his answer the question. ‘Is that important to you?’ If it is important, the salesperson explains its benefits and immediately asks for a commitment.

You must probe for complete understanding of each objection. Do not assume you know what the customer is really thinking. Keep peeling the objectives onion. For example, if the customer says ‘your price is too high! What do you know? You do not know how high! Ask ‘What do you mean’. Get clarification. If you see customer frowning, showing indifference, or any negative signals, stop your presentation. Ask the customer. Mr. John, it is obvious that something I’m saying is bothering you. What is it? Then wait and listen.

After answering an objection, always try to close on your sales call objective. Do not continue with your presentation until you have attempted to get a commitment. For example, if you believe you have successfully answered an objection, you should proceed as follows:

‘Mr. John, does that satisfy your concern?’(Or is that satisfactory to you?’ ‘Does that meet your objective?’

If the answer is ‘yes’, you should attempt to close the sale.

If you feel that this was the customer’s most important concern, ask him,

‘How do you want to proceed?

‘Where do we go from here?’

‘Let’s get started OK?’.

THE L-A-C CHART:

To meet a customer’s objective, i.e., to handle his objections, requires excellent listening and questioning skills. The L-A-C System is built on the concepts of listening, Asking and getting commitments. L stands for Listening. A is for Acknowledging, Apologizing, Assuring and Asking questions. C is for Closing or getting a Commitment to an action that leads directly to a close.

L-A-C guidelines.

Listen to the objection.

Agree with the customer’s concern.

Ask an objection to objective question.

Listen to his response.

Ask more question to clarify.

Apologize for not giving enough information. Assure him with proof, testimonials etc.

Ask for agreement. Listen.

Close or Commit. Ask a closing question.

USING L-A-C FOR HANDLING OBJECTIONS:

Listen. Listen carefully to the customer’s concern. Give him your full attention. Take notes whenever possible. This shows your concern for his concern. Do not interrupt, even if you have heard this objection many times. Let him finish. Then keep mum.

ACKNOWLEDGE:

Acknowledge his concern. If you can do it sincerely, flatter his concern with honestly. Remember, it is important to the new customer.

ASK AN OBJECTION TO OBJECTIVE QUESTION:

Restate - not repeat--- his objection and do it in the form of a question. This is to help of you clarify, understand, and expand his objection. It also lets the salesperson redirect the thrust of the objection so that it can be handled with one of the product’s benefits.

LISTEN:

Listen very carefully.

ASK MORE QUESTIONS:

This is the spot to ask more questions to get clarification of the objection and the situation.

APOLOGIZE & ASSURE:

Assume the blame for not doing a good job explains the products benefits. Apologize for not being clearer or for not giving enough information…do not say,’ What is it you don’t understand?’ Rather say, ‘That’s a good question. What I forgot to tell you was…

This can be a good time to use the “feel”, “felt”, “found”, and technique. This is also an excellent spot to use third party testimonials.

ASK FOR AGREEMENT:

After you assure the customer, ask if he is not comfortable, has any more questions and agrees with the values of your benefits.

LISTEN:

Listen for agreement. If there is assignment goes to next step and close or commit. If there is hesitancy, or another objection go back to acknowledge.

CLOSE OR COMMIT QUESTION:

If the customer shows agreement, the salesperson congratulates the decision, like ‘Great’. He then asks a closing question to get the sale. If timely or he poses a trial/demo close to get some positive confirmation. Often this point, customer in fact, 25% of the time will self close. This is called the customer close.

Never continue your presentation after you have answered an objection until you have tried a close.












































































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