salesroll-blog

[salesroll-blog]

How to Avoid Mediocrity by Seth Godin

Roll Call

Given multiple choices, nobody picks mediocre

Traditionally, sales people are pressured to have larger portfolios and to be cheaper; but nobody wins by being cheaper

Give up 90% of what you could do, and focus on one or two, and do them extremely well, e.g. Google started as a pure search engine

The only way to win is to be talked about

If you stand out, people will talk about you

Sales people should communicate emotion and trust to people who are already presold by you because someone has already talked to them about you. In turn, the new customers will then talk to others about you, too

#seth godin #mediocre #sales #salesroll #stand out

[salesroll-blog]

Price is an Expression of Value

Even though there is nothing you can do about your competitor’s price, often times that is what your price is being measured against. If you can’t justify what you do different and how that makes a measurable difference for your prospective client, then you can’t expect to command a higher price.

You need to understand your prospect’s perception of value.

- by S. Anthony Iannarino

Read full article.

Roll Call:

- ask your customers how they perceive value in the market or industry in which you are operating

- if people think your price is too high, you either need to increase their perception of value or reduce your price

- if none of your customers are complaining about price, then you are likely not charging enough, i.e. the customers likely perceive more value than what you are claiming you are providing.

#price #value #sales #salesroll

[salesroll-blog]

"Don't one-night-stand your customers, marry them!" by Gary Vaynerchuck

Roll Call:

Don't let your community hanging. Connect with them, don't collect them!

The future of the business battlefield will be for customer retention and life-time value

The only way you can stand a chance is if "you give a crap" about your customer

#gary vaynerchuk #customers #retention #sales #care #salesroll #marketing

[salesroll-blog]

One Advice for Non-Sales People by Steve Blank

Roll Call:

Get out and understand deeply how and why your customers buy

The best engineers are those who understand their customers and, thus, who will be able to sell products that their customers will use

If you do not know how to sell, you will always be dependent on others, which will limit your entrepreneurial potentials

#steve blank #sales #selling #salesroll #engineers

[salesroll-blog]

Better Never than Late by Tibor Shanto

View transcript and 2 min video here

 Roll Call:

Most products have a huge overlap of features

The way in which the products are sold, then, become a crucial factor towards differentiating yourself from the competition

Dress sharp and present yourself professionally

Be best at the things that you can control, because there are plenty of other things that you cannot control

Always be on time. There is no such thing as "better late than never" in sales in today's hyper-competitive market. The adage should be changed to: "Better never than late"

#sales #selling #salesperson #salesroll #tibor shinto #late

[salesroll-blog]

How to Inspire Change by Simon Sinek

Roll Call:

People don't buy what you do - they buy why you do it

Follow the Golden Circle in the below order:

Inner-most circle: Talk about the why, i.e. your purpose

Outer-circle: Talk about how you achieve it, i.e. your process

Outer-most circle: Talk about the what, i.e. your product or service

#simon sinek #leadership #why #golden circle #sales #selling #salesroll #ted #tedtalk

[salesroll-blog]

To Sell is Human by Daniel Pink

“If I know precisely what my problem is, I can often find the information I need to make my decision without any assistance. The services of others are far more valuable when I’m mistaken, confused, or completely clueless about my true problem. In those situations, the ability to move others hinges less on problem solving than on problem finding.”

“One of the most effective ways of moving others is to uncover challenges they may not know they have.”

Roll Call:

People likely do not know what they want

If you can take the effort and time to listen to people, understand their behaviors and motivations, you will be of value to them

Know what problem you're solving before you sell anything!

#to sell is human #daniel pink #selling #sales #moving #salesroll

[salesroll-blog]

Recessionary Opportunities

Drop the word "recession" from your lexicon and replace it with "opportunity." People are buying homes, cars, shoes, software, copiers and even yachts. Find out where the opportunities are and make that your market.

by Mark Stevens

Roll Call:

There are opportunities in recessions

People still buy things when the economy is down, but what they're buying likely changes; be vigilant

Don't follow the herd. Sometimes you to be unconventional to take the lead

#mark stevens #entrepreneur #recession #opportunity #sales #salescall

[salesroll-blog]

How to Win Friends and Influence People

"Years ago Patrick J. O'Haire joined one of my classes. He had little education, and how he loved a scrap! He came to me because he had been trying, without much success, to sell trucks. A little questioning brought out the fact that he was continually scrapping with and antagonizing the very people he was trying to do business with. If a person said anything derogatory about the trucks he was selling, Pat saw red and was right at the customer's throat. Pat "won" a lot of arguments in those days. As he said to me afterward, `I often walked out of an office saying, I told that bird something. Sure, I had told him something, but I hadn't sold him anything.'

"My first problem was not to teach Patrick J. O'Haire to talk. My immediate task was to train him to refrain from talking and to avoid verbal fights.

"Mr. O'Haire eventually became a star salesmen for the White Motor Company in New York. How did he do it?--Here is his story: `If I walk into a buyer's office now & he says, `What? A White truck? They're no good! I wouldn't take one of those if you gave it to me. I'm going to buy the Whose-It truck.' I say, `The Whose-It is a good truck. If you buy the Whose-It, you'll never make a mistake. The Whose-Its are made by a fine company and sold by good people.'

"`He is speechless then. There is no room for argument. If he says the Whose-It is best and I say sure it is, he has to stop. He can't keep on saying, `It's the best', when I'm agreeing with him. We then get off the subject of Whose-It and I begin to talk about the good points of the White truck.

"`Before, a remark like his first one would have made me see scarlet and red and orange. I would start arguing against the Whose-It; and the more I argued against it, the more my customer argued in favor of it; and the more he argued, the more he sold himself on my competitor's product.

"`As I look back now, I wonder how I was ever able to sell anything. I lost years of my life in scrapping and arguing. I keep my mouth shut now. It pays.'" So remember that if you want to convert someone to your way of thinking: Obnoxious arguing will often make the other person cling more firmly to his old position. You must first be willing to listen to him and try to understand his point of view, before he will consider listening to yours! Then you must indirectly guide him towards discovering your point of view, rather than taking a bossy "That's the way it is, take it or leave it" approach! As the great French mathematician, writer and Christian, Blaise Pascal, pointed out, "People are usually more convinced by reasons they discover themselves, than by those found by others!"

- Dale Carnegie

Roll Call:

Having arguments usually hardens people's grip on their own opinions

Agree swiftly on smaller points to get quick wins in arguments so that you may move onto key points

Do not be afraid to suggest your competitor's products over yours if you truly believe they are better! This can build invaluable goodwill with your customers

View it on Amazon

#dale carnegie #how to win friends and influence people #sales #salesroll #selling

[salesroll-blog]

Inbound Marketing Funnel

#inbound marketing #funnel #sales #marketing #salesroll

[salesroll-blog]

Move Over Extroverts, Here Come the Ambiverts

One of the prevailing personality stereotypes we rarely question is that extremely extroverted people do best in sales.  On the flip side, extremely introverted people may as well not even try to sell anything because it’s a foregone conclusion that they simply can’t.

A new study published in the journal Psychological Science suggests that not only are these stereotypes wrong, but there’s an entirely different personality type that stands well above the others in sales prowess.

The study was conducted by researcher Adam Grant of The Wharton School of the University of Pennsylvania, also author of the book Give and Take: A Revolutionary Approach to Success. Grant predicted that extroverts, contrary to popular lore, would not bury other personality types when it came to closing sales — but rather, ambiverts, people who are more or less equal parts extroverted and introverted would perform best.

 by David diSalvo

Roll Call:

Extroverts are not any better in selling than introverts, studies show

Ambiverts - people who can switch between extroverted and introverted traits, based on situational context - make the best salespeople

Most people are ambiverts

Be enthusiastic and assertive enough to persuade and close a deal

Listen closely to your customers - don't be overly confident

Don't underestimate your sales skills!

#extrovert #introvert #ambivert #sales #salesperson #salesroll

[salesroll-blog]

Enchantment by Guy Kawasaki

Roll Call:

Bring delightful change to people around you

Enchantment contains three parts:

Likeability

Trustworthiness

A Great Cause

View on Amazon

#enchantment #sales #salescall #likeability #trust #great cause #guy kawasaki

[salesroll-blog]

How to Sell Anything by Noah Kagan

Roll Call

Listen (to your customers deeper needs. Really listen)

Relate (to your customers' circumstances. Empathy goes a long way)

Transition (into describing why your offering takes away your customers' pain)

#sell #sales #noah kagan #salesroll