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Le Moor
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Posted: Wednesday May 16th, 2007 04:52 |
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Theres a new 'apprentice type' reality TV show starting soon where all salespeople will be competing for £100,000 over 2 mths.
Seeing as i rate myself as probably THE best sales person in the country im thinking about entering. 
Anyway if you're up for it register here.
http://www.closethedeal.co.uk/
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Incognito
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Posted: Wednesday May 16th, 2007 16:06 |
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honesty is the best policy....unless you are a salesman.
recently failed a technical pre-sales job interview...I told them I haven't got it in me to sell people what they don't need.
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Le Moor
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Posted: Wednesday May 16th, 2007 17:45 |
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Incognito wrote: honesty is the best policy....unless you are a salesman.
recently failed a technical pre-sales job interview...I told them I haven't got it in me to sell people what they don't need.
Selling in this country needs a major PR job. Not all sales people are sharks you know, some of us are sophisticated operators who provide a much needed service....*rubs chest*.
So why do you feel you had to be dishonest in this job, exactly what were you selling?
Last edited on Wednesday May 16th, 2007 20:03 by Le Moor
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Miss Nellia
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Posted: Wednesday May 16th, 2007 18:16 |
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Hi Le Moor, how you doing???...
Good luck with the sales programme though, not for me. I couldnt sell a glass of water in a desert....
Last edited on Wednesday May 16th, 2007 18:16 by Miss Nellia
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Le Moor
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Posted: Wednesday May 16th, 2007 20:03 |
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Miss Nellia wrote: Hi Le Moor, how you doing???...
Good luck with the sales programme though, not for me. I couldnt sell a glass of water in a desert....
Im ok Miss Nellia, good to see you back and hope you're ok.
Havent put in details yet im still debating on the idea.Last edited on Thursday May 17th, 2007 00:01 by Le Moor
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Happiness
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Posted: Thursday May 17th, 2007 03:29 |
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Hey Le Moor - what's up.
so .... what makes you a great salesperson? I am in sales too but I dont think I am a great salesperson....actually I see myself as more of a consultant than a salesperson.....but I suppose it is all the same diff in my line of business. I would like to improve my closing though!
Anyway, I am curious as to what you think makes you successful.
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Le Moor
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Posted: Thursday May 17th, 2007 06:39 |
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Happiness wrote: Hey Le Moor - what's up.
so .... what makes you a great salesperson? I am in sales too but I dont think I am a great salesperson....actually I see myself as more of a consultant than a salesperson.....but I suppose it is all the same diff in my line of business. I would like to improve my closing though!
Anyway, I am curious as to what you think makes you successful.
Hi Happiness,
Unfortuanetly the word sales carries a stigma over here and people, as Incog stated, associate it with deviousness etc. However like yourself my role is consultative or advisory based and we're regulated by a financial authority, so those that are devious run the risk of doing time in a prison cell. However bottom line is, im there to provide a service together with shifting product, and without sales ability it isnt possible to do so effectively.
Ive always been in sales since leaving college, so its become instinctive now. A few years back i was selling Radio advertising and it was there i really learnt how to sell. Ive always sold a concept, or intangible products and this particular role was at a high level ie medium to large size comapnies, so had to be slick with no 'barrow boy' style tatics in a room of directors plus their entourage's.
Obviously there are many points to what makes a good salesperson, but if i were to summarise the most crucial i would say concentrate on your questioning techniques. Questioning correctly achieves two things, a, you gain control over a conversation without dominating it and b, more importantly you can find out all the demands and needs of your customer. Your listening skills equally have to be as fined tuned and that comes with experience. Customers sometimes give false objections and dont say what they mean for all sorts of reasons. Your listening and questioning techniques will uncover all, to get to what they really want; as well making them feel like your catering to their individual needs. Once you have found their demands and needs you simply extract the benefits of your product to suit. Again there is technique in doing this as it comes down to effective communication, to word phrases so they are portrayed as benefits, together with using real examples of their circumstances. The other thing questioning does is that it gets the customer to voice the important things they need instead of you telling them what they need. It is pychologically more empowering.
Do your research well. Information and knowledge are power and key.
Lastly know your product/service inside out and keep abreast with any changes to your product/sercive or industry.
What is it about closing thats bugging you?
Last edited on Sunday June 3rd, 2007 09:48 by Le Moor
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Dada
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Posted: Thursday May 17th, 2007 15:01 |
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Le Moor,
Don't go all D.I.P.A.D.A on us now  or we'll have to S.P.I.N it around for A.I.D.A!
I think provided you are presenting to Mr M.A.N i.e a person that clearly has the money, authority and need for the service and product the close comes a lot easier.
I was told many years ago by an Old Yorkshire Man:
"If you want to sell what Bill Smith buys, you must see Bill Smith through Bill Smiths eyes".
I have always found that like Happiness I am an average Sales Person, unless I really believe in the Product or service then it's not selling but a mission to convert .
Sales Men and Women get a bad reputation in this country but often the customers or clients are not blameless themselves.
Last edited on Thursday May 17th, 2007 15:03 by Dada
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Le Moor
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Posted: Thursday May 17th, 2007 19:13 |
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Dada wrote: Le Moor,
Don't go all D.I.P.A.D.A on us now or we'll have to S.P.I.N it around for A.I.D.A!
I think provided you are presenting to Mr M.A.N i.e a person that clearly has the money, authority and need for the service and product the close comes a lot easier.
I was told many years ago by an Old Yorkshire Man:
"If you want to sell what Bill Smith buys, you must see Bill Smith through Bill Smiths eyes".
I have always found that like Happiness I am an average Sales Person, unless I really believe in the Product or service then it's not selling but a mission to convert.
Sales Men and Women get a bad reputation in this country but often the customers or clients are not blameless themselves.
LOL, havent heard that stuff for days, did you work in media sales ever?
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Dada
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Posted: Thursday May 17th, 2007 21:25 |
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How did you guess  .
Customers sometimes give false objections and dont say what they mean for all sorts of reasons
There was a time once, when I had sold a DP colour to a chap in India on the phone, yet he would not fax me over the order!
I kept on trying to close him down and he came out with objection and objection as to why he would not give the order although he wanted the Advertisment.
Finally, speaking very directly I demanded to know why he was procrastinating.
His anwer: That his secretary had gone home and he did not know how to use the fax machine, I had to talk him through how to use a fax machine in order to get the order.
A Classic case of a hidden objection. And that's customers all round.
Radio Advertising sounds (get it) very competitive. Are you still in Media.
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Happiness
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Posted: Friday May 18th, 2007 15:56 |
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@ Dada - abeg o! I no tok say I be average o!!
@ Le Moor - Closing doesn't really bug me that much because I have decided not to focus on that although I know how to close effectlvely. I just decided a long time ago to take my business in a different direction but I do recognise that I would be making subtantially more money if I focused more on the close.
The reason I say that I am not a great salesperson is because I get too caught up in my clients. What's it they say...I could sell a rattle to a rattle snake....but I wont. But that actually has been my success....I would say about 95% of my closed sales are referral based. That's why I am a fantastic consultant! Unlike the UK, real estate agents here in the US have HUGE fiduciary responsibilities to their clients which means that sometimes you just can't make the close.
So for all those reason and more , I have positioned myself as a consultant in an industry of salespeople. It is difficult at times but I do believe in the long-run the pay-off will be well-worth it. Anyway, that's why I am not a great closer.
btw @ dada - I love that saying you quoted: "If you want to sell what Bill Smith buys, you must see Bill Smith through Bill Smiths eyes". I will use that with my team!
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Le Moor
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Posted: Saturday May 19th, 2007 10:26 |
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Dada wrote: How did you guess .
Customers sometimes give false objections and dont say what they mean for all sorts of reasons
There was a time once, when I had sold a DP colour to a chap in India on the phone, yet he would not fax me over the order!
I kept on trying to close him down and he came out with objection and objection as to why he would not give the order although he wanted the Advertisment.
Finally, speaking very directly I demanded to know why he was procrastinating.
His anwer: That his secretary had gone home and he did not know how to use the fax machine, I had to talk him through how to use a fax machine in order to get the order.
A Classic case of a hidden objection. And that's customers all round.
Radio Advertising sounds (get it) very competitive. Are you still in Media.
Man you are bringing back some memories. You didnt happen to work for Sterling Publications (sister company Cornhill Publications) by any chance, did you?. I worked there probably about 1990. Hardcore international telesales. I remember selling a Heart-Rate Monitor Ad in the Debretts World of Ski Publication, to some guy in Finland........Crazy job hence i lasted about 6mths. What was interesting about that job was the differing attitudes of people from different nationalities. The Americans/British were the most intolerant and the Scandinavians the most receptive.
Not in Media anymore though Dada had 12 yrs of it and moved on. Had some of the best working yrs in radio though, with the freebies, perks and entering all the clubs free with a press/pr pass...lol.
@ Happiness, sounds like you know what you're doing anyway and i know what you mean about closing. People place to much empahasis on the close when really the close is just the icing on the cake to the whole presentation. If your presentation is weak then you lessen your chances of getting the business no matter how well you ask for it. Last edited on Saturday May 19th, 2007 10:34 by Le Moor
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Dada
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Posted: Saturday May 19th, 2007 19:11 |
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@Happiness,
No disrespects intended in that comparision. And I love the Pigeon English, brilliant, like a Nollywood movie.
@Le Moor,
Back in the day I realised there were two Pinnicles of Media salesmanship. The IPC,Emaps or Haymarket Publishings of this world or the Sterling Publications.
I worked initially for the former quickly realising that although the Publications were good the graduates were 3rd rate Sales Men or Women. Although the training was very good.
However, back in the day the Company Sterling was the true "Glen Gerry Glen Ross" of Media sales. I later worked for a few very similar companies and like you noted:
What was interesting about that job was the differing attitudes of people from different nationalities. The Americans/British were the most intolerant and the Scandinavians the most receptive.
I learnt so much about business during my time it was a great learning curve. Cold Calling was the order of the day. It's the best way.
Maximum respect La Moor for having worked in the Belly of the Beast and no doubt the rest was a doddle afterward.
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kissmylayoff
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Posted: Friday June 1st, 2007 14:59 |
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Are any of you in MyWorldPlus? I don't think I'm a great sales person but I knew I needed to do two things: change my financial outlook and do something that not only helped me but helped others in return. So that's when I came across this: http://KISSmylayoff.MyWorldMovie.com I'm just happy to know that it benefits others worldwide; not just in the United States!
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