001-Selling to Reluctant Buyers

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People will do just about anything to avoid seeing or taking a call from a sales person today. Nevertheless, without sales there is no business. We’ll learn from Bob Rosselot, President of Strategic Advantage Training, an experienced salesperson, manager, and trainer, what works for getting more sales. What’s the psychology of selling today? How should you hire and train people to bring in the business?

HOW DO YOU CAPITALIZE ON LEADS?  (2:58 in)

In Bob’s words –   We break it down into suspects, prospects and clients/customers. You need to identify who are the ideal suspects.

Tip – Look at who are your best customers/clients today. Do some analysis on what makes them good. Is it because of the volume they buy from you. Is it because they pay their bills on time. Is it because they bring you referrals?

WHY DO PEOPLE FAIL AT SELLING? (5:02 in)

In Bob’s words – They fail to prospect, they do a lot of networking but don’t know how to network, and they don’t know how to listen.

IS COLD CALLING DEAD? (5:52 in)

In Bob’s words – Definitely not! It is just not true! You need patience and understanding of the process.

Tip – Sell right and into the right market.

HOW DO YOU TURN A MEETING INTO A SALE? (7:22 in)

In Bob’s words – They’re looking for help, not to be told what to do. Create rapport because they have to like and trust you. Get agreement on what it is you’re going to talk about and what the expected outcomes are going to be. Don’t rush the sale.

Tip – Don’t go in to sell but have a discussion to learn what business problems they are trying to solve and understand how you may be able to help them.

HOW DO I HIRE THE BEST SALES PERSON? (13:33 in)

In Bob’s words – Understand what you are looking for and how to tell if you are getting it. Hiring is a skill and you have to practice it a lot or you won’t be good at it.

Tip – Consider assessments, their goal setting, communication style, drive

WHAT ARE THE WEAKNESSES IN SALES TRAINING? (17:20 in)

In Bob’s words – You go and get the training, but you don’t know how to use it. They tell you what to do but they don’t tell you how to do it.

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