The Sales Hunter’s Sales Motivation Blog

Benefits are what people buy, not features yet too many salespeople talk about features.  HSN, Home Shopping Network knows the difference between a feature and a benefit and in the July, 2008, issue of INC magazine there’s a great article that talks about how they do it.  I suggest you read it and then do something I thought I’d never tell anyone…watch HSN and these experts in action.  I won’t say anything else about this but the real kicker to the INC magazine article is on the following page where it talks about the challenges of selling grilling planks.  The problem is it’s being sold on price and it’s not going well.  The reason is simple, do you you know what a grilling plank is or how to use one?  Probably not, the lack of sales is due to people not realizing the benefit of using a grilling plank.

Read the two articles, take a step back and think about your own selling situation.  Are you more like the folks trying to sell grilling planks or are you more like the pros on HSN?  I suspect one of the key reasons the grilling plank people are having trouble is they’re too close to their product.  They know the benefits, they know the value and because they know it they think everyone else does too.

Have you ever truly stopped to consider how important referrals are to the success of your business?  Are you proficient in asking for them or does the thought of it make you uncomfortable?  In this article I recently wrote, you can learn more about the critical skill of asking for referrals on a regular basis so you can keep the “life” in your business.

Referrals, The Lifeblood of a Successful Business

“It’s not about having the right opportunities.  It’s about handling the opportunities right.”

Every day, I get at least one email or phone call from somebody who is sharing with me their pain regarding the slowing economy.  The discussion always focuses on how they’re having to work a lot harder to keep things going. 

Salespeople in particular are subject to being victims of what I call the “shiny object syndrome.”  This happens when a salesperson suddenly runs across a lead they believe is the next greatest and biggest opportunity they’ll ever find.  They get caught up in chasing a dream that, in reality, is only one that they’ve created in their own mind.  After exerting a huge amount of effort pursuing this “shiny object”, they either realize it’s not going to payout or they suddenly fall victim to the next new one that comes along.

When times are difficult, it’s more important than ever to remain very focused.  Stick to your objectives.  Make them as tight as possible.  Don’t chase leads for the sake of chasing leads.  You’ll do yourself more good by tightening your prospect list and drilling down deeper with a tighter list of leads than trying to cast your net far and wide.  Your most valuable asset is your time.  Use it wisely with your prospects.  Let your advertising and marketing efforts chase the shiny objects, suspects, and distant leads.   Your goals are to have your advertising / marketing create the awareness and stir a level of interest in the suspect, and to build the level of confidence your prospects have in you.  Because people are being more hesitant to make a decision, it further increases the level of confidence they must have in you.  To build this level of confidence, it requires face time, dialogue, and a competent style of selling.

Finally, don’t allow yourself to become discouraged.  You only have to look at the economy over the last 100 years to see cycles like we’re in.  No doubt the economy will turn.  No doubt the issues we’re facing will one day fade away.  Keep on selling.  The groundwork you put down now will result in rewards later.

Feel free to call or email with your questions.  I’ll be happy to provide you with more specific ideas to help you deal with today’s economy.

Do you truly understand your business?  In this article I wrote, I share some questions to consider that will give you a better grasp on the effectiveness of your sales process and how to be more successful in your industry.  To read it in its entirety, click on the link below.

Understanding Your Business: 10 Questions to Ask Yourself

 Are you looking for some extra motivation?  We’d like to recommend a new book just released by our friend, Mike Brooks.  “The Real Secrets of the Top 20%” is a comprehensive, affordable book that is packed with the skills, techniques, word for word scripts, and ‘Secrets’ that Top 20% Producers use to make all those sales. To learn more or get your copy, click on the link below.

“The Real Secrets of the Top 20%”

It’s finally available!  The 2008 Summer edition of the Top Sales Experts eBook is now able to be downloaded.  It’s full of timely and practical articles from various industry’s leading thinkers.  Get your FREE copy by clicking on the link below.

Top Sales Experts eBook 2008 Summer Edition

Don’t just say things.  If it’s worth telling a customer, it’s worth stating it with conviction.

I’ve been on this bandwagon for a long time now.  How do you ever expect anyone to believe anything you’re saying if you say it with a weak voice or unsure body language?   An expression I like to use is, “Your confidence creates your profit.”  When you can confidently express yourself, people will be more likely to accept what you’re saying, will not pose as many questions, and will be willing to buy sooner.  When you can speed up your selling process (even if you don’t get a higher price), you’ve still increased your profit by reducing the amount of time it takes to complete a sale.   This is one of the key reasons why I tell sales managers how important it is to hire people with a great attitude.  They can always teach them the product knowledge they need.

Did you know that there is an RSS feed link for our Sales Motivation Blog?  If you find the sales training tips and professional selling skills contained in this site valuable and would like to know whenever there is a new post published, you can subscribe to it by clicking on the “Posts” link under the Subscribe category on the bottom of the right hand column.  It’s easy to register and it will not only keep you up-to-date, but also motivated!

When a salesperson is passionate about serving their customer, they won’t allow price to become a reason why the customer won’t buy from them. 
When a customer is passionate about having something, their passion will outweigh any concerns about price.

Passion is such an incredible sales tool.  It always amazes me how some salespeople are able to close sales that appear to have no logical chance of closing except for the passion they show in working with their customers.  If you don’t completely care about your customers, it will show.  You may think you can hide it, but you can’t.

 For further reading on the value of passion, check out my article, “Passion as a Sales Tool” by clicking on the link below.

“Passion as a Sales Tool”

Are you currently looking for any type of training? If you are, this checklist created by “The Sales Hunter” will help you select the right professional selling skills training program for your needs.  Click on the link below.

“What to Look for in a Professional Selling Skills Training Program“