Determine Your Success in Sales - Part 1

The key to success in sales is having the right attitude and being motivated to “Be there”. I don’t believe that salespeople actually want to be lazy and unsuccessful. Most salespeople get out of bed in the morning and go to work with the intention of doing things well. We’re not negative people, we’re not demotivated people and we’re not lazy people.

We’re all good people, we all have good intentions but we sometimes we just have the wrong attitude.

We believe that it is the customer’s responsibility to bring enthusiasm into the sales process. And if we don’t see their enthusiasm we believe that they are not interested in buying.

It is the salespersons responsibility to be enthusiastic about what they are doing. They need to be enthusiastic about their product, their company, their service and themselves; in short they need to be enthusiastic about SELLING! An attitude is a powerful thing in sales, and is something that can be changed and can be improved. I’m tired of salespeople complaining about everything and looking for all sorts of excuses for not selling. The politics, the economy, the weather, the customer, the price, the leads and even in some cases, blaming their spouses for not achieving their sales targets. I’m’ tired of salespeople just not being enthusiastic about what they do.

There’s not much point being in sales unless you are enthusiastic about it! Most salespeople are just not proud of who they are and what they do.

As an example, retail sales staff are in most cases disinterested, unskilled and lazy.

They very seldom approach you when you walk into the store. And when you do eventually get someone to assist you, you get the feeling that they do not actually want to do this and are only doing it because they have to.

I am sure that you have had the experience before where you walk into a store to buy something and you ask the salesperson something specific like a delivery date or availability of a colour and they say “I don’t know, I’m just the salesperson here”.

“What do you mean, just the salesperson, you are the most important person in the store!”

You are the person who delivers on your companies’ promise of a good shopping experience.

If salespeople just believe that they are the most important person in the organization, if they just feel proud of serving customers, then everyone would benefit; them, their customer, their company and their families. When salespeople don’t feel proud of who they are and what they do then they start believing that being mediocre is acceptable and end up complaining about how tough it is to be a salesperson. To get out of this situation you need to improve your attitude.

Work on getting an “E.E.E” accreditation! (ENERGY, ENTHUSIASM AND EXCITEMENT)
Start believing that you are an important person; start believing that what you do is important, because if you don’t, no one else is going to, least of all the customer.
Interested in booking Ray for Training, a Keynote Presentation or as a Conference Speaker? Click Here.

Closing Is a Process, Not a Once Off: Part 1-4

CLOSING THE SALE IS A PROCESS, NOT A ONCE OFF (Part 1)

Closing is the difference between winning and losing. Closing is the logical conclusion of the persuasive process.

How to make it easy to get the customer to say "yes"

Closing is not manipulating the customer. It is the professional conclusion to your visit that both you and they expected from the start. Even if your customer is genuinely interested in your product or service they still need you to provide the final encouragement. Closing is what selling is all about, getting the order; it is the climax of the selling skills that have gone before.

But very often, how easy the close is depends on how well the salesperson has done the preceding steps.

Here are some of the reasons why salespeople struggle to close;

1.   An unconvincing presentation.

The customer's reason and emotional drive to buy is definitely enhanced by your presentation.

Focus on selling the benefits of your product or service. Sell the “good feelings” and create an image in their minds of what they are going to get.

2. Failure to obtain commitments.

A succession of "yes's" to presentation points makes it easier for the customer to make the buying decision. You should therefore always be closing, trial closing, test closing, getting commitments.

3. A fear of handling objections.

Avoiding, ignoring or hedging around objections diminishes the customer’s confidence in your abilities and more importantly your intentions as a salesperson.

A good place to close is after successfully handling an objection.

4. Waiting for the customer to say "I'll take it."

Too many sales people believe the onus is on the customer to take the closing initiative. Simply asking the closing question would save many lost sales.

5. Talking past the point of sale.

This happens because the salesperson gets carried away by the sound of their own voice, they ignore the customer, do not pick up buying signals and do not use trial closes.

6. Failure to detect buying signals.

The ability to notice and capitalize on buying signals is vital to closing. Queries about delivery dates and times, payment options, colour, size, company back-up, and discounts - this shows interest.

Missing these buying signals and not confirming and capitalizing on them can result in the customer eventually cooling off and losing their former interest.

7. Lack of skill in closing techniques.

Success in closing the sale is dependent on the salesperson being well versed in a variety of closing techniques and knowing when and how to use them.

8. A fear of rejection.

A lot of sales people avoid asking for the order for fear of rejection. You need to understand that such rejection is not meant personally. Objections to closing generally means that the customer is asking for more information and needs a little more persuasion to make the buying decision.

If you analyze all the times you presented your product or service and did not get the order, you'll find that you are guilty of at least a few of the above reasons for not closing.

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CLOSING THE SALE IS A PROCESS, NOT A ONCE OFF (Part 2)

We have looked at why salespeople don’t close successfully (8 points covered in part 1)

Now let’s look at the four essentials of closing:

1. Listen for buying signals.

Be awake, be aware, be proactive and be a salesperson. You should be so hungry for the sale that if a buying signal crops up, you immediately capitalize and get a commitment on it. A buying signal shows that the customer is interested in your product or service and is ready to buy. Some examples of a buying signals are queries about delivery dates and times, payment options, company back-up, colours, quantities, sizes, discounts etc. Learn how to identify signs of interest and even learn how to elicit buying signals if the customer does not bring them up himself.

2. Close early and often.

When is the right time to close? As soon as the customer indicates they are ready. Don't be shy to close early. A professional salesperson has the ability to close in such a way that the first closing question is never seen to be “do or die”, and that the door is left open for further closing. By closing at the earliest opportunity and at every chance thereafter, the salesperson increases the possibility of making the sale. The customer realizes that you are there to do business and not just to do a presentation or leave your price list, rate card, business card, brochure or quote.

3. Increase your repertoire of closing techniques.

If you are only able to close in one or two different ways, your closing attempts will become repetitive and you will be "blown" after exhausting your limited repertoire.

Always close enthusiastically and positively.

Show the customer that you are capable and excited about overcoming his objections and satisfying his doubts in you, your company, your product or service.

4. Always have a final close which presents the customer with a possible fear of loss.

Often, when it comes to the close, the customer has doubts, even though they know that your product or service is right for them. By presenting this "final" close you give the customer a reason for buying now. It could be a price increase, delivery date, stock shortage, availability of colour, size or style. Using any one of these "final closes" means that if the customer delays their decision, they could lose out by not getting what they want - when they need it. You need to have a list of "final closes" to help the customer make the decision to buy now.

Besides making sure that you practice these four essentials in closing, you also need to be sure that you have done everything else, up to the point of closing, in such a way that you have created a good base on which to close. Groundwork, building up like and trust, a good presentation and a product or service commitment are essentials in making closing easier. Remember that closing is the natural conclusion to everything that has been presented up to that point.

If you have done everything properly and professionally from the start of the sales process then the customer will expect you to ask for the business! Closing is something you do all the time.

The more "yes's" you get along the way, the easier the final close becomes.

Expect to get the sale

Believe that the customer wants to do business with you. A sale only happens when you make it happen! It’s your responsibility to sell, sell yourself, your company, your product, your service, your price and the “good feelings” that the customer wants during the sales process. When you make a sale, everyone benefits, you benefit, your company benefits, your family benefits and the customer benefits.

If you don't sell, everyone loses

A customer is reliant or a good persuasive salesperson to help them make the decision to buy.  Imagine if a salesperson never encouraged a customer to buy, nothing would happen.

(NOTHING EVER HAPPENS UNTIL A SALESPERSON SELLS SOMETHING!)

Customers appreciate and respect a salesperson that is confident in themselves, their company and their product or service.

The onus is on you to initiate the sale

Remember, the onus is on you to initiate the closing process, don't be shy to be a salesperson, the customer expects it, appreciates it, and needs it.

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CLOSING THE SALE IS A PROCESS, NOT A ONCE OFF – (PART 3)

CLOSING: THE 9 SECOND CLOSING FORMULAE. 

CLOSING IS THE NATURAL CONCLUSION TO ALL THAT HAS GONE BEFORE.

• Closing does not mean one brutal attempt at getting the customer to say yes!
• Closing is a process and to start the process off takes on average only 9 seconds.
• Remember, the onus is on you to initiate the closing process, don't be shy to be a Salesperson, the customer expects it, appreciates it, and needs you to close.

Here are some examples of initiating the close:

"You do want a quality product don't you Mr. Jones?" "Yes".

"I'm sure you'll agree that by using our service your situation will improve won't it Mr. Jones?" "Yes".

"That puts you in exactly the position you wanted to be doesn't it Mr. Jones?" "Yes".

"That sounds a lot better doesn't it Mr. Jones?" "Yes".

"Service is important to you isn't it Mr. Jones?" "Yes".

These are some of the ways you can start the closing process off, think of some that will suit your product or service and will work in your industry.

None of the above examples takes longer than 9 seconds including Mr. Jones `s yes's. Closing is the sum total or minor yes’s and the 9 second closing formulae gets these yes's. As soon as you've started the closing process the shoe is on the other foot. At that emotional point where you were apprehensive about asking for the order and went ahead and did so, the tables turned.

It is now the customer who has the task of either buying or giving you an objection if he is not ready to buy.

The most common objection after the first close is "Hang on a minute" not "No I don't want it". Only after you initiate the closing process will the customer present you with an objection. Objections are absolutely necessary to close. If a customer does not object you can't close. The objection gives you a direction in which to continue, you handle the objection and close again. An objection does not mean "no"; it means the customer needs more information and more justification from you about the objection and indicates that they are ready to buy.

It means "Mr. Salesperson, please give me more information and help me make the buying decision."

"I want to buy, but have a few doubts". These doubts are presented in the form of objections. An objection from a customer is a challenge to you as a salesperson to convince them that their objection, query or doubt in the product, service or price is unfounded and that there is no reason for them not to make the decision to buy. Each time you close, the customer has to raise an objection if he is not yet ready to buy, and each time you handle the objection and close, the harder it becomes for the customer not to buy.

Successfully handling objections means you're on your way to closing the sale!

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CLOSING THE SALE IS A PROCESS, NOT A ONCE OFF – (PART 4)

USING THE 9 SECOND CLOSING FORMULAE TO START THE CLOSING PROCESS

USING THE BENEFIT SUMMARY

"Mr. Customer, which delivery date would be best for you, the 15th or the 30th?" 4 seconds.

Even if the customer objects now he will have to give you a response to your question. This will allow you to handle the response, if it is presented as an objection, and continue closing. The customer knows that they are going to buy because they know that they are dealing with a professional who knows how to close.

"The 15th would be too soon".                                       2 seconds.

"So then the 30th would be best wouldn't it?"           2.5 seconds.

"Yes"                                                                                      0.5 seconds.

Time it yourself and you'll see it takes 9 seconds!

Objection:
"But I'm not sure I've got space for the full order".

Solution:
"All right Mr. Customer, I'll tell you what we'll do (Positive expectancy talk), we'll deliver half the order on the 30th and you can phone us when you are ready to take the balance and we'll deliver it then, now that solves the problem doesn’t it". “Yes”

·        Now fill out the order. You've worked for it, it’s there, - TAKE IT!

• You never get a second chance at that emotional point where the customer is ready to be closed.

Remember that at this point your aim is to start the closing process so be prepared for more objections.

USING THE BENEFIT SUMMARY

After 3 or 4 closing attempts and not being able to get the customer to make the decision to buy, you may need to bring in a benefit summary. This is where you recap all the positive points, commitments and yes responses that have taken place so far.

"Mr. Jones, just to clarify my thinking, in case there is something I may have left out, lets recap what we have discussed so far." "We did agree that you were not entirely satisfied with your existing product / service didn't we?" "Yes". "We also agreed that our product / service offers a solution doesn’t it?" “Yes” "We agreed that the benefits of using our product / service would solve your current problem and improve the situation wouldn't it?" "Yes". "You are happy with what I've told you about my company, product and service aren't you?" "Yes". "You are satisfied with our delivery time and the price aren't you?" "Yes".

Now ask a question that the customer is not expecting.
"Mr. Jones, there isn't perhaps something I've said that has upset you is there?" "N00000!!"
"Great"

Now move in for the close

You have succeeded in getting your customer to verbally say to you and to themselves that there is no reason not to buy now.

Wake up! It's the real world, someone has to close, you're the salesperson, you close!

TO THOSE WHO PERSIST

80% OF ALL SALES ARE MADE AFTER THE 5th CLOSE
________________________________________

48% OF SALESPEOPLE GIVE UP AFTER THE 1st CLOSE

25% GIVE UP AFTER THE 2nd CLOSE

12% TRY 3 CLOSES THEN STOP

5% TRY A 4th CLOSE THEN QUIT

ONLY 10% KEEP ON CLOSING!

TO THIS 10% GO 80% OF ALL SALES.                        
                         CLOSE
MAKES YOU THINK DOESN'T IT!!!

Ask for the Order, Your Customer is Expecting it

A lot of salespeople find all sorts of reasons for not closing. They blame the politics, the economy, the weather, the leads, the product, the customer, the price. But these are not reasons, merely excuses. Most salespeople don’t close because they simply don’t ask for the business. Are you able to walk out of a meeting with a customer and say “I did everything right, no one would have sold to this customer”

If not, then you have not done what you are paid to do and that’s get the business.

Being able to leave a customer and say you did everything right means that instead of going to your next appointment with doubts; you will be enthusiastic and confident. Remember, selling is a numbers game. You need to know what your closing ratios are. How many customers do you need to see to make one sale? One in three, one in five, one in ten, one in 15? 

If the ratio for your particular product or service is one in five (I.E. for every five customers you present to, overall, you sell to one) then after 3 or 4 presentations where you did your best and did not sell you will eventually say “Right, my next presentation is number 5! And they are going to buy, I don’t care what they come up with, I am going to sell!” Now the chances are good that with this determined attitude you will sell to your next customer because “They are number 5!” The funny thing is that your customer did not know that they were number 5!

Don’t be scared to ask for the business and don’t be shy to close!

Most salespeople spend anywhere between 30 minutes and an hour and a half to two hours with their customer in the selling situation. You prospect, get leads, make the appointment, prepare for the meeting, drive to the meeting and arrive on time, meet with your customer, spend time talking about his interests and getting him to like and trust you, do a needs analysis, present your product or service and match your solutions to his needs, you present the price.......... and then you sat back and say “So what do you think?”

There is an emotional point where the customer is expecting you to close. They are expecting you to close because you have done everything right up to this point and they see and respect you as a Professional. It is generally at this point (the point where you know you should close, they know you should close) that the salesperson freezes. Your mind says "close", your heart says "no, don't be crazy, maybe they’ll think you're trying to sell them something" and you throw away you entire presentation because you weren’t able to initiate the closing process.

You ARE a salesperson and you ARE selling something! It’s you job to close!

Remember, at this point, it should not be your intention to close the sale, but rather to initiate the closing process. Like your groundwork, and your needs analysis and your presentation, closing is a process - not a once off hit. Expect to get the sale, stop whining and looking for excuses, take responsibility and do what you are paid to do: - SELL!!

 
Should you wish to learn more about Ray Patterson, please visit www.raypatterson.co.za

29 Sales Thoughts for Every Day

1.       Start every day with "drive" and "enthusiasm". You'll feel better and so will your customer. You'll do more with less effort.

2.       When you sell, don't concentrate on price; rather concentrate on selling the benefits of your product or service. Show the customer what it will do for them after they own it. That's what they're interested in. Focus on getting the customer to experience “Good feelings” during the sales process.

3.       Remember that it is your job to build a "permanent customer" rather than a one-time sale.

4.       Use questions, frequently, in your sales presentation. Find out exactly what the customer wants before you start selling.

5.       Appeal to emotion and sentiment more than logic. People have a softer spot for emotion. Customers make the decision to buy emotionally and will defend the sale afterwards with logic.

6.       Talk in the "customer's language". Don't try to impress them with your learning or superior knowledge. It gains you nothing but resentment.

7.       Be a "good listener" as well as a good talker. NEVER INTERRUPT THE CUSTOMER!

8.       Don't argue with the customer even if you feel you are right. You may win the argument but end up losing the sale.

9.       Develop a resourcefulness to meet any new or unusual situation. Be proactive, quick thinking and daring. Originality and judgment are your measure of ability.

10.     Never take a "no" altogether seriously..... Unless you're sure it is "NO". Keep on working out alternatives. “No” is usually only “No“at that moment, but in 3 months it could be different. You never know when the situation may change and could miss out on the opportunity to sell if you don’t follow up regularly.

11.     Good sales people are enthusiastic, energetic and committed people. They enjoy interacting with other people and being of service to their customers. Are you a "good" salesperson?

12.     Use humour carefully. Don't ever let it get out of hand.

13.     Temper and temperament have no place in selling. You may feel better to get it off your chest but you will regret your action when it's over. There is no second chance to correct what you've done.

14.     "Selling is communicating". Your presentation must flow in words that are believable and you must paint a graphic picture of your company, your product and the service you offer.

15.     Be presentable, it's expected of you.

16.     Set a high standard of courtesy. Be natural, being false repels the customer.

17.     The true raw material of selling is people, not goods or services. Be curious about people, types, temperaments, psychology. Learn the differences and you'll learn to be at ease with them..... how to lead them and satisfy them.

18.     Be aware of timing. Knowing what to say and when to say it could be the difference between success and failure.

19.     While it is true that showmanship is part of salesmanship, don't become too dramatic and get carried away.

20.     Stick to the facts. Some "puffing up" is useful, but the "whole truth" is more convincing. Be prepared to back up what you say.

21.     Know in advance, the possible objections your customer may have to the goods or service you are selling and be prepared with practiced responses.

22.     One of the biggest mistakes made by salespeople is not knowing when to close the sale. Many sales are lost because the salesperson can’t or won’t close.

23.     Some people say that those who go into selling do so because they have failed at other jobs. Don't you believe it! Selling is a proud profession which calls for greater qualities and abilities than required in most other professions. Few professions are more interesting, challenging or rewarding.

24.     Never be afraid of making mistakes in selling, see it is a necessary learning experience.

25.     In selling never make snap judgments. They have a way of snapping back at you later.

26.     Don't underestimate your abilities. You can rise to almost any occasion you choose if you have the desire to do it.

27.     Improve your knowledge and skills on a regular basis. You have 5,000,000,000 brain cells, each one capable of comprehending and storing a thousand ideas. How many have you picked up and stored recently?

28.     Never prejudge. Don't underestimate the customer. They may be smarter than you.

29.     Above all remember ......NOTHING EVER HAPPENS UNTIL A SALESPERSON SELLS SOMETHING!!!

Should you wish to find out more about Ray Patterson, visit www.raypatterson.co.za.

What some of my clients have said about me

“Ray is a consummate professional. He is passionate about sales and bringing the best out of people. He has a broad base of knowledge and is able to easily share this knowledge. I highly recommend Ray Patterson"

Richard Riche - One Clear Message

Top qualities: Great Results, Expert, Good Value

“Ray is very enthusiastic, interesting, entertaining and his training is very captivating. His RAP Selling course would be highly beneficial to any sales team. His presentation is excellent. The training is well prepared, easy to grasp, I would attend Ray Patterson's sales course again and I would strongly recommend him to any sales training.”

Deidre Tavares – Athena Advertising

Basic Sales Training

If you are looking for top basic sales training and sales management training and sales motivation, you’ve got to consider a Ray Patterson Programme. Ray’s programmes are jam-packed with more than 40 years of his battle-tested sales techniques and strategies.

“Ray Patterson is the salesman’s salesman. His enthusiasm, knowledge and drive to ‘inspire a professional sales attitude’ is a must if you are considering a sales speaker for your conference or want to send your team on training,” Jacques de Villiers, creator of The Architecture of Selling System.

Jacques de Villiers – Mindtrust marketing

“On behalf of UPSA-SA I would like to thank you for the interesting and inspiring presentation given to our members on 10 February 2011.
“Loved the presentation. We need people like this to remind us why we love selling. We always need motivation”

“Ray’s presentation was excellent. He dealt with the important basics, stuff we have forgotten and need to keep top of mind at all times. Informative.”

“Ray was informative and with good ideas.”

“Presentation was succinct and powerful. Could have listened longer.”

“Short, to the point and very appropriate.”

“Ray’s presentation was excellent, the market needs this, the market needs Ray”.

“There is no doubt that you deliver a challenging and enthusiastic presentation, which is particularly motivational for people in sales. Thanks for your passion”.We believe that you had a great impact on the audience and the motivational message to the group was certainly what all salespeople need to hear.I often gauge the success of our meetings based on the member comments, and without exception they all enjoyed the evening. The feedback from our members about your talk was extremely positive.”

Nothing Happens Until a Sales Person Sells Something

I have been in sales all my life. I have been there and done that! From corner to corner Cafe salesman, to top level key accounts salesman, to commission only home improvement salesman to business owner. He has carried the bag and understands what it takes to be a Professional Salesperson.

I believe that Selling is a simple business — simple— but not easy.

Simple; in the sense that we don't have to study like Lawyers, Doctors, Engineers and accountants. Simple; in that all people make the decision to buy based on an emotion, not logic.

Simple; in that if you understand and stick to the basics, you will succeed.

Not easy; in that it requires dedication and commitment.

Not easy; in that you have to see the people, you can't sell from the office.

Not easy; in that you have to handle rejection and not take it personally.

Not easy; in that Selling is not a team sport, it's all up to you and you alone.

When you are in front of the customer, face to face, it's all up to you!!!!

Everyone is depending on you, your company, your customer and your family.
Some sales trainers complicate things unnecessarily. Too many skills, too many systems, and too many things that keep you in the office doing admin instead of doing what you should be doing.

Selling; face to face selling!

As long as you sell to a "People" the simple basics of selling will work.

Selling is a process and as long as you follow the logical steps, you will be on your way to becoming a Sales Professional.

"I hate the word REP!" Rep is short for representative; a representative represents their company and does not sell. Anyone who is responsible for getting their companies products or services sold to the customer is a Salesperson, someone who uses skills and techniques, someone who makes things happen, someone who deserves recognition and someone who should not be called a REP!
A Professional Salesperson is Responsible, Accountable and Proud — A "R.A.P." and not a REP!

You are Salespeople, be proud of it and insist on being called Salespeople!

Should you wish to find out more about Ray Patterson, visit

www.raypatterson.co.za.

Interested in booking Ray for Training, a Keynote Presentation or as a Conference Speaker?

The Simple Basics of Goal Setting

Did Siphiwe Tshabalala see the goal posts when he scored that magnificent goal during the opening game of the 2010 soccer world cup?

Imagine this….

South Africa is playing Mexico in the opening match of the 2010 soccer world cup. The stadium is packed with 84 490 fans, most of whom are supporting SA. The atmosphere is electric.

Our team is not doing too badly considering that at the time, Mexico are ranked 17th in the world and SA only 83rd! In the 50th minute of the game, Mexico is preparing to make a substitution. One of their players is warming up on the side and the team is momentarily distracted. South Africa gets the ball and starts moving toward the Mexican goal. We start making some headway down midfield and the crowd can sense that something could come of this and they get behind the team. We are now moving rapidly towards the Mexican goal and just as we get within striking range, our midfielder, Kagiso Dikgacoi, sends a perfect 40 yard pass out to the left wing. This allows Siphiwe Tshabalala to run in behind the Mexican defender. He collects the ball on his left foot, he’s moving at pace, he cuts infield, steadies himself, looks up…….. and there are no goal posts!! There is nothing to aim at!!!!

Now with that in mind, picture your own world cup of goals. Have you got goal posts? When you look up can you see them? Do you have something to aim at or are you just hoping that in 5 to 10 years you will end up “Somewhere!”

Goal setting is a simple business. But we sometimes complicate things unnecessarily by believing that goals have to be GRAND. “In 5 to 10 years I want a Porsche” “I want to have my own business” ” I want a holiday home in Spain”

We say 5 to 10 years because it’s so far away. There is no real commitment and no pressure to achieve.

Remember - If it’s not written down it’s not a goal, it’s a dream.

Now there is nothing wrong with having dreams as long as you have realistic goals that you can achieve while working on the dream.

I don’t believe that we have the capacity to monitor and track a 5 or 10 year goal, it’s too far away and we get distracted and bored and then we then give up.

Most people want things not goals. We want to own the things, not just wish for them.  

I believe that there are 3 types of goals that you should focus on if you want to achieve your dreams.
Long term. Short term. and Immediate goals.

A long term goal is 1 year. This could be a boat cruise valued at R 10 000.00. That’s achievable.

Long term goals can be adjusted if need be. If you have to adjust and it takes 14 or 15 months to achieve the boat trip it’s still an achievement. It’s something you would not have achieved if you did not have the goal in the first place.

A short term goal is 3 to 6 months. This could be a new dishwasher valued at R 3 000.00. That’s achievable.

And an immediate goal is something you can do right now, within 24 hours. Service the car.
Something you have been putting off for ages. Write it down. Make it a priority.
Phone and book the service. Once your car has been serviced, tick it off the list. Then add another immediate goal to the list.

When you get the dishwasher, tick it off the list. Then add another 3 to 6 month goal to the list. What’s important here is to get into the habit of setting and achieving goals.

This builds confidence in your ability to set and achieve goals. It’s not the size of the goal that’s important, what’s important is achieving what you set out to do.

Make a list of the goals you want to work on. Then allocate them into long, short and immediate goals. Then take each list and prioritize your goals and start working on them.

We get a thrill out of owning things. That’s what drives us and motivates us.
You need something to motivate you to go out and perform. You need achievable goals.

So, did Siphiwe Tshalbalala see the goal posts? Of course he did. How else he could have been so accurate. He hit the ball with power and precision and blasted it past Oscar Perez into the top-left hand corner of the net because he had something to aim at – GOAL POSTS!

What about your goal posts, can you see them? Do you have something to aim at?

Without GOAL POSTS, you simply can’t score goals. Even if your name is Siphiwe Tshabalala! 

Are you a Sales Manager or a Sales Damager?

When salespeople are not selling; - look to the Sales Manager.

When they are not motivated to see customers; - look to the Sales Manager.

When there is no enthusiasm in the team; - look to the Sales Manager.

Sales Managers don’t look to themselves in these cases, they blame the Salespeople and the Salespeople blame the Sales manager.

 
The other evening, after a talk, a Sales Manager came up to me and told me that they were having a real problem with their Sales team.  “They are just not performing” “They are not motivated” “I talk but they don’t listen” “There is no drive, no commitment, nothing happening”

Now, all of what’s missing in this team is actually missing in the Sales Manager!

 
It all starts with the Sales Manager.

This particular person who told me this has been with their Company for over 30 years and has been the Sales Manager for just over 20 years. They have been doing the same old thing over and over and are now wondering why it’s not working. The answer is simple. The enthusiasm has died. Not the Sales people’s enthusiasm but that of the Sales Manager! It’s not the Salespeople who are bored and have no drive, it’s the Sales Manager.

 
Only when Sales Managers understand that the success of their team is their responsibility, will they  start to make some headway to improving the situation.
 
The Sales Manager first has to manage and motivate themselves before they can manage and motivate the team. 
 
When the team is motivated it’s not a new light that’s been turned on. It’s a light that was always there and will continue to be there. But it needs the switch to be flipped before it comes on.
 
“That makes sense but how do I do that?”
 
By sticking to the simple basics of Leadership and Motivation and using “The 6 key elements” to keeping the Sales team motivated.

1.      Provide inspiration. 2. Build positive attitudes. 3. Show recognition. 4. Goal setting.

5.    Motivation. 6. Build team spirit and create fun.

Yes, Enthusiasm and Excitement are what the Salespeople need more than any skills training. They need to be reminded of the basics but most importantly, they need their enthusiasm ignited.

 
Enthusiasm is everything in Sales!
 
When Salespeople are enthusiastic and excited about themselves and their profession, they will start feeling motivated and look forward to getting out there and seeing their customers.
 
Skills or no skills, this is what makes Salespeople successful. When Salespeople are Enthusiastic, nothing will stop them.

The customer can’t help getting enthusiastic as well, it rubs off on everyone.

 
Only when Sales Managers accept full responsibility for their team’s performance, will they realize that the buck stops with them.
 
They need to be the Role Model, the Manager, the Leader and the Coach; all in one. They make it happen!
 
They set the tone. That’s their job. They get results through their people. Their success depends on the success of their people. They need to manage less and LEAD more!
 
A good Sales Manager spends less time in the office analyzing everything and playing with numbers and spends more time out in the field with his salespeople and their customers.
 
“Our sales are down. If we increase the call rate by 10% and close 1 in 4 instead of the current 1 in 7 we will achieve target”  This may be the answer (On paper) but how do you achieve it? What has to happen to increase the call rate and closing ratios?
 
The Salespeople must WANT to achieve this. The Sales Manager has to sell the idea to the Salespeople. They have to get buy in from the team and this is where good leadership comes in. Only a good leader can get the team to work together to achieve a common goal, budgets, the sales targets etc.

It is at this point where the Sales Manager usually fails. They stay in the office and spend their time analyzing numbers and coming up with all sorts of solutions – only on paper.
 
A good Sales Manger will get out of the office and lead by example. They will spend a full day working with a Salesperson, finding out firsthand what the problems are and how to fix them. They need to speak face to face with their customers to gain information that will help them to come up with ideas for increasing sales.
 
By doing this they will get  respect from the sales team and will get support for their ideas to increase call rates and closing ratios because they are talking from the point of being there and experiencing the situation first hand.
 
YOU CANNOT MANAGE OR LEAD A SALES TEAM FROM BEHIND A DESK!
 
By spending time out in the field with Salespeople, Sales Mangers will experience what the Salespeople are experiencing and can then coach them on how to improve and what to do to start getting more sales. Salespeople will perform for a Sales Manager whom they respect. And that respect will only come from a trust and belief that the Sales Manager can do what they are asking the team to do.
 
The Sales Manager MUST LEAD BY EXAMPLE!
 
It’s all about enthusiasm and excitement. Sales people continually need motivation in order to sell well.  They require Inspiration from their Manager to promote enthusiasm and drive.

They need a Manager who leads by example and provides an exciting environment in which to perform. Salespeople should feel enthusiastic about making a sales call.

 
Remind yourself that you are in the best profession in the world!  
Feel good about yourself and your profession and then get the sales team to feel the same way.
 
So it’s no use complaining about the Salespeople not performing, not being enthusiastic and not listening. If this is the case, then you are not performing as an effective Sales Manager.
 
Should you wish to find out more about Ray Patterson, visit www.raypatterson.co.za.

 Interested in booking Ray for Training, a Keynote Presentation or as a Conference Speaker?

Salespeople need a Manager who CARES!!!