PD Strategies Blog

PD Strategies Blog

Performance and Development Strategies Blog is the informational place to get timely and purposeful articles on the issues that concern you most.

WHAT SALES PEOPLE AND OTHERS CAN LEARN FROM DOCTORS

WHAT SALES PEOPLE AND OTHERS CAN LEARN FROM DOCTORS
We visit our doctor solve a problem. That problem has something to do with our health. Let’s say we have a pain in our knee. Our doctor does a thorough examination. She asks us questions such as, where does it hurt? How long has it hurt? She may then suggest some of the causes of such pain such as a torn tendon. Then she asks if you have experienced unusual activity that might be related to our knee pain. She is helping us discover the root cause of our pain so that we will understand the need for surgery, if necessary.   If we are in sales, if we manage a team, or if we teach wouldn’t the doctor’s approach create the best results? According to Dan Pink in his book “To Sell is Human” we have gone from a world of Caveat Emptor (buyer beware) to one of Caveat Venditor...
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SUCCEED BY FOCUSING ON THE OTHER PERSON

SUCCEED BY FOCUSING ON THE OTHER PERSON
How do you feel when someone is telling you want they think you should do? You probably don’t see their point and resent being “told.” Many times, even if it is good advice, you resist following it. Unfortunately, too many people use the same technique in trying to persuade someone or to make a sale. Here is a recent encounter I had with a sales consultant. I was questioning the comparable features offered by two different iPhone telecommunications carriers. During the conversation, I pointed out that one carrier had an additional benefit. The additional benefit enabled the user to check an email or check on the Internet while using the phone. The consultant shot back, “you’re not going to surf the internet while you are driving.”   What? How did he make that leap? I had a legitimate reason for wanting this service. When I am at a remote office I can...
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HOW TO ASSUME THE ROLE OF ASSISTANT BUYER

HOW TO ASSUME THE ROLE OF ASSISTANT BUYER
People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need. If you have been a buyer you know the stress involved in going into a car showroom to buy your next car. With these images in mind it is no wonder that people are reluctant to become salespeople. Now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession or is it something else? It is something else and here is why. If you visit your doctor because you have a pain in your back the doctor does a complete examination and...
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THE NEW PARADIGM IN THE ART OF PERSUASION

THE NEW PARADIGM IN THE ART OF PERSUASION
Many business advisors and sales consultants talk about how they want to be a trusted advisor to their client. Becoming a trusted advisor is a process that is built on credibility, trust and respect. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process. Dan Pink, in his book, “To Sell is Human,” talks about how we are all in sales so to speak. He calls this the art of moving people and it applies to everyone from consultants to teachers. The old formula of sales no longer works. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know...
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INCREASE YOUR SALES BY USING THIS 4 STEP PROCESS

INCREASE YOUR SALES BY USING THIS 4 STEP PROCESS
Many salespeople start the sales process by asking a closing question? For example, did you ever look at a car and have the salesperson approach you with this question: “What would it take to have you drive home in this new car today?” The salesperson wants you to say yes. However, an experienced salesperson will tell you that you shouldn’t ask a closing question until you are sure that the answer will be “Yes!” This means that you first need to determine your prospect’s wants and needs. I have found in my coaching process that most people having trouble with sales do not take the time to ask questions of their prospects before asking for the sale. You won’t make the sale if you move too quickly just as you would not drive to a destination ignoring all traffic lights. Think of the sales buying selling process as a series of...
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PROVIDING CLIENT SOLUTIONS PRODUCES MORE SALES

PROVIDING CLIENT SOLUTIONS PRODUCES MORE SALES
People do not like to be sold but they sure love to buy. There is a lot of truth in that statement.   Today we have many opportunities to self-select or products and services by researching everything we want to know about a potential purchase. All we have to do is Google it. With all of that why do we need sales? We need sales more than ever but we no longer need or want the old time sales where the salesperson has more information than the customer and uses that information disparity to persuade (or force) the customer to commit. Now we must be more skilled in the sales profession because we are an assistant buyer assisting a highly educated customer find a solution.     Helping provide a solution requires attunement. We will be more attuned if we ask important questions and listen carefully for the answer then ask more questions...
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IF SELLING SUCKS BECOME A SALES DOCTOR

IF SELLING SUCKS BECOME A SALES DOCTOR
How do you compare doctors with salespeople?  People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need. If you have been a buyer you know the stress involved in going into a car showroom to buy your next car. With these images in mind it is no wonder that people are reluctant to become salespeople. Now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession or is it something else? It is something else and here is why. If you visit your doctor because you have a pain in your back...
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STOP SELLING AND START BUILDING RELATIONSHIPS

STOP SELLING AND START BUILDING RELATIONSHIPS
STOP SELLING AND START BUILDING RELATIONSHIPS Sometimes we can all use a friendly reminder that sales today is more about developing relationships rather than closing sales. Here are 7 ideas that will open up your current sales thinking and help you become more effective in your selling activities: 1. Don’t use a sales pitch but instead start a conversation. When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves 2. Your central goal is always to discover whether you and your potential client are a good fit. Let go of trying to “close the sale” or “get the appointment.” If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move...
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FOUR STEPS TO GETTING MORE SALES

FOUR STEPS TO GETTING MORE SALES
Many salespeople start the sales process by asking a closing question. For example, did you ever look at a car in a showroom and have the salesperson approach you with the question, “What would it take to have you drive home in this new car today?” An experienced salesperson will tell you that you shouldn’t ask a closing question until you are sure that the answer will be “Yes!” Let’s begin with a typical sales call. You start by building some rapport and trust with your prospect. This might include a warm welcome, some opening questions about them or their business, good eye contact, and other such techniques to establish a productive relationship at the beginning of a sales engagement. Once you have established some trust, follow this four step process which will help uncover their wants and needs so that you can offer the solution. 1.    Start by asking...
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UNCOVERING PROBLEMS AND OFFERING SOLUTIONS IS THE KEY TO SALES

UNCOVERING PROBLEMS AND OFFERING SOLUTIONS IS THE KEY TO SALES
There is a paradigm shift in sales. And why is this happening? According to Dan Pink in his book “To Sell is Human” it is because we have gone a world of Caveat Emptor (buyer beware) to one of Caveat Venditor (seller beware). Information is readily available on the Internet and sellers no longer have the upper hand. The old term in sales, ABC (Always Be Closing) has been replaced by consultative selling. Now it is important to help identify needs and then assist the buyer in finding solutions. In the past salespeople were taught to concentrate on making the sale and closing the sale. However, today’s buyers are no longer willing to be sold. Linda Martin, founder of Resource Associates Corporation said, “People do not like to be sold but they sure like to buy”. Doesn’t it make sense then to assist the client in the buying decision rather than...
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HOW TO BECOME A TRUSTED ADVISOR TO YOUR CUSTOMER

HOW TO BECOME A TRUSTED ADVISOR TO YOUR CUSTOMER
Becoming a trusted advisor is a process that is built on credibility, trust and respect. Many business advisors and sales consultants talk about how they want to be a trusted advisor to their client. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process. I have recently read Dan Pink’s book, “To Sell is Human”. In my opinion this goes to the heart of being a trusted advisor. Those who remember sales from years ago remember ABC which means Always Be Closing . This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know what the seller knew. Today we buy things from the Internet. In fact anything a buyer wants to know is...
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