Seven Qualities of Great Sales Professionals By Drew Stevens

Sales professionals are very similar to athletes; they love the thrill of victory and abhor the agony of defeat. Sales professionals try their best to thwart competitive threats so that they service their customers well and meet revenue expectations.

However, there are numerous sales professionals representing hundreds of thousands of companies. And there are millions of home based businesses-they too sell products to clients. Many of theseprofessionals and just as many are not. What is it then that separates the successful representative or business owner from the rest of the field?

Based on my 20 years of sales, sales management and sales training, I can narrow it down to seven, yes only seven common traits. These seven concepts are the ones that help establish presence, professionalism and perfect. And these seven traits help to place the large amounts of commission and revenue dollars into the bank account.

For the very first time I am releasing these seven secret ideas of success to help you grow your business and place you on the road to financial freedom.

1. They have a passion for selling
Which do you believe gets more results an energized sales representative or business owner or a monotone, practical person?

Love what you do, love the product you are selling and love the people you sell with. If you dont, then get out. If you dont like what you sell, prospects will read right through you and think, Why should I buy from someone who is not passionate about what they say or do? Your energy and enthusiasm come through on each and every call, if you are dispassionate, you will not ask the right questions, you will not read the buying signs, hear objections and importantly will not make any money.

2. They have high energy
No one likes a monotone sales professional. People enjoy working with people that are fun interactive and entertaining. I am not saying that a sales professional has to perform magic tricks but they must know how to engage potential clients.

You engage by being enthusiastic, by loving your audience and loving your product. Once you embrace these vital issues you can sell anything to anybody.

The world of selling is a roller coaster; do not get discouraged by the peaks and valleys of selling. Remain enthusiastic and you will only see the top of the peaks.

3. They are self starters
One of the very first training courses that I ever ran, I handed out cards to all the attendees. The card stated that the holder is now named CEO of his/her desk and territory. The CEO (Chief Enterprising Officer) is responsible for providing revenue, meeting quota and obtaining new clients in any manner they deem appropriate.

Sales professionals that do not need hand holding and understand how to operate without much direction are typically the most successful.

Sales professionals that are CEOs operate their territory similar to an SBU (Small Business Unit). They understand how to make profit, how to accommodate for loss, how towatch expenses and how to get the job done without direction and much advice. These sales professionals are entrepreneurial in spirit and in motion.

4. They are proud and excited about being with their company and products
Customers love to purchase products from people who are interested, involved and motivated to achieving long lasting success and resolving their business issues. Do you want to buy a product from uninterested sales professional?

And, customers want to be educated about the products that they intend to purchase. What motivates buyers are energetic and knowledgeable that know the industry, know the product and know the competitors.

The enthusiasm expressed here is based on a system that I teach entitled The Knows. You must know what you can and cannot commit to. Never lie, never cheat and never ever over-commit. In order to succeed your must KNOW how far you can go, based on how much you KNOW about your product and customer. If you never KNOW, the only sound you will ever here is NO!

5. They understand the sales process
Graduates of Dale Carnegie, Sandler, Wilson Learning or a graduate of my sales course, recognize that a sale is a process. Successful sales professionals understand that you need to know how to conduct the following:
1. Prospect
2. Qualify
3. Provide Interest
4. Gain Conviction
5. Conduct Demonstrations
6. Handle Objection
7. Know how to close
8.
When you understand the process, a sale and a prospect becomes easier to understand. Destination recognition in the process enables successful sales professionals to plan better strategy and close more sales. Yes, this step is part of the planning step mentioned earlier in the article. As you go through the sales maze it becomes much easier when you understand which area you are presently in to assist you in getting closer to the end.

6. They are confident
I mentioned to you earlier that the world of sales is similar to life on a roller coaster. You most know how to ride the peaks and valleys of success and failure. Doing so requires you to be confident in your abilities, confident in your product and confident in your company and its support.

Confidence is the ability to suffer through all of your trials and tribulations. Confidence is maintaining focus, sticking to your plan and measuring your goals.

The more confident you are in your team, in your abilities and in your product the better you can be at delivering superb and exceedingly important client support.

7. They do their homework
Successful sales professionals do not make excuses. They do not ask the marketing department to advertise for them and they do not ask someone to make new calls for them. Good sales professionals understand how to be a detective. They know how, where and when to find customers. They do not banter, barter or babble, they remain focused in their mission to achieve success.

So where do successful people go to find new customers, how about their present customers? First you must get a copy of the annual report. Read the information to determine what type of products theclient is developing. Understand the competitive landscape and how your product or service can thwart competition. Learn about the competitors for new business opportunities.

When you obtain the report, read the presidents message, the financial information and lines of business, Try to understand where your products fit within the organizations umbrella. You might discover a new area that can benefit from your service. Second, look at the firms WEB site and review it for updates to the annual report,look for business climate changes. And, look for the anomalies in business so that your product or service can resolve the issues. Finally, ask your current contacts. It baffles me that over 92% of average sales people never ask for a referral. However, 98% of successful sales professionals always do.

Read the newspapers and press releases for the most current business information. Determine from your readings how your service or product can assist potential clients during good times and bad.

Further, it is imperative to use the most widely accessible resource at your fingertips-the Internet. There are voluminous resources available such as www.factiva.com, http://interactive.wsj.com/, and www.nytimes.com. And the numerous portals such as Alta Vista and Yahoo are constantly providing real time business content. Review any of these sites to gain quick and up to the moment access on your prospects.

The sales person that does their homework and studies the customer and the changing landscape will learn how to quickly adapt to market conditions by finding solutions to customer issues. By becoming one with the customer and understandingtheir respective business you become a reliable business partner for today, tomorrow and well into the foreseeable future.

The following seven qualities are only a fraction of the characteristics of successful sales professionals. However, by becoming more cognizant of the most popular you can begin to invoke them into your daily habits. When you begin to recognize and emulate these habits, true rewards will come. Remember, Andy Warhol once stated everyone gets 15 minutes of fame, however it is my hope and intention that by using these characteristics you will be successful every day of your sales career.

Good selling.

Action Plan:
Pick three of the following characteristics today, become comfortable in their use and begin to monitor your sales success.
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Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew's newsletter The Sales Strategist by sending a message to: drew3-143901@autocontactor.com -- you can also review his new book Split Second Selling -- as well as visit Dr. Drew’s Blog.

* read more sales Training articles from Drew Stevens ...
- Love my Alliances, Hate Negotiation
- Business Building Success Tip – Referrals and Networking

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Business Building Success Tip – Referrals and Networking By Drew Stevens PhD

A recent report from CSO Insights denotes that sales quotas are off by a bewildering 60%. Further, sales closing accuracy is down and more importantly closing times are increasing.

I was recently asked if a return to cold calling and perhaps direct mail might reverse these trends, emphatically I stated no. The rationale is simple, clients and even potential clients desire to conduct business with those that they know and those they trust.

Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?

Today’s selling professional requires techniques that help to accentuate and differentiate from others. In a business culture where social networks proliferate the only true network is that built between a client and business professional. Clients enjoy the candor and the knowledge that is shared from a vendor. To this end, there are several methods that assist selling professionals.

Networking
Truly the best selling professionals constantly network. Selling professionals by nature require constant engagement with others to comprehend business trends and meet new opportunities.

For over 27 years I attend at least one to two networking events per month and I can measure these to business. Admittedly, there exist a plethora of networking associations and organizations, choose those close to your location and aligned with your business.

Review your local paper for functions that interest you and attend as a guest, but go. If you do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.

Referrals
Proper networking and selling etiquette involves referral acquisition. Similar to gaining closure agreement many professionals abhor asking for the order!

Business is driven by the ability to ask for new business. If clients are happy with your work they will willingly provide others that can need to receive your value. The best way to seek referrals is when you are first engaged with the client and they are at that emotional high.

More importantly you want to ask when you are in the account, since this is the best time to be top of mind. Post sale is not an alternative simply put, out of sight out of mind.

Another imperative item to remember is that there is strength in numbers, the more you obtain the fuller the pipeline. There is a story of an insurance professional that would visit clients and not leave without three new referrals.

Even if the client provided one or two, the agent would not leave until he received three or more. Needless to say, the agent retired an extremely wealthy individual.

Follows up on referrals
It might seem pragmatic, yet there is much evidence to illustrate that a myriad of professionals that obtain do not follow up.

Friends, family and clients typically provide these golden nuggets, so it is vital that one follows up. A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.

Positive attitude
Good networking professionals have a positive attitude. They do not carry baggage with them nor do they illustrate negative feelings should things go awry.

There is the story of a business professional that greeted all with “I am awesome!” Coincidentally he did this even through attempting to fight a debilitating disease. Alliances and relationships are built with people that are positive and are outgoing.

Enthusiastic/Energy
Remember the donkey from Winnie the Pooh- Eye Or? This poor donkey is about as unhappy as anything I know. Sometimes listening to him is depressing enough. This is true with human relationships.

Individuals desire to be around warm, energized people. Many can feel the excitement of those around them. If you want to be a memorable networker, review your image, ensure you are excited about the event, the people and your business. People feed off positive energy, enthusiasm is fuel for networking, alliances and differentiation.

Trustworthy
Candor is the most imperative issue in today’s business environment. Ironically, an important business trait constantly discussed is ethics. Appalling as it seems, there are numerous daily instances of those attempting to buck trends and gain momentum while not following rules. People will only do business with those they trust and those they respect.

Good listening skills
Remember a time when you were with someone either at a cocktail party or other event, and the person spoke and never came up for air? Bothered you didn’t it?

Clients are engaged with professionals that can provide value by understanding needs and listening. Clients clamor for solutions not prescriptions and the best people understand the art of listening. Use techniques such as open and closed questions and pausing to truly understand how to assist.

Enjoys helping
It is better to give then to receive. Those that want to gain will give first. Similar to tithing, professionals must provide content to gain something. Think of tips, techniques and referrals that you too can provide. This technique is a great opener for building relationships since others will identify with your willingness to provide helpful information.

Sincere
Avid athletes concentrate on CORE. Fundamentally this is the system upon which all musculature and symmetrical principles assist to build a nutritional body. Selling and networking exercises CORE too. One of the muscles of CORE is sincerity.

Differentiation is built upon a sincere desire to build relations, become personable and assist coexisting needs. Admiration is built based on trust and willingness to assist.

Dale Carnegie described this in his now famous work, “How to Win Friends and Influence People”. Key exemplars: 1) Talk in terms of the other person's interests and 2) Make the other person feel important - and do it sincerely.

The key to business building and success is producing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. There is also the issue of working smarter not harder to produce required results.

Refrain from tired non-functioning sales methods and begin new strategies that can escalate your rewards and make you an outstanding performer!

©2007 Drew Stevens Ph.D. All Rights Reserved.
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Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew's newsletter The Sales Strategist by sending a message to: drew3-143901@autocontactor.com -- you can also review his new book Split Second Selling -- as well as visit Dr. Drew’s Blog.

* read more sales Training articles from Drew Stevens ...
- Love my Alliances, Hate Negotiation

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Love my Alliances, Hate Negotiation By Drew Stevens

How to Win Agreement and Influence Decisions without losing friendships!

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born.

From the time we wanted a bottle or refused napping our education in negotiation began. In fact, research for this article illustrates that 43% of the American workforce changed jobs since 2006. And, the divorce rate in the United States hovers at over 53%.

However, we become increasingly befuddled by negotiation. We hold strong beliefs that negotiation is meant to be a battle. We begin negotiations on the defensive and seek to end them in a similar manner. The most vital idea to comprehend about negotiation is its definition.

Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests. Conceptually negotiation is a communication and critical thinking exercise inducing creative problem solving. This article seeks to address ways in which you can negotiate and still move away with your credibility and friendships in tact.

The best concept for understanding negotiation is to indicate what it isn’t. We first need to debunk the myths.

Myth: Negotiation is about winning and losing
The myth of win-lose is ancient. Validation of winning is not bequeathing more concessions than the other party. One simply needs to be concerned with the amount of take. This denotes loss.

Myth: Negotiation is about power
All people in a negotiation have power. If two sides are negotiating each as an equal amount of power, one desires something from the other. Yet negotiation is not so much about power, it is about honesty or lack thereof. Power stems from the side that enables it. Donald Trump by nature believes he has power due to wealth and notoriety, yet if he desires something from someone else the power shifts. The larger concern is not relinquishing power to the opposing side.

Myth: Negotiation is about chicanery
In reality, negotiation is about resolving an issue where both sides obtain equal value by amicably and honestly agreeing to terms. However, negotiation is similar to chess, strategies are used and sometimes held so that each party gains more than they requested. Rather than lie, most negotiators are honest, they simply do not fully disclose information.

Myth: All negotiations are about prices and are sales related
Nothing is further from the truth. Negotiations stem from all walks of life: from dating, to deciding upon a movie to noise decibels. Negotiating establishes boundaries and how far each side allows another within them.

Perhaps the most understood principle of negotiation is a requirement to plan. Most often, negotiations fail due to improper procedures, paperwork or misread issues. Planning is the first and vital step in every negotiation. Each party should strategize to define the motives of each side, goals that might be addressed, time frames and players. Research affirms that in 73% of most negotiators are unprepared. This step is vital to assist in moving forward. Good planning and comprehension help to avoid miscues and maintain proper and efficient conversation. Exemplars of good negotiation techniques are barely surprised by new information.

Negotiations are mixed motive situations. Each side arrives with a variety of goals and objectives- even timeframes. What appears urgent to one; is apathetic to another. It is imperative that issues be immediately addressed. Most importantly, the issues must be documented so all parties agree without a misunderstanding. A foppish issue should not resurface at a latter time. The more detailed the documentation the easier it becomes to facilitate conversation. Once agreed to, timetables should be established so as not to languish on any one issue.

Negotiation is information and relationship dependent. Information is crucial to negotiation. The data need be specific; it is easier to comprehend and complete issues. Typically a tactical ploy to assist concessions, most data is not displayed. Negotiators should then decifer the most imperative issues first do that all needed data is disclosed making for effective conversations. Coincidentally, conversations are more placid when parties are familiar with each other. Particular interest is implicitly displayed since familiarity with both parties shares a common interest- “saving face”.

Dignity is a traditional process. Whether in business or amongst friends, all desire to maintain honor, especially with familiarity of the parties. As the cliché states familiarity breeds content; the more familiarity with someone the easier the negotiation!

Egos and Communication. Another crucial component for negotiation success is to check you baggage and your ego at the door. Good negotiators know they are purposeful and do not advertise their success. A negotiation is concerned with mutual agreement not wins and losses. Keeping egos in check helps alliances and other desired relationships.

Additionally, all negotiators need reminders for ears and eyes and not mouth. Too often negotiators tend to spoil alliances by speaking too much. Peter Drucker once stated, “Communication is often about what is not stated”. Listening enables all to understand issues, allow for issues that might go unstated and strategically enable the “opponent” to move first. The alliance builders understand the vitality of listening, it is a practiced art form.

Compromise, Commitment and Conclusion. Negotiation would not exist if not for the power and the reciprocity of compromise. Concessions enable negotiators to agree on small things to assist in declaring small victories. Accommodations negate foolish issues and streamline discussion.

Once decided, agree to commitment and document so as not to rehash. Trivial details take time away from other important issues. It is more important to move forward then review unnecessary data. Once the issue is complete, move forward or conclude, it allows less time for pondering decisions.

To allay any fears of negotiating, it is best to align this business tactic with athletics, it is a learned format not born. Admittedly, there exist individuals that love to converse and banter yet negotiation is not an easy skill. It takes patience, persistence and proper listening to understand the issues.

Negotiation is a part of everything we do in life, almost every day. It is a skill that combines crucial critical thinking, reciprocity, and professional communication. It is not easy to win friends and influence decisions in negotiation, yet if we understand motives, create a thorough plan and expect the unexpected, each negotiation we have becomes easier and more effective. Negotiation increases our perception, our patience and our resolve to maintain business relationships.

© 2008 Drew Stevens PhD. All Rights Reserved.
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Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew's newsletter The Sales Strategist by sending a message to: drew3-143901@autocontactor.com -- you can also review his new book Split Second Selling -- as well as visit Dr. Drew’s Blog.

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Once You Know When To Close A Sale, Asking For The Order Becomes Automatic By Nick Moreno

There are well-defined moments in the sales process when you absolutely must ask for the order. You can’t afford to have these precious moments slip through your fingers but unfortunately, that’s exactly what happens to too many salespeople.

I have some advice that will protect you from becoming one of those salespeople. The key is to make closing automatic and you do that by knowing exactly when you must ask for an order.

“Always Be Closing”

Unfortunately, too many salespeople were mislead into believing that “Always Be Closing” represents the “ABCs” of salesmanship. Frankly, nothing could be further from the truth. You can’t always be closing because asking for an order is only one of the steps in the sales process. At a minimum, before you ask for an order you need to establish some rapport with your prospect, uncover a need for your product and present your solution. “Always Be Closing” may sound great in a movie but it is meaningless when you’re in your sales territory, attempting to sell something to someone.

Often, salespeople that think they should always be closing are, in reality, never closing. These salespeople do not understand the sales process because if they did, they would know when and how to ask for an order. Well-trained professional salespeople don’t have these problems because they follow a well-defined sales process. These professionals know exactly when the only thing left to do is close the business.

Fear Of Closing

I also work with another group of salespeople that need help with their closing skills. These sales reps need to overcome their fear of closing. After all, you can’t be a sales rep and have a fear of closing, just as you can’t be an electrician and have a fear of electricity! Salespeople close and if you are not closing you’re not a salesperson… you are just a conversationalist. Salespeople that fear closing just keep talking and hopelessly praying that at some point, the prospect will ask for an order form to sign. Guess how often that happens?

In my work, I’ve uncovered many factors that cause some salespeople to fear closing. Some sales reps don’t want to face the moment of truth. Other salespeople fear they may appear “pushy”. There are also other salespeople that assume, without any data to support their assumption, that the prospect is not ready to sign an order. I help these salespeople by making closing an automatic reflex reaction to certain events in the sales process. When closing is automatic, you don’t even have to think about it. You automatically ask for the business. This process helps most salespeople overcome their fear of closing.

Initial Close

At some point in the sales process, you’ll ask your prospect a series of questions to uncover a need for your product or service. You’ll then present your product and explain how the product addresses the needs you’ve uncovered. Once you’ve presented all the benefits your prospect will gain by using your product, you must close. You must ask for the order at this point in the sales process. Don’t think about it … just close.

Since this is the first time you’ve asked your prospect for the order, this closing attempt is called the Initial Close. Your prospect has two possible reactions to your Initial Close. Your prospect will either give you the order or, give you an objection. Obviously, if you get the order, you’ve accomplished your goal. On the other hand, if you get an objection, you still have some work ahead of you.

Overcoming Sales Objections

It is not the end of the world if you get some objections after your first closing attempt. In fact, you probably will get some objections after your Initial Close. Most prospects feel it is their duty to have some objections. So relax and don’t panic. Now that the objection has surfaced, you just moved one step closer to the order. Keep in mind that an objection is not rejection. An objection is only a request for more information. Your prospect is confused and unclear about something you said or something you failed to mention. By addressing the sales objection, you give your prospect new and additional information. Armed with the new information, your prospect is able to develop a new and favorable opinion about the decision to purchase your product.

Objections should not be ignored and must be answered in a way that completely satisfies the prospect. The salesperson should not get defensive or start debating the prospect. The goal is not to win an argument. The goal is to get the order.

The No More Objections Close

Once all objections have been successfully addressed, you must close the prospect and ask for the order. As with the Initial Close, don’t even think about it and make this closing attempt an automatic part of your sales process. I refer to this closing attempt as the “No More Objections Close”. Once the prospect runs out of objections, the salesperson must ask for the order.

Salespeople should always be direct and confident when closing a sale. The salesperson’s confidence makes the prospect confident about the decision to purchase. All objections have been successfully addressed and the salesperson must confidently assume the prospect is ready to do business.

You must remain silent after you ask for an order. The prospect must be the next one to speak. There could be an uncomfortable pause while the prospect thinks about the final decision. If you interrupt that pause, you greatly diminish your probability of receiving the order.

When You Must Close The Sale

As you now see, there are two moments in the sales process that call for a closing attempt. The first attempt is after you’ve presented the benefits of your product. The second time is after all objections have been successfully addressed. Implement this process and make closing automatic.
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Nick Moreno, founder of The National Sales Center, is a well-established sales training consultant with more than 30 years of experience providing excitement, empowerment and benefit to those he trains. Offering a competitive sales training advantage through education and cutting edge programs, his system, The Progressive Sales Process, is known for generating "Sales Superstars" who consistently reach much higher sales commissions. Mr. Moreno can be reached by contacting him at Nick@Nationalsalescenter.com or by visiting his web site at www.NationalSalesCenter.com

*brought to you by SalesTrainingAdvice.com

Diagnosing Your Clients' Needs by Tom Hopkins

When people think about making a purchase, they aren't likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That's because they recognize doctors as experts in their fields.

Your goal is to have your clients see you the same way. When they have an ache or pain related to your type of product, they should immediately think of calling you. That's because they'll be confident you have the right prescription for their ills.

To earn this level of respect and trust, you need to start every relationship with the right skills. These skills include a caring manner, a confident air, and your diagnostic tools.

The tools you use in diagnosing the needs of your clients may be as simple as a pad of paper, measuring tape or calculator. They may include your past client experiences, personal experiences or memories. Diagnosing clients' needs can require a computer, specialized software or even involve engineering or customized schematics.

The most powerful diagnostic tools used by all people in sales are questions. Like a doctor, your use of questions begins with general areas of need. Then, based on the answers you are given, you narrow your questions down to where you can readily determine the right cure or solution for the clients' needs.

Average salespeople have this fantasy in which they think they should be able to simply present the wonderful features of their product and the customer, seeing the value, pulls out their checkbook or credit card and says, “I'll take it.” If customers made buying decisions based on features alone that might work, but it's a rare occasion when it does.

The reality of it is that most buying decisions are based on past experiences, the experiences of others the client trusts, advertising, gut feelings and hundreds of other factors that you can't do much about.

So, you have to start with questions to get them talking about their needs, wants and perceptions of your product or service. These answers will help you put yourself in their shoes. Once you're there, you'll see what steps you need to help them take to make a good buying decision.

Be sure to ask “what past experience do you have with our type of service?” It could be that they're very well-versed on the service, even used it in the past, and are seeking a new supplier. If they know little or nothing about your service, you'll have to invest a bit more time in educating them as to what your offer entails and what they can expect.

Ask very specifically what they hope to accomplish with an investment in your services. It could be that one of your key benefits is sought after by most clients. However, that feature does nothing for this client. You won't want to turn them off by talking about something that doesn't matter to them.

I like to use the analogy of a torpedo when talking about this subject. A torpedo leaves a ship in the general direction of its intended target. It bounces a signal off in the target direction. If the signal doesn't come back, it corrects its direction to get back on course.

That's what questioning does for you. You take off in a certain direction with your questions. The answers you receive either tell you that you're on target or that you need to take another tack. Rarely will you take a direct course from initial contact to the sale. More often than not, you'll find yourself zig-zagging but all the while heading in the general direction of the sale until you find just the right answer for each and every client.

Take a moment to think about all the tools you use with clients and evaluate how fluent you are with them. If you are weak with any of them, commit time in your day planner or calendar to improve.
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Tom Hopkins International
7531 E. 2nd St., Scottsdale, AZ 85251
Tel: (480) 949-0786 or 800/528-0446 Fax: (480) 949-1590
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- The Order Blank Close
- Treat Referred Leads with Care

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How to Get Bigger Tips and Commissions By Victor Antonio G.

One of the fastest ways to build rapport and trust is to prove, in concrete terms, that you are looking out for the client's best interest. Zig Ziglar said that people don't care how much you know until they know how much you care about them.

One tried and true strategy that I use to prove to a client that I care is something I call "Reversing Field". In football, when a player carrying the football reverses field, he goes the opposite way to avoid getting tackled by the defense.

In sales, when someone thinks you're going to go one way, you surprise them by going the other way thereby catching them off guard and opening them up to being influenced by demonstrating goodwill.

Here are two examples to illustrate my point and how it can help you make more money:

Scenario 1:
You walk into a restaurant and then are escorted to your table by the greeter who tells you that your waiter will be by in just a moment to take your order. After a few minutes go by a nice young man introduces himself politely and asks, "May I start you out with a beverage or a drink?" You order your drink and then the waiter tells you about Today's Specials. After rambling off the list of specialties and before he quickly darts off he says, "Let me go get your drink and I'll be back to take your order."

Minutes later the waiter comes back with your drink. Then he grabs his pen and notepad and asks, "Are you ready for me to take your order?" You decide to order one of the Specials. The waiter pauses for a moment and looks at you and says, "The last two people I had in here before you ordered the same plate and in both cases they weren't very happy with the way it was prepared. If you're really hungry for that type of dish, try this other dish. People love it! It's a bigger serving and $5 cheaper than the Special." You instinctively agree. As the waiter leaves you think to yourself, "Wow, what an honest waiter. Not only did he save me from ordering something I might not like, he saved me $5 in the process. I like this kid."

Result: The meal was great. You usually tip 15%, but for his honesty and kindness you feel the need to reciprocate and show your appreciation so you decide to leave the kid a 20% tip.

Scenario 2:
You walk into a car dealership to browse around and look for a car. You walk past a few cars on the showroom floor and one of them catches your eye. Out of nowhere a salesman appears and says, "I can see you like this car. My name is Bob. You're lucky I got to you before one of the other salespeople. They've been trying to unload this car for the last month. Let me tell you upfront that it may look good, but you don't want the headaches that go along with it."

At this point you have to slap yourself mentally to make sure you're not dreaming. "Did a car salesman just tell me NOT to buy a car?"

The salesman then takes the time to escort you around the car lot telling you the pros and cons of each car you're interested in. After a while, he figures out what you're looking for (i.e., Your Dominant Buying Motive) and helps you narrow your choices.

Result: You feel comfortable with his recommendation because he seems to understand your needs and you decide to buy a car that is 10% more expensive than the one he told you NOT to buy.

The old adage that honest is the best policy holds true here. With so much information available to buyers today, they need someone they can trust who won't steer them in the wrong direction when making a purchase. This is the premise of consultative selling. People need help making critical decisions. Position yourself, much like the waiter and car salesman, as trustworthy and you will reap the benefits in the end. Seek to serve, then to sell. Demonstrating goodwill is a powerful influencing technique if done correctly and with integrity.

Exercise: How can you use this "Reverse Field" strategy in your business to create trust and goodwill between you and your client?
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Victor Antonio G. is a sales trainer, speaker and author of several books. Victor has a BSEE, an MBA and 20 years of sales experience including President of Sales and Marketing for a $420M company. Victor has created a new sales training program called, Sales Influence: How to Get People to Buy What You're Selling. For more information visit www.SalesInfluence.com.

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