Coming Soon --- The Future of Sales Trainnig

Sweeping change is happening in business.  That's why GRa is changing.  We will be offering more comprehensive, professional sales development programs, on-line learning, along with live coaching and private tutoring.  Our programs will be reality-based, up-to-date and cost-effective.  New GRa training and development workshops will be thought provoking, problem-solving and action-packed.  


Stay tuned for the future of Sales Training.

www.grasolutions.com

Sell To Your Buyers --- Not To Yourself

What are your buying habits?  Do you study and compare prices or are you more impulsive, enabling you to enjoy your purchase immediately?  Whatever you value as a buyer may not be the same for your buyers.  People buy for their own reasons; not yours.   As the seller, put your own buying habits, reasons and values aside and pay attention to your customer's pace, emotions and questions.  What may seem odd to you may be the key to the buying decision.


For more about buying habits, reasons and values.  Call GRa today.  910.617.1817


Be a professional --- Not a peddler

Can the Script

Do you sell from a script?  Whether it's written or memorized, a script is for actors, not professional salespeople.  When you sell from a script, you sound, well,  insincere and unpolished.  If you are given a script by your company, change it to your own words.  Make it flexible and allow for customer interaction.  Then, throw away the script and be yourself.


For more on Professional Selling, call GRa today.  910.617.1817

Sorry I Asked

Do you ever oversell?  Some salespeople feel that they must say as much as they can as fast as they can.  If the buyer nods or seems interested, the pace picks up and the salesperson becomes more overbearing.  This isn't really selling --- it's suffocating.  While the buyer suffers through the mounting storm of hot air, he or she  looks for excuses to escape.  The result is an exhausting experience for both buyer and seller.


For more on Potent Presentations, call GRa today.  910.617.1817

Busyness or Business???

Are you too busy to sell?   Busyness often gets in the way of business.  There are so many tasks to do that we often lose track of what is urgent and what is important.  Getting quotes out on time, checking on deliveries, making appointments and keeping in touch are all part of the job.  Some of these activities are important but not as urgent as others, while other activities are urgent, but not so important.  Knowing how and when to take action is key to scheduling your time.


To learn more about efficient use of time,  call GRa today.  910.617.1817

What's So Good About It???

How do you respond to the replies, "sounds good" and "no problem"?  These affirmations are so common that we often let them go without further clarification.  What exactly is your buyer actually saying?  Perhaps they're merely a speech habit.  Nonetheless, these words are meaningless without solid confirmation that  what your buyer is thinking is, in fact, moving your sales efforts ahead.  When a customer says "don't worry," perhaps you should wonder what could go wrong.


For more on common words and phrases that kill or delay sales, call GRa today.  910.617.1817

Getting to Know You

What do you know about your customers?  Today, via search engines, you can find interesting information about people. For example, if someone  has written a book or published a paper, you can read about him or her on-line.  The more you know about your buyers, the easier it is to bring up subjects of common interest.  When calling prospects for the first time, you might mention an area of commonality.  Doing so helps to create interest.   Nearly everyone likes to talk about themselves, so give your buyers the opportunity to do so.  Seeking Commonality is a key component of the early Relating Process.   


For lots more on Relating Skills, call GRa today.  910.617.1817

Get off the Lift

Do you have an "Elevator Pitch"?  If so, get off the lift at the next floor.  The term conjures up images of aggravating peddlers trying to "pitch" their product in a minute or two.  A pitch in baseball is meant to fool the batter to swing and miss --- hardly a mutually beneficial relationship.  An "elevator pitch" is demeaning to professional salespeople that try to understand buyers' priorities, preferences and problems before promoting a product or service.


For more on Best Sales Practices, call GRa today.  910.617.1817


BTW  Is an elevator going down still a lift???

Be Your Versatile Self

Do you have a "Selling Style"?  Most sales professionals have their own unique way of relating with buyers.  Some of us tend to be forceful and direct, while others are more reserved.  The big question is --- What's the best selling style?   The answer is --- All and none.  It really depends on your customer.  What matters most is being able to adapt and respond to your customers without  being condescending or pushy.  You cannot fake a different style for different customers, but you can use your own style to your advantage through Versatility Skills.


Contact GRa today for your own free Versatility Index Evaluation©.  E-mail to grasolution@ec.rr.com, or call us at 910.617.1817.  Ask  for your GRaVIE©.

Post Sale Selling

How do you finalize a sale and open the door to continued sales?  Professional entertainers know to "always leave the audience wanting more."  It's the same in sales.  Once your proposal has been accepted, what else can be mentioned for a later proposal?  Perhaps there's  a new component that will be available in the near future.  Maybe a new upgrade is in the works.  Leaving your customers with something to look forward to will get you welcome invitations to return with your new performance enhancing component and continued sales.


For more on Sales Tantalizing Skills, call GRa today.  910.617.1817

survey@sales.com

Want to save your customers' and your time?  Send buyers an e-mail survey before your meeting with them.  A short survey will provide you with vital information about their priorities, preferences and problems allowing you to prepare a targeted presentation.  Additionally, it will help your customers to organize their thoughts prior to meeting with you. They'll appreciate your early efforts.

For a free sample survey, e-mail GRa today at grasolutions@ec.rr.com, or call 910.617.1817

"Expert" Opinion

Do you double team on sales calls?  When you and  coworker visit with your customers together, each of you has a specific role.  Do you and your associate know exactly what each of you will say during the visit?  Be sure that  both of you are in harmony with each other.  Don't introduce your coworker as an "expert."  That's setting him or her for a potential GOTYA.  That's when your "EXPERT" doesn't have a suitable answer for your buyer.  When that happens, you and your coworker lose credibility.  Introducing him or her as a "SPECIALIST," tends to be more forgiving.  


For more on  Double Team Selling, call GRa today.  910.617.1817

Show and Sell

Do you do product demonstrations?  If so, do you get full impact for your efforts.?  Product demos can be effective events if they are performed perfectly.  On the other hand, demos can bomb badly if not done to perfection.  Countless things can go wrong like mechanical malfunction, electrical failure or operator errors.  Additionally, taking too much time for set-up or warm-up can lose buyers' interest quickly.  Successful demos require unfailing skills for maximum impact.


Learn how to perform seamless product demonstrations.  Call GRa today.  910.617.1817

Less Literature --- More Selling

How do you use sales literature?  If you visit customers equipped with a briefcase loaded with brochures and technical "proof statements," you are apt to dive into a premature presentation.  It's quite common for salespeople to reach into their briefcases for sales material the moment their customers ask for information or show skepticism.  The risk of doing so is to begin your presentation too soon, before knowing enough about your buyer's priorities, preferences and problems.  Save your literature and sales aids for the appropriate moments, after you know exactly what your buyer needs to see.  Then present only what is pertinent to each individual customer.


For more about the most effective use of printed material, call GRa today.  910.617.1817

"Curb Your Enthusiasm"

Do you love to sell?  If so, be careful not to oversell.  Some salespeople get so enthusiastic about their product or service that they feel that they need to tell everything about it.  Their adrenaline causes them to speak quickly with mounting gusto.  As a result they fail to uncover their customers' true priorities, preferences and problems.  They feel that the more they say, the closer they are to the sale.  The fact is, they are likely to turn their buyers off.  Buyers aren't interested in  long-winded sales pitches. They don't like being sold to. They want pertinent information that will help them solve their own problems.  Allowing your buyer to speak gives you the advantage over your mouthy competitor. 


For more on Effective Selling Skills, call GRa today.  910.617.1817

Back to School

Where did you learn to sell?  Chances are, you got a sales job after working at something else.  Perhaps you worked in a laboratory or office environment.  You may have been trained as a chemist, an accountant or an engineer.  Many people get into sales by accident or as a fill-in until they get a "real" job.  Whatever your case may be, if you now are a salesperson, you probably attended a sales training session, or were taught some techniques by your manager.  However, the sales profession has changed dramatically over the past few years.  Many of the old school "techniques" are obsolete and, in some cases, downright counter productive.


For an update on Modern Selling Skills, call GRa today.  910.617.1817

Get Down to Business

Do you stay too long with your customers?  Some salespeople like to socialize with their customers.   Fact is, some customers like to chat and will detain anyone that will listen.  If you have a long-winded customer, you can waste valuable time talking without getting down to business.  When your buyers go off on a tangent, you can bring them back to business by not responding with head nods and smiles.  Most people will stop if they aren't getting positive reinforcement.  When they get back on subject, resume positive strokes like nodding, smiling and encouraging them to elaborate.  When they wander off subject, you can bring them back by saying; "You said something a moment ago that struck me as important."  That will get them back on track to discussing their preferences, priorities and problems.  


For more on Responsive Selling, call GRa today.  910.617.1817

Who's the Decision Maker?

Do you know your accounts' decision making process?  Quite often the decision to purchase a product or service is made through a committee that reaches a consensus based on a set of criteria   Another decision making process is a series of sign-offs.  Here, the product is evaluated by one individual or group and then, after approval, passed up to a higher level.  Perhaps the process is a bidding contest, where the lowest bidder gets the business.  Unlike the old school adage, to sell to the "Decision Maker,"  someone is the most influential within the decision making process.  That may or may not be the person with the most authority.  Have you identified the decision influencer in your accounts?


For more on Decision Making Processes, call GRa today.  910.617.1817
   

Your Credibility Risk

Did you formerly sell for your competitor?  When sales professionals change employers, they are faced with a credibility gap.  How can you say good things about the company that you were competing against last month?   You built your loyal customer base around the products or services of your former employer.  Outside of non-compete agreements and legal issues, you have an obligation to contact your customers informing them of your change.   Be sure to compliment your former employer for its past history of high quality and customer care.  Over time, companies change.  Maybe your former employer is under new management.  Perhaps it's fallen behind on technical innovation.  Whatever the reason for your change, emphasize the future and the new opportunities you'll provide for your customers. 


For more on Credibility Skills, call GRa today.  910.617.1817

The Purpose of Selling

What's the purpose of a salesperson?   Most people in my workshops say; "to make money."  If that's the case, would you say to your buyer; "The purpose of my business today is to transfer as much money from your bank account into mine as fast as possible."???  Of course not.  If, in fact, that truly is your purpose, your buyers will know quickly that they should be protective of their money.  The result is excuses, objections and unnecessary obstacles to the sale.  On the other hand, if your purpose is to, "help you to solve problems," then you open the door to discussion toward a potentially mutual agreement.  Sure, the objective of your business is to make money --- and that keeps you in business to continue to help solve problems.


For more about purposeful selling, call GRa today.  910.617.1817

Lost Sales Opportunities

What do you do if you lose a sale?   There are countless reasons for losing a sale.   Often the reason is that you couldn't match your competitor's price or a competitive performance claim.  Losing a sale can be an opportunity to learn.  You'll want to know exactly why you were beaten and what you can do to avoid it in the future.  You might ask your buyer; "if money were no object, would you still have bought from Xxxxxxx?"   If the answer is "yes," you open the door to a discussion that may uncover a hidden agenda, or perhaps a preference that you had failed to uncover.  Getting back to your buyer with lost sales questions turns up many opportunities.  In fact, you might even turn the buyer around to cancel the order with your adversary.   


Learn more about lost sales tactics.  Call GRa today.  910.617.1817

Ethnic Correctness

Are you ethnically correct?  Customers come from countless ethnic backgrounds. Ethnicity is connected strongly to religion, holidays, food and life style.  How familiar are you with different cultures and their respective customs and values?  Fatal sales mistakes are made through ethnic ignorance.  That is, sending inappropriate holiday cards, or sending taboo food gifts to your customers.   Days of religious observance are not good days for scheduling meetings with certain customers.  Millions of dollars are lost each year due to ethnic ignorance.

Avoid these sales killing errors by reading Selling Outside Your Culture Zone.  Order it today from Amazon (http://www.amazon.com/Selling-Outside-Your-Culture-Zone/dp/0935907114),  or call GRa for further information about Ethnic Awareness.    910.617.1817  

There, Their or They're

Are you electronically literate?  There are many homonyms in the English language. When spoken, they sound alike.  In e-mail messages to customers these same words are spelled or punctuated differently.  For example their, they're and there are all pronounced the same way yet have different meanings in printed form.  When e-mailing to customers it's important  to get it right. Salespeople are judged by what they say and how they write.  

Consider the following sentence:

Their are many people that spend they're money while there in a hurry.

The errors are quite obvious, yet  they're easy to make.

Many other common errors are seen on e-mails every day. 

Avoid these errors.   Call GRa today.  910.617.1817  

  

Who are You?

What do your customers remember about you?  The old image of the back slapping peddler certainly is not desirable.  Sales professionals have learned to ask questions, provide information and help to solve problems.  Most sales training classes stress some type of selling process leading to the "close."  These processes often result in the cloning effect.  That is, salespeople saying similar things and behaving in similar ways.  So what is it about you that is different from your competitors?  What differentiates you to stand out from the pack of your peers?  For more about personal branding, call GRa today.  910.617.1817

Eat to Sell

Do you eat to sell?   Selling demands lots of energy.  Tight travel schedules and business luncheons often make it difficult to stay on a healthy sales diet.  A diet of fast food and calorie rich restaurant food causes lethargy and sluggishness, seriously slowing one down.    Weight reducing diets were not designed for your demanding sales schedule.  A low calorie, protein rich diet helps to build energy resulting in clear thinking for top performance.  If you feel tired during your work day, consult a diet specialist.  For more about high energy sales performance, call GRa today.  910.617.1817

O-T-J Sales Training

Who are your best sales trainers?  Perhaps they are your customers.  They're the ones that are always providing real-life feedback.  They smile, say yes and no, and ask questions?  What are the subtle facial expressions that express acceptance or skepticism?  Interest or boredom?    The sales professionals that know how to recognize customer feedback as sales training lessons will make the adjustments and continually improve their selling skills.  For more on customer feedback recognition, call GRa today.  910.617.1817

What are you Saying???

Are you are understood on the telephone?  The phone is a sales tool, yet it often creates problems for salespeople.  When your customer can't see you, you're losing about half of your ability to communicate accurately.  Neither you nor your customer has access to the other's facial expressions and hand motions.  As a result you must depend on your tone of voice and the words that you say and hear.  Often this can lead to misunderstanding and confusion.  Compound this with foreign and regional accents and the chances for misunderstanding mounts.  Idioms and industry jargon adds to the odds of confusion.  


For example:
"We'll do a bang up job because, to us, it's a piece of cake, even though it's still on cutting edge of state-of-the-art axial compression technology."


For more on phone skills and accurate communications call GRa today.  910.617.1817

Show that you Care

Are you speaking to all of your customers?  When selling to more than one person do you pay more attention to the ones that seems the most interested?  If so, you are creating a gap between yourself and your less responsive buyers.  It's human nature to reciprocate with those that acknowledge us positively.  It's also natural to shy away from those that seem to be disinterested or negative with us.  That's all the more reason to speak and make eye contact with everyone.  Even those people that are quiet are thinking about you. They are judging you, asking themselves if you you care about them.  This is called an Egocentric Predicament.   For tips on avoiding EP's, call GRa today.   910.617.1817

Angry Customer Management

How do deal with angry customers?  It's natural to get angry when you are dissatisfied.  Every salesperson has been assaulted by an irate customer at one time or another.  One's feelings are the facts, regardless of the reason.  Trying to diffuse one's anger by condescending comments or explanations is usually futile, fueling the fire even more.   Empathic listening skills are vital for suppressing anger.  That is, try listening for the root of the anger before attempting to quench the fire.  Let your customer "dump" on you.  Don't take it personally.  A balloon filled with air will  fly randomly around till it's empty.  Once depleted of air, the balloon is placid and manageable.  For more on Empathic Listening Skills, call GRa today.  910.617.1817 

Sell to Yourself?

Are you selling to yourself?  That may seem like a silly question, but many salespeople apply their own values to their products and services.  Buying is subjective.  People have different tastes and priorities.  If you sell according to your own values, you'll only sell to customers like yourself.  For example, I wanted a boat for relaxing and solitude.  The salesman loved to party with his friends.  He tried to sell me the boat with the loud stereo, ice making machine and huge cooler.  The result --- NO SALE.  For more about selling to buyers' values and priorities, call GRa today.  910.617.1817

What's so funny.?

Do you like jokes and funny stories?  Most people do.  But be careful with humor.  Peoples' senses of humor are different.  What you might see as a witty retort, may be seen as an insult to others.  For example, consider this dialogue between a customer with a foreign accent  and a salesperson:


Sales:  So, Mr. Martin, are you ready to place your order? 
Customer:  Well, I'm still sitting on de-fence.
Sales:  So that must put me on offense.


Humor is often regional.  British humor is quite different than American humor.  Words and phrases may have different meanings.  If you're "full of beans" in England, you're full of energy in America.  Humor in sales is risky business.  Don't risk losing sales because of the misuse of humor..  Call GRa today.  910.617.1817

Customer Management Skills

Do you manage your customer base?  When purchasing big ticket items, there are numerous meetings to determine the best configuration, criteria and performance capabilities of the system.  Meetings take place with engineers, purchasing agents and executives contributing to the decision making process.  In most cases, sales people are excluded from these meetings.  Top sales professionals know what's being discussed amongst the buying team.  They've learned how to manage the buying decision in their favor.  They're able to identify and nurture inside advocates to influence the buying decision.  For more on Customer Management Skills call GRa today.  910.617.1817 

Create Buyer Preferences --- Test the Extremes

Do you know what your customers like most?  Like least?   Everyone has preferences.  Preferences are subjective and can range from color to size to configuration of a product.  There are also preferred brands, pricing and style.  One buyer's preferences may be favorable to you, while another's may be unfavorable.  Before presenting your product, try testing the extremes by asking what your buyer likes most about your competition and what he or she likes least.  What else?  What else........?  Learn the skills of testing the extremes and help your buyer choose your product or service.  Call GRa today.  910.617.1817 


"If you say it they can doubt you.   If you say it, it must be true." 

Sell Solutions; not Features and Benefits

Do you sell solutions to buyers' problems?   Buyers today are under pressure to watch their budgets carefully.  They look closely at product specifications, and try to determine which of those specs best match their immediate requirements. They don't want to pay for useless features nor gizmos that may seem interesting, but have little practical use for problem solving.  Rather than general benefits, buyers want to know how a certain feature will help them solve their own problems.  Skillful presentation of solutions requires close attention to customers' applications and expectations.  Presenting the "latest and greatest" widget  rarely will have much impact without connecting it to your customer's specific problem(s).  For more on Solution Selling, call GRa today. 910.617.1817

Stay in Shape to Sell

Are you in shape to sell?  Sales is physically demanding.  It requires stamina and alertness.  Far too many sales people fizzle out by mid afternoon because they are out of shape.  If you get tired easily, nap frequently and feel exhausted at the end of the day, you are not performing at full capacity.  This could be due to not enough nightly sleep, diet or a chronic physical condition.  If your sales are suffering because of fatigue, see a healthcare specialist and make the necessary lifestyle changes.  For more on Energized Selling --- call GRa today.  910.617.1817

"Yeh but.............."

When your buyers are technically wrong, do you try to correct them?  Be very careful.  It may result in an argument.  Buyers have their own opinions based on facts and based on theory.  By definition,  facts are indisputable.  However there may be differences as to how one interprets the facts.  The result of interpretation is perception or opinion.  Opinions are personal, so attempts to correct them easily may result in an argument with each individual trying to defend his or position.  In sales, I call this the "yeh buts."  It's defensive behavior - - - fight or flight.  Either response can be fatal to a sale.  To learn how to avoid the "yeh buts," call GRa today.  910.617.1817.

Passionate Yourself for Success

What motivates you to sell?  There's a lot of talk about motivation.  Motivational speakers talk about attitude and spew out clever clichés and hyped-up metaphors.  The big question is whether these rah-rah sessions have any lasting value.  Perhaps if we look closely at ourselves, we can understand our own personal motivating factors.  Sure, money is always a selling motivator, but beyond that, what really motivates you?    Without a passion for helping people, one cannot truly sustain a genuine sales attitude.  I call this passionating oneself.   Business leaders describe their own passions in countless ways, but the common factor is that they have learned how to passionate themselves to be motivated to perform well consistently.  For more about passionating yourself and the members of your sales team, call GRa today.  910.617.1817

Imagine That

Do customers really buy products and services?  Actually they buy what they imagine the product or service will do for them.  That's why sales pros are in business.  Gone are the days when salespeople were merely suppliers of information with a hyped-up sales "pitch." Today, top sales professionals are able to help buyers to visualize themselves enjoying their potential purchase.  They describe what the product does, how it will solve a specific problem and how the buyer will feel as a result of ownership.  For example, a whistle has many uses, but the way it is used is quite different for a football referee than for a traffic cop.  As a result of using the whistle, how will one feel? (i.e.: in control, relief, protected, important etc.)  For more about customer visualization skills, call GRa today.  910.617.1817

Warming the Cold Call

Is cold calling frozen?  Today it's become more difficult to reach out to new prospects.   Security has become tighter,  Buyers are more aware of ripoffs.  Information is readily available on-line.  So what can you do to melt the ice?  Most people respond well to personal attention.  They want to know the Purpose of the call regarding their own interests.  They don't want to waste time, so they want to know the Process of your interaction with them.  Finally, they want to know the potential Payoff of further discussion with you.  A little research on one's work might provide you with a purpose for your call.  Ask relevant questions.  Stay away from product talk.  Describing product features over the phone has as much impact as a magician on the radio!    For more on effective prospecting, call GRa today.  910.617.1817

Peddler or Professional?

Are you selling or peddling?  If you remember the days of the old slick peddlers with their "silver tongues," you probably realize why salespeople get such a bad rap.  Unfortunately, modern sales training still advocates many of the old manipulative peddler techniques and "tricks of the trade."  I often hear the term "sales pitch" and think of the adversarial relationship between the pitcher and batter in baseball.  I wonder about the old "closed probes" and "tie downs" designed  to get a "yes" from the buyer.  Then there's the ancient "alternative choice" and "assumptive" closes, cunningly crafted to finalize the deal.  Today savvy buyers are aware of peddler tactics and seek sales professionals that will listen and understand their priorities, preferences and personal motives.  For more about LISTENING SKILLS, call GRa today.  910.617.1817

Last Minute Adjustments

I hope you had a great weekend.  Are you prepared for the coming week?  If so, do you have a "game plan" for each of your sales interactions?  Top sales pros will study their game plans thoroughly before implementation.  They make last minute adjustments based on new information or conditions.  Additionally they have a "set of "well rehearsed alternatives" so they can act spontaneously to unexpected events,; i.e.: reduced budgets, involvement of new members of the buying team, sudden recalls.   For more about sales preparation and spontaneous change of direction, call GRa today.  910.617.1817 

Build Your Buyer Base

It's Friday again.  I hope you had a productive week.  Do you know what you'll be doing next week?  Chances are, you have some appointments scheduled and know where you plan to be each day.  Have you checked around to see if there are other potential accounts nearby your scheduled visits.  Have you thought of ways of approaching new buyers through referrals?  If you're planning any demos or seminars do you know who will be in attendance?  If so, do you know what will be of special interest to them?  There are countless ways to build your potential customer base.  For some new ideas, call GRa today.  910.617.1817

No Problem???

How can one best summarize a buyer's problem(s)?  Often a buyer has a problem, but hasn't quite crystalized it in his or her mind.  Top sales professionals typically listen closely, ask key questions and then summarize the situation based on the cause(s) of the problem.  A problem can be expressed as the difference between what you've got and what you want or need.  For example, low output might be due to frequent mechanical trouble.  That may be summarized by saying --- "You said that you'd like to boost your volume, but your current equipment is wasting production time due to mechanical failure and subsequent servicing."   If the buyer agrees, your next statement leads you directly into your solution to the problem.  Call GRa today to learn how to present powerful summary analyses followed by captivating solution statements.  910.617.1817  

Tricks of the Trade???

Ever look up the verb, "to sell" in the dictionary?  Words like "to Hoax", "to Cheat" and "violation of conscience and duty" jump off the page at you.  Why is selling defined this way?  It's because of salespeople being perceived as dishonest and deceitful.  Today, there are scams everywhere so buyers are particularly skeptical of sales "pitches."  The very term "pitch" is adversarial as baseball pitchers try to outmaneuver batters.  Sales trainers often are guilty of teaching "tricks of the trade" and "silver bullets."  Then there are the "tie down" techniques, the "closed probes," and the nasty, "both barrels" questions.  If one follows these selling ploys, one is reinforcing the negative dictionary definitions.  Today, success in sales depends on credibility and empathy skills.  These skills are essential, yet missing from most sales training lessons.  Learn the skills to build customer trust.   Call GRa today.  910.617.1817 

Potent Product Training yields Sales Growth

Is your product training sales potent?   Technical products are designed for precision, accuracy and reliability.  Often product training includes the specifications along with the unique features of the new or improved systems.  Typically, the training is done by a product manager that's  been working on the development project for a wide stretch of time, and has "fallen in love" with the hardware.  Sales team members learn the engineering attributes of the product, but do they really learn how to sell it?  Effective product training includes sales training that helps to show how the equipment will solve customer problems. The training points out the potential customer concerns and perceived competitive advantages, as well as the "features and benefits."  To optimize your next product training session, call GRa today.  910.617.1817

Extend Your Sales Team

Who's on your sales team?  The answer --- everyone in your organization.  Support staff members in particular have a strong influence on current and future customers.  They are the people that your sales team relies on for customer satisfaction.  Their ability to answer questions, make suggestions and make buyers feel comfortable has a strong effect on sales.  How many of these people have had sales training?  Imagine how sales would grow if your support staff members performed some fundamental selling skills.  They might ask key questions to uncover hidden buying motives.  Perhaps they could make suggestions to add value to existing products.  Learn how to get incremental sales through your support staff and other employees in your organization.  Call GRa today.  910.617.1817

It's Friday --- Time to Sell

It's Friday.  Do you know where your competitors are?   For some, Friday is the day when people look forward to the weekend.  Many salespeople see Friday as the day to slow down.  Some even believe that customers don't want to see salespeople on Friday because it's the day to finish up work for the week.  Indeed there's no time to waste before heading out for the weekend!  That's one of those time myths that create opportunities for savvy sales professionals.  In fact, vendredi means Friday in French.  Vendre is the French word for "to sell" so literally vendredi means the "day to sell."  If your competitor excludes Fridays from his or her selling time, you have one more day to create and close business.   Call GRa today to find out how to make Fridays a great day for making sales. 910.617.1817

Transition from Sales to Management

Are you ready to manage?   Top sales professionals are the most likely candidates to step into sales management roles.  It seems to make sense that one's success in sales can be modeled across an entire sales organization.  The fact is that selling skills and management skills differ widely.  Top salespersons tends to make tactical decisions while managers need to think more strategically within their organizational  framework.  Salespeople rely on technical knowledge and interpersonal skills.  Management skills include hiring, coaching, training and monitoring.  The management "cloning" system rarely works.  What worked well for the new manager may not be right for a member of his or her sales team.  Call GRa today to sharpen your sales management skills.   910.617.1817

We Need More Time???

Do your buyers put off decisions?  It's human nature to procrastinate when there is no perceived urgency.  Most customers are afraid that a wrong decision will be a reflection on their judgment or expertise.  Hence, it's easier to delay the decision or not make one at all.  If the decision doesn't have an immediate impact, likely it will be delayed.  However, procrastination can be costly.  Often the lack of urgency is because the buyer doesn't realize the downside risks of not acting quickly.   Sales professionals can create a sense of urgency by asking a series of questions that will maximize the risks of not taking immediate action.  Call GRa today if you're interested in faster, more committed buying decisions.  910.617.1817

Bullish Sales Training for Today's Economy

Tight training budget?  In tough economic times, sales training budgets often are the first to be trimmed.  The burden is on sales managers to stay the course, yet without the time or funding to provide up-to-date training to the members of their sales teams.  The result is a sales organization that relies on the techniques and skills of the past.  With changing times comes changing customer values, expectations and attitudes.  The sales training of yesterday is being  replaced by adding fresh selling skill sets and shorter, more cost-effective sessions.  Find out how your organization will benefit from an efficiently productive approach to sales training.  Call GRa today for a customized agenda for your sales training requirements.   910.617.1817

"What's New???"

Is your team trade show ready?  Spring is the beginning of trade show season for the bioscience industry.  These events are great opportunities to introduce new products and to exhibit a strong corporate image.  Unfortunately many opportunities are lost because of lack- luster booth appearance or ineffective booth conduct.  Without training, many exhibitors are ill equipped to seek out serious buyers.  It's often tempting to talk about "what's new" rather than ask about visitors' specific interests.   Your new automated system may be quite an engineering marvel, but not many booth visitors are interested in a long-winded technical "data dump."  Take full advantage of upcoming trade shows,  GRa can help your team to identify real buyers, ask the key qualifying questions and perform sales winning follow-up.  Call GRa today for your free Exhibitor's Sales Guide.  910.617.1817

Bad Training = Bad Selling

Why do salespeople fail?  Of course there are many reasons, but bad training is often the cause of sales failure.  There are few universities that offer degrees in selling, so one's sales training usually is by trial and error, or by attending a sales training class.  Trial and error is time consuming and often frustrating.  Generic sales training typically is a few classroom lessons with little or no practical application or follow-up.  The days of clever techniques and "selling systems" are virtually over.  Buyers expectations have changed.  They want to deal with salespeople that treat them as individuals; not units of production.   Effective sales training challenges people to think for themselves, being empathic to their customers' personal preferences, priorities and motives. To learn more about effective sales training for your sales team, call GRa today.  910.617.1817

Listen Carefully

How many people are trained to listen?  Listening is a skill that is crucial for successful selling.  Often the words that we hear are not necessarily the facts nor the true feelings of our customers.  Much of the time salespeople listen for buying signals, yet miss the true obstacles that can kill the sale.  For example, your customer may tell you that he or she wants a quotation. That may be a stall or even an excuse not to buy.  Learning to use certain verbal and non-verbal responsive listening skills will help you to determine exactly what your buyer is thinking and feeling.  Doing so will uncover countless concerns and unstated obstacles to the sale.  Call Gra today to learn more about Effective Listening Skills.   910.617.1817  

Discounts = Reduced Profits

Why do buyers ask for discounts?  The answer may seem obvious, but money may not be the only issue.  In some cases the buyer always asks for a discount hoping to get it.  This is not a reason to offer a discount.  The question is --- Does the buyer really want your product or service?  Another reason for asking for a discount is because your competitor is priced lower than you.  Again; does your buyer really want your product over the competitor's and why?  If he or she is truly convinced that your product is better suited, what is being sacrificed by paying the lower price?  it may be costly in the long run.   Before offering a discount, sales professionals can ask some crucial questions.  Call GRa today to avoid the profit-cutting discount traps.  910.617.1817

Objection or Question?

Do the members of your sales team anticipate their customers' concerns?   Buyers have concerns that must be answered before they make decisions.  Some sales training courses call these concerns objections, but they are not necessarily reasons not to buy.  Often these concerns are simply questions that buyers have on their minds about your company, your pricing or perhaps, your ability to help them.  Veteran sales professionals prepare a list of these questions before their sales calls.  They also prepare the answers.  For example, one question might be - - - "What sets you apart from your competition?"  The answer might be - - - "We manufacture specialized, application specific systems rather than a general product line."  There are countless common customer questions that can be answered in your favor if you anticipate them.  Call GRa today to learn more about common customer concerns.  910.617.1817

"Show me the Money"

Is your sales team prepared to present financial justification as well as technical advantages?  In today's tight economy buyers want to know how your product or service will help them save or make money.  Regardless of price, if a product or service represents profit or financial gain, the savvy buyer will understand the value in terms of return on investment or cost per unit time.  Although technology salespeople are rarely trained to present compelling financial reasons to buy, they can learn the tactical approach to financial justification.  Call GRa today to learn more about financial justification selling skills.   910.617.1817

No Time for Selling???

When is the best time to meet with your customers? 
Between 8 and 9, they're reading their e-mail.
Between 9 and 11, they're in meetings.
Between 11 and 12, they're on the phone.
Between 12 and 1, they're at lunch.
Between 1 and 3, more meetings.
Between 3 and 4, they're busy with daily tasks.
Between 4 and 5 they're too tired.
Actually the best time is anytime that your buyers agree to meet with you.  Top sales performers know that they are welcome anytime to help solve problems.  Buyers make the time to meet with people that express enthusiastic willingness to listen and understand their priorities, preferences and buying motives.  Buyers are not interested in your product or service until you show genuine interest in them. 

Closing or Opening

 Are the members of your sales team closing or opening new opportunities?  All sales training courses teach a variety of closing techniques.  They are designed to get the buyer to say "yes" to the sale.  The question beyond the buying agreement is "what else?"  The answer to that important question will open doors to product enhancements and upgrades.  Additionally it may result in an invitation to a follow-up with other buyers.  Sales actions beget sales, so the "close" need not be a final event.   At key accounts there are big opportunities to follow-up with seminars, demos and other "opening" events that might lead to further sales.   Take advantage of the proven methods to extend business far beyond the closed sale.  Call GRA today to discuss how your sales team can grow business incrementally after the sale is "closed."  910.617.1817

Objection or Concern?

Many sales training courses teach that objections are true signs of interest.  In reality, objections are often true reasons not to buy.  For example, if a buyer says that he is not interested in the latest widget, it might mean that he has no use for it or he can't afford it..  Those are  real reasons not to buy it.  However if the buyer says that he can't see how the widget will help him, it may mean that he is concerned that it may not be worth the money.  Top sales professionals have learned how to know the difference between true objections and  concerns.  They utilize skills that quickly get to the root of the roadblock.  They don't waste time trying to sell something that isn't useful or affordable..  They do help the buyer understand how a product or service will be a smart investment.   To learn the skills of uncovering and handling buyers' concerns call GRA today.  910.617.1817

It's JUST a word

Do the members of your sales team know the words and phrases that minimize their message?  That is, words, tone of voice and facial expressions are our tools of communication.  What we say is interpreted by buyers according to their respective understanding of what is said and done.  For example, compare - "I just want to show you how we can probably help you with your application" with;  "It's important that I go over the key areas where we can help you with solutions to your specific application."  The words "just," and "probably" are"  minimizers.  It is generally interpreted that what follows is not very important.  Other common minimizers are "by the way," "incidentally," "basically" and and the giant sales killer, "whatever."  On the other hand the boldly typed words are maximizers, largely interpreted as meaningful and potent.
With training these minimizers and many others can be reduced dramatically from sales professinals' vocabulary.  The results will be surprisingly positive.  Call GRA today to learn more about common words and expressions that can make the difference between Sale or No Sale.  910.617.1817

People make decisions logically. They buy emotionally.

Are the members of your sales team addressing their buyers' personal motives?  Most sales presentations focus on a product or service.  Reasons to purchase are commonly based on logic and performance factors.  However, buyers are people with personal concerns, priorities and preferences.  For example, some buyers like to gain or maintain control over decisions, while others prefer a group consensus.  One customer may be cautious and deliberate while another is more spontaneous; willing to take risks.  The point is that salespeople need to learn to identify their buyers' respective personal motives before jumping into a product presentation.  One can learn to identify buyers' personal motives through observation of behavior.  Once mastering the skills of versatility, one can create a targeted presentation packed with the key words and phrases that trigger the "buying feeling."  Call GRA today to learn more about the personal motives for buying.   910.617.1817

Sales "Time Crimes"

Do your sales team members commit any of these time crimes?

1.  Visiting buyers with whom they're most comfortable.
2.  Lack of time-saving planning.
3.  Doing most of what they enjoy most.
4.  Excessive time on presentations.
5.  Premature presentations.
6.  Spending too much time with non-buyers
7.  "Howdy" calls.
8.  Lack of initiative.
9.  "Wishin' and a' hopin."
10. Lack of sponaneity (being unprepared).
11. Off-target presentation.
12.  Territory mismanagement

These are some of the most common sales "time crimes."   Help your sales team avoid these self-inflicted time violations.  Call GRA today.  910.617.1817

GRa Today: Selling Your Science

GRa Today: Selling Your Science: Does your sales team sell to scientists? What are the obstacles encountered when trying to discover their motives for buying, or presenting...

Selling Your Science

Does your sales team sell to scientists?  What are the obstacles encountered when trying to discover their motives for buying, or presenting product solutions?  Scientists tend to be skeptical.  They require proof that your product will help them solve their own immediate problems.  They can get most product information on-line, so an in-depth product description will usually fall flat.  Today, scientists trust salespeople that understand their problems and present information that will help them directly with their specific application. The old "Feature / Benefit" technique no longer is very convincing to technical buyers.  Are all of the members of your sales team equipped with the most compelling information that help scientists and engineers to make solid decisions?  Call GRA today to learn about the selling skills that motivate technical buyers to agree to purchase your product or service.  910.617.1817. 

Selling Outside Your Culture Zone

Does your sales team lose sales because of cultural barriers?  Many American and Canadian sales professionals find it awkward to sell to buyers that were raised in unfamiliar cultures.  In today's diverse business world, managers are often assigned to locations outside their native land.  They have different expectations and values that may not conform to the familiar local business model.  Countless sales are lost because the salesperson is unaware of these cultural differences.  Sales training programs in North America stress techniques that may apply locally, but are quite distant and even distasteful to Asian or Latino buyers.  Common slang and non-verbal expressions are often misunderstood and deemed unfavorable by some foreign-born customers.  Humor can be risky business if one is unfamiliar with one's buyers' national and ethnic values.  Many a sales has been lost early-on because of the salesperson's lack of knowledge and sensitivity to religious beliefs and customs.  Most of the common cultural mistakes can be avoided if one is aware of the Culture Zone of one's customers.  Call GRA today to discuss how your sales team can overcome cultural obstacles and boost its sales volume.  910.617.1817

Less Time - More Sales

Have you thought about the most common reasons why sales are delayed or even lost?  This is a tough question because the reasons are so vast.  Many delays are due to lack of funding or the wait for approval of funding by a committee.  Another reason is because of the lack of Situational Sales Training (SST). Traditional sales training covers a broad range of techniques that may or may not be pertinent for any given situation.  Classrom sessions tend to offer generic training that, in today's global business landscape are, frankly, obsolete. In fact, some of those old, worn-out techniques actually cause delayed and lost sales.  Situational Sales Training is specific to the most pressing business challenges. The question you might ask yourself is - - - what are the selling skills needed to get the most immediate impact?  Perhaps it is questioning skills to quickly determine buyers' short-term task and personal motives.  Maybe it's a matter of reducing discounts by avoiding long, drawn-out price negotiations.  How about getting support staff trained to  handle technical issues quickly without the proverbial "data dump?"  Short of providing funding, GRA can help to nail down the causes of delays and conduct short training sessions to overcome time prolonging activities.  Call GRA for a discussion of your most pressing sales challenges.  910.617.1817  

Greetings from Lew

Hi everyone.  I'm Lew Kurtzman, Head Coach and founder of Growth Resources Associates.  My sales training methods are different than most.  As the former Director of Worldwide Sales Training for a rapidly growing, multinational, technology-based corporation, I learned that most sales training is short-lived and ineffective.  That's because people have spent a lifetime of creating themselves.  A generic sales training class rarely changes behavior.  It marely provides people with techniques that are either obsolete, or ineffective in today's global business landscape.  That's why I founded GRA.  All of our sales training programs are customized to match the exact requirements of each of our clients.  We deal with issues like reducing discounting, new product introduction and identifying the personal motives for buying.  We help sales management with the skills that will have the most immediate impact.  We work directly with support people that have a direct relationship with customers.  Without sales trainiing, support professionals are very apt to create unessesary delays to prolong, or even abort the sales process.  Give me a call to discuss your immediate sales roadblocks and detours.  I'll be delighted to work with you .  910.617.1817