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