Softer Side of Selling

Got KPI?

May 24, 2021 By Adriana

KPI, Key Performance Indicators. All great salespeople understand what activities it takes to succeed. And they measure what they do to be sure they are on target. KPI’s are the score card salespeople use. So what are the key performance indicators for you?

Great Salespeople Track KPI
image from Pixabay

KPI In Selling

Selling is a numbers game. Great salespeople know the way to achieve the ultimate goal is to set and achieve activity-based goals. They have written goals and intermediate objectives. Activity-based goals are targets set on goal achieving actions the salesperson has control over. Great salespeople track their KPI. They know which activities pay off and how many times they need to do them to be successful. So here are the typical KPI’s for a salesperson tracked over a convenient time period: dollar value of sales, number of sales won, number of qualified prospects, success rate of appointment setting and number of prospect or customer contacts….

Sales Skill: Preparation, Practice and Performance

May 17, 2021 By Adriana

Hey there great salesperson, I know you are successful because you understand and use the 3-P approach to every sales call: Preparation, Practice and Performance. The 3-P approach gives salespeople the edge over the competition and leads to the sale. Whether it’s a one-call-close or a long sales cycle, use the 3-P’s at each customer contact.

Great salespeople do the 3-P's: Prepare, Practice, Perform

Use The 3-P’s To Be Awesome!
Image from Pixabay

Preparation

Closing the sale begins at the beginning. And that’s doing the research about the industry, the company and the person you will be meeting. Decision makers want to know you have done the research. What problems would their company have which you have solved for others? How does the prospect make buying decisions? Who is the decision maker and what drives them? These are some of the basic questions to be answered in doing research before the sales meeting….

Establish Your Mompreneur Lifestyle Today

May 3, 2021 By Adriana

The Softer Side of Selling is pleased to present a guest blog post by Leslie Campos at Wellparents.com, a mompreneur. Thanks Leslie for filling in while Don was on vacation! Not a mom looking to start or grow your own business? Show this article to someone you know who is.

Mompreneurs Rock!
Photo by Ketut Subiyanto from Pexels

Mompreneurs Rock!

Are you a mom with a dream of owning your own business? Do you have the motivation, skill, and work ethic required to take care of not only your children but also a company that, in some ways, is like a child unto itself? There’s no time like the present to get started with your own business and live that “mompreneur” life you’ve been dreaming of. Let’s take a look at how moms can start — and grow — their own sales business:

Choose your business model

Do you know what you want to sell? Maybe you make small crafts or knit blankets, or maybe you want to sell your skills as a tax preparation expert instead. Whatever your product or service, you need to make sure you can support it with good business practices. Becoming a successful mompreneur doesn’t happen overnight — it takes time, dedication, and a detailed business plan.

Your business model is, put simply, your plan for how your company is going to make money. In a more complicated sense, it’s a map of how value moves from you to your customers and back to you.

Form an LLC

Creating a limited liability company (LLC) is another business-related activity that you want to consider. LLCs offer several advantages to small-business owners, including pass-through taxes, personal asset protection, and flexibility when it comes to how your business should be run. Personal asset protection (i.e., limited personal liability) is especially important: Essentially, if someone wants to sue your company, your personal assets (e.g., house, car, etc.) cannot be taken from you.

Head over to https://www.virginiallc.net/ because a formation service allows you to avoid hefty lawyer fees. Just make sure you research the regulations in your state before moving ahead as rules can be different, depending on where you’re located.

Cultivate your selling skills

As you’re starting your business and getting your feet under you, you will want to make sure you build up several skills that will make your job easier in the long run. As an at-home salesperson, for instance, you need to be an expert at cold-calling potential customers — one of the things we’ll teach you at Secrets of the Softer Side of Selling. It may seem frightening but keeping your eye on the prize and picking up the phone to make initial contact is a great way to make sales.

Make a list of potential customers from your target demographic, write a script for what you’re going to say, and set aside several hours to make those calls. And if you don’t get many bites, don’t get discouraged — even one sale is better than zero!

Taking care of your whole life

Working from home is something else you will have to contend with — and working from home with kids at that. Taking care of your children and your business at the same time can sound like a daunting task, but it doesn’t have to be scary. Set schedules, make to-do lists, and make sure your children know you’re working at certain times of the day (if they’re old enough to understand).

The elusive work/life balance doesn’t have to be so. The key here is setting boundaries and making sure everyone is respecting them — including you. Focusing separately on family and on work at different times of the day is important. Devoting half of yourself to one and half to the other leaves a lot to be desired on both sides. Instead, fully focus on each at different times. This becomes easier if you have a partner or babysitter to share the burden of watching your children, of course.

Another way to improve work/life balance (and get your much-needed nutrition for the week) is to meal prep on Sundays before the work week begins. This serves multiple purposes. First, you’re getting your meals (or lunches, at least) done so you don’t have to spend time during the week cooking. Second, preparing food has been known to have meditative benefits for some — so this can be a time for you to relax, as well.

No time like the present

The hardest part of getting started is just that — getting started. Take these tips and incorporate them into your plan for getting your business off the ground. Then, all that’s left is to take the plunge and create your successful sales business.

For more tips, tricks, and key tactics you can utilize on your journey in becoming a mompreneur and sales expert, visit Secrets of the Softer Side of Selling and join the sales club.

Thank you! Leslie Campos from Wellparents.com for this article. All you mompreneurs, contact Leslie here leslie.campos@wellparents.com with your questions and insights on starting your own business.

Sales Skill: Taking Time Off

April 26, 2021 By Adriana

So, great salesperson, are you wondering how taking time off is a sales skill? You ever heard of the saying: “When sales are good, you don’t want to take time off and when sales are bad you can’t take time off.”? So we just keep working until we are burned out, tired and no use to our customers, our company or our family.

Take time off to enjoy the fruits of your labor

Great Salespeople Know How To Take Time Off
Image by Pexels from Pixabay

The Benefit Of Taking Time Off

It’s the pause that refreshes. We all get tied up in doing the daily activities which make us successful. And for some it just becomes rote. When we pause, do something different for a while and relax our mind and body, we come back to work with renewed vigor. For me at the end of a couple of weeks, I’m ready to come back to work. I feel refreshed and eager for the challenge of growing sales.

How To Take Time Off

Yes, taking time off is a skill. Taking time off is not carrying your laptop with your and checking your cell phone frequently. So you have to plan for it:

Tell you customers and prospects you are going on vacation.
Let everyone you routinely interact with at your company know you will be away.
Arrange for a colleague to monitor your email and respond when they can or ask the customer for patience until you return.
If key events will happen while you are away, make sure they are covered.
Turn on an out of office message for your email explaining where you are, when you will return and how to handle urgent problems while you are away.
On your cell phone set up a message like your email out of office and use it when a customer calls.
I know you will respond to text messages as long as you have your cell phone with you. So answer them if you must. But don’t let them interfere with your fun time.
And leave word at your office that you are only available at certain times to handle those real crises. (My experience: if you ignore them someone will take care of them just fine.)

I’m off to the beach with my wife and three teenaged grandkids for a week. When is your next vacation and what will you do?

No sales pitch this week. I’m on vacation!

Good Time Off,

Don Crawford, aka Papaw

Your Most Important Sale: Me, Inc.

April 18, 2021 By Adriana

It’s that time of year when new college and high school graduates are looking to the most important sale: getting that great job. This year is a bit different as the economy opens up and many who were unemployed during the COVID pandemic are wanting to get back to work. And some of you are seeking a better job. Whatever the reason basic selling fundamentals can win you the job of your dreams.

the most important sale is the one you make to get your dream job

Use Sales Skills for ME, inc.
Image from Pixabay

Three Important Qualities of Me, Inc.

To make your most important sale you need attitude, behaviors and knowledge. Let’s look at each of these traits of a great salesperson.

Attitude

You must have a positive attitude to make your most important sale. Be confident but not cocky. Believe you will be hired. And be prepared at each step of the search process. Your attitude will be most obvious in the interview. Whether video, by phone or in person you need to be self-confident. Remember the company is interested in learning about you. And you are deciding whether you really want to work at the company….

Sales Skill: Achieving Goals

April 11, 2021 By Adriana

As great salespeople we are all achieving goals. How do we go about it? We focus on the most important task at the time. That important task is determined by the immediate goals we have for achieving the long-term goals. So we plan goal achieving activities. Next we perform them. Then we check to see whether we are achieving goals.

Great Salespeople Are Expert At Achieving Goals
Image from Pixabay

Achieving Goals Starts With A Vision

Pick a future time: 3 years, 5 years, 10 years. Where do you want to be personally and professionally then? This “vision” you have for the future is the basis for setting your goals. Great salespeople know goals must be realistic and measurable. You may want to double your sales in 3 years. If so you can measure current sales volume against previous to see the growth. If the market size is adequate for achieving your goal then it is realistic. As long as you know how to do it….

Sales Skill: Cold Calling

April 5, 2021 By Adriana

Well great salespeople I’ve been doing cold calling lately. Since the pandemic hit I’ve been working with our local Small Business Development Center. When a new program to help small manufacturing businesses was offered, I agreed to recruit companies for the initial cohort. So here I am again doing sales calls to create interest in the Innovation Commercialization Assistance Program for Existing Enterprises. I’m a sales professional who relies on the fundamentals of good selling. I’ll tell you how I prepared for this new challenge.

Be Happy! Make Cold Calls!
Image From Pixabay

What Is Cold Calling?

Great salespeople have lists of prospects matching their current best customers. They have done some research about the person they are about to call. There is a purpose to the cold call. Then they dial the phone. For the salesperson it’s part of their days work. For the person you are calling, it’s intrusive. I know the person who answers the phone is not sitting around idly waiting for my call. No when they pick up the phone and realize it’s a “cold call” they usually feel ambushed. That person on the other end of the phone wants to escape from this call as politely as possible. And you great salesperson, want to achieve your purpose for calling….

Sales Skill: Laser Focus on Selling Activities

March 29, 2021 By Adriana

Great salespeople know they have to maximize the time spent on selling activities. The salesperson’s primary job is to close sales. Any activity that interferes with selling needs to be either minimized or eliminated. Great salespeople are laser focused on prospecting, qualifying, closing and following up.

great salespeople focus on selling activities

Always Focus On Selling Activities
Image from Pixabay

Discipline Is The Key

First set goals for selling activities time and other stuff time. My goal was to devote 60% of my week to activities which resulted in sales. I measured the time I spent in meetings with prospects, other contacts with prospects (email, phone, text, etc.) and travel time to prospects offices. At the end of each week I evaluated my selling time. When it was less than 60% I refocused my selling activities for the next week. Great salespeople are passionate about focusing on selling activities….

B2B Selling: Then and Now

March 19, 2021 By Adriana

Only a generation or two ago the primary sales tools for B2B selling were a car and a telephone. Those great road warrior salespeople like my dad, got in the car and drove to their customers. Found a pay phone and called the orders into the “home office.” Now with a few clicks on a computer we can connect with almost anyone anywhere. But the fundamentals of B2B selling still hold: attitude, behavior and knowledge. Let’s look at how the fundamentals work today.

B2B selling fundamentals work in the age of COVID

B2B Sales Fundamentals Are Timeless
Image From PIxabay

Virtual Networking

Great salespeople know success depends on who you know. In the past we met in person whether one-on-one or in events. We shook hands, introduced ourselves and made arrangements to meet to share more information. Now we are isolated. Man, I don’t know about you but I really miss the personal interaction of sharing a meal or cup of coffee or just sitting together and discussing the world. So how do great salespeople now do B2B selling in this virtual world?

All the fundamentals are still in play. What’s your purpose in meeting? How does that benefit the buyer? What’s your attitude? Do you still have a passionate interest in helping the buyer? Is your persona inviting to others? We can still discuss March Madness either by phone or video call. We can still build the relationship with the buyer. And most importantly we still can plan and deliver quality sales calls. Even from the comfort of our own couch….

Sales Skill: Choose The Right Word

March 14, 2021 By Adriana

Great salespeople always choose the right word. The words we use when speaking with prospects and customers determine the outcome of the sales pursuit. It’s not only the meaning of the words we use but the emotional effect on the buyer. Think about and carefully choose the words you use to improve sales.

Sales people choose the right word to win a sale.

Great Sales People Choose The Right Word
Image from Pixabay

Proposal vs. Quote

Are you after a long-term, mutually beneficial relationship? Sounds a lot like marriage. Do we “quote” to the one we love or “propose?” A quote is just a document with a list of items and prices. A proposal includes all the information a great salesperson has learned about the buyer and their situation. It is a summary of the conversations between the salesperson and buyer. A proposal demonstrates the salesperson’s interest in the buyer. A “quote” says: “here are my prices.”…