Brian Tracy

Sales Management (The Brian Tracy Success Library)

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Yulia Ogorodnikovahas quotedlast year
Zig Ziglar said, “If you will be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be very hard on you.”
Yulia Ogorodnikovahas quotedlast year
There are seven key result areas in selling, plus one additional area:

1. Prospecting
2. Establishing rapport and trust
3. Identifying needs accurately
4. Presenting persuasively
5. Answering objections effectively
6. Closing the sale
7. Getting resales and referrals
Yulia Ogorodnikovahas quotedlast year
Dependence needs are satisfied when people feel that they are a part of something that is bigger than themselves. They are parts of a company or organization. They belong to it, and it belongs to them. This is why the more time you spend telling people what is going on in the company, and including them
Yulia Ogorodnikovahas quotedlast year
The second need each person has is for independence or autonomy. People need to feel that they stand out and are recognized as individuals, apart from being members of the team.
Yulia Ogorodnikovahas quotedlast year
The third and highest need is for interdependence. This is the feeling that we are a vital part of a team that is working toward achieving important goals and objectives, and that we are recognized and respected as part of that team.
Yulia Ogorodnikovahas quotedlast year
The fourth leadership style is “motivating.” You create an incentive structure within your business that motivates people to perform at ever-higher levels. For example, the most successful companies have regular sales contests of some kind. They can be daily, weekly, and monthly contests. The biggest companies have annual contests whereby salespeople can earn bonuses, prizes, vacations
Yulia Ogorodnikovahas quotedlast year
The third leadership style is “managing.” This style is used with experienced salespeople who only need a little direction and guidance to do their jobs. You set clear goals and standards accompanied with clear measures of activity. You then make sure that they are doing what they are expected to do each day.
Yulia Ogorodnikovahas quotedlast year
new person requires “telling,” which is a directive, hands-on style of managing. You tell the person exactly what to do, how to do it, when to do it, and how it will be measured. You then follow up, like a master teaching an apprentice
Yulia Ogorodnikovahas quotedlast year
The second type of management is “selling.” This is when you take the time to explain to your salespeople what they are doing and why. You encourage and persuade them to do what they need to do to get sales results, both for the company and for themselves.
Yulia Ogorodnikovahas quotedlast year
four different quadrants or styles. These are sometimes called telling, selling, managing, and motivating.
Yulia Ogorodnikovahas quotedlast year
Psychologically, to perform at their best, people need to be able to talk to their bosses, to ask questions, and to get feedback.
Yulia Ogorodnikovahas quotedlast year
Sales management is an inexact science because salespeople are very different from most other employees. A sales manager must be a friend, a counselor, a confidant, a stern taskmaster, and an efficient business-oriented executive, all at the same time.
Alexander Sokolovhas quoted2 years ago
Your job is to learn what you have to learn, and do what you have to do, to become one of the most successful and highest-paid sales professionals in your field.
Alexander Sokolovhas quoted2 years ago
sale!” Because customers are fearful about making a wrong buying decision, if they can possibly delay the decision, they will. This is why you should always have an “extra reason” for the customer to buy today rather than putting off the purchase until a later time. Sometimes we call this a “kicker.” You can offer free delivery, extra services, special discounts or rebates, or greater speed of delivery. But you should always have something in your back pocket that you can pull out at the end of the sales conversation to encourage the customer to buy immediately.
Alexander Sokolovhas quoted2 years ago
There are other reasons why closing the sale is more difficult than ever before. We call these the “rules.” The first rule is, “No authority? No sale!” What this means is that if the person you are talking to does not have the authority to make the buying decision, he has no choice but to put you off by saying, “Let me think it over.”
The second rule: “No money? No sale!” If their financial situation is such that your prospects simply cannot afford your product or service, then no matter how attractive it is, or how good it could be for the prospect, no sale can take place.
The third rule is, “No need? No sale!” A major reason qualified prospects do not buy a product is because they do not fully understand or appreciate how much better off their life and work could be if they had your product. Either you have not increased the intensity of their buying desire and made the product or service compelling enough, or the customer feels that the increment in value is too small to justify the time and expense of buying what you are selling.
The final rule: “No urgency? No
Alexander Sokolovhas quoted2 years ago
Finally, quickly write down everything that was discussed in the call immediately after you get out of the presence of the prospect. When you walk into a second or third meeting fully prepared because you have carefully reviewed your notes from the previous meetings, you look and sound like a professional. Your credibility goes straight up.
Alexander Sokolovhas quoted2 years ago
The customer will be more open and interested in talking to you because you have obviously done your homework
Alexander Sokolovhas quoted2 years ago
Fourth, it’s a fact that selling today requires greater preparation. It is absolutely essential that you do your homework on customers before you call on them for the first time.
Alexander Sokolovhas quoted2 years ago
You must develop absolute clarity about your ideal customer—that is, the person who can and will buy your product or service in the shortest period of time.
Alexander Sokolovhas quoted2 years ago
Customer needs, wants, desires, and problems are more complex. Multiple customer contacts and meetings are required to make a sale today. And if anything, selling is going to become even more complex and demanding in the future. You are going to have to run faster just to stay in the same place.
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