A Journey in Sales
June Newman is a life coach and sales master.The sales director, of Complete Data, Australia's number one customer relationship manager software in the real estate industry, has cracked the $1,000,000 in sales and wants to let the world know that age and glass ceilings are no obstacle if you have the desire, dream, the passion and ambition to give it a go all you have to do is do it.
When June arrived at Complete Data five years ago - she knew she was onto something special. A dynamic piece of software that can propel real estate agents into the stratosphere, June got down to work. In five years, under her guidance, sales increased by over 300 per cent.
Using the techniques honed over a lifetime; and it is a lifetime; (June is in her 60s) June has now decided to share those techniques with sales people all over Australia.
A positive mental attitude is fundamental to success in any career. You have to always be aware and present in your client's space. Your personal worries; concerns should not be bought into your work arena. When you go to work; you have to be in the zone. You have to be single minded about what is the end result you are after and be prepared and committed to take what ever action, time and effort that is required to achieve your desirable outcome.
Every person on earth has their own vision of what success is for them. Each will have a vision of what it feels like, how it will look and taste; it will have a vast array of flavors and presentations the visions will be endless.
The blue print of successful achievers is that they possess a flame that burns deep within them that is continually fanned by their desire to achieve their dreams. The presence of a passion that pumps through their heart and their stoic steadfast belief and commitment to get out there and grad it for themselves. They are prepared to invest in themselves and in their own future. They don’t sit around and wait for the Manager or Principals to give them the crumbs of success. They walk the path every day with the belief they are masters of their own destiny their daily mantra is “If it is to be it is up to me”. My commitment is to myself to make it happen for me.
Successful achievers understand that sales are all about building relationships. They believe that this element is fundamental and will invest as much time and effort that is required into developing and nurturing a sound solid basis for the relationship to grow.
Contact calls for them are not about ticking off numbers; they understand that each call represents the opportunity to build on a conversation that explores the need and wants of the client that allow for the creation of a solid foundations that a relationship can be build upon.
Great achievers understands this, that they are in the business of creating and delivering a sense of trust. Your clients will want to trust you; and believe that you are going to do the best for them; that you are committed to helping them achieve their dreams.
In order to achieve this, you have to hear where your client is at. It is all about the client's needs not yours. It's never about you. You have to tailor your approach to each individual client. Sales are all about timing. And if a client is not ready to commit; you have to commit to making the effort and taking the time to ready that client for the sale.
The pursuit of sales is a very demanding, urgent and often a lonely occupation. It is not an easy job. It is so important to understand and be aware that your for you your results are not based on your own self worth . You have got to take the time to know yourself; trust yourself and believe in your self. In sales, there is never a finish line. It is on-going process. You will experience great highs and great lows. If you take the time to develop and neuter the belief and mentality that there is enough out there for every member of your sales team it help the day go by.
Starting each day with an attitude of gratitude puts you in the frame of mind, of power in self, there by setting yourself up to cruise through challenges. The pay off is, if you are not solely focused on results you will be grateful for all that you have got and any little successes that you have along the way.
Points;
- Act quickly
- Like using the phone and talking to people for long periods of time
- Must care about chasing the sale and be single minded in capturing appointments
- Must be pro-active
- Must be sustained by the chase of the sale and be self motivated
- Have great patience
Rapport is engaging in conversation by using your ears Read the situation and dance the tune that they choose to play. For example, the client may not want to talk about buying the product that you want to sell them; they might just want to chat about what's worrying them at that particular moment. Continually ask your clients questions. What's your situation? Where are you in your job? What do you hope to achieve? Are you prepared to put in the hard yards because if you are going to buy a database, you will still have to put in the hard yards.
You ask questions, because it builds rapport and allows the start of conversation. Your product is the answer, but telling a client, the first time that you meet them, that you have the answer for them, only aggravates your clients. You have to take the time to listen to their needs; their fears; their dreams to be able to position the solution in a way that are open and receptive to what you have to say.
You have to hear where the client is at. It is all about the client's needs. It's never about you. You have to tailor your approach to each client. Sales are all about timing. And if a client is not ready to commit; you have to commit to making the effort and taking the time to ready that client for the sale.
There is never a finish line. It is on-going. You will experience great highs and great lows.
Goals have to measurable to be achievable. You have to break down how you are going to meet your goals. You have to be clear about what you want; you have to commit to your goals and write them down. Studies show that people who commit to paper their ideas; are more successful.
Selling is all about numbers. Numbers in and numbers out. If you don't keep at it. You make one contact call a day; you'll get nowhere. It takes between nine and fifteen contacts for someone to remember your name; so you have a lot of work to do to begin to build a relationship with your client.
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