WorldWide Drilling Resource

12 DECEMBER 2013 WorldWide Drilling Resource ® Sales Tips by Tim Connor Do you need to get back to the basics? “Do your duty and a little bit more, and the future will take care of itself.” Andrew Carnegie For many salespeople, it would seem a “let’s get back to basics” approach would be in order for any number of reasons: ! The emotional buy-in to a difficult economy. ! Increased pressure from senior management to increase sales. ! More and better equipped com- petition. So, what are the basics? Attitude Management k Setting daily, weekly, monthly, yearly goals. k Spending routine time reading/ listening to self-help/sales materi- als. k Isolating yourself from naysay- ers. k Maintaining a high self-esteem. k Managing sales time wisely. k Relying on your mentor and/or mastermind group. Effective Prospecting k Prospecting every day no matter how successful you are. k Getting more information than you give. k Getting to the key (right) deci- sion maker(s). k Asking lots and lots of urgency- building questions. k Developing strategic alliances. k Asking for referrals. k Managing your territory wisely. Disarming Sales Resistance in Advance k Discovering the dominant buy- ing motive. k Learning in advance what issues can prevent success. k Using effective stories to illustrate your points. k Not giving up too easily or quickly. Persuasive, Powerful, and Successful Sales Presentations k Knowing the prospect’s buying style and emotional wants. k Listening more than talking. k Tailoring the presentation to each prospect. k Selling increased value and not lower price. k Selling long-term win/win relation- ships and not just making sales. k Selling customer benefits, not fea- tures. k Using showmanship effectively and professionally. Closing the Sale and the Prospect k Asking for the business. k Asking for the business. k Asking for the business. k Get it? After-Sales Service k Promise a lot and deliver more. k Sell to the organization not just your contact. k Honor your commitments. In His service, Tim To receive Tim’s weekly FREE motivational booster articles, contact him at www.timconnor.com with “please add me to your free booster e-mail subscriber list” in the subject line. Or contact him via e-mail at admin@ worldwidedrillingresource.com Consejos de Ventas por Tim Connor Necesitas regresar a los conceptos básicos? “Haz tu tarea y un poco más, y el futuro se encargara de sí mismo.” Andrew Carnegie Para muchos representantes de ventas, parecería que la estrategia “regresemos a lo básico” viene al caso por un número de razones: ! Caer en la emoción de una eco- nomía difícil. ! Presión de la gerencia para in- crementar las ventas. ! Más y mejor equipada compe- tencia. ¿Así que, que es lo básico? Actitud de Gestión k Establecer metas diarias, sema- nales, mensuales y anuales. k Pasar tiempo leyendo y escu- chando material de ayuda perso- nal y ventas. k Alejarse de las personas que se oponen a todo. k Mantener un propio alto-estima. k Utilizar el tiempo sabiamente. k Confiar en tu mentor y/o grupo de mente maestras. Hector Leos Translator Connor trans. cont’d on page 14. 4 *+ .* *..*( ,$''$)" **'- !--*,$!-5 111 %!).! # ,$''$)"-/++'3 *( !,0$)" .#! ($)$)" $) /-.,3 .#,*/"#*/. .#! 1!-. ((!,- $.- ,$'' .!!' / - ,$''$)" '/$ - #,! *(+*/) - !1 !,/) *. ,3 $.- $. $+! ) '$)" **'- )"!)/$.3 ,$0! + ,&- !0 #*)! !-. $) .,!!. '&* !0 2