Here's the February 2010 issue of Psyche-Selling TM eNewsletter, and may you prosper in the Year of the Tiger.
I was having some discussion with a couple of good people at Amway China, and we stumble on one interesting fact. Even when given the same products under the same circumstances (branding, pricing, sales systems etc.), some sales people will perform better than others. In fact, some sales people will succeed while others fail.
So I did my some further research on the matter, I do find that there certain things that the winners do differently from the losers.
Hence, this month's topics:
This issue's main article is on "Why Some Sales People Succeed While Others Fail ", and it provides some insights how to be a winning sales person if all external factors being equal.
In the meantime, you can click here for a glimpse (a 20-minute video clip) of our sold-out Power Breakfast Hour in December 2009 on "The End of Guanxi as We Know It!" Enjoy!
Why Some Sales People Succeed While Others Fail
by c.j. Ng
However, there has been a lot of inquiries lately that raise this question, "what if the same type of sales people are hired? Will they ALL be winners, or will some lose as well? At the very least, will some be performing better than others?" And if so, why?.
This really got me reflecting on my core business, which was to train sales people to perform better. Part of our training also inculcates sales people to change one key bad habit, which is to complain too much and work too little. This is especially so when the list of complaints (or bitching, depending how you phrase it) include:
While some of these complaints or feedback may have some truth in them, there will STILL be sales people who perform better than others when most things are equal. The good news is that we have found some things that successful sales people do differently from the less successful ones.
The Winning Ways of Winning Sales People
If you made a search on Google, you can actually find a number of research as to what do winning sales people do:
In a nutshell, what all the above winning ways result in is: Trust! The more customers trust you, the more successful you will be. And there are only 2 aspects of building trust:
Sounds simple? Well, applying these ideas may be a little less simple as it seems, due to the following customer challenges:
Overcoming such obstacles and then build trust is exactly what some winning sales people have done. Here are some real examples:
Why Some Sales People Fail
Unlike what most sales managers would like to think, here are some behaviours that do NOT guarantee sales success:
While observing many sales people in action in Asia, and also having huge amounts of interaction with sales managers, we found the following mistakes that sales people make that cause them to fail:
Ironically, some of the sales training providers who advocate selling value and reaching all people who influence the outcome of the sale, simply contact only the training manager (and no one else) AND are "talking brochures" for their products without showing how they can help their customers achieve better results. I guess it is one thing to know these principles, and another thing altogether to apply them.
Why Not Build a High-Performing Sales Team Instead?
Does that mean that if you make the same mistakes as some poor performing sales people, that's "the end" for you? If you are a sales manager, does that mean you have to fire ALL sales people who made the above mistakes, and hire new ones?
Not all sales people with good track records are sales people who can add value and win trust with their customers. Some of them may have just gotten lucky with the best leads, the best markets and easy-to-sell products. That means finding good sales people who can perform well even if the market is down, or if customers are tough and demanding, will be like finding a needle in a haystack.
On the other hand, most if not all of the winning ways of winning sales people can be learnt and applied, even by new sales people without prior experience. Whether you are a sales manager or a sales person, you can:
Alternatively, you can also engage us to help you boost your sales performance. Simply e-mail email@example.com or call +86-136 7190 2505 or Skype: cydj001 and arrange to buy me a mocha. All information shall be kept in confidence.
Power Breakfast Hour: 16 March 2010
Why Some Sales People Succeed While Others Fail
Join International Sales Leadership and Performance Coach c.j. Ng in this Power Breakfast Hour in Shanghai where he will be sharing with you the winning ways of winning sales people, and how to rectify any mistakes you might have made:
VENUE: CO2 Cigar Bar • Level 2 • The
Longemont Shanghai • No.1116 Yan'an West Road (near Panyu Road) • CO2 雪茄吧 • 上海龙之梦大酒店 • 二楼 • 延安西路 1116 号 （靠番禺路）
DATE: Tuesday, 16 March 2010
TIME: 08:00 a.m. - 10:00 a.m.
PRICE: RMB 198 ONLY!
To make this a more conducive discussion, we are expecting a small group of about 15 people only. The room can only take in 18, so please register early to avoid disappointments. Please e-mail your registrations to firstname.lastname@example.org To allow more participation from more companies, ONLY 2 registrants per company are invited.
Need a Keynote Speaker for your Conference?
Whether you are holding a conference for your regional staff, resellers or even customers, we have the right speaker who can help you deliver the spirit of your conference, and effect positive changes to meet your goals.
The topics our speakers can speak on include:
Simply e-mail your requests to email@example.com or call +86-21-62190021 for enquiries. Sample video and audio recordings available upon requests.
Practical Tips for Sales People:
Whatever You Want Your Customer to Say, Ask the Opposite!
By c.j. Ng
Here's a typical dialogue between a seller and customer:
Seller: So what do you think about our product and service quality?
Buyer: I think they are quite good
Seller: How about your current suppliers? How good are they?
Buyer: They are quite good as well.
Seller: So will we be getting more orders from you in the future?
Buyer: That depends.
Seller: On which areas, may I ask?
Buyer: Depends if we really have the need to change. You have good products and services, no doubt, but what you can do, my supplier is already doing. We don't see the real need to switch here.
And the conversation goes on and on, and unless or until the buyer's supplier makes some huge blunder, it will be hard for the seller to make the sale.
If we analyse what the seller wants to do, we can see that she wanted the buyer to recognise that the seller can deliver to the buyer's expectation. She also half-expected the buyer to say that their current supplier is not as good, something which is unlikely to happen. Instead of getting the buyer to say some negative things about their current supplier(s), here's what you can say:
Seller: So tell me, what is the best thing you like about your current sales training supplier?
Buyer: I like the videos which they use in their sales training. They illustrate the principles behind the sales training easily.
Seller: If there's any one area that they can improve on this best feature, what do you think it should be?
Buyer: I find that the videos are very generic and not customised to our industry. If they can customise it without charging too much, that will be fantastic!
Seller: If we are able to customise some training videos that are relevant to your industry and culture, is that one way to improve the quality of your sales training?
Buyer: Yes, we sure can explore that!
Seller: Besides the video aspect, what else in your sales training would you require customisation as well?
Buyer: Certainly. Let me fill you in the details... ...
Moral of the story: while customers would like you to do a lot better than their current suppliers to switch to your products, they don't like to admit that their current suppliers are not doing a good job. What you can do is to ask the customer if there's anything (besides price) that they would like their suppliers to improve upon.
Since almost everyone would like to get a better deal, so will your customers. You just need to ask the opposite of what you want your customers to say.
For some deeper discussion on getting better customer responses from the questions you ask, e-mail firstname.lastname@example.org or call +86-136 7190 2505 or Skype: cydj001 and arrange to buy me a mocha. All information shall be kept in confidence.
Sales... ...the lifeblood of a company, a matter of "life and death", survival or extinction. Indeed, something that needs to be studied, applied and re-modified consistently.
Psyche-Selling TM is set up so that companies and sales people can make healthy profits and STILL provide genuine solutions to customers.
Psyche-Selling TM would like to create an environment where customers can trust sales people to give them what they want, and NOT be pushed with all kinds of products and services. In return, customers will become loyal fans of these ethical and professional sales people, and repay them many fold for the long-term.
Psyche-Selling TM will not rest, until the above is achieved. Not just in China. Not just in Asia. But everywhere where buying and selling takes place.
Psyche-Selling TM is a wholly-owned brand of Directions Management Consulting Pte Ltd that specialises in the field of improving sales performance by enhancing the performance of the entire sales team. Apart from the regular "selling skills training", Psyche-Selling TM conducts pre- and post-training analysis, interviews, monitoring and reviews, working closely with managers and even senior management, to deliver real improvements in sales leadership and performance.
Hence, Psyche-Selling TM would like to be known as the preferred choice of outstanding and remarkable clients, and pride ourselves as such. We will also be continuing to assist our clients achieve greater heights in 2009 and beyond.