Working at Thomasville Home Furnishings
as a Design Consultant with various levels of sales talent, I was surprised to see how many designers felt customers have an obligation to buy from them because they offered some suggestions. The designers actually believed the services they offered were gifts to the consumers rather than an opportunity to create a relationship. There were so many people who constantly applied for positions at the Thomasville gallery under the impression that since they had good color schemes in mind or a taste for textiles, they would be great salespeople. The problem was that they often lacked people skills, the skills necessary to actually facilitate relationships. A lot of them didn't really even enjoy people, how can you work in sales and not like people? Customers would come to pick their brains and go elsewhere to close the deal. It wasn’t that the showroom lacked selection or the pricing wasn’t in their budget. The reason the customers purchased from another retailer was that the designer failed to build a rapport. Rapports are built on trust, honesty, and confidence and if these attributes are not fully engaged within the discovery phase, a customer will buy from someone else or somewhere else. Continue reading
- Location, location, location
It’s the People, the human resources that makes any business successful. In our evolving world of technology that we currently live in, we take for granted us. We the People, the idiots. No need for humans to answer the phones, Directory assistance, what’s that? Ask someone directions, why Siri will tell me everything I need to know, she even tell a joke or two. MP3’s, CDs, DVDs, Blue Ray, iPad, TiVo, GPS, SMART PHONES…
All of this is great for the assistance to make life simpler and more convenient, but what about us, WE THE PEOPLE? Are we still necessary in the world of sales? Oh, and by the way # 5 is YOU. You are what makes a business successful, Right? Absolutely.
Understand You are not obsolete in the world of sales, every company needs people to sell people. People to cultivate relationships, and good sales people to help the indecisive customers determine their wants and needs. Excuse me, not good sales people , GREAT ONES. With all things equal in the world of sales, meaning the opportunities are even across the board, what is the difference between top performers, average ones, and below average ones? The answer is simple, skill level and attitude.
Let’s discount the ones who are below average, since we know they wont make it in this game, actually they don’t care to and they are not the ones making up the human source of success. As I call them, the fill in the gappers, spacers or “the Temp” referred to in the comedy “The Office” starring Steve Carrell, incidentally my favorite comedy. You know who I’m talking about , the one who wants all the hours to be shorter in a day, the ones who NEVER wants to take on a new account or customer and makes the least amount of mullah. It’s the tiny things that make the biggest difference between Top Sales Professionals and Average Ones, ordinary salaries Versus extraordinary salaries. Now, I ask the question, which category do you honestly fall in? There are 12 common qualities of top sales professionals. Continue reading
Success Optimization Plan (SOP)
You are what motivates the selling process. First impressions are a once in a lifetime achievement. But there are steps to take to get to the ultimate place, “The Close” .
This S.O.P is about:
- The Partnership
You can’t be just ordinary, you must be ordinary doing extraordinary things really well. As a sales person what tools do you have in your tool belt that makes you extraordinary? When you think about your favorite hotel, what is it that makes you return? Consistency, The unique selling proposition that set the standards and offers the advantage over other places to stay. Back in the late 80’s, I traveled to San Francisco on a conference with Federated Department stores. Of course I wanted the experience of checking out all the department stores we didn’t have in the Midwest where I was currently living. I stumbled upon Nordstroms Department store. Wow, I always heard that Nordstroms had an awesome shoe department and I thought , let me go and see if they have any purple suede shoes I might like. I had an invite to an affair I was planning on attending the next week , and I wasn’t prepared. Moseying along the department a gentleman approaches me and asked the question, “may I help you find something” I replied with the typical answer “just looking”. Being the extraordinary product of his environment, setting the standards and offering the level of consistency Nordstroms has always been known for, he asked was I looking for shoes for a certain event? Continue reading
“Enthusiasm is infectious and energizing, people are motivated by leaders who possess a vision for a better tomorrow” Earl Graves Jr.
Welcome to the world of Sales Psychology Training and Coaching Services. Offering the Sales professional, the opportunity to look at the sales process from a new set of eyes. It’s true, it takes 21 days to develop a new habit but change can’t happen without practice. My objective and ultimate goal is to empower the sales person to recognize that fear, ego, lack of trustworthiness, guilt, intention, pressure and survival, triggers the lack of sales. It’s a paradigm shift, changing how you see yourself and how others see you will determine your success or failure. Continue reading