Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.
• First, generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
• Third, generators work at the right things. They focus on those few sales activities that make the big difference.
• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.
• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.
• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.
• Finally, generators manage the buying process. They help along the prospect's decision to buy.
Be a generator!
Make 2008 great in every way!
Good luck and good selling,
THE ART OF LISTENING
• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
• Third, generators work at the right things. They focus on those few sales activities that make the big difference.
• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.
• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.
• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.
• Finally, generators manage the buying process. They help along the prospect's decision to buy.
Be a generator!
Make 2008 great in every way!
Good luck and good selling,
THE ART OF LISTENING
• Look people straight in the eyes when they are talking. • Give them your undivided attention. This communicates that you think what they have to say is important. • Listen to what people are actually saying. • When you really listen, it makes your use of questions more productive; you will uncover what they are not saying. • When you uncover what they are not saying, you have helped them discover what they needed to say, but didn't know how.
This is the magic of listening in selling.
This is the magic of listening in selling.
