SALES; ARE YOU A MERE SALES PERSON OR A VALUE EXCHANGE AGENT.

In the days of old, a powerful person would send gifts and an entourage ahead to prepare their entrance.

It was a form of positioning so that by the time they arrived, they were ascribed power, respect and honor. They did this not out of mere ceremony, but because it worked.

You can’t force people to respect you, much less buy from you. They have to like you to want to do so. They want to know if you are valuable or will waste their time. They want to know about you before they meet you. This comes from how they perceive you.

There are two ways every prospect perceive sales people;

As a sales person or a value exchange expert.

Sales is all about exchanging value.

As sales people, we don’t just sell products, we exchange valuable solutions to human needs in exchange for a monetary rewards.

If you are perceived as a salesperson, then you have set the customer up to say, “No”.

If you’re still selling the hard way and would you like to position instead, Act like an expert, but think like the buyer. Act like a sales expert and sell professionally, but don’t forget to think like the buyer and sell with value exchange mindset in focus…

Buyers buy value and they only buy from those who they perceive as experts in their fields.

Owning this perception in a customers mind, helps you enter into a dialogue rather than a scripted denial typical of someone who does not trust salespeople.

The best way to position today is allowing your platform to precede you. Your platform which is your intention to exchange value for value rather than sell to buy. This is what allows a stranger to learn about your expertise and think about their problems in a focused way all the way.

This is how trust is built.
This is how your position in the mind of a buyer drifts from a seller to a value exchange expert.

Until you read from me again next week monday, always remember;

AFRICA HAS THE MARKET….
NIGERIA HAS THE NUMBERS….
ITS TIME TO INCREASE YOUR PROFIT REVENUE….

I Am Daniel ADENIYI
Your SALES LEADERSHIP COACH.
@danieladeniyiDA | BB:PIN 754585A1
+234 70 6462 5228

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WHEN YOUR PROSPECTS SAY NO!…. #monday #sales #insight

“When your prospect or customer says, “No!”, what do you hear? How do you react? Rejected or challenged?

It’s not what is said, it is your interpretation that does the damage. How many people every year die of snake bites? The answer is none. People die of the poison, not the bites. Salespeople are not undone by “No” but by how they interpret that “No.”

If someone says to you, “We have an existing supplier”… what do you hear and what do you think?

Do you hear, like most salespeople, “We have an existing supplier so we’re not interested. Go away!”? And then think, “This job is rubbish, no-one ever has a need for our services.”

Or do you hear, like sales superstars, “We have an existing supplier which means that we’re in the market place and already see value in what you do”? And then think, “All I have to do now is find a way to demonstrate how we can provide a better service.”

One of the keys to being a top salesperson is getting, keeping and cultivating a positive, sales mindset. This can be done by reading good sales books, listening to sales audios, attending sales seminars, mixing with sales winners, employing a sales coach, learning from sales experts, focusing on what’s good about any event….

To someone starting out, avoid negative mood-hoovers,whingers and whiners, associate with sales winners, make sure you get plenty of the good stuff. Protect your positive mindset like it is a pot of gold…

Have a great sales week.

@salesleadportal

Are You A #Sales #Leader Or Merely A Sales #Manager?

“There is a difference between leadership and management. Leadership is of the spirit, management is of the mind. Managers are necessary, but leaders are essential. We must find managers who are not only skilled organizers, but inspired and inspiring leaders.”  Field Marshall Slim

You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm or devotion. These you must earn. Successful organizations have sales leaders who focus on the future, rather than cling to the past. Leaders bring out the best in people. They spend time developing their people.

Here are the qualities of a leader:

• Leaders have a clear vision of what they are working towards. They don’t keep their vision a secret – they communicate it to their people.

• Leaders are consistent – they keep their principles and values at all times.

• Leaders can and will do what they expect of others – they are prepared to walk the talk.

• Leaders are not threatened by competence – they enjoy promoting people and are quick to give credit to those who have earned it.

• Leaders enjoy developing their people into leaders, not followers – they train people to take on more challenging tasks and responsibilities. They develop people’s confidence.

• Leaders don’t betray trust – they can treat confidential information professionally.

• Leaders are concerned about getting things done. They don’t get embroiled in political infighting, gossip and backstabbing – they encourage those around them to do likewise.

• Leaders confront issues as they arise. They do not procrastinate – if something needs fixing, they do it right away, even if it is uncomfortable. The longer things are left, the more difficult they become.

• Leaders let people know how they are doing – they reward and recognize performance that is above expectations and they help people identify ways of improving poor performance.

• Leaders are flexible. They welcome change – they do not stick to an old position simply because it is more comfortable.

• Leaders are adaptable – they see change as an opportunity rather than a threat.

• Leaders are human. They make mistakes – when they do so, they readily admit it.

• Leaders reflect on and learn from their mistakes – they see errors as a chance to improve their skills.

• Leaders enjoy challenge. They are prepared to take risks and encourage others to do likewise – if they fail, they treat the exercise as a learning experience.

• Leaders focus on the future, not the past. They anticipate trends and prepare for them – they develop a vision for their team and communicate it to them.

• Leaders are open to new ideas – they demonstrate their receptiveness by supporting change.

• Leaders treat staff as individuals – they give closer attention to those that need it and lots of space to those that deserve it.

• Leaders encourage and reward co-operation within and between teams.

Team Leadership

• Leaders develop guidelines with their team – they constantly enlarge the guidelines as the team becomes willing to accept more responsibility.

• Leaders change their role according to the demands of the team – for example, they become more of a coach or facilitator.

• Leaders listen to their team members.

• Leaders involve people in finding new ways to achieve agreed-upon goals.

• Leaders create the opportunity for group participation and recognize that only team members can make the choice to participate.

In Summary

Without managers, the visions of leaders remain dreams. Leaders need managers to convert visions into realities. For continuous success, organizations need both managers and leaders. However, as most seem to be over-managed and under-led, they need to find ways of having both at the same time. Perhaps the best way to handle this paradox is for managers to aim to be managers when viewed from above, leaders when viewed from below and to remember that the need for leadership grows as we move up the organization. This is only one of the challenges that can make working life fun.

@salesleadportal

Are You A #Sales #Leader Or Merely A Sales #Manager?

“There is a difference between leadership and management. Leadership is of the spirit, management is of the mind. Managers are necessary, but leaders are essential. We must find managers who are not only skilled organizers, but inspired and inspiring leaders.”  Field Marshall Slim

You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm or devotion. These you must earn. Successful organizations have sales leaders who focus on the future, rather than cling to the past. Leaders bring out the best in people. They spend time developing their people.

Here are the qualities of a leader:

• Leaders have a clear vision of what they are working towards. They don’t keep their vision a secret – they communicate it to their people.

• Leaders are consistent – they keep their principles and values at all times.

• Leaders can and will do what they expect of others – they are prepared to walk the talk.

• Leaders are not threatened by competence – they enjoy promoting people and are quick to give credit to those who have earned it.

• Leaders enjoy developing their people into leaders, not followers – they train people to take on more challenging tasks and responsibilities. They develop people’s confidence.

• Leaders don’t betray trust – they can treat confidential information professionally.

• Leaders are concerned about getting things done. They don’t get embroiled in political infighting, gossip and backstabbing – they encourage those around them to do likewise.

• Leaders confront issues as they arise. They do not procrastinate – if something needs fixing, they do it right away, even if it is uncomfortable. The longer things are left, the more difficult they become.

• Leaders let people know how they are doing – they reward and recognize performance that is above expectations and they help people identify ways of improving poor performance.

• Leaders are flexible. They welcome change – they do not stick to an old position simply because it is more comfortable.

• Leaders are adaptable – they see change as an opportunity rather than a threat.

• Leaders are human. They make mistakes – when they do so, they readily admit it.

• Leaders reflect on and learn from their mistakes – they see errors as a chance to improve their skills.

• Leaders enjoy challenge. They are prepared to take risks and encourage others to do likewise – if they fail, they treat the exercise as a learning experience.

• Leaders focus on the future, not the past. They anticipate trends and prepare for them – they develop a vision for their team and communicate it to them.

• Leaders are open to new ideas – they demonstrate their receptiveness by supporting change.

• Leaders treat staff as individuals – they give closer attention to those that need it and lots of space to those that deserve it.

• Leaders encourage and reward co-operation within and between teams.

Team Leadership

• Leaders develop guidelines with their team – they constantly enlarge the guidelines as the team becomes willing to accept more responsibility.

• Leaders change their role according to the demands of the team – for example, they become more of a coach or facilitator.

• Leaders listen to their team members.

• Leaders involve people in finding new ways to achieve agreed-upon goals.

• Leaders create the opportunity for group participation and recognize that only team members can make the choice to participate.

In Summary

Without managers, the visions of leaders remain dreams. Leaders need managers to convert visions into realities. For continuous success, organizations need both managers and leaders. However, as most seem to be over-managed and under-led, they need to find ways of having both at the same time. Perhaps the best way to handle this paradox is for managers to aim to be managers when viewed from above, leaders when viewed from below and to remember that the need for leadership grows as we move up the organization. This is only one of the challenges that can make working life fun.

@salesleadportal

News – Volvo and Apple forge Global Alliance. #sales

http://www.thesalespro.co.uk/Sales_News/ID/1327/News_-_Volvo_and_Apple_forge_Global_Alliance.aspx