B2B Sales Article

 

Being good at selling plays a crucial part in your company’s growth, but getting rejected and shut down isn’t always easy. But, what if you changed your approach? What if you left your sales scripts, hidden agendas and elevator pitches behind?

Just another Monday in the office! #fullhouse #havingfunoverhere #theusual #TheInvictusGroup

Three Great Traits Every Salesperson Needs

Entrepreneur Network partner Brian Tracy discusses the three most important aspects of a great salesperson, starting with the first and most important trait: focus. Can you focus on what you want and actively take steps to achieve your goals? Or, are you more passive, waiting for the right opportunity to arise before you strike?

Tracy explains why it’s best to be proactive, how that mindset can improve your sales and more.

Green Eggs and Ham: The Only Sales Manual You’ll Ever Need

Green Eggs and Ham: A Sales Manual Must-Have!

 

I am an ex-salesperson. For anyone in outside sales, you know this is a career both revered and reviled by most people. I bet more than one of you suffered accusations of selling snake oil in your lifetime.

Outside salespeople are always sent to training. I went to Bryan Tracy. I saw a guy with the Miss Clairol black hair color…Tom Hopkins. I even went to something called, Professional Selling Skills. I’m not knocking these events; I learned a ton, and I highly recommend them to a sales person just starting out.

If you don’t have the budget or the attention span for these sales programs, however, just read Green Eggs and Ham. Do so, and I’m sure you’ll agree that it’s the only sales book you’ll ever need.

Why? I’ll give you five reasons:

#1: Sam introduces himself in a memorable way.

The prospect must know who you are. You need to be a person and even more importantly, a person they like. Who can deny that Sam introduces himself in a memorable way?

Personally, I can’t pull off wearing a red top hat or holding a sign while perched on my weird-looking dog’s keister (and neither can you), but I can hand them a business card and introduce myself right up front. Adapt Sam’s strategy to a more streamlined and personal introduction and you are already off to a great start.

#2: Sam doesn’t get put off by the fact the dog/bear/sheep creature doesn’t like him.

Seriously…what is that thing?

When you make a prospecting call, you are interrupting someone’s day. Your prospect had a ToDo list as long as his or her arm before you decided to drop by or call. In addition, he or she is usually not too excited you made it through the gatekeeper. Don’t let this stop you. There is always a reason to give up. The truly successful salespeople keep smiling and selling despite these reasons.

#3: Sam gets the Assumptive Close.

In my sales career, I learned that all of us snake oil types had different Closes. Closes are techniques you use to get your prospect to yes. If you want to be in sales, you must know your closes.

One of these tried and true techniques is the Assumptive Close. The assumptive close is where you just presume that the prospect is going to say yes, so you provide them the option of where or when they want the snake oil. “Sure I understand, Ms. Prospect. Can I come to your office to discuss the terms of our agreement on Tuesday or Wednesday?”

Sam gets the assumptive close. He tries it repeatedly for 41 pages:

Would you like them here or there?

“Would you like them in a house? Would you like them with a mouse?

“Would you? Could you? In a car?”

And so forth. Sam’s a fan of the assumptive close.

#4: Sam doesn’t take no for an answer.

Certain members of my family have been described as pleasantly persistent. If you don’t know what that means, just re-read the book. Sam is never deterred by the creature’s insistence that he doesn’t like green eggs and ham. He sticks to his strategy and over time wears out the thing’s resistance.

In real sales, this can be tricky. Do what Sam does, and you may find yourself on the wrong end of a harassment lawsuit.

But it is important always to keep the door open. If the prospect isn’t interested now, ask if there is a time when the company reviews their vendors so you can reconnect then. Another good foot in the door option is to invite him or her to an event or a sales booth at trade show for a personal demonstration. Whatever you do, make sure that the “No” you are getting today isn’t final so you can try again on another, better day.

#5: Sam gets the product in his prospect’s hands.

In almost any sales situation, the key to converting prospects is to get the product in their hands. You know what a great widget you have, but your prospect doesn’t. If you can get it in his or her hands and have the widget show them how wonderful it is, you are that much closer to getting the yes you want. Getting the product in the prospect’s hands is obviously harder to do in intangible sales where the widget is a concept, but there are ways. When I sold radio time we made a spec commercials so our prospects could hear what their professionally produced :60 Radio ad would sound like.

Sam offers the creature a free sample of his green eggs and ham, imploring him to “Try them! Try them!” And even though the sample he offers has been in a strange house with a known disease-causing vermin, traveled in a box with a fox, in a car, up a tree, on a train, through a tunnel, in the exhaust pipe of a boat and finally underwater…the creature eats them. Better yet, he likes them.

So there you have it. I just saved you and your sales manager a ton in training budget. It turns out that everything you ever needed to know about sales was explained to you as a child in a book that uses no more than 50 words.

Now get out there and sell some snake oil!

https://www.inc.com/marc-wayshak/7-must-have-sales-skills-for-thriving-in-todays-market.html?cid=search

Check this out and read about the 7 must have sales skills for today’s market!

 

http://www.businessinsider.com/12-ways-to-make-your-resume-stand-out-2014-4

Good read!! 🙂

Did you know that the first ever NFL draft took place in Philadelphia in 1936 at the Ritz-Carlton!? Fun fact! Happy Draft Day!

http://www.huffingtonpost.com/james-clear/positive-thinking_b_3512202.html

The power of positive thinking is so effective and powerful everywhere, especially in the workplace! Boost your skills, improve your health, and be a better team player! Unknown

Happy Spring from Invictus!! Check out some super awesome DIY Easter Basket Ideas as you get ready for the weekend!

DIY Easter Ideas!

Invictus Olympics: Results for Day 1 & 2!

Day 1 Recap: The Invictus Games commenced with an opening ceremony where over 17 countries were represented. The first event of the games was archery where representatives from the United States, France, and Ireland competed against one another. The United States took the gold in the first competition!!!! France came in a close second and Ireland won the bronze!

France in action!!!!

Archery winners on the podium! 

Day 2 Recap: Today’s event was a dance off!!!! Representatives from Uruguay, the United States, and Croatia competed in a dance off to songs chosen by the judges! Here is a picture of the results!!

Uruguay took the gold for his dance to “Watch Me” by Silento!! Croatia took the silver medal and the U.S. took the bronze!