Sensual Selling

Sensual Selling

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

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"If they hear it, see it, and feel it, you will close it".

Great Sales Executives stimulate multiple senses to create the highest closing percentage on Qualified Leads.

Sales is a business built on relationships and commitments. The more senses you stimulate, the more deals you will close.

What this means in simple terms: 

1. They Hear the pitch 

2. They Hear the pitch, and See the paperwork that supports the pitch. 

3. They Hear the pitch, See the paperwork that supports the pitch, and Feel the positive benefits they would receive from your product or service!!

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Be The Resolution

Be the Resolution

Author: Bradley B. Watkins

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Don’t find fault, find a remedy.

- Henry Ford

Be a walking talking example for others.

1.  The team’s quality is determined by the quality of the team members.

2.  See the issue, provide a remedy. This is how you create value. The most valuable team members provide the most valuable resolutions.

3.  Walk the Walk. Hit your production goals, promote positive team building, be a “Shining Beacon of Positivity” for all of your team in times a stormy weather.

3 Tips to Increase Value Perception(VP)

3 Tips to Increase Value Perception(VP)

Value Perception(VP) 

A customer’s opinion of a product’s value to him or her.  It may have little or nothing to do with the product’s market price, and depends on the product’s ability to satisfy his or her needs or requirements.

Tip #1:    Solve a Problem

-  Value Perception is created by providing a massive resolution to the buyer’s problem, communicating  the resolution in a way the buyer understands, and closing.

-         The greater the problem, the greater the opportunity to create a High Value Perception.

Tip #2:    Create a Sense of Urgency

-         Creating a sense of urgency is REQUIRED

-         We as a society love, “Instant Gratification”, so even if your product/service offers a long time payoff, you must create an IMMEDIATE benefit to buyer.

-       Massive resolutions with immediate benefits = fast sales cycles

Tip #3:    Close

-         Nothing creates a higher Value Perception(VP) than a sales executive confident enough to relentlessly close on their product/service.

-         Understand that the pinnacle of Value Perception is closing the buyer.

-         Value your product/service high enough that you will unreasonably close on its benefits to the buyer. (This is deal magic, do this and your numbers will explode)

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

3 Habits of Top Performers

3 Habits of Top Performers

Author: Bradley B. Watkins

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https://twitter.com/bradleybwatkins

1.  First to Show Up, Last to Leave

-         Top Performers are the first to show up, and the last to leave.

-        Being “first to show and last to go” will create an advantage in ANY task.  

-        If you want to be a top performer, be the first to show up and the last to leave. 

-        The old sports adage of “Be the first and last off the field” applies directly to being a Top Performer in a sales office!

2.  Work with an Overwhelming Pace and Focus

-        Top Performers work at a Pace and Focus that is INTIMIDATING to average performers.

-         This is when average performers may say things like:

“Slow down, there will be more leads tomorrow”

“You are already at your call quota for the day”

-        Non Focused Chit-Chat takes $$THOUSANDS$$ from Inside Sales Employees, so talk, but talk about work.

-        The more Decision Makers, the more Presentations, The more Deals. So smile and dial.

3.  Superb Product Knowledge

-        Top Performers know what they are selling, and how it benefits their target client.

-        Top Performers know what Problems their target clients face, and they know how their product provides the Resolution.

-        Top Performers use this Product Knowledge to Create a Sense of Urgency for their target client. 

I.E. Why you should buy, and why you should buy NOW!

3 Tips to Get Through Gatekeepers

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

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Gatekeeper- an attendant at a gate who is employed to control who goes through it. a person or thing that controls access to Decision Makers.

Now that we have defined the role of a gatekeeper, here are 3 tips to move through them:

1. Introduce yourself and get the gatekeeper’s name before you ask for anything else.

-       Most sales reps will skip this step and directly ask for the Decision Maker.  Addressing gatekeepers by name will build professional rapport and allow easier access to Decision Makers.

-       If the first point of contact IS the Decision Maker, you will be able to address them by first name.

i.e. “Good morning, my name is (your name) with (your company), who am I speaking with this morning?”

2. Assume the 1^st point of contact to be the Decision Maker.

-       Many sales calls reach a Decision Maker without even knowing it.

-       Assuming the 1^st point of contact IS the Decision Maker will increase Right Party Contact(RPC) significantly.

i.e. “Who am I speaking with this morning? “

Once the name is provided……

“(Their Name), are you the (insert title) i.e. business owner, CFO, Sales Director, etc…?”

3.  Have a purpose and make it known!

-       Create a purpose statement and use it!

-       A gatekeeper should NEVER have to ask, “Why are you calling again?”

-       Be ASSERTIVE and CONFIDENT! State the purpose of your call with all the CERTAINTY in your bones!