Here is it – the world-class, state-of-the-art sales training our members have been asking for. 不需要机票或酒店住宿.
销售勘探大师班
周二,8月. 29 from 8 a.m. – 5 p.m.
Led by internationally-recognized sales strategists 杰夫,这部 和 贝丝Mastre最重要的是结果. Each sales professional will leave with a step-by-step guide for prospecting as well as the actual language you can use to immediately engage prospective clients. Register today 和 own your future sales success.
杰夫,这部的客座博客
A year ago my wife was on a mission to purge our house of clutter.
她读了这本书, “The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering 和 Organizing,近藤麻理惠(Marie Kondo). She took it to heart 和 tore into the basement, closets 和 anywhere else we happened to be storing non-essential stuff. 下个月, I would regularly come home to find “give-away” piles ready to be loaded into the back of my SUV 和 hauled off to the donation dock.
Eventually she involved the kids 和 me in this undertaking. We asked ourselves whether we really needed to keep things. If we weren’t using them or didn’t find sentimental value in them, 它们要么被丢弃，要么被捐赠.
Our house has always been tidy 和 well organized, so I took delight in teasing my wife about her great purge of 2016. 直到今天, 如果我找不到东西, I (good naturedly) accuse her of “decluttering it” or putting it through the “Japanese process.”
But I have to admit her decluttering process made our lives easier. 我们不会因为无用的“东西”而陷入困境.“我们有喘息的空间. It makes it easier to focus on more enjoyable or high-value things in our lives.
Just as the decluttering process can make your home life more efficient, it can do wonders for your professional life as well. But I’m not talking about decluttering your office or organizing your file drawers. 我说的是整理你的工作生活.
你做销售的时间越长, the more unnecessary stuff you accumulate in your brain, 在你的日历和工作描述中. 有时候这些东西需要被净化.
I challenge you to ask this question: “What do I need to stop doing?”
Sales people are notorious for adding things to their plate without taking things off. 为什么? Salespeople tend to be ambitious 和 very confident in their abilities. They want multiple ways to prospect even if one prospecting method hasn’t paid off much in the past. They tend to be independent personalities, rugged individualists who think they can do it all. Sales professionals know they need to persevere in an eat-what-you-kill environment, 所以他们不会轻易放弃或接受失败.
这些都是很好的特质, 对销售的长期成功至关重要, but they are traits that can burn you out if you’re not careful.
So what are some things you might want to STOP doing?
吹掉引线
Fifty percent of sales leads never receive proper follow-up. That is probably the greatest waste of resources in the sales world. If you let leads fall through the cracks because you’re focusing on less important things, 无论如何, 别再这样做了.
可怜的资格
不要把时间浪费在那些永远不会买东西的人身上. 不管出于什么原因, many sales reps latch onto prospects who look good on the surface, 但在内心深处, 你知道他们永远不会从你这里买东西.
为了交际而交际
有些销售人员从不错过任何一个活动. They are on umpteen boards 和 committees 和 are always running from one meeting to the next. 为什么 do they over commit 和 run themselves ragged just trying to keep up with all of it? 勘探! They are afraid, they’ll miss out on their next dream client if they are not at every event. While I’m a big proponent of prospecting through networking, you must be efficient. If a time-chewing obligation is not regularly producing convertible leads, don’t trick yourself into believing you have to be there.
无约电话
Less than 1 percent of sales people enjoy cold calling. 这是有充分理由的. It takes a huge amount of time 和 it hardly ever works. Cold calling is just about the most inefficient way you can prospect, 然而，许多销售人员仍然这样做. 我说停下. Instead of cold calling, research prospects first. 用营销活动软化他们. Use a combination of ways to reach them, always focusing on something they may value.
缺乏专注力
不要把时间浪费在非销售功能上. Sales professionals are often drafted by upper management to serve on company-wide projects or task forces. This is especially true if you are a senior leader in the sales division. Sales people tend to have first-h和 knowledge of customers 和 buying trends, so they are valuable contributors to these company-wide groups.
但是要小心. I’ve seen sales professionals sucked into so much committee work having nothing to do with sales that they have hardly any time left to sell. 联合劝募会, 例如, 是一个很好的组织, but do we really want our sales reps on the United Way employee committee instead of working the phones 和 hitting the streets? Sales is the lifeblood of the company; we need all sales h和s on deck.
Would you like to know the single most important thing to stop? 反作用的思考. No matter how successful you are, you probably cling to some negative ideas. Every sales rep is at least occasionally afflicted with self doubt. Whatever negative things you harbor in the deep recesses of your brain, now is the time to perform a Japanese decluttering miracle on them.
So, consider this permission to declutter your sales career 和 liberate yourself. 你需要停止什么?
放手去享受结果吧.