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Sales Tip for
January 2006 - Volume 2 |
Danny Wood is one of New
Jersey’s most respected sales force development experts.
His work has been recognized by
business leaders and corporate managers for providing their people
with the aptitude to realize millions of dollars in additional
business that would otherwise have never materialized or been lost to
competitors.
"I have finally gained great control
over the sales process in my firm."
Marc Blumenthal -
Principal
Sax, Macy, Fromm
"Our staff has new confidence and
much less fear."
Richard Magid - President
Soundboard, LLC
"I can’t remember the last time I heard,
Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc
"Our sales went up 30% since we
started with Danny’s program."
Jim
Margiotta – President
PBI-Dansensor America, Inc.
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Secrets of Sales
Superstars ...
Understand Strengths &
Weaknesses |
What makes a superstar a superstar - the ability to do something
exceptionally well. A superstar can't be great at one thing and
abysmal at everything else in their specific area. Many baseball
superstars are great because they can slug a ball but they must
also be competent at throwing, fielding, and base running.
They make sure to keep slugging the ball but practice other
things as well. Superstars cater to what they do best
(strengths) and look to improve the areas in which they are
deficient (weaknesses).
Sales superstars are
no different. Sales superstars understand their strengths and
weaknesses, which allows them to cater to their strengths and
refine their weaknesses. This helps because they know what
situations in which they excel and what situations in which they
are poorly suited. If they are not good in a specific situation
they have two choices. The first is to figure out what works and
practice. For example, a poor prospector has to pick up the
phone and dial, dial, dial until their technique improves.
All of us have
limits on how far we can develop.
The second choice is
to delegate the activity to someone who is talented in that
area. A common way this is done is through administrative
assistants. Many salespeople are disorganized and can't seem to
keep anything straight. That's why they have administrators.
They organize files and calendars to help keep the salespeople
on track. Poor salespeople frequently don't admit their
weaknesses. They stubbornly keep doing an activity poorly and
neither delegate nor strive to improve. They are content to do a
poor job and reinforce bad habits.
Being aware of strengths and weaknesses helps sales superstars
maintain their skills. They know what makes them great and make
sure that they don't let their strengths go unused. If they are
a great prospector their pipeline is always bursting. If they
are a great closer they have their eyes set on who is next and
when they should be in the bag. They make sure not to let their
strength slip. They become superstars because they know what
their outstanding skills are and utilize them constantly.
The first step to
using your skills is to identify them. Once you identify those
skills you only have to maintain them and keep them sharp to be
a sales superstar.
Sandler Systems, Inc. All rights reserved. |
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