Sales Development’s Post

5 whiteboard lessons on Sales & Life Today, I want to share five whiteboard lessons that have shaped my sales career and enriched my life. Let's dive in! 𝟏. 𝐄𝐦𝐛𝐫𝐚𝐜𝐞 𝐭𝐡𝐞 "𝐍𝐨" 𝐿𝑒𝑠𝑠𝑜𝑛: Every "No" gets you closer to a "Yes." In sales, rejection is part of the game. But here's the twist: it's not about getting discouraged by a "No." It's about learning from it and moving forward. In life, the same principle applies. Not every opportunity will go your way, and that's okay. 𝟐. 𝐋𝐢𝐬𝐭𝐞𝐧 𝐌𝐨𝐫𝐞 𝐓𝐡𝐚𝐧 𝐘𝐨𝐮 𝐒𝐩𝐞𝐚𝐤 𝐿𝑒𝑠𝑠𝑜𝑛: The best salespeople are the best listeners. We’ve all met that salesperson who talks a mile a minute. Don’t be that person. Instead, be the one who listens intently. In conversations, whether personal or professional, listening shows you care. It builds trust and understanding. 𝟑. 𝐅𝐨𝐥𝐥𝐨𝐰-𝐔𝐩 𝐢𝐬 𝐘𝐨𝐮𝐫 𝐁𝐞𝐬𝐭 𝐅𝐫𝐢𝐞𝐧𝐝 𝐿𝑒𝑠𝑠𝑜𝑛: Consistency and persistence win the race. Ever heard the phrase "The fortune is in the follow-up"? It’s true. Many deals are lost not because the product wasn’t right but because the follow-up was lacking. This applies to life too. Keep checking in with friends, family, and colleagues. Consistent, genuine effort in maintaining relationships pays off in ways you can’t even imagine. 𝟒. 𝐊𝐧𝐨𝐰 𝐘𝐨𝐮𝐫 𝐕𝐚𝐥𝐮𝐞 𝐿𝑒𝑠𝑠𝑜𝑛: Confidence is key. In sales, you must know your product’s value. The same goes for life. Know your worth and don’t settle for less. Be confident in what you bring to the table, whether it’s in a job interview, a new client pitch, or a personal relationship. 𝟓. 𝐀𝐝𝐚𝐩𝐭𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐄𝐪𝐮𝐚𝐥𝐬 𝐒𝐮𝐫𝐯𝐢𝐯𝐚𝐥 𝐿𝑒𝑠𝑠𝑜𝑛: Change is the only constant. Markets change, products evolve, and so do life circumstances. Being adaptable is crucial. The pandemic taught us that if nothing else. In sales, you need to pivot strategies quickly. In life, being open to change and ready to adapt can save you a lot of stress. I hope these lessons resonate with you as much as they have with me. Remember, sales and life are not just about the end goals but the journey and the lessons we learn along the way. Cheers to all the hustlers out there! 🍻 #sales #LinkedIn #Life

WHY PLAN?    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.   Reasons to Plan   1.      It saves time, you now work smarter not harder. 2.      Achievement is easier through decisions being made quicker. 3.      Gives focus and direction 4.      It inspires confidence in self and in the customer's perception of you. 5.      It allows you to concentrate on what the buyer is saying, on his/her needs and how best to satisfy those needs. 6.      It allows you to relax and consider which products and services to offer. 7.      You can follow a logical path to your objective. It allows for a smoother presentation. 8.      It gives a base from which to answer questions and satisfy concerns without getting "bogged down". 9.      It simplifies the sales call. 10.    It makes selling fun. 11.    It gives satisfaction and builds self-esteem knowing you have set and achieved your targets. 12.    It allows you to review your progress. 13.    Standards can be set and evaluated to improve performance.    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.    Excuses not to Plan   1.      It takes time - so does disorganisation. 2.      It means one is accountable - who isn't? 3.      You already know what you are doing - yes, but do others (customers, management, colleagues)?   Your attitude to planning will determine just how active you are in achieving goals. Plan for productivity not for the sake of planning.   Wishing you successful planning Regards Gerald 3X5X7 - Building Better Business Working with B2B companies and business owners to increase your sales and margins by developing your confidence and skills in face-to-face and virtual sales presentations. Gerald provides customised and flexible state of the art training and coaching in Social Skills Selling with guaranteed results. Contact: [email protected] #planning #salesplanning #sales #3x5x7 #geraldrichards #businessdevelopment Photo: Brett Jordan

Unpopular Opinion: Selling Doesn't Happen By Magic. (Neither is hitting your sales target is by magic too). Be aware that selling consistently or hitting your sales target requires: Action, Measurements & Refinements. Let me make this a lot more clearer. ~ Action: Putting out the best product or offers is not enough. You can't just relax and hope for the best without doing nothing. -> Engage your audience. -> Build relationships to increase trust and credibility. -> Follow-up consistently to turn prospects into paying customers. ~ Measurements: If you don't measure, how would you know areas that needs improvement. -> Monitor sales performance, conversation rates & customer feedback. -> Analyze these data to guide your sales strategy. ~ Refinements: Your Sales strategies need continuous improvement, you can't remain stagnant and expect results. -> Experiment to see what work best. -> Use feedback and data to make adjustments when needed. -> Be ready to adapt to market changes. I hope you agree with me now that Sales success isn't by magic BUT requires; ✅ deliberate actions, ✅ Measuring efforts & ✅ Continuously refining of your approach. Selling isn't hard but won't happen without the required effort. Still struggling with selling or hitting your sales targets? DM "Sales" let's talk about upgrading your sales game.

Contrary to what people might think, sales isn’t as easy as it looks. There is an art and skill to it that takes time and constant practice. There are certain responsibilities a salesperson has – may it be maintaining client relations or closing a deal – that your team must grasp to become effective in sales. Read more... #manufacturing #sales #profit https://lnkd.in/dnRRxj4t

WHY PLAN?    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.   Reasons to Plan   1.      It saves time, you now work smarter not harder. 2.      Achievement is easier through decisions being made quicker. 3.      Gives focus and direction 4.      It inspires confidence in self and in the customer's perception of you. 5.      It allows you to concentrate on what the buyer is saying, on his/her needs and how best to satisfy those needs. 6.      It allows you to relax and consider which products and services to offer. 7.      You can follow a logical path to your objective. It allows for a smoother presentation. 8.      It gives a base from which to answer questions and satisfy concerns without getting "bogged down". 9.      It simplifies the sales call. 10.    It makes selling fun. 11.    It gives satisfaction and builds self-esteem knowing you have set and achieved your targets. 12.    It allows you to review your progress. 13.    Standards can be set and evaluated to improve performance.    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.    Excuses not to Plan   1.      It takes time - so does disorganisation. 2.      It means one is accountable - who isn't? 3.      You already know what you are doing - yes, but do others (customers, management, colleagues)?   Your attitude to planning will determine just how active you are in achieving goals. Plan for productivity not for the sake of planning.   Wishing you successful planning Regards Gerald 3X5X7 - Building Better Business Working with B2B companies and business owners to increase your sales and margins by developing your confidence and skills in face-to-face and virtual sales presentations. Gerald provides customised and flexible state of the art training and coaching in Social Skills Selling with guaranteed results. Contact: [email protected] #planning #salesplanning #sales #3x5x7 #geraldrichards Photo: Brett Jordan

WHY PLAN?    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.   Reasons to Plan   1.      It saves time, you now work smarter not harder. 2.      Achievement is easier through decisions being made quicker. 3.      Gives focus and direction 4.      It inspires confidence in self and in the customer's perception of you. 5.      It allows you to concentrate on what the buyer is saying, on his/her needs and how best to satisfy those needs. 6.      It allows you to relax and consider which products and services to offer. 7.      You can follow a logical path to your objective. It allows for a smoother presentation. 8.      It gives a base from which to answer questions and satisfy concerns without getting "bogged down". 9.      It simplifies the sales call. 10.    It makes selling fun. 11.    It gives satisfaction and builds self-esteem knowing you have set and achieved your targets. 12.    It allows you to review your progress. 13.    Standards can be set and evaluated to improve performance.    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.    Excuses not to Plan   1.      It takes time - so does disorganisation. 2.      It means one is accountable - who isn't? 3.      You already know what you are doing - yes, but do others (customers, management, colleagues)?   Your attitude to planning will determine just how active you are in achieving goals. Plan for productivity not for the sake of planning.   Wishing you successful planning Regards Gerald 3X5X7 - Building Better Business Working with B2B companies and business owners to increase your sales and margins by developing your confidence and skills in face-to-face and virtual sales presentations. Gerald provides customised and flexible state of the art training and coaching in Social Skills Selling with guaranteed results. Contact: [email protected] #planning #salesplanning #sales #3x5x7 #geraldrichards Photo: Brett Jordan

WHY PLAN?    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.   Reasons to Plan   1.      It saves time, you now work smarter not harder. 2.      Achievement is easier through decisions being made quicker. 3.      Gives focus and direction 4.      It inspires confidence in self and in the customer's perception of you. 5.      It allows you to concentrate on what the buyer is saying, on his/her needs and how best to satisfy those needs. 6.      It allows you to relax and consider which products and services to offer. 7.      You can follow a logical path to your objective. It allows for a smoother presentation. 8.      It gives a base from which to answer questions and satisfy concerns without getting "bogged down". 9.      It simplifies the sales call. 10.    It makes selling fun. 11.    It gives satisfaction and builds self-esteem knowing you have set and achieved your targets. 12.    It allows you to review your progress. 13.    Standards can be set and evaluated to improve performance.    The sales environment is dynamic and ever changing which is the reason to plan, rather than the excuse not to plan.    Excuses not to Plan   1.      It takes time - so does disorganisation. 2.      It means one is accountable - who isn't? 3.      You already know what you are doing - yes, but do others (customers, management, colleagues)?   Your attitude to planning will determine just how active you are in achieving goals. Plan for productivity not for the sake of planning.   Wishing you successful planning Regards Gerald 3X5X7 - Building Better Business Working with B2B companies and business owners to increase your sales and margins by developing your confidence and skills in face-to-face and virtual sales presentations. Gerald provides customised and flexible state of the art training and coaching in Social Skills Selling with guaranteed results. Contact: [email protected] #planning #salesplanning #sales #3x5x7 #geraldrichards Photo: Brett Jordan

Sales teams are constantly seeking innovative methods to enhance their productivity and achieve better results. By understanding and implementing effective strategies, they can significantly improve their performance and competitiveness in the market. Learn some approaches that can elevate your sales team’s efficiency by reading the full article. #SalesProductivity #TeamPerformance #SalesStrategies

Do you think that in professional sales, we focus so much on customer problems that we often forget about customer wants? This semester I am teaching an advanced selling techniques course, where we deep dive into the leading sales processes, past and present (SPIN, Challenger, Sandler, etc.). I recently had an experience (explained below) that caused me to question if most sales processes focus so much on discovering customer needs/problems, that we often overlook discovering customer wants. I think these Customer Wants fall into two related categories: (1) Wants related to needs. I was recently coaching a seller. I watched as the seller asked all the right discovery questions to a potential customer to uncover pain. I thought the seller (a young BDR) did a fabulous job. However, after the call, I learned that the customer did not feel heard. When asked why, the buyer said, “The seller never asked me what I wanted. I had something in mind, but they never asked.” I realized that I had coached this seller so heavily to find a problem and offer solutions, that the seller never thought to ask about customer wants. I have now started coaching sellers to ask Customer Want questions such as, “what kind of solution are you looking for?” and “what % employee turnover do you want?” (2) Wants separate from needs. Buyers don’t only purchase solutions to problems. Sometimes customers purchase things they want, but don’t necessarily need. You don’t need a wakeboard, the newest iPhone, or a trip to Disney. Truth is, we spend a lot of money on things we want. Businesses are similar--most companies can survive on the simplest software in the market, and tech companies don’t really need employee freestyle soda machines. Wants, fun, joy, and excitement are powerful motivators. I have now implemented a section in my sales class where students learn higher-level want questions, such as “what would your dream HR system look like?” and “What would make using your current system more fun?” Buyers become excited to talk about what would make their work-life more enjoyable.