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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / Blogathon 2008

  • Jul 26 / 2008
  • Comments Off on Guest Blog by Bill Gibson (South Africa)
Blogathon 2008, Sales Articles, Sales Blog, Sales Training

Guest Blog by Bill Gibson (South Africa)

Sales Triggers:

There are often other factors that help trigger the buying process. By spotting these factors in situations, you immediately become aware of a need, want, or desire. Within your industry, it is important to know what these factors or motivations are and how these factors could trigger specific buying motives.

Examples:
1. Someone just received a promotion
2. Money has just been won or inherited
3. There is an addition to the family
4. Just bought a house
5. Just moved
6. It is a birthday or anniversary
7. There has just been an amalgamation of companies
8. There is a new executive team
9. Someone has passed away
10. The market has gone for a dive and business is tough
11. Centralizing or decentralizing of a company
12. New budget year coming up
13. A land mark. A 50th anniversary or 21st birthday
14. A wedding
15. Move to a new building
16. Just secured a major contract or was awarded a huge project
17. Share price dropped
18. Has decided to start exporting
19. News headline that scares people
7-12 Principles of Selling
20. Special time of year – Religious Holidays, Summer Vacation
21. A heavy snow fall
22. A heat wave
23. A cold snap
24. A new face
25. A new law has been introduced
26. A change in government
27. A new growth trend
28. A market switching quickly from one item or system to another
29. Person or company reaching a different status level
30. A new competitor has moved on to the scene
31. Someone recently started a business
32. A new area is being developed
33. Someone recently got fit, lost weight, new look
34. A celebration, for example a big sports win!
35. A company has lost its position in the market place
36. A company has gained a higher position in the market
37. Government de-regulations of crown corporations (parastatals—a company
or agency owned or controlled wholly or partly by the government)
38. A natural disaster
39. A crime wave
40. A huge event … Olympics, Expo, World Cup etc.
41. An industry boom, i.e. tourism
42. Someone received poor service from a competitor

As a professional salesperson, it is important to have your “sales opportunity antenna” up at all times. This way you can take advantage of using the right timing. Right timing means you have caught the client at a time of high need, high want, or high desire. During these times, customers buy much quicker, and much more easily.

Bill Gibson is a motivational sales speaker based in South Africa who has addressed over one million people on stages in Canada, USA, Asia, and Africa over the past 30 years.

This is blogathon entry number 9 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 1
Blogathon 2008, Leadership, Sales Articles, Sales Blog

Sales Blog – BMW Sales Success Qualities

BMW Global did a study several years ago to look at what the four major sales success qualities as determined by BMW Global are:
• Motivation
• Precision
• Direction, and
• Flexibility

Motivation
The successful salesperson who is motivated:
• desires to be the best.
• is competitive by nature.
• has the edge through customer service.
• turns problems into opportunities.
• moves, stands, and talks in a positive way.
• refrains from negative, pessimistic statements, and ignores those made by other
people.

Following is a break-down of these success qualities:

Precision
The successful salesperson is precise, focused and detail-oriented:
a) Focused:
• The ability to decide what is important
• The willingness to tackle unpleasant jobs
• The willingness to spend time convincing the prospective client that the car is right for them—therefore price may not be such an important issue
b) Detail-oriented:
• Doing the job consistently and systematically
• Planning and organizing
• Keeping notes of appointments, actions, reminders, and deadlines

Direction
The successful salesperson has positive direction.
a) Assertive:
• Tough-minded and confident in negotiation
• Believes in themselves and believes in the product and an ability to show it
• Handles negatives and insults well
b) Relationship:
• Builds rapport with prospects, customers and colleagues
• Understands that people buy from people
• Focuses 100% on prospects by listening and maintaining an acceptable level of eye contact
• Praises service staff and reception staff internally and externally

Flexibility
The successful salesperson is flexible. They possess the ability to:
• read people and situations and to adapt their behavior.
• get excited when the customer gets excited or be business-like when the customer is business-like.
• adjust their posture, volume, and tone of voice to match their client.

This study very quickly summarizes the many characteristics that most of us need to rise above average in sales and in business.

This is blogathon entry number 8 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Blogathon Entry #7 – Ethical Question
Blogathon 2008, Leadership, Sales Articles, Sales Blog

Blogathon Entry #7 – Ethical Question

Raul submitted a great question and comment that I want to address:

Is deviance from truly ethical behavior appropriate or inappropriate, in the end? I kind of feel it is somewhat inappropriate.

This question was posed in context of my four part blog entry on ethics in selling.  Lets look at deviance for a moment.  Dictionary.com defines it as “One that differs from a norm, especially a person whose behavior and attitudes differ from accepted social standards.”  In my opinion deviating from social norms, politically correct pressures, or cultural traditions (including corporate culture) is not necessarily a bad thing in business and in life.  Alexander Graham Bell was seen as a deviant in many aspects, so was Martin Luther King.

For me Raul’s question made me think of the Dalai Lama’s comments on creating Karma.  For good or bad karma to be created he states, there are three elements. #1) Intent #2) Action #3) Result.  I think as we look at the result of our actions, in causing harm to others, or advancing at the loss of others with harmful or un-ethical behavior and succeeding in doing so then this behavior is absolutely inappropriate.  So in short, next time one feels like labeling someone a deviant the questions we must ask are “What was their intent?”…”Did they act upon this intent?” and “Did their actions cause harm or suffering to others?”

This is blogathon entry number 7 for the MSMF Blogathon.  Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 5
Blogathon 2008, Sales Articles, Sales Blog

Ethics in Selling Part 3 – Sales Blog Entry

The Situationally Ethical Sales Person:

Situational ethics relies on one principle—what best serves oneself at a given time or in a given circumstance. This person’s behavior rises and falls as they tend to justify the deviance from true ethical behavior based upon each circumstance. Comments from situationally ethical people may include:
• “If I didn’t take advantage of this someone else would!”
• “It’s just business, don’t take this personally.”
• “It’s only illegal if you get caught.”
• “They won’t know the difference between the old stock and the new stock; we can easily charge the same price.”
• “This is the only way to get ahead today…. Everyone else is taking shortcuts!”
These people blend into society and have the veneer (appearance) that they are just like you and I. Although they understand right from wrong, and often weigh the crime against the potential punishment, deep down their choice is unethical as long as their exposure to risk is low or non-existent. Even when caught, this fraudster will often justify their actions playing the victim of society or the mega-corporation for which they work. Their actions may have come from a feeling of desperation or being “caught.” When issues like addiction in the workplace (i.e. drugs, gambling, and alcohol) come into play, their recklessness or behaviors often become more risky as they look for a quick exit, or out of desperation are looking for more funds to fuel their habits.

The situationally ethical person is not without hope. Often this person has formed a false belief that they can only get ahead if others lose. They could also have low selfworth or self-esteem and not believe that they can achieve success legitimately. Taking some of the steps described in other modules around building self-confidence and associating with positive and successful people can be a first step to moving toward a more confident and productive mental picture of ourselves.

Association (people who we connect with over time) can also erode one’s moral compass. Another cause of situational ethics is caused by social or peer ethics. Who we socialize with, their conversations, personal beliefs and ethics can begin to warp our own outlook. In the instance of the Enron Scandal, many otherwise law-abiding citizens accepted and enabled the behaviors of senior management because it became a cultural norm or social ethic. The situationally ethical person can change their associations, find new positive peopleor organizations to work with and over time this new environment can help them develop a more accurate and healthy set of personal and business ethical boundaries.

This is Blog Entry #5 for the Vancouver Blogathon. A 24 hour blogging marathon for charity. Please check out my charity the MSMF foundation and help us bring hope and prosperity to children in rural India.

  • Jul 26 / 2008
  • 12
Blogathon 2008, Sales Articles, Sales Blog, Uncategorized

Ethics in Selling Part 2 – Sales Blog Entry

There are various categories of Ethical Behavior:
• Unethical – me motivated
• Situationally Ethical – contextually motivated
• Genuinely Ethical – greater good motivated Unethical
Unethical people are solely motivated by what serves them. Depending on the degree of selfishness, level of crime, or moral rules they break, these people are often referred to as “Sharks, Hedonists or Corporate Psychopaths”. These people knowingly lie, manipulate, cheat, or steal, both in the workplace and in their personal life. They view people as objects to be used and exploited, then disposed of after they are finished. The most extreme are the corporate psychopaths who leave a trail of corporate carnage. Purposefully broken promises, intentionally lying to staff, clients, and the authorities to advance their career and or their corporate bottom-line with a win-lose mentality, they lack a moral compass. They may be psychologically incapable of empathy; their behavior is driving share value, revenues, and crushing competitors, using all means possible.

Those who hire unethical people often revere them for a short period of time as they tend to be results-oriented people. Without the confines of ethical, environmental, or legal restrictions, profits may appear in the short term. However, the company eventually suffers for collecting funds without a conscience, and inevitably lawsuits, government intervention, criminal charges, and consumer backlash all follow. There are a series of high-profile ethics cases in the United States where people are now spending a lifetime in jail, while the corporation sits in receivership (bankruptcy). One such case is the Enron Scandal.

Next Blog Entry “The Situationally Ethical” person.

This is Blog Entry #4 for the Vancouver Blogathon. A 24 hour blogging marathon for charity.  Please check out my charity the MSMF foundation and help us bring hope and prosperity to children in rural India.

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