“The Specialist” Sales and Management Training Blog

Hey everybody! I just wanted to let you all know that the wait is over…the new Sales and Management CDs are now officially in production and available for distribution. These CD’s are a collection of real-world Sales and Management Training scenarios, advertising-free sales and management tips from the national radio show based in Virginia Beach, Virginia, “The Specialist” National Radio Hour. Whether it be door-to-door, in the office, retail, business-to-business, or at a client’s location, these in-depth adventures in leadership and sales strategy, laced with humor and life lessons, provide a real-world approach to improving your sales and management skills.

Purchase any set of CD’s and receive a free printed copy of “The Specialist” Sales and Management Bible , a $14.95 value!

read more…

Hi everybody,

It has been an interesting day.

I watched a young man learning how to give a presentation in his chosen field of sales and what struck me was what inspired this post. Rather than talk about the two types of commitments, verbal and non-verbal commitments, I prefer to discuss the verbal strength in commitments.

Too many times new sales persons are very meek in their pursuit of the commitments. A commitment should always be asked in a statement form. Even though it is most of the time a question, the question has to be in the form of a question/statement. Almost to the point that the prospect would feel almost ridiculous if he didn’t agree. I always come at the prospect from strength. I would rather have a strong NO! than a weak YES!

If you practice getting strong commitments you will find that your orders will be that much stronger. In your social life you would never take a weak commitment from the opposite sex and prepare an elaborate evening. I am sure that you would be in store for many disappointing nights.

Once again, if we apply these philosophies in our social life, why can’t we use them in our professional life? I get strong commitments from my children, employees, as well as co-workers and people I manage. Especially prospects I sell. The prospect is a mirror of yourself. If they see weakness, they will give back weakness, hence your order is just perfect for the winds of change. Try it.

I gave this young man this tip tonight and immediately he saw results! Prior to my visit he had 3 of his last 10 sales change their mind. Someone stronger than himself or the salesperson changed his mind for him because he had NOT been committed strongly to the sale. The order I saw him sell on this night won’t change their mind regardless of what happens. Because of the strength of the sales person’s commitments, the prospect committed that much stronger. Amazing how things work.

“The Specialist”

I was privileged, as I so often I am, to get the opportunity to watch a very accomplished salesperson tonight, hence the topic of my posting changed just that quick.

This particular salesperson is light years ahead of his experience. Even though he made the sale, which netted him somewhere in the neighborhood of $2000, “The Specialist” couldn’t help but see a common error that so many new and ADVANCED salespeople make. While he had everything under control, the prospect asked him a question and he proceeded to explain his position and then finally answered their question. The problem with that is the order should have been reversed. Any time a prospect asks you a question always answer their question first, then go into your explanation.

Two things here…1st, sometimes if you just answer their question first, the reaction is such that you can see that no explanation is necessary. The prospect is happy and you don’t risk the chance of talking them out of the sale! 2nd, When a prospect asks you a question, they zone out until they hear the answer to THEIR QUESTION! All the explaining is for naught because they aren’t listening. They may “pretend” to be listening but their mind has left the building. Now they have lost interest in you, the subject, and consequently the sale. I always answer their question first while I am framing the answer to serve the ultimate goal of closing the prospect.

I hope you enjoyed the special bonus tip today and, as always, look forward to all your questions and comments.

“The Specialist”