Building a sales force that pays for itself

Written by Willard Michlin

The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causesrepparttar employing company to expand through increasing sales. This is done byrepparttar 127238 following general steps: Training sales staff to be able to sellrepparttar 127239 company product in large volume; correcting how sales presentations are made; handling any customer flaps his sales people make; and then testing and hiring more sales people, to create an ever increasing sales force. This is a continual process that a sales manager must be doing to justify his existence. If he doesn’t,repparttar 127240 company cannot expand.

Training to make a good sales person “Training them to be able to sellrepparttar 127241 company product in large volume.” A very wise American philosopher once stated that all a salesman had to do was to continue to try to interestrepparttar 127242 customer andrepparttar 127243 customer would eventually buy, ifrepparttar 127244 sales man continued to try to interestrepparttar 127245 customer! Like all great truths, they are ‘obvious’ once stated.

So, what does it take for a sales person to continue to try to interest a customer, no matter what objectionrepparttar 127246 customer raises and despiterepparttar 127247 sales person’s own impulse to ‘give up’ after a while? Lets look atrepparttar 127248 elements:

The sales patter: The first of these would be a successful sales patter. Here we are talking about getting a hold of someone or several people who are successful, at selling to customers, inrepparttar 127249 target industry, or a similar industry. Once such person(s) are found, you need to interview them to find out what they DO that made them a success. We are looking forrepparttar 127250 actions they take andrepparttar 127251 things they do, not what they think.

The best person to interview for this information is usuallyrepparttar 127252 most successful sales person, right there inrepparttar 127253 company, if one exists. Notes should be carefully made ofrepparttar 127254 actions they take to get a sale and these notes should be very exactly written up and turned into a patter that can later be drilled on new and old members ofrepparttar 127255 sales force.

Advertising and preparation: Next, a series of sale recruitment advertisements need to be created forrepparttar 127256 local newspaper. The receptionist ofrepparttar 127257 company needs to be briefed on what to do when calls come in. The adverts need to be big enough to attract attention and have enough mystery in them so that people actually call in to find out what its all about.

The receptionist should understand that all she is doing with calls fromrepparttar 127258 advertisements is routing them torepparttar 127259 person doing this project. She does not answer questions about whatrepparttar 127260 company is and what is being offered. She simply arranges for them to come in for an interview at a scheduled time or collects their phone numbers so that they can be called back and scheduled to come in, by someone else.

The interview: When applicants forrepparttar 127261 sales position come in, their interview is very specific and torepparttar 127262 point. There are certain very specific criteria that are being looked for in a good sales person. The two main one are, (a) can they persist along a given course? (b) Are they are interested in people?

That is an easy statement to make, to be sure. However, to find such people requires very exact interview procedures. The first step is testing. We use a series of 3 tests. One of these provide a detailed look intorepparttar 127263 10 most important job related traits such as Stability, Goal attainment, Composure, Certainty, Activity level, Aggressiveness, Responsibility level, Correct estimation, Appreciativeness and Communication level.

The other 2 tests measure an applicant’s ability to solve problems and how well they are able to following instructions – a vital test for anyone operating machinery where understanding and following instructions are very important!

Withrepparttar 127264 results ofrepparttar 127265 3 tests, one only needs to askrepparttar 127266 applicant questions regarding his past job failures, past job successes and when they first decided that they wanted to be in sales. These answers, compared torepparttar 127267 results ofrepparttar 127268 3 tests tellrepparttar 127269 whole story and can really make it very easy to select applicants most likely to succeed as sales people.

10 Tips To Overcome Your Fear Of Selling

Written by Dr. Rachna D. Jain

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded and feared by all butrepparttar most intrepid business owners. It seems that, even though we all know we need to "sell" our products and services, many of us feel fearful or anxious about actually doing so.

These 10 tips are designed to help you shift out of your fear, and into excitement, about sharing your product or service.

1)Knowrepparttar 127237 source of your fear. This tip reminds us that it is necessary, first, to know what we're afraid of. Most often, fears of selling come in several forms. Either we worry about not being liked, or being perceived as pushy, we (secretly) worry that our product or service might not perform as we say, or we struggle withrepparttar 127238 idea of rejection. Knowingrepparttar 127239 source of your fear (sometimes it can be a combination) is an important part of overcoming your fear of selling.

2)Take action to addressrepparttar 127240 source. In this way, you are taking action to overcome your fear. In some cases, this might mean that you improve your product or service (you can use customer feedback for this), or you can find ways to share your product/service in a way that feels more authentic and natural to you. You can also find ways to "bounce back" after rejection which is easier to do, byrepparttar 127241 way, if you don't take "no" personally.

3)Find enthusiasm for what you offer. One ofrepparttar 127242 best techniques I've ever used to overcome my fear of selling has been to tap into my passion and enthusiasm for what I'm offering. I make a list of allrepparttar 127243 really wonderful benefits and successful outcomes of past customers. I hang this list nearby where I can see it everyday. Try this for yourself - your confidence will skyrocket.

4)Shift your perspective. How would it feel to think of yourself as "sharing information" about what you do? Or "showing benefits" or "sharing your passion?" If you feel uncomfortable or anxious about "selling"- find a way to shift your perspective to one of sharing information rather than "convincing someone to buy."

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