Category Archives: Marketing

Emotional Intelligence to Increase Sales

Emotional Intelligence, The book reveals how to have an impact on your performance

 

Are you in the sales after completing your schooling? Are you learning all the selling techniques from the books, attending seminars and taking guidelines of successful sales teams? Yet unable to reach your goals and turn productive. The problem is in the atmosphere and state of mind you create than the sales techniques knowledge. It is time you work on emotional intelligence.

 

Emotional Intelligence is a study that examines why and how our conscious, the process of logical decision making differs from our unconscious emotional triggers leading to a decision and mindset that can hinder the desired result accomplishment.  Emotional intelligence impacts your performance, have you heard about it, if not read this book mentioned below here.

 

‘Emotional Intelligence for Sales Success’ is a resource for the sales team leaders and sales professionals. This book offers points on things to look for and apply while hiring and training sales staff who can lead to more productivity, higher retention levels and job satisfaction.

 

Colleen Stanley is an author of ‘Growing Great Sales Teams’ , a monthly columnist for Business Journals and co-author of ‘Motivational Selling’. This book is a guide to the sales field and its application. Colleen Stanley, the author, President and founder of SalesLeadership, Inc, offers techniques identifying emotional triggers that have set off and can be recognized in your prospects. This book has concrete examples of how these triggers may be dealt and you are more productive in developing trust, business relationships and eventually increase the sales success. Colleen has illustrated with examples of how people miss excellent business opportunities due to lack of awareness about the principals of emotional intelligence.

 

Sales deals with handling stressful selling situations and there is a need for the emotions to run the sales meet using influence skills and effective selling techniques. Actually, the non-qualified and non-productive selling behaviors include product dumping, discounting, etc and these also product sales results.

 

Nevertheless, Colleen Stanley says that it is your ability to assess, identify and control emotions that reveals a direct impact on the sales. Elevating the emotional intelligence quotient with respect to sales helps in selling and making in less time full margin bigger deals.

 

Precisely, a straight forward explanation is to understand your hot buttons, when and why you react and what hinders you professionally and personally. Wisely handling your emotions helps in working better and having the desired approach to achieve the sales numbers.

 

Educational Selling

I have heard this elsewhere but it was brought home again in the book “The Ultimate Sales Machine” by Chet Holmes. The model that he touts in large parts of the book is also similar to how many people sell on the internet.

Essentially the Strategy that Many Use on the Internet

Google uses this model in many ways. For them it isn’t so much about providing education as information, which is not that different. By offering something of value for free, they attract a large audience that then becomes attractive to sellers and so Google makes its money on advertising. They are able to provide advertisers with more targeted advertising than almost any method of advertising in the past.

Many other people use education to sell on the internet. They offer a free ebook, free information on their website, a free webinar with information that is useful to people to attract them. Then they offer a subscription or more in depth offering for a fee and that is how they make their money.

Expand Your Audience

What Chet Holmes points out in the book is that usually only about 3% of people are looking for your product or service at any time. There are a lot more that might be helped by it and save money using it but they don’t realize it and therefore aren’t looking for it.

Educate and Direct

If you advertise or promote your product or service, you will attract the 3% but not the other group which is many times that size. It is just not on their radar screen. However, if you offer education that helps them, they will pay attention. Things like, 7 Things You Can Do to Double Your Sales, or 10 Things You Should Know About Indoor Pollutants in Your Home, etc. Then you can pick compelling information that also makes a case for your services or products.

By doing this you are not only appealing to the 3% but to the 30 or 40% of the population who probably have need of your product but don’t know it.

You can do this through advertising, meetings, trade shows and other means.

 

 

Sales & Leads

My mentors, Dan & Brad spoke last night and stressed that the key to a successful business is leads and sales. You might add a third, which is conversion. Just because you have a lead doesn’t guarantee a sale, so conversion is important as well. Although if you have enough leads you can overcome poor conversion.

Play to Your Strengths

They pointed out that some people are able to excel at both, but many people have a knack for one or the other. So team up and let each person do what they are strongest at. One generating leads and the other closing business. Sometimes the whole is more than the sum of the parts. Each of you should make more money teaming up.

We were also reminded that business owners don’t care how many ads you run, whether they are in position 1 on a Google search or anything else like that. They care that they are getting leads, making sales and growing their business. If you can deliver leads, they aren’t going to care what position they are in.

 Listen and Question vs. Pitch

Find out from them how many leads they are getting currently. How much is an average sale and what is the average margin or profit per sale. Then you can figure out where they are now. Then ask given their current resources, how much extra capacity do they have to do more work. If they are maxed out, that is a different discussion.

Most companies have more capacity to do work that they an utilize. Then take that number and multiply out and figure out if they could get the leads and the sales, how much extra in sales and profit that would be. Then ask them what they are doing to get there. If they are just going to do more of the same, they might not make it to that goal.  They need a new channel and strategy to bring in more sales. That would be you!

Listen, Diagnose, Prescribe

By finding where there pain is and where their dreams and vision are you are gaining information and leverage so you can better sell them but more importantly so you can better help them. If it doesn’t work for both parties you probably won’t make a sale. So don’t just pitch them and sound like everyone else touting why they are great. Listen, diagnose, and then prescribe.

Ranking in Search Engines

We have been working with a nearby company, Annapolis Clean Carpet to help them move up in the ranking in the different search engines. We have had some problems with it at first, but let me tell you the general idea.

Black Hole

No one truly knows what the algorithm is that the search engines use to figure out ranking. They don’t want you to know it because otherwise everyone would try to game it and that would defeat the purpose of their algorithm. People try and game it as it is of course, but the search engine algorithms get smarter all the time. Continue reading