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Build a Winning Sales Team

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Build a Winning Sales Team Powered By Docstoc
					Build a Winning Sales Team

Mike Mann

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ou can teach someone selling techniques but not the natural ability it takes to sell, so always hire the most capable people. Like your other employees, your sales force should be, at minimum, well-organized, great communicators, and self-disciplined. Your sales team is your face to the outside world, so make sure you hire the cream of the crop. Preferably, each employee reports to one boss, and one chief oversees the whole department. Selling is largely an independent activity. Don’t delegate the same tasks or territories to multiple people. It is more important for each individual sales executive to develop a unique relationship with his or her client base. When training your sales team, make sure they understand that people are buying the benefits of the product, not its features. For example, don’t tell your sales prospects about the bells and whistles that are included with your “widget.” Instead, tell your client how widgets can help save them millions, which would then help them go on vacation sooner. Make sure your team knows how and when to ask rational, pertinent questions to prospects mixed in with the small talk, and make sure they LISTEN to the answers carefully. Not listening to what a customer says is a key failure for many salespeople and businesspeople in general. You may be able to tell from subtle intonations what the customer really takes to heart, and then if necessary, instantly adjust your sales “pitch” accordingly. Usually, you should have a semi-formal presentation and then a casual question and answer period, often over lunch. But the most important aspects of your pitch are not in the details, it’s in your positive attitude and clear, confident speech. Demonstrate mutual concern with your prospect and establish a human bond to increase your closing rate.


				
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Description: An excerpt from Mike Mann's business guide, Make Millions and Make Change!
Mike Mann Mike Mann Chairman and Founder www.washingtonvc.com
About Bio Mike is the founder and chairman of Grassroots.org (501c3), a global network providing free services to non-profits and promoting social action. He also founded and manages Make Change! Trust, a charitable fund that supports select 501c3 organizations. See http://grassroots.org/ and http://makechangetrust.org/ Mike is founder of successful, active, for-profit corporations also including Phone.com, SEO.com, Skateboards.com, DomainMarket.com, Yield Software, BrowserMedia, Graphics.net, and others. In many cases his companies exchange resources, talent and technologies in their never-ending quest to deliver innovative, profitable digital products and services. In 1994 he founded Internet Interstate, which he sold to Verio Inc. in 1997. In 1998, he founded BuyDomains.com (now NameMedia), the world’s largest secondary market for domain names, and sold majority interest to Highland Capital and Summit Partners in 2005, along with the “Seeq.com” search engine portal. See http://buydomains.com/ Between 1998 and 2001, Mike served as the founding Chairman of the non-profit ByteBack.org, which is an innovator in operating free computer and job training centers serving inner-city communities. Mike is the author of Make Millions and Make Change! a book focused on making money in small business so we can better serve society. Please see http://www.makemillions.com/ Contact: mikemann at mikemann dot com