Sales & Customer Relations/BUA-263

Holloway/EMCC

FACTORS OF SALES PEOPLE

in Business

Prospecting14%

Providing Service*

31%

Servicing Accounts5%

Travel16%

Meetings34%

TJ Holloway’s Time Management Breakdown

• Time Management is about:

• Planning

• Personal Awareness

• Personal Competence

• Perseverance

TIME MANAGEMENT FACTOR

THE BELIEF FACTOR• Belief in your company

• If you don’t believe in your company, start looking for a new gig…

• Mission, Vision, and Value statements should ring true to you

• Belief in your product • If you don’t believe in the product, why are you selling it?

• Belief in yourself• If you don’t believe in yourself, others won’t either

• KNOW that YOU are the best person for this sales role, company, and product! Winners always believe that they are going to win… then they go do it.

SENSE OF HUMOR FACTOR

• When people laugh… their smiling out loud, and a smile indicates happiness and satisfaction• “When you’re smiling…”

• Sometimes we have to laugh at ourselves, and some situations… but never at other people

• You should enjoying yourself while you’re selling!• Making a purchase should be an exciting and pleasurable moment for

consumers… help to create an exciting and pleasurable environment

SELF-ESTEEM FACTOR• Feeling good about yourself and your image makes a world of

difference when you are communicating with others.• See yourself in the presence of consumers.

• Self-Awareness is key. • Knowing who you are and how you come across is the only way to be sure of the

messages that you are receiving from others.

• Self-care is very important.• Mind. Body. Soul.

EFFECTIVE LISTENING SKILLS FACTOR

• Active Listening• Be fully present with your ‘whole self’ whenever a customer is speaking to you

• Reflective Listening• “Check the Message Out”

• Listen to ALL communications of the customer• “Seek first to understand, then to be understood…”

• When people feel understood, only then do you have a relationship

KNOWLEDGE FACTOR• Know the Product

• Expand value of your product by knowing it well, and being able to explain it well to customers

• Value can be personal or universal, real or perceived

• Value is what separates good products from great products

• Know the Process• Understand the procedures that are followed in the development of your

product or service

• Before. During. After…

• Know the Company/Agency• Mission, Vision and Values of the company should be entrenched within

you.

• What do other departments do? Global perspectives and responsibility… local?

ORIGINALITY FACTOR• Be Original and Creative

• How does your product/service stuck out from the rest

• Know your competitors and find a way to be what they are not

• Times to be inventive• Approach

• Presentation

• Follow-up

SOCIAL INTELLIGENCE FACTOR• Know that every customer is not the same, even if they are looking

for the same product• Being adaptable is one of the greatest skills a salesperson can have

• Be aware of the total sales environment• Customer appearance and mood, gatekeeper, weather, rushed, budget, expectations, first

time or repeat

• Different customers require different salespeople• Morose…

• Energetic…

• Curious…

• Sure…

INVESTIGATIVE FACTOR

• Probe to find what the customers needs/desires are for your product/service

• Cost-efficient, functionality, appearance

• Emotional need, Psychological need, Physical need?

• Don’t jump to conclusions/Assumptions• Patience… Timing is Everything!

• Reveal your hand (what the product does) only after the customer has revealed theirs (what they want a product to do)

• Make it Personal• Match the purchaser to the product/service… Individual-oriented selling

COMMITMENT FACTOR• True devotion to your company/agency, product/service,

and processes is a MUST• Obligatory responses and actions are often times easily recognized by

managers, co-workers, and consumers

• Be ‘All-in’… “Fully committed!” (sharp mental and emotional faculties)

• If you can’t be there that day, don’t be there that day

• If you can’t be there at, don’t be there at all

THE WINNING FACTOR• What do you get for coming in being the runner-up?

• 2nd place doesn’t exist in sales

• There is only a first and a last, a winner and a loser.

• Winners have passion!• Passion makes up for a number of mistakes

• Especially, with first-time customers

• It runs out… so, hone your other skills.

This is the characteristic that is the best predictor of how successful a salesperson will be…

If you don’t have it… you need not apply.

POSITIVE ATTITUDE & ENTHUSIASM FACTOR

this concludes…

The Factors