Like many people I fell into a sales career by accident. Took a job with the sole purpose of earning some money and discovered something that I loved and that I was good at; the black art of sales.
I don’t subscribe to the concept that sales people are motivated by money. In my experience sales people are motivated by success and money earned is a by product.
I soon learned that successful sales people are good at reading people very quickly and tailoring their approach accordingly. This may seem blindingly obvious, but how often have you been ‘sold’ at by someone who is more interested in getting their point across than finding out what pushes your buttons to buy.
Soooo……..my interest in personality profiling came about because I am intrigued by the question “why does anyone choose to do anything?” The answer is that it feeds something and the more able you are to find out what that may be the more successful a sales person you will be.
For information on sales training and consultancy contact me Deborah@anewcolour.co.uk
I’m running the ever popular sales masterclass in Cardiff starting in April. The masterclass runs over six months and takes up 3 hours of your time, plus an optional half hour call/skype with me. My belief is that everyone is in sales, no matter what your job title may be.
My question is, what would you like included in the masterclass? The course outline is written, but not in stone, and I would be grateful for input.
I’m particularly speaking to the scaredy cats; the ones who think sales is the hard bit! (I think it’s the fun bit)
Picture of a very scared cat.
We tend to believe that we make decisions based on logic. The truth is that we make decisions based on emotion, then justify with logic. Something that is useful to remember
in sales, or any other customer facing function.
I read a fascinating article in raconteur.net yesterday. It’s about how marketing companies are collecting data from various sources to build up profiles of their customers.
For example; if you read Good Housekeeping magazine you are likely to shop at Marks & Spencer. Guilty as charged!!!
The diagram is largely self explanatory and can be viewed properly on
http://raconteur.net/infographics/connecting-the-demographic-dots It’s not all correct as I have a cat but don’t read The Sun.
If you want to profile your customers, it’s simpler than you might think, so please get in touch.
I’m often asked this question when running sales training sessions.
One of the exercises I suggest is to look at business over the past few years, see who are your best customers, and think of how you won the business. When you work out how it happened, do more of it.
It sounds simplistic, but things often are.
Speak to me about sales training Deborah@anewcolour.co.uk
Continuing on an earlier theme of creating a special day every month (in the case of the writer Peter Jones, it’s Boxing Day), what’s more special than a holiday.
We look forward to it, planning what we are going to see and do, thinking of days when we can please ourselves.
Ages ago, I read that we like travelling and going on holidays because we like our holiday personas. We like being the person that decides to swim every morning, visits new places or simply basks in the sunshine.
Most of us can’t afford to travel for pleasure very often, so how do we recreate that?
Answers on a postcard please!
Contact me for sales training to put a smile on your face. http://www.anewcolour.co.uk
I listened to a webinar last night given by Matthew Kimberley.
The subject was ‘How to write delightful emails’. This could be useful, I thought.
The main point of the webinar was to write an email (or blog) that makes people want to read it. In other words, it’s not boring. It makes you stand out from the crowd.
At this point I should tell a joke or something, but it’s 8 o’clock in the morning and I can’t think of one.
For sales training that is anything but boring (in fact it’s a great laugh) contact me on Deborah@anewcolour.co.uk
The next question is; do you view sales as a process? Having spent many years in corporate sales I am only too aware that sales is a process.
People that don’t consider themselves as sales people tend to have a bash at sales every now and again. Because they are not consistent, it tends not to work.
Consistency and persistency are the key to building relationships, making sales and acquiring valued clients.
Speak to me about sales training.
I am at http://littlemancoffee.co.uk/ this morning. They run laptop Friday where those of us that work from home can get out into the real world.
I find it really useful to have a change of scenery where you can work uninterrupted by the cat, focus on what you want to get done and eat a toastie that someone else has made.
I firmly believe that sales is not just the responsibility of the sales team.
Whatever your job title (and even more so if you are self employed) sales is the life blood of a business.
What to do if you don’t feel comfortable about being “salesy”?
The courses I offer specialise in sales for the non-sales person. I do my best to make you feel comfortable about sales, fitting it with your personality style so it becomes natural to you.
For more information view my website http://www.anewcolour.co.uk and call me for a chat.