In the world of Sales, many salespeople go to bed on Friday nights and are mysteriously transformed after three sleeps; emerging on Monday mornings as fully formed Sales Managers. Caterpillars and butterflies look and behave differently because they are totally different, even though in some species they retain latent characteristics of their former selves. Salespeople emerging over a weekend into Sales Managers look and behave the same as they did on Fridays because they are the same person – apart from being richer, wiser, and a good deal happier.
The problem is that what makes you successful at selling will not necessarily make you successful at sales management and in many ways can be a significant disadvantage. One of the biggest mistakes that companies make is the belief that because someone was good at sales that they will be good at managing salespeople. Yet there is clear evidence that the most successful salespeople find it extremely difficult to relate to other salespeople. Successful salespeople are often loners. Whilst they are extremely comfortable dealing with the challenge of converting none-buying prospects into buying customers; and buying customers into repeat purchasers; the challenge of converting average and/ or underperforming salespeople into sales champions leaves many of them cold.
We see it time and time again in sports. Spectacularly successful footballers are often spectacular failures in management and coaching. Why should sales be any different? Additionally, many companies, worried that they will lose the revenue of the newly promoted salesperson have them retain a client portfolio citing the white lie that clients would not accept a different salesperson dealing with them. Player-Coaches doesn’t work in Football and it doesn’t work in Sales. You’re either a caterpillar or a butterfly; you can’t be both.
The knowledge, skills, and behaviours of sales managers are different to those of salespeople. In football these days, in order to become a coach you have to undergo a significant amount of training and development, and many footballers enter a coach training programming at or near the end of their playing careers prior to becoming a coach, usually with a lower league team in order to learn the trade. So why can’t companies insist that salespeople who are identified as potential sales managers undergo sales management development prior to taking up a sales management role? Enlightened companies adopt processes for management roles which include:
– Identifying the knowledge, skills and behaviours which are considered to be required to be a successful manager in the company
– Breaking this down into small development events, study tasks, and simulations
– Defining the criteria for inclusion on a pre-management development programme that includes workplace tasks
– Delivering a modular training programme candidates attend over an agreed period
– Running a final selection process hosted by a panel and at which candidates are rated as either ready now; ready soon with development; or significant development needed
On your search you will find that there are 1000’s upon 1000’s of Internet Marketing Opportunities available to you. Consider the following steps before making the decision to join an internet marketing business:
- Make a list of things that you are interested in. Look for Internet Marketing Opportunities that spark your interest.
- Decide if you want to market your business online, offline, or both.
- Is the business opportunity for a product, service, or system?
- How much is the investment that you have to make to get started and is there a monthly membership fee?
- How do you get paid and what is the compensation plan?
- What type of training is provided to you to attract leads to your business?
- Advertising–determine how you will advertise your new online marketing business: Free, On a Budget, or Unlimited Resources.
Your Internet Marketing Business Plan
Even if you have not decided on an Internet Marketing Opportunity, making a business plan is important to accomplishing your goals.
- Determine how many hours a day you have available to build your Internet Marketing Business.
- Divide the time you have available per week into the following categories: training, advertising, social networking, maintaining a blog, research, writing articles, responding and training your leads, and email.
- Set-up a calendar of 5 tasks or goals each day–but remain flexible and if any tasks are not completed, put them at the top of the list for the following day.
- Above all, remain positive and remember to take “Me Time”: this is the time before, during, and after your work day.
- Walk away from the computer and take the time to exercise, yoga, meditation, spending time with family and friends, or just relaxing.
How Can You Tell If The Internet Marketing Business Opportunity is Legitimate or a Scam?
The simple definition of Legitimate is something that is lawful, proper, and fitting. The flip side is Scam which is an attempt to defraud a person or group by gaining their confidence. Before I go any further, I want the readers of this article to remember: “You are the investor in the business. You have complete control to proceed or decline the offer to join any Internet Marketing Business.”
There may be scams out there, but I have not come across any scams. Many feel that they have been scammed because they have not made the profits as expected. Any internet marketing business that you choose can become successful with step–by–step training.
Many business opportunities begin by showing the profits of other successful entrepreneurs with 5, 6, or 7 figure incomes a month. When you view these entrepreneurs sharing their information, it only shows you that anyone can become successful by utilizing their training experiences.
1. Be a Good Listener – Even When You’ve Heard all the Excuses Before
After a few weeks of making the same pitch you have a pretty good idea of what the common objections are going to be and should have a plan ready to get around each one. Be careful not to interrupt your prospect when they start telling you why they don’t want what you are selling. This puts them on the immediate defensive, and will stop your sale in its tracks. Learn how to be an active listener with nodding and the appropriate quick responses, while your mind is busy getting your response to the objection ready.
2. Show Your Respect for their Opinion
Once they are finished with their objection, follow up with a few well rehearsed questions. “What did you mean exactly when you said… ” or “Have you considered trying to… “. Be careful not to belittle their opinion, and don’t give them more ammunition by asking why questions. Keep it conversational and you will gather the information you need to increase your close rates.
3. Testing the Waters for a Close
Reinforce that you understand all of their objection points and respect them with a statement that starts with “So your concern is… ” or “If I understand correctly, you are… “. Now you are ready to offer the solution to the objection. This you should have had planned from the very start of the conversation, but you cannot expect it to be well received until you have successfully shown sincere interest in what their concerns are. Otherwise you come off as a pushy salesperson with a canned answer for everything.
Your water testing question should focus on how you can eliminate their concerns. “I have a way that we can work around your concerns by… “, just make sure that you are not making any promises that you can’t keep. Don’t give them a chance to interrupt at this point either. You gave the prospect their turn and now it is yours. Be sure that your solution covers each of the objection points that they made, with a tone and delivery that is still conversational.