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Sales Tools | CEO Tool Box

Sales Tools

Sales Tools | CEO Tool Box Menu

Get the Sales Tools you need to begin a more Profitable Future.

This CEO Sales Tool Box provides you, the Business Owner with Sales Tools and Diagnostics to help you to Identify and Resolve the major issues inherent in Sales, Sales Management and Sales Recruiting. The difference between where you are, and where you want to be, is in Identifying and Closing the Gaps in Sales Deficiencies.

Take Actionable Steps Today! Click Here to Call 866-816-0991

Click Here | Free CEO Growth Barrier Information Kit | Identify & Remove the Top Sales Obstacles that Impact Growth

Click Here | CEO Growth Barrier Diagnostic | Determine the gaps in your Sales/Sales Management Ineffectiveness

Click Here | CEO Sales Obstacle Diagnostic | Identify the Real Root Causes that Negatively Impact Sales Productivity.

Click Here to Register | CEO Sales Strategy Seminar |Transforming Lackluster/De-Motivated Sales People/Hiring Top Producers!

CEO Sales Growth Blog | Receive Ongoing Leadership and Sales Management Tips and Articles

Click Here | Sales Recruiting for Top Producers Kit | Uncover the Top Recruiting Obstacles facing Business Owners

Click Here to Request Sales Information Online | Uncover your Viable Options Today!

 

Peak Performance Training and DevelopmentClick Here to Call 866-816-0991 | www.peakperformancesalestraining.us

 

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Resistant Sales People How to Effectively Manage Resistant Sales Reps

Resistant Sales People

Resistant Sales People How to Effectively Manage Resistant Sales Reps

For Part 1 of this Tip Please Click Here

The Cause of Ultra Resistant Sales People: Parochial Self-interest This type of resistant sales person values acceptance and often must be the center of attention. When someone else is advising or suggesting a different course of action the spotlight is not focused on them. Change for them triggers a fear of failure or a fear of rejection. This person worries that the change may uncover their lack of skill or knowledge and cause them to be rejected as incompetent. They may be worried they will lose their job especially if there have been other indicators (past poor performance) that this is a possibility.

They may also feel slighted that they were not chosen to be the leader or if they are not directly brought into the mix early if they value power. They are consumed by their needs and can not whole heartedly see the change as a positive step for the company or organization. Solution: Communication, Incremental change, Support and Feedback Little or no communication sets off the fear of the unknown and can make people feel out of control. If they are left with many questions and no answers, this can lead to panic and anxiety which can lead to revolt and insider back talking.

Get your Free CEO Growth Barrier Information Kit | CEO Tools | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | Click Here to Call 866-816-0991

Step 1: Stop telling and begin asking. When sales people are asked to identify what changes might be necessary to achieve an objective, often you will find that they might come up with the same or similar course of action you would have commanded initially. Now it’s their idea.

Step 2: Incremental Change: Do not begin by lifting 500 lbs. Begin the process by incrementally increase day to day activities and use each base hit as a motivator to increase to higher levels. Click Here to Call 866-816-0991

Step 3: Support: Do not expect your people to maintain a course of action that it outside of their comfort zone. After all we all commit to change each New Years Eve and we know what happens there.

Step 4: Get feedback on progress and obstacles. It is best to do this individually first so negative mindsets do not band together. Then ask people to discuss their success and obstacles with an agreement that each obstacle discussed must be followed by suggestions to overcome the obstacles.

Business Owners Register Today CEO Sales Strategy Seminar: Transforming Lackluster Sales People/Hiring Top Producers

Conclusion: We are all aware of the problems encountered when working with, or managing individuals. When implementing change each person you come into contact with will have their own perspective of change and their own individual opinion and approach towards change. Any change needs to be well thought out, have the support of senior people/managers and the support of the majority of those affected and deliver something more effective than what was previously in place. All too often changes are made using a ‘top down’ approach and those required to change are seldom consulted on the reasons for change. However, there are some common principles that can be used to implement change, both small and large, and there effectiveness can be improved by having empathy with, and listening to, those affected. Click Here to Call 866-816-0991

 

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Growth Sins | The Seven Deadly Sins of CEO’s

growth sins

Growth Sins | The Seven Deadly Sins of CEO’s

CEO's: Have you been questioning your approach toward Business Development? Is there a correlation between your approach and the results that have you frustrated?
 
In an economy infested with contracting capital budgets, cynical decision-makers, and sales professionals with poor outlook and morale, managing (changing) yourself, your company and your sales people is critical to your bottom line. Click Here to Call 866-816-0991
 

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | Click Here to Call 866-816-0991

In an extreme environment, Presidents, Business Owners and CEO’s often fail to implement and enforce change. Instead they resort to extreme behavior! Which of the following common but ineffective and costly sales management approaches have you unknowingly been using?

1. Accepting excuses that poor sales performance is a result of the economy, and wait out the storm rather than implementing real change to increase sales.

2. Although a victim of expensive turnover, you continue to hire using the same criteria believing that your sales superstar is just around the corner!

3. Decide against supporting the existing sales people, and opt to compound your problem by hiring more of them!

4. Succumb to the complaints of the sales team “I have know one to call”, resulting in an increase in money spent on marketing and advertising, yet you have not dealt with the problem of low closing ratios.

5. Implement bonus plans in an attempt to “Motivate”your sales team to meet quotas without first removing attitudinal barriers or changing their approach.

6. Continue to use the same approach, same advice and same method of motivating your team, yet wonder why results don’t improve!

7. Back off of your complacent sales team so as not to rock the boat.

If you want a change in your bottom line, you must implement change! Click Here to Call 866-816-0991 for immediate information on how to get back on track. Failure to explore options is acceptance of status quo! 

 

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Dealing with Difficult Sales People | Part 1

Difficult Sales People

Dealing with Difficult Sales People |  Part 1 

The economy is changing, buyers are skeptical and you are working harder and longer for less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying business development specific simply is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and the results are not.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools

Take Actionable Steps | Click Here to Call 866-816-0991

 

Change triggers fear reactions and these reactions can lead to resistance. Understanding the fears the cause resistance to change will help you to find communication strategies to reduce the amount of resistance that can impede you from achieving the results you desire. So, you are going over the same thing with the same sales people each Monday morning, right. They nod, smile and acknowledge your advice however by Tuesday you find them exhibiting the same counterproductive behavior we were discussing the day before! First let’s understand the cause. Sales people resist change because of a variety of reasons. Keep in mind that people do not set out to self sabotage. We all do what we do because we believe it is the right thing to do! The problem is that it is not always the most effective or productive thing to do. Click Here to Call 866-816-0991

As human beings we are habitual, meaning that we have certain beliefs that tell us what to do, and what not to do. These belief convert into habits, and habit slowly form your routine. The problem with a routine is that parts of your routine are productive and others are not. This is the problem as the components of any sales persons routine that are un-productive or counter productive are the parts that have Business Owners and Sales Managers going over the same thing with the same people without a change in mindset, routine or result! Some sales people behaviorally are simply routine-oriented, and unless they uncover the areas within their own routine that work against them they have no reason to change. This usually is the type of sales person who methodically shows up for work each day at the same time, confuses activity with productivity, is non confrontational and leaves each day at 5 on the button.

Extreme Conditions create Extreme Behavior! This refers to when economic conditions go bad or sales are flat. This causes sales people and managers for that matter to do more of what is not working for less, opposed to implementing change. Take Actionable Steps | Click Here to Call 866-816-0991

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Reactive Selling VS Proactive Selling

reactive selling

Reactive Selling VS Proactive Selling

When asked to list the important steps in completing a successful sales meeting, many sales professionals respond with the following:

1) To develop trust, rapport and a strong foundation for a long relationship.
2) To ask the prospect questions and actively listen to determine needs.
3) To target my features and benefits towards those needs.
4) To differentiate my company from my competitor’s by creating a unique edge.

Unfortunately traditional sales people do certain things, and fail to do others that quickly erode these important factors. Although most sales professionals believe they have some sort of “system” or “selling strategy” to follow during the meeting with a potential client, most in fact are unknowingly following the system used by the prospect and find themselves in “react” or response” mode. This defensive position is highly ineffective in that inevitably, you will be “chasing” a “decision maker” for the decision you failed to get. This reactionary method of selling creates a serious dilemma in the world of professional selling.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | Click Here to Call 866-816-0991

Sales people are unfortunately not most effective at closing deals, or getting through objections, or setting appointments. They are most effective, at what we here at Peak Performance refer to as the “effective conversion”. They unknowingly and very effectively convert decision makers into procrastinators What is it that we are chasing them for?

1) The decision we failed to get!
2) To fix their problem!

Although they know what should be done, or what could be done to turn the tables, they fail to do so. Why? What occurs is that salespeople, somewhere during the process are led down a side street. In other words they are led astray by the prospect and have difficulty getting back on track. This is where they begin to sell emotionally as opposed to instinctively. This is the moment they begin to react and this is the moment that the game is over. Upon hearing their first objection or obstacle, something happens: They begin to defend themselves from what they believe inevitably will be the beginning of a barrage of questions.

Although they have read all the sales self help books and may have in the past attended sales seminars they immediately revert back to old ineffective selling habits. Why? This is the question that when answered opens the door to Pro-Active Selling. Click Here to Call 866-816-0991 to discuss viable options.

 

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Mastering Sales | The Key to Profitability

Mastering Sales

Mastering Sales | The Key to Profitability

The evolution of going from where you are, to where you need to be! When people first come to the conclusion that they need improvement in areas of their lives, they go through a multi-step process.

Step 1: Acknowledgement  A person cannot begin the process of effectuating change until he or she acknowledges the need for change, or that a certain aspect of life or business is not yielding the results desired from the efforts put forth. Click Here to Call 866-816-0991

Step 2 Externalization —On the surface this phase appears to contradict the Acknowledgement phase as people take the natural direction of first looking at factors other than themselves in order to determine why they are not getting the results they feel they deserve. For example, when a business owner recognizes that change must occur within the organization, they tend to blame economic or market conditions for their current results. Often they will point fingers at what they see as a complacent sales team, without acknowledging the responsibility of those who hired these people initially and those responsible for managing, motivating and providing the sales advice required for the effective performance of a sales team.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | Click Here to Call 866-816-0991

People do what they do because they believe it is the right thing to do—however it is not always the most effective thing to do. Business Owners and Sales Managers who desire change in their organizations must understand that two things remain constant: The Business Owner/Management, and the sales problems. Although sales people come and go, the sales problems seem to be common and constant. Until the business owner/management looks within to determine what they must change then they will find it difficult to change others. After all, you know YOU, better than you know them.

Sales people also tend to externalize. They point their fingers in many different directions. It is the economy they say. Or they talk about how their prospects have no need, or no money. Some simply point their fingers at management saying that they don’t understand what really happens on the front line.

Step 3: Unconscious Incompetence: This term relates to not knowing what you don’t know or not knowing how much room there is for improvement. When you begin the process of learning, you don’t comprehend the extent of what you have to learn. This Unconscious Incompetence also applies to what you do on a daily basis that is ineffective or counter-productive in the sales or sales management process—there are those mistakes you make that you can identify, but most treacherous of all are the ones you don’t realize you’re making. Click Here to Call 866-816-0991

Step 4: Conscious Incompetence: This is the stage in the learning process where you come to realize just how much room for improvement you have and recognize the beliefs or activities that have been unproductive. This is the point at which learning, or a willingness to learn and unlearn takes place. This internal acknowledgement creates an incentive to change. When you believe that you are as effective as you could be, then the incentive to change is not present. The most effective and fastest way to uncovering this improvement gap is through sales and behavioral evaluations.

Step 5: Conscious Competence: This is the point at which you begin to understand how much knowledge you have received and how this new knowledge, helps to change overall results. The fastest way to change your results is to change your routine. This is the phase where you become conscious of the importance of changing your routine. This can only occur when Step 4 takes place because in order to change your routine, you first must change your mind. Short-term boot camps fail to take sales people or sales managers to the point of Mastery. Knowing and owning are two very different things!

Sales Mastery is like anything else you want to master. You must first become aware of what you are doing that is counter-productive before you conclude that change must take place. Like the game of golf. Many golfers remain in a long-term routine that produces a fairly consistent score each and every time they play. After taking some lessons they first become aware of what parts of their routine are ineffective, followed by understanding what to do and how best to do it. The unconscious competence of new skills can only achieved through - Repetition - Active Participation, and - Ongoing Reinforcement Training

 

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