Top Down Selling Is the Key to Selling Correctly

Top down selling is an interesting topic as I read across the net. I come to find out my idea of top-down selling is in some ways different than what most people have written. My idea of top-down selling is more like a negotiating tactic or method. This is a method that helps the buyer feel good about making their buying decision. Since you give them the reins to customized the product with your guidance. In essence, this forces you to become an expert in your product and an expert in your pricing and promotions. This method also helps you become an expert in sales fundamentals. Such as negotiating tactics, reading and communicating with customers, and closing techniques. Let me explaintop down selling

1. Selling From The Top

So after you get through your introduction to who are you? and why are you there? and it is about that time you are about to give your valued recommendation. Your valued recommendation should never start with the price. Never ever sell on price. If you gain a customer on the price you will lose a customer on price. This is so true. Anytime I have seen a customer that was won over based on price was also lost on price when they contacted the competition and simply asked “can you beat this price?” A mentor of mine used to always say keep your hand out of your customers’ pockets. What is expensive to you may not be expensive to someone else. Expensive is a relative concept.
In top-down selling, it is ideal to start with your most extravagant luxurious item. The item with all the bells and whistles. The service that comes with all warranties and support that may last a lifetime. The customer may like all the bells and whistle when you mention it. They might see a whole lot of value once you explain it. Since you are the expert you can make almost anyone get excited about the products you offer.
You being the expert should know this but customers get excited when you are talking about the things they enjoy and not only what you like. Remember this is not about you this is always about the customer. Customers get excited when you are discussing how your product benefits them. Think of WIIFM pronounced whiff-em. WIIFM stands for What Is In It For Me. Act like the customer is silently telling you this everytime you mention a feature.

2. Navigating Your Recommendation

After you enthusiastically explain your most extravagant product, you explain the price and the customers’ excitement comes down because they figure out that all add-ons you gave them might be a little more than they need. Instead of the customer coming down on a hard crash you can ease the customer with a less extravagant product of yours.
This customer interaction becomes more of a negotiation or haggle. Similar to like if you were in your local flea market, and haggling with the vendors. Step by step ease your way down to where your customer feels as if they are getting more value with a price they seem comfortable with. It is a good idea while in this state of the negotiation process to give them a promotion or two.
Feel your customer out. Pay attention to their words, the tone in their speech, their facial expressions and most important pay attention to their body language. If a customer’s eyes light up most likely they like what you are saying and it interests them. If they look bored or even tired then most likely you are not creating enough excitement.
When listening to the words your customer speaks and they are copying or using the same words you are using most likely they are engaged in the conversation. If they are mentioning other things besides the general subject you are talking about then most likely they might not be too interested in what you are saying. Reading customers is a great topic we can write an entire article on that I will get into in the future.happy

3. An Expert Negotiator Is a Happy Customers

When interacting with customers you should always be making them feel special. Compliment them but do not sound fake or not genuine because customers can read fake salespeople miles away. It is obvious why you want your customer to feel happy.
Our reason for people to be happy is that people buy with emotions and if you get a customer excited and happy when you are negotiating with them they will be more inclined to buy from you. After the entire haggle process you and the customer worked hard on a suitable agreement. You conformed the product around what your customer considers the best value for the cost. Your customer should feel happy as if they worked from a high priced deal to something they feel is a great deal they worked for. They might feel a little boastful and you should let them. They might brag to their friends how they are an expert negotiator that just worked out the best deal possible. If it makes them happy just let them brag. You should understand being humble is the key to your victory in the end. The customer should have the perception that they negotiated a deal that if it wasn’t for you they could have not got a better deal. This will, in turn, make it more solid and help from the customer feeling buyer remorse.keys

4. Why is Top Down Selling The Key To Selling Correctly

After all, is said and done if you are using this tactic correctly means that you have come over the rookie mistake of selling based on price. You are not afraid to lead with the highest priced product you can offer. You are able to navigate the sales process by listening to your buyers’ words and body language. You are able to get your customer excited about the products you offer. You spend quality time with the customer understanding their needs building a relationship and making a solid sale that will be less likely to cancel and more likely to stick with you for a long time.

5. Top-Down Selling: My final thoughts

Top-down selling is just one key method that can help you improve your sales performance and hopefully give you an income raise. With that said there are many techniques, tactics, and methods. If this method resonates with you all you need to do is practice it role play with others doing real case scenarios. You should be effective if you practice it.
Just remember there are many techniques and I would suggest that you have a few techniques and a few closes in your arsenal because when working with people you have to expect the unexpected. There are always different challenges and nothing is ever the same. The only thing consistent in sales is change.

So have you been successful using the top-down selling method? Or what method have you used that help you in your sales career?

The Scary Truth About Face To Face Sales

The scary truth about face to face sales is that it is probably, in my opinion, the most effective was to turn a cold call into a long-lasting lifetime customer. With that fact in mind, if a sales agent had the option to choose this method or do something with the least impact to the business, most sales agents would not choose to do face to faces sales. That is scary. Generally, some reps can be intimidated, some might feel there are better options or some might just don’t want to deal with all the rejection.face to face sales

Whatever the case may be if your budget on leads is low and referral leads are dry this might be the most productive activity your sales team can do. To have your team get over those fear factors they must gain confidence and here is some knowledge about outside face to face sales to improve confidence.

Positive Mental Attitude: Fake it until you make it

If you have a positive mental attitude with some enthusiasm when you do anything in life you will be more likely to accomplish what you are set out to do. This is one key factor, believe it or not, you have the most control over. If you feel like outside circumstances determine your attitude you are completely wrong. No one has the power to control attitude unless you give them that power.

Brian Tracy says you should give yourself positive affirmation before every sale call telling yourself “I like myself” I like myself” This will help you feel a good about yourself, therefore, more inclined to close the sales call. If you have a positive attitude this will, in fact, stand out and it makes most people want to be around you. Most people want to feel happy and hope you rub off on them but little most people know is this power is within all of us.think positive

If you are not accustomed to this it does take some time to learn how to keep a positive mental attitude so, in the beginning, you might just have to fake it to you make it. If you feel like you do have a bad attitude just keep telling yourself “I feel good” I feel great” over and over and eventually you will feel good about yourself.

Always Be Selling

If you are working in a community or business area you should always remain professional whether you are with your customers or not. Since everyone around the area or community has the potential to be a customer or possibly have influenced your sale. You should be courteous and respectful to your community and surroundings. There have been many times walking by various pedestrians in the street turning out to be customers because before I knew they were on my lead list I was polite and asked how their day was. Since I was polite and friendly they were more receptive and listened to my introduction. Even if the pedestrians you encounter are not on your leads you can possibly make them a customer if circumstances permit.script

Pre- Planned Script

There are various reasons for having a pre-planned script. You will get those new guys that will occasionally say they want to “freestyle” or just wing it. Which most veterans will know this is a horrible idea. I generally have used this time to prove how a preplanned sales script is absolutely necessary. I sometimes would let the new guy try his luck by winging it. At the end the new guy would end up just reinforcing the idea of having a pre-planned sales script is vital.
Have a preplanned script memorized keeps you on track from distractions or obstacles that might interfere with your sales flow. You never know what unseen distraction that may arise. A lot of times the distraction can be your customer where they interrupt you and you lose your place or train of thought. With a preplanned script, you can easily jump right back to where you stopped it with no issue.
A huge benefit is sounding professional and not getting stuck on a customer objection.
Preplanned script should contain an introduction that is quick to the point, a set of qualifying questions which should help you determine if they are a legit buying customer and what features your product can benefit the customers needs; a presentation which is you presenting your product conforming around the customer needs, and last;y your script should contain a close.
a. Introduction: Greeting; Who are you? Why are you there?
b. Qualifying questions: Are the person you are talking to the decision maker? What is their current service provider? How can your product be useful to them?
c. Presentation: presenting the features that benefit your customers needs
d. Close: having a few closing techniques in your arsenal should always be well rehearsed and ready to be used in real life dress

Dress To Impress or Dress As The Position You Want To Be

As a rule of thumb, you should dress as the position you want to be. For example, if you are a sales rep and you want to be a sales manager then you should be dressing as a sales manager. No matter what you should always look professional clean and pressed attire. You should never have anyone one on your team wearing jeans. Khaki or slack material is always best. You should stay away from loud bright colored clothes unless your brand requires it.
Many people have tattoos now at days but it is best to have them covered up. It might be trending or an okay thing but you never know when you might have a senior conservative customer that would look down on tattoos. If a customer has a strong stance against people with tattoos it is most likely they will not conduct any business with you.
Most people are extremely judgemental so make sure you dress casually professional and plain so you can fit in any environment you might encounter

Power In Dialogue

The words you speak are free but can cost you in the long run. First and foremost you should always communicate in a positive tone. Even when discussing your competitor you should talk about them in a positive way. Since maybe your customer might be using your competitor or maybe once has used them and you decide to put down your competitor. You are in essence putting down your customer.
Do you know what is most powerful word while communicating to an individual or group is? Before I just give you the answer let me explain. People listen in various ways but generally, there are 4 types of listeners
1. The disengaged listener: These people have no interest in anything. No matter what you say there will be nothing that will gain their interest.
2. People focused listener: These people get interested when hearing about your experiences. What things have you been through? They tend to listen more often when they hear the word “I”. For Example ” I went to the baseball game last night” ” I saw Mike Trout hit a home run”
3. Self-focused listener: These listeners have their interest sparked when talking about things that affect them. Only things that have an immediate impact on their lives they will only focus on. They like to hear the word “you” For Example “You will get better parking if you head to the baseball game early”
4. Idea focused listener: You can spark an idea focused listener when you speak about ideas. They are interested in the creative aspect of ideas. They want to understand the effects of ideas on the world. They love to hear the word “We” Example “We understand that if we do a good job today, we can expect our team to win the competition”

The most powerful word in communicating is “You”. You will engage with most types of listeners when you use the word “You”. Make sure you apply “You” in all your dialogue.
When discussing time in a dialogue always talk in a present tense. Use the words like “today” and “Now” to encourage an organic sense of urgency. Speaking quick and straight to the point will also encourage urgency. Just keep in mind never to discount clarity to speak fast. Clarity is more important than speaking fast but you do want to speak quickly since it can be perceived to be important and urgent.powerfu;l words

Conclusion: Face to face Sales

Face to face sales when done properly can be the most effective ways to obtain new customers. Ideally, the best way to get feedback on your product. Depending on which product you are selling this can be the best way to see your product in action with real customers.
This is the most cost-effective way to establish any start-up business and gain a foothold in your marketplace. It takes a lot of practice, you need to have confidence and not be afraid of direct rejection but can take your business to a higher level. What have you done to take your business to a higher level?

The Key To A Successful Sales Management Process

If you are a business owner or a sales employee who ensures that your sales team determines his or her numbers or reaches sales quotas, I feel your pain. If you are like many sales managers and owners I work with, write reports, and also you have many various personalities to deal with in your team, and each of them has different levels of skill, motivation, etc.

The Key to a Successful sales management process

It may sound like overwhelming work.

Add to that that you probably never had training or reinforcement in the sales management and that the sales training you would have to give to your team is probably not very developed. I see you nod and think: “Yes, you’re right, what now?”
Well, here’s what. The sales management process is simple and easy if you split it into the three most important elements. If you focus on these three keys and prioritize their implementation, your work will be much more comfortable and, most importantly, you and your team will close more companies and create their number.

Here’s what they are:

1. Determine the best practices of your sales process. Provide your team with clear and easy-to-follow practices regarding sales techniques and skills required for your specific sales. Give them specific scripts and rebuttal combinations to follow, specific qualification questions, appropriate exit tools, and make sure they are not ambiguous.
In other words, identify what works in your sales cycle and what the best approach is, then develop them into a robust sales system and tell the company policy that this is the best way to manage every part of your sales process from the first phone call. , to qualify you, to leave voicemails and e-mails, to contact your prospects, to close the sale and to deal with objections.
You have to make this sales system absolutely clear enough for everyone to understand and follow it. Once you have that, then:

2. Implement and follow the use of your best practice system. Think of an excellent football team. What are they doing? Coaches offer the best game plan (the system), teach it to their players and practice every training, game, and technique. They go through it again and again and watch a video of every training and every game to make sure that their players follow the plan and use the best technique.
And that is what you should do with your sales team. Once you have provided the best practices to your team, it is up to you to train them and strengthen their membership. You do this by observing your representatives by phone, with their prospects and their customers. You take and monitor interviews with them and ensure that they follow the best practices. If you do this, make sure your team members use the best practices that you know are effective, they will improve and sell more.writimg sales script

3. The discipline of your team members when they do not follow your best-selling practices. First, let me say a word about the discipline. Discipline comes from the Greek word for ‘teaching,’ not ‘cursing or inciting others to feel bad.’ The right role for a teacher, coach or sales manager is to let students and salespeople know that they do not follow the proven tools to succeed and then help or “learn” them. To do better. And that is where your skills as a manager (and your time) are most active.
You can do this in your contact with a sales representative and at sales meetings where you can read representative records that do this correctly, and you can do this by sending rules to a representative while he is online. Over the phone or through instant messaging while you listen, etc. What matters is that you give your team the right tools to succeed, manage them to implement them, then follow them and teach them how to use.
If you implement the above three keys in your sales environment, you get the fastest and easiest return on your time and investment. If you miss one of these keys, you will spend your time wondering what’s wrong and your frustration about the team, your business, and your efforts will only get worse.
Check your current sales environment and see which of these keys is missing. Once you’ve found it, you know what to do next!teaching

4. Knowledge of the market
In this context, market information is information about construction projects that are tailored to your market in a specific geographic area. It is essential that every company develops a process to collect, focus and develop this type of information. This happens in the hope that a company can discover projects that are still in their infancy to determine profit areas. During the collection of this information it is important to discover:
• Details of important contacts and decision-makers who manage these projects.
• Potential work providers in your area who can manage projects of potential interest on a regular basis.

5. Normal time to develop numbers
The most important point to emphasize about them is that a long-term plan is essential to ensure a sustainable and continuous approach to marketing. However, one day a week is often enough to handle these runs and this day can often be divided into blocks of half a day at a time, thereby exploiting their potential. For this plan to work, the relevant marketer must have confidence in cold calling and developing relationships, mainly through the use of the telephone as the primary selling tool.
Below are typical figures about the volumes of prospects that can be processed and the results achieved with the above strategy:
• Up to 25 separate contacts/companies per day.
• About 10-12 + new letters / e-mails per day.
• About 8 to 10 new prospects, more than 15 memories.
• A maximum of 150 projects/contracts under development at any time.
• Generally a strong new connection every 6 to 7 weeks.
• Generally, 3-5 targeted offers per month.
• Agreements agreed between 1 and 2.
Although these figures are in themselves impressive for what amounts to a day’s work, it is also important to remember that these compounds are growing and each has huge potential in the long term.

6. Executive support
It is important that the directors of your company, your leaders, support the sales and marketing sector of the company. One of the ideal ways to do this is to ensure that they are flexible in the time allocated to appointments with potential customers. However, it is very important to have in mind that these people can not avoid doing everything in their power. Therefore, to maximize their time, appointments must be interesting for your business. To do this, nominations must generally meet the following two criteria:

• There is a specific project to discuss.
• The company you meet regularly manages work of the type of your choice.

7. Stimulate sales throughout society
In a company, it is important to remember that the sales and marketing sector is the only source of new opportunities for a company. The opposite is true because every member of a company can in principle meet new prospects and interesting projects through the local press, gossip or local knowledge, business contacts and personal networks.
These projects are often very useful because they are based on personal relationships with employees of your company. That said, a system must be put in place to encourage and reward such contributions. If this system is well managed, it may be possible to maximize the company’s reach at minimal cost to the

Importance Of Sales Management Process

To solve the productivity problems of sellers, a company must globally address the problems. Most organizations, faced with low or declining orders from their sales teams, are looking for quick solutions by placing vendors in a rigorous sales training program, usually structured by personal sales skills. Problems with the sales management process and sales manager skills are primarily addressed. In some programs sales, managers are present as observers.
Let’s look at the sales management process and the roles that a sales manager must play.
If you ask a sales manager what you manage, he or she will probably say “my sales team,” which of course is true. But is it true? The management of the sales team allows the sales manager to achieve the goal; Or, to say it differently, should only vendors be driven to achieve results? You can say that a staff officer posts results through his staff, but it only works if the manager and his staff know what they are trying to manage.
If you ask the same question to a production manager in a factory, what are you going to do, then he will probably answer you with a statement like: “The production line We take the raw material on one side, and the products end up on the other It is my job to manage this process to ensure that we achieve the production goal with maximum efficiency and quality.”
Many production managers talk about managing a process where, like most sales managers, their job is to manage the sales team. In other words, people seem to focus on people management, others on the processor task


So, where does this leave you? Obviously, there is no silver bullet regarding marketing and sales, or else everyone would be doing it. But, whatever strategy one employs it is clear that there are going to be some core basics and some of the most important of these are outlined above. For an interesting online discussion on the different sales models construction companies can use visit this thread. For a summary of the thread pulled together by David Muniz

Make More Money With These Sales Training Topics

When it comes to high-quality sales training topics there is an unlimited amount of topics you can work off of, It really depends on how creative you can get. It is best to always have new ideas and keep things fresh. Be open to learning from others. You also need to come to the understanding that not even the brightest minds can learn everything especially learn everything all at once. So when picking a topic to teach stay with one fundamental concept at a timebuilding rapport

1. Building Rapport and Developing Relationships

There are two quotes that I am reminded of when it comes to this topic. The first is an old quote that vets in the business probably have heard but “People don’t care how much you know until they know how much you care” which basically means people don’t want to hear you talking but people would rather you listen to them.

This next quote sums up sales in one sentence but “People buy from people they like, and people like people like themselves”. In breaking down this quote I take it as to get someone to buy from you, it is first better to get them to like you.
So how do we get people to like us? That is where Dale Carnegie’s book “How To Win Friends and Influence People” comes in great use. This book is a timeless classic that was published in 1936 and it still is relevant today.

As a side note, people skills is one of the most important skills for anyone in any field of work. It is said that those that have people skills will generally make a higher income than someone else in the same line of work lacking people skills

In the book How To Win Friends and Influence People, there are 6 key points that I want to focus on

a. You have to honestly be interested in others

b. Always be smiling. Remember attitudes are contiguous

c. Whoever you are trying to get to know you should take note and remember their name. Most people love the sound of their name. When people hear their name it is like music to there ears.

d. There is a reason why we have 2 ears and 1 mouth. We should be listening twice as much as we are talking

e. Always talk about what they are interested in not what you are interested in

f. Mary Kay Ash has a quote that says “Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, but you will also succeed in life.” That is how exactly how you should make people feel. product knowledge

2. Product Knowledge

It should be obvious but all sales reps need to know what they are selling. What would be better than just having product knowledge? If at all possible your sales rep should have the product that they are selling. If is possible for sales reps to possess the product that would surely mean they are sold on it already. If a sales rep is sold on it they will be more inclined to speak passionately about the product, therefore, transferring that emotion to the customer will more than likely lead to a sale. Since a sale can be described as a transfer of emotion. “If I can get you to feel the way I feel about the product then, of course, you will buy the product”

a. Features Vs. Benefits

They say features tell and benefits sell. What that means is that features are the bare facts about the product but people buy benefits. How does that feature benefit the customer? That benefit will be the reason for the customer to make a decision It is extremely important to express yourself with enthusiasm or passion when presenting benefits to the customer. If you are excited about the benefits the customer will be excited about it. Make more money using these sales training topics

b. Pricing and Promos

Being well versed on your products pricing and promos enable you to be creative when dealing with objections about competitors or shop savvy customers. Generally speaking, you should be able to beat any other deal that is in direct competition with you either structuring a package where the customer gets more bang for their buck if you can’t beat their pricing using your promo which you use as a wild card play at the end.

There are various ways to sell when it comes to pricing but you never necessarily want to win the customer over on price. A solid sale will have to be the customer buying based on the features and benefits of the product. If you are winning over a customer from a competitor based on price and if the customer is smart enough the customer can just as easily call the competitor and say “hey this is what ABC company is offering me to go with them, what can you do so I stay with your company” and generally speaking the competitor will give them a better deal. money

There are effective ways to work with pricing in your benefit. There is a technique called Top-Down Selling that was a close that I used many times. With this technique, you must have a good grasp on your pricing and promos. In essence, you start out with your biggest offer. You know the package that comes with all the bells and whistles. Usually, it will be your most expensive product with all the extra features. Now when a customer asks for some pricing. You just list out all the features. Makes sure that you go over every detail so when you come to the price you exciting say they will be getting all that for blank blank dollars.

Expensive is subjective what you might think is expensive others might think its a good deal. SO never assume what your customer thinks of as expensive. Now once you listed all the features an then gave them the price. Once in a while, you might get a “wow I get all that for that” “where do I sign up.” but a majority of the time you will get a customer wanting to haggle a good deal. So they will respond with oh that’s a lot or maybe “ABC company is giving all this for this”

Since you started out with the highest priced package you can remove a couple of features or lower the package which will lead to a lower price. Now you might repeat that scenario with the customer a couple times to where you are given a smaller package that the customer feels comfortable with and the feel as they fought for a deal. That makes them feel good about something maybe to brag about to friends and family.competition

c. Competition

Competition research can sometimes be neglected but this knowledge will help you know the facts. If a customer is saying a lot of positive things about your competitor but maybe the exaggerate but you are equipped with the knowledge to know what is a fact and what is not. This knowledge will help you in giving a professional recommendation that fits your customers’ needs especially when you are winning over the customer from a competitor.

3. Overcoming Objections

a. Brian Tracy says that whatever product you are selling there are 6 common objections. So in essence what my 6 objections I had faced might be similar but might not be the exact same. So whatever your 6 common objections for your business is you must figure those out and develop a script to overcome those objections.

There are various techniques that you can use to overcome an objection. One way is to turn the objection into a question. For instance, if you are constantly hearing “you guys are just too expensive” you can turn that into the customer as saying “can you show me how can this be affordable for me?”

When writing a script and the customer says “We looked into it before and it was too expensive” Your response would be “I definitely understand your concern and we have found many customers had the same concern.” “So what we have done is ___________(The rest of script will say whatever creative package, pricing or promo you have to offer)

b. smoke screen objections are generally objection that customer say but it is not a valid reason not to buy. This would be similar to a clothing store associate tries to be helpful to a customer when they ask a customer “Hi, may I help you” and the most common response is “Oh no thank you, I am just looking” So that is not a real reason not to by and is called a smoke screen objection. You have to get around the smoke to uncover the real concerns of customers.

c. Valid objection is real reasons a customer can’t buy. An example would be you can’t sell an amputee with both legs gone any shoes or you can’t sell home insurance to someone who doesn’t own a home. Those are valid reason’s and those non-customers need to be vetted as soon as possible so you don’t waste any time with them.make money

4. Role Playing

This sales training topic should be run frequently with top producing reps leading by example. Role play scenarios of common customer objection and your script that is used to overcome objections. Top reps should be role-playing their best practices. This kind of training is behind the concept of if you copy exactly what successful people do you will soon obtain the exact same results.

This is also a perfect time to review and optimize sales scripts. Work on practicing sales scripts until they are fine-tuned and when being applied they sound natural and not as you got it out of a script.

5. Conclusion: Sales Training Topics that Make Money

After writing this I have come to the conclusion that there so many topics. This article does not do any justice to all the different topics that you can use. I will have to make a part 2 and maybe even a part 3. When I was writing this I just keep on bouncing ideas old ideas and new ideas that would fit well here. I have so many notes and I could keep writing on and on but I wanted to wrap it up to get a few ideas out and I will do the second part in the future.

Let me know what sales topics you would have that have made you more money in the past.

The Most Powerful Door to Door Sales Training That will Improve Results (Management Edition)

This is a management level overview of a strategic plan for an effective door 2 door sales training. These are valid key points that if are implemented correctly can improve a door to door sales organization. Remember if you fail to plan ahead then you are just planning to fail.

Door to door sales training

1. Recruiting: The lifeblood of any sales team

It is commonly debated if you should focus on quality or quantity when recruiting new sales reps. I come to realize the only way to get quality reps is go through the huge quantity of prospects. Ideally, you should be recruiting every day everywhere you go. Whether you are recruiting the waiter that is serving you at a restaurant or the sales associate at you local clothing store. You should not have to go anywhere to recruit you should recruit everywhere you go. But the most effective sales teams are the sales teams that have each sales rep personally recruit also. You should be having recruits waiting on standby for an open sales position. When you have a full sales force and recruits on standby waiting for a position definitely keeps a sales force accountable.

a. Ads, Job Fairs, and Personal Recruiting

Depending on if you have a budget to place job ads and go to job fairs this can be a great resource for recruits but this should be looked at as supplemental to your personal recruiting efforts. Your main focus should always be personal recruiting from you and your team.
When placing ads make sure your ad looks the most professional compared to all other job posts. You want to stand out with your professionalism and should attract a higher caliber candidate. It should be known but I will say it anyway. Do not exaggerate or lie. I would even suggest to under promise so you can over deliver.
You should prepare a preplanned script for the job post, a script for answering ad calls and a script for meeting prospects in a job fair. The objective of each script should be focused on getting the prospect in the office for a face to face interview.


b. Interviews

It is said that you should hire slow and fire fast. I take from that is that you should give the perception that you are providing an awesome opportunity. An opportunity like no other that people are lucky to get. You should never present your opportunity like you are just hiring everyone because your prospect will not take it seriously and will not be grateful. So, in turn, will not put in their best effort.
First impressions are a big deal so if you have one on one interviews make sure to be prepared with interview questions and an idea of what type of person that will fit well within your sales team. Always be honest about expectations and like I previously stated it is best to under promise and over deliver.

c. Group Interviews

Like I said, in the beginning, you will need to go through a huge quantity to find the quality. So if your office setting permits it would be best to hold group interviews and I have done group interviews from 40-50 people in a room for about an hour session of explaining the opportunity. Group interviews can be a fantastic way to fill any personal gaps quickly. So you should keep this tool in your arsenal and used accordingly.


2. Sales Expectations, Attendance, and Goals

This can be a difficult subject for leadership since you always want your team to reach their highest potential. So if you give them a sales target but they, in fact, can do more. They will tend to hit that target and stop right there. So in my experience, it is always crucial to base your sales teams expectations on the activity because if they are doing the right activities this will lead to the highest amount of sales they can achieve. So from the beginning in your door to door sales training, you must make it clear your expectations on how many doors they must knock, how many presentations this should lead to and ideally how many sales they can receive. So the expectations should revolve around the activity of doors knocked and presentations they are getting to do.
I think it is important with today’s generation, the so-called millennials, that you are clear about the expectation you have for your team. Get into the basics with dress code attendance and activity. Millennials need clear direction and someone that keeps them accountable. They tend to feel more engaged when you keep them accountable.

sales tree
You want to get sales reps to figure out their goals. Why are they working in the sales industry? What do they expect to accomplish? What are the long term and short term goals? You should help devise a plan of action to help them achieve these goals. When you show a personal interest of your sales reps can be the difference in having a long-term rep that sticks it out from all the peaks and valleys or a rep that leaves to another job after all the time and effort you have put into them.
I would always try and stay away from goals that include a dollar figure. Although money motivation is a positive thing you don’t want the reps solely motivated based on money because that rep can tend to have a mindset of a “do whatever it takes” to achieve these monetary goals. You do not want to develop a rep that will compromise their integrity for these monetary goals.
Lastly in this section make sure you share company objectives, team goals. Everyone needs a vision that they feel that they are working together as a team to accomplish. This should bring team synergy with a clear target to hit together.

3. Sales Process and Strategy

All sales teams that produce at a high level have a sales process that is trainable, flexible and measurable. Measurable activities should be captured in real time and at the end of each shift. The sales process must be trainable to where you are having newly hired reps along with your veteran reps following your process and are able to record their data. The process should contain the plan of action on how to approach a neighborhood. How many doors and presentation they should be having. What is the plan to get as many presentations as possible? How many different reps will you have to meet a potential customer if the first rep to make contact does not close the sale.
Your sales process should include a generic script for new hires have something to work off. The script should be easy to learn and doesn’t sound scripted.
One of the best tools that sales teams take advantage of is a good CRM or Customer- Relationship Management system. CRMs can improve your customer relationships. This tool can help you manage your leads and areas you assign to work. CRMs can also be used as a way to help keep track of your teams recruiting efforts. The most valuable piece of any CRM is providing analytics of all the data your team captures. You can get a high-level view of your teams strengths and weaknesses.


4. New Hiring Door to Door Sales Training

How effective are you in your new hiring door to door sales training will determine how consistent your team is in the field. Fresh blood will help push your team and keep them out of the complacency trap. Your new hires should be well equipped before sending them out to the wolves/ communities. The should be equipped with product knowledge and a simple sales script. They should know pain points that influence customers to buy. They should know common objections and how to overcome these objections.
The key to your new hire success is going to be determined on how fast they experience small wins. So train them appropriately an push them hard to achieve those small wins.
Although small wins will most likely determine your new hires turn over rate this is one of those times where you under promise and over deliver. If they achieve more success than they thought they would achieve in the field will give your rep confidence and motivation.


5. Sales Rep Meetings and Training

Sales meetings and sales training can be combined together unless you need a huge focus on developing your teams’ sales skills. These meetings should be held frequently. Discussions can include industry updates. team updates and the most important part is to give some praise an recognition to new hires achieving their small wins and your reps for exceeding expectations.
This is also a great opportunity to have your top reps go over their best practices in the field that may be useful that your new hires hear. You can go over and train any techniques or any part of the sales process your team might need improvement.
Make sure meeting are fun and engaging but most important is that the meeting has value for everyone. One thing that any sales reps hate is wasting their time in a sales meeting that they get nothing out of it that benefits them.

6. Developing Leaders

In John C Maxwell’s book, 21 Irrefutable Laws of Leadership law #20 is the Law of explosive growth. If you want to experience long-term success and growth you must develop leaders and not followers. As Dr. Maxwell states you must have the mindset of wanting to be succeeded and not needed. With that mindset developing leaders will consist of spending 80% of your time with the top 20% of your team. Focus on your top leaders’ strengths. You can build off their strengths and this will overall ensure your teams’ long-term success. By focusing on multiplying your team not adding to your team you will experience explosive growth. You will eventually get tired of dealing with each individual sales rep personally so developing leaders around you can keep your sales team always on top of their game.


7. Motivation

A sales environment must always be fun, energetic and exciting. This type of environment helps keep sales reps in a positive attitude.
An exciting and energetic environment can definitely help with motivation but there are many ways to keep motivation fresh in your sales office.
Competition and other sales activities can motivate your reps to make as many sales as they possibly can. Prizes don’t necessarily have to be expensive because highly competitive people are motivated just to win and prize becomes secondary or just icing on the cake.
It is also a great idea to do team building activities that are outside the office. This just helps bring the team closer together. Teams that work together eat together play together stay together.

8. Last thought

If you would briefly take an overview of everything I have said would I like to say there are many pieces to having a successful sales force. There are many variables. It is subjective but I think it is almost impossible to do every single thing perfectly but you must be good at recruiting. Recruiting the right quality people will help fill the gaps in the areas you have weaknesses. Most successful leaders are not good at everything but they surround themselves with people that have the skills the might be lacking.

What type of recruit do you think most leaders look for?