{"id":263,"date":"2010-05-10T07:31:39","date_gmt":"2010-05-10T12:31:39","guid":{"rendered":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/?p=263"},"modified":"2010-04-21T09:33:35","modified_gmt":"2010-04-21T14:33:35","slug":"do-you-need-to-get-back-to-the-basics","status":"publish","type":"post","link":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/do-you-need-to-get-back-to-the-basics\/","title":{"rendered":"Do you need to get back to the basics?"},"content":{"rendered":"<p><b>Words of wisdom for this week.<\/b><\/p>\n<p><i>&#8220;Do your duty and a little bit more, and the future will take care of itself.&#8221;<\/i><br \/>\n&#8211; A. Carnegie<\/p>\n<p>For many salespeople it would seem that a &#8216;let&#8217;s get back to basics&#8217; approach would be in order for any number of reasons:<\/p>\n<ul>\n<li>The emotional buy-in to a difficult economy<\/li>\n<li>Increased pressure from senior management to increase sales<\/li>\n<li>More and better equipped competition<\/li>\n<\/ul>\n<p>So, what are the basics?<\/p>\n<p>Attitude management:<\/p>\n<ul>\n<li>Setting daily\/weekly\/monthly\/yearly goals.<\/li>\n<li>Spending routine time reading\/listening to self-help\/sales materials.<\/li>\n<li>Isolating yourself from nay-sayers.<\/li>\n<li>Maintaining a high self-esteem.<\/li>\n<li>Managing your sales time wisely.<\/li>\n<li>Relying on your mentor and\/or mastermind group.<\/li>\n<\/ul>\n<p>Effective prospecting:<\/p>\n<ul>\n<li>Prospecting every day no matter how successful you are.<\/li>\n<li>Getting more information than you give.<\/li>\n<li>Getting to the key (right) decision maker(s).<\/li>\n<li>Asking lot&#8217;s and lot&#8217;s of urgency building questions.<\/li>\n<li>Developing strategic alliances.<\/li>\n<li>Asking for referrals.<\/li>\n<li>Managing your territory wisely.<\/li>\n<\/ul>\n<p>Disarming sales resistance in advance:<\/p>\n<ul>\n<li>Discovering the dominant buying motive.<\/li>\n<li>Learning in advance what issues can prevent success.<\/li>\n<li>Using effective stories to illustrate your points.<\/li>\n<li>Not giving up too easily or quickly.<\/li>\n<\/ul>\n<p>Persuasive, powerful and successful sales presentations:<\/p>\n<ul>\n<li>Knowing the prospect&#8217;s buying style and emotional wants.<\/li>\n<li>Listening more than talking.<\/li>\n<li>Tailoring the presentation to each prospect.<\/li>\n<li>Selling increased value and not lower price.<\/li>\n<li>Selling long term win\/win relationships and not just making sales.<\/li>\n<li>Selling customer benefits not features.<\/li>\n<li>Using showmanship effectively and professionally.<\/li>\n<\/ul>\n<p>Closing the sale and the prospect:<\/p>\n<ul>\n<li>Asking for the business.<\/li>\n<li>Asking for the business.<\/li>\n<li>Asking for the business.<\/li>\n<li>Get it?<\/li>\n<\/ul>\n<p>After sales service:<\/p>\n<ul>\n<li>Promise a lot and deliver more.<\/li>\n<li>Sell to the organization not just your contact.<\/li>\n<li>Honor your commitments.<\/li>\n<\/ul>\n<p>There&#8217;s much more, if you want to become a master salesperson: read my best selling books:  Soft Sell, Sales Mastery, Your First Year in Sales and How To Sell More In Less Time.  In fact I&#8217;ll make you an offer you can&#8217;t (shouldn&#8217;t) refuse (if you seriously want to sell more with bigger margins, that is) <a href=\"mailto:tim@timconnor.com\">Email me your order<\/a> by April 22nd and I&#8217;ll only charge you $40.00 (all 4 books come to over 80 bucks) OR <a href=\"mailto:tim@timconnor.com\">e-mail me your order by today<\/a> and I&#8217;ll also include a copy of my latest book, Overcoming Life&#8217;s Challenges and Difficult Times. Why not evaluate your sales approach against the above basics to see how you are doing.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Words of wisdom for this week. &#8220;Do your duty and a little bit more, and the future will take care of itself.&#8221; &#8211; A. Carnegie For many salespeople it would seem that a &#8216;let&#8217;s get back to basics&#8217; approach would be in order for any number of reasons: The emotional buy-in to a difficult economy &hellip;<\/p>\n<p class=\"read-more\"> <a class=\"\" href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/do-you-need-to-get-back-to-the-basics\/\"> <span class=\"screen-reader-text\">Do you need to get back to the basics?<\/span> Read More \u00bb<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-global-header-display":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":""},"categories":[9],"tags":[109,52,64,17,6,1153],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Do you need to get back to the basics? - Words of Wisdom<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/do-you-need-to-get-back-to-the-basics\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Do you need to get back to the basics? - Words of Wisdom\" \/>\n<meta property=\"og:description\" content=\"Words of wisdom for this week. &#8220;Do your duty and a little bit more, and the future will take care of itself.&#8221; &#8211; A. Carnegie For many salespeople it would seem that a &#8216;let&#8217;s get back to basics&#8217; approach would be in order for any number of reasons: The emotional buy-in to a difficult economy &hellip; Do you need to get back to the basics? 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