Sales Intelligentsia

Sales Training: Confusion is normal at the beginning of any process

Learning to sell is a series of steps that are shared by all learning experiences. We start by becoming conscious that there is an underlying process we were not aware of before. We may not have a clear understanding of how to do it but we’ve started to at least know it exists. Because of this awareness we subconsciously start to observe and learn about the process, gathering information and experience without a great deal of conscious organization. This mish-mash of input is the fertile soil that the learning process requires to take shape. As beginners we fill our minds up with a bewildering amount of information that doesn’t always make sense to us.
This information gathering stage is the beginning stage of any learning or creative process. As confusing and disorganized as it may feel it is a perfectly normal and acceptable way to learn. As beginners we don’t have the experience to sort the important information from the less important. All we can do is take it in and remain open-minded.
Somewhere into the process an interesting thing happens: Previously confusing events start to make sense. An order starts to emerge. We see the connections between seemingly illogical actions and information. We’ve left the beginner stage and have begun to have a more engaged awareness. This ‘light of knowledge’ is what drives us as humans to excel. The fact that it is based on an unconscious gathering of knowledge that sorts itself out and emerges into our conscious lives is one of the great fascinations of life.
You have two choices. You can work on learning about selling and treat it as a fascinating opportunity or you can put it on the back burner and let the knowledge force itself out over time. The first choice means embracing a part of your business that may no have an immediate appeal and trusting that it will be worth the effort. The second choice, unconscious selling, will slow you down and may mean missed opportunities.

Sales Basics: Saying No

Even a very negative experience can have a strong positive impact on your business knowledge and confidence. With success comes the valued ability to say no to business that you have a bad feeling about. Even the hungry newcomer needs to learn and exercise this important confidence-builder. Turning down work often enhances your desirability in the eyes of others because of a quirk of human nature that makes us want what we can’t have. Once you’ve decided not to take on a project, trust your feelings and don’t give in to offers of higher payment or improved control. The underlying reason for not taking the job still exists. Be polite but firm and express the hope that at some future time you can work together on a different kind of project.

The Appointment: Ending The Meeting and Following Up

Try to be the one who ends the meeting. Say that you’ve got all the information you need and that you’ll either get back to them or that you can handle the work (if that’s the case). Quickly review what you’ve learned with the customer and ask them if you’ve covered everything. Arrange the next meeting, if necessary or a start date for delivering the proposal or starting the work and thank them for their time.
By taking control at the end you make life a lot easier for them. They don’t have to kick you out or cut you off. And it shows that both you and they have busy lives and that you respect that.

Review and Follow-up

After the appointment it is very important to schedule a review period with yourself. Think about what was accomplished or what was not and try to identify what worked and what didn’t. Make notes in your customer file and use them later. If you missed a question or need a little more information simply call them and ask for it. Say: ‘I was going over my notes and I realized that I still wasn’t clear on….’
Always follow-up with a personal note thanking them for their time. If you’re doing business together tell them you look forward to working together. If you’re not, tell them you hope to in the future. These follow up notes generate future business, turn negative meetings around and generate referrals. They are vital. And your competition probably never sends them.