Three Steps to Increasing Sales Results, Part III

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Last time we talked about research that was shared by Professional Selling Power magazine that declared that:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

We’ve already covered strategies to improve the mindset and systems. Now let’s focus on your selling program.

Let’s look at the sales process as a sales funnel. At the top of the funnel, you are going after the correct prospects. If you aren’t feeding the top of the funnel now, the funnel goes dry in a few months.

What procedure should you have in place at the top of the funnel? You need to have a targeted list of prospects with businesses and individuals who would be highly profitable for you.

To move those prospects […]

Three Steps to Increasing Sales Results, Part II

Last time we talked about research that was shared by Professional Selling Power magazine that declared that:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

We’ve already covered strategies to improve the mindset and attitude. In this session, let’s focus on your selling system.

You’ve probably heard me say that if banks spent 10 percent of the energy that they used to follow the end-of-the-day balancing “system” on creating and monitoring the compliance to a sales system, the results would be spectacular.

The reality is that most financial institutions have not even begun to create a sales system, and worse yet, the few that do rarely hold it important enough to follow through with it… sending a strong message to your people that you don’t mean it!

Here are […]

Three Steps to Increasing Sales Results, Part I

Do you want to increase your sales proficiency of your people by 100 percent? Professional Selling Power magazine reports this formula:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

Number 2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And number 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

So let’s start with the biggest bang for the buck —attitude.

As the leader, one of your most important jobs is to create the culture that gets people excited about growth and their being of greater service to more clients. That comes in two forms: What you do and what you allow. What you allow can negate what you do.

What you “do” creates a sales attitude.

There are, of course, many things you can do to improve the attitude regarding sales in your organization, including celebrations of results, intrinsic rewards, daily and weekly focus events, quarterly all-employee […]

Recruiting Your Next Superstar

If you want great employees, you must become a great recruiter. Most ads are written for people who are looking for jobs. The best candidates, however, already have good jobs.

People don’t move for a job that feels the same.

So, follow these five rules to attract extraordinary performers.

1) Spell out EXPECTED ACCOMPLISHMENTS

At least half of your ad copy should be geared toward what you want the person to accomplish. Write this in exciting copy and you will attract people who want to accomplish great things. Better yet, you’ll exclude people who don’t want to do the work!

Here’s an example: “Lead our sales team of 50 to be number one in our market area.”

Or, “Create relationships with our customer such that they’ll bring all of their financial business to us.”

2) Spell out THE FUTURE

Create a vivid picture of exactly how the person can grow and learn and you’ll attract those compelled to do what it takes to have a great career and future. Great people want to be a part of great and compelling initiatives.

Capture this by blending it […]

Are Your People Being Lied To?

So, you’re at the start of the sales funnel. And a prospect has been prequalified, and it’s time to make the first call. Most bank sales people take one large gulp of air and then smother the prospect until the end of the call with how good, fast, easy, reliable, inexpensive, and reputable their bank’s services are.

Although you’ve alluded to value throughout your monologue, it has yet to be proven.

This is what is called a level-one investigation. Yes, you’ve told them everything you have to offer but have they really listened? Why would they?

So far, you’ve just talked about yourself.

Their needs, wants, and concerns have yet to be addressed. In fact, they may not even be aware of their own needs and wants…because they don’t wake up every morning wondering how their bank could better service them.

If you want them to listen, you must find the pain they have as a result of not being your customer.

There’s only one problem —they see you as an interruption and as someone just trying to “sell” your stuff. So, their […]