Today’s business environment is challenging, and only the best sales people are going to survive. Turns out, Darwin was right, and you don’t want to go the way of the Blue Footed Booby, now do you? What may have been an easy process a year ago, has become a tedious and cumbersome one today. To make the great sale you need to have some basic skills, and I’m sorry, no, running color copies does not cut it any more; not knowing them, will most likely cost you your job or your business. I have pulled together a quick list of the top ten things every salesperson should know. You can learn all of these skills through readily available information on the World Wide Web.
1. Internet Savvy
If you are not familiar with how the internet works and how to make the most of it, your competitors will pass by you in a heart beat. Sales happen online these days. Hire the first seven year old you can lay your hands on, he’ll bring you up to speed. Pay him in gum balls if you have to.
Check out this YouTube video with some internet basics. http://www.youtube.com/watch?v=1sKrd8WiSdY
2. Build a Good Presentation
“Death by PowerPoint” is more then a snappy inner office joke. If I had my way a bad PowerPoint presentation would carry a penalty of jail time, in a room with rabid Mac users. Presentations are the way people in the business world communicate, and to be a good salesperson, you had best know how to create a great presentation on the fly.
Check out this YouTube video for a primer the 5 minute Powerpoint. http://www.youtube.com/watch?v=xWJX65Pp-Ls&feature=fvw
3. Analyze Corporate Earnings Reports
In today’s economy you have to make twice as many sales calls as you did before to land the deal. You need to use your time wisely. The best way to determine where to spend your energy is by looking at which potential customers need you and can afford you. You do this by analyzing corporate earning and annual reports. PUT DOWN THAT PHONE! Before you start calling their banks and making a fool of yourself, try this site:
Go to Monkey Chimp to get a quick primer on reading and analyzing various business reports. http://www.moneychimp.com/articles/financials/fundamentals.htm
4. Make Small Talk
Sales are made by relationships. You build relationships by being good at small talk. Head to the nearest hotel bar, by a bar fly a drink and practice. If you can keep her interested with no ulterior motive you’re well on your way.
This YouTube video is a quirky take on the art of small talk. http://www.youtube.com/watch?v=KGITVZkKE7A
5. Global Etiquette
It’s a global economy and the quickest way to lose a deal is not to know the basic business etiquette points for the culture you are dealing with. Trust me when I tell you, you do NOT want to confuse which cultures expect you to belch after a meal when your sale is what’s on the table for dinner.
Check out this blog for great tips on working in a global economy. http://www.ravenwerks.com/?page_id=192
6. Manage Frequent Flyer Miles and Hotel Bonus Points
You are going to have to get on the road and meet with clients more then ever. It is impossible to make a living if you are paying for all of those trips. To get a handle on those expenses, you need to become a master of the frequent flyer and hotel miles programs. It’s that or hitchhike, and you can’t show up at a meeting with your “Kansas or bust” sign stuffed in your briefcase.
This YouTube video is a great how to in managing frequent flyer miles. http://www.youtube.com/watch?v=6W3WyqOQAkc
7. The Ability to Ask for The Sale
All of the best prep work in the world will not get you the sale. You have to learn when and how to ask the blunt question, “Are you ready to make a deal?” It’s just like the date you wanted for the prom, you might cut your hair, shave your face and actually tie those running shoes, but at some point you have to ask. Consider your goals for the evening and just pop the question… and do it like you expect her to actually accept.
This Sales 101 YouTube video on asking for the sale is priceless. http://www.youtube.com/watch?v=ZjdxVSmqbWY
8. Basic Math
Want to lose money fast? Then make basic mathematical errors. Take the time to brush up on your basic math. Are you smarter than a fifth grader? Really? Then buy a calculator and learn to use it.
These online courses will give you a quick refresher on math for business. http://www.training-classes.com/learn/_k/b/a/s/basic_business_math/_t/online/
9. Crafting a Great Email
Email clutter is the scourge of every inbox. You have important things to say to your potential customers, but you don’t want it to get lost in the junk mail. You have to master the art of crafting a great email. With the following website you’ll soon be the Karate Kid of great e-mail; keep practicing: wax on, wax off.
This Quick YouTube instructional video will give you some great tips on crafting a business email. http://www.youtube.com/watch?v=WUyhXSzK9cU
10.The Art of the Follow Up
Great salespeople follow up. They know that the client that is not ready to buy today may be tomorrow. But, knowing when and how to follow up is a lost art. What you do about the hottie you met in the bar last night is your business, but DO call back the client, will ya?
Check out this YouTube video on sales follow ups. http://www.youtube.com/watch?v=45gABwNHCj4&feature=fvw