Monthly Archives: July 2012

Hypnotic Sales Techniques

A different take on sales – worth the read!

Dehypnotize

Sales can be a very grueling process…when you’re not making money.  However, when your mojo is clicking and the sales are coming in there’s no better feeling.  How do the most successful sales people do it?  I worked in sales for a number of years and made a pretty decent living at it, I wish I would’ve known then what I know now about human behavior.  We were required to attend sales training seminars and the speaker would go through the processes of how to identify a potential client, when to talk and when to shut up and so on.  They provided valuable information but they never significantly improved my numbers so I just went for the free vacations…thanks!

First realize that whenever you talk to someone you’re selling them something or they’re selling you.  Whether it’s an idea or convincing you that what they’re saying is right, it’s all sales.  So, how do we incorporate this…

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Categories: Psychology | Leave a comment

“Emotional Contagion” on the Sales Floor

 

Did you ever have a Manager tell you to stay away from the “poison” on the sales floor? Or maybe you heard, “Don’t allow negative people to make you negative too?” As any Sales Manager can tell you – negativity breeds negativity, and it is one of the most insidious problems with any sales team.

A guy comes to work in a bad mood, hates his life, his wife, and his job. He tells his pals how bad he feels, how horrible everything is (usually the worst being his wife and/or his Sales Manager). Suddenly, one person’s negative attitude is multiplied across eight other people. No one is selling cars and no money is being made — primarily due to the bad attitude winding through the sales force. One person that feels unhappy now makes eight other people feel unhappy. Psychologists call this phenomenon “Emotional Contagion.” 

There’s a wonderful article over at Scientific American about Emotional Contagion:

[Emotional Contagion] is a three-step process through which one person’s feelings transfer to another person.

The first stage involves nonconscious mimicry, during which individuals subtly copy one another’s nonverbal cues, including posture, facial expressions and movements. In effect, seeing my frown makes you more likely to frown.

People may then experience a feedback stage–because you frowned, you now feel sad.

During the final contagion stage, individuals share their experiences until their emotions and behaviors become synchronized. Thus, when you encounter a co-worker on a bad day, you may unknowingly pick up your colleague’s nonverbal behaviors and begin to morph into an unhappy state.

Mimicry is not all bad, however; a person can also adopt a friend or colleague’s good mood, which can help enhance their bond. (continue reading)

Salespeople and Managers need to be aware of the nonverbal ques and unconscious mimicry that occurs between groups of people. This is especially necessary when considering the sales team and the customers. If someone is going to catch a mood from us, let’s try to make it a good and happy one! ~

 

Categories: post-a-week2012, Psychology, Sales People | Tags: , , , , | Leave a comment

Sales Meeting Retrospective

For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.  -Zig Ziglar

I attended my first sales meeting in a small warehouse location where we loaded our cars with merchandise and went out around town trying to sell everything by 7:00 pm. I was hired after a quick ad response and an even quicker interview.

Arriving early on my first day of work, I watched as a groggy, sloppily-dressed group of guys drifted in over the next 15 minutes. Most were silent and sulky, focused more on their coffee or energy drinks, than anyone around them.

At exactly 9 o’clock we were called into a small office with rows of folding chairs and a whiteboard. Everyone stood as the speaker took his place.

“Good morning crew. How much are we going to sell today?”

“We’re going to sell it all.”

“I said….HOW MUCH ARE WE GOING TO SELL TODAY?”

“WE’RE GOING TO SELL IT ALLLLLL!!!”

Everyone around me was suddenly alive, smiling, yelling … screaming, hand-slapping high-fives, and hooraying like I’d never seen! They were going to sell it ALL and they were going to be LOUD about it!

The chanting lasted  several more minutes while the Sales Manager updated sales on the whiteboard and assigned teams for the day. Then, everyone was dismissed to make their rounds and start selling.

This was my first experience with the culture of sales meetings. It’s a culture that has changed little since the 1950’s. The goal is always to build energy, excitement, and enthusiasm in your sales team — To get everyone stoked so they will go sell EVERYTHING!

The job of salesperson existed long before the 1950’s. There was some formal training available to men as early as the 1870’s and into the 1900’s in the large manufacturing companies.1 Later, the 1930’s ushered in sales trainers like Elmer Wheeler, who coined the well known phrase, “Don’t sell the steak – sell the sizzle!,” and Dale Carnegie with his highly successful book, “How to Make Friends and Influence People.” More companies were trying to improve their sales techniques and training programs while many individuals read Carnegie’s book for self-improvement and the goal of greater profitability.1 (It’s interesting to note that both Wheeler’s saying and Carnegie’s book remain in use today by organizations and their salespeople.)

Sales People did exist earlier than the 1950’s, but it wasn’t until that time that Sales became a Profession and gained some acceptability in social circles. At the same time, Sales Meetings as we know them today were developing into the familiar format still in use: Review goals, apply necessary psychology, push for personal objectives, and get everyone’s energy up and running!

The late 1950’s was a wonderful time in America. The Great Depression was gone and the war was over – life was good! The word “consumer” entered into American language and defined a new generation of people having extra money for things other than necessities. Suddenly, there were extra dollars to be spent and new-fangled items to spend those dollars on. The culture of Sales and Sales Meetings as we know them today was born.

This “culture” was a new sales approach – half psychology-personal development and half motivational-speeches and exercises. These techniques were implemented in enthusiastic sales training and hooray-filled sales meetings across the country – the intent was to reach higher sales goals and to achieve higher profit margins. The amazing new techniques worked perfectly!

High profit was a expected by every business employing a sales force. New training programs, by third party providers, became more common over time. This was especially true in the insurance and automotive industries — consumers welcomed life insurance agents into their home to make a purchase and lined up at flashy new dealerships to buy cars.

The Sales Force (consider the implication in the name for a moment) and the new Sales Meetings were here to stay. Walk into any car dealership in America, not to mention countless other sales rooms, and you’ll likely find a group of screaming people in the training room building motivation and energy for the day ahead. ~

Sources:

1. Stein, Dave. “The Evolution of Sales Training.” Chief Learning Officer Magazine online. 1,2 (2002). http://www.clomedia.com/content.html

2. www.sales-hacker.com see below for info and link.

Here’s a wonderful, nostalgic FORD Sales and Marketing Film from the 1950’s!

There’s a great post over at Sales Hacker about 1950’s Sales Techniques at http://sales-hacker.com/?p=52 A partial list follows below, please see original site for full list and other great posts!

So here for your benefit (and with a slightly nostalgic sigh) is a 1980′s summary of Goldman’s 1950′s sales principles.

1. What you sell is never a product as such but the idea behind the product – that is, the role played by the product in satisfying a customer’s needs. The product is a means, not an end in itself.

2. Every product, if it is to be saleable, must correspond with certain basic human needs. You can arouse and develop needs but you cannot create them.

3. Very few purchases are motivated exclusively by rational considerations.

4. Progressive selling is not the same as high pressure or aggressive selling.

5. Customers do not always buy the highest quality product but they will often buy the product that meets their perceived needs.

Want more information about Sales, Sales Training, and Sales Meetings?

www.zieglersupersystems.com (my personal favorite guru)

http://www.grantcardone.com/

www.salesforce.com

Categories: post-a-week2012, Sales People, Sales Training | Tags: , , , , | Leave a comment

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