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Strategic Sales Experts, LLC. | Erlanger, KY

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Do you have a written Leadership Philosophy that is well known by all the people in your company? It’s good for everybody when the top person knows exactly what to expect of him/herself. Creating your own personal Leader’s Compass is an easy task that will reap enormous benefits.

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance. By working together to outline goals, define success, and clearly communicating your progress and milestones, you can increase transparency to build the long lasting relationship with your new client.

Role play is one of the best methods for developing your people, but salespeople loath role play and managers shy away from it, because it often becomes an exercise that leaves participants frustrated. Putting role play through the lens of David Sandler’s Success Triangle – attitude, behavior, and technique – both managers and salespeople could role play more effectively and increase both their role performance, outlook, and technique.

You’ve thought it out, gotten motivated and set a lofty goal for your sales and performance this year – so you are all set, right? Not so fast; setting the goals is just the beginning. Careful planning now can help you beat the odds when it comes to your sales goals and ensure you have the successful year you are planning for. Setting the right goals for the New Year is a great start. In a recent post, we covered the best way to set obtainable goals that are SMARTER – using a specific format designed to ensure your goals are measurable and attainable. Whether you use this system or take a different approach, the things you do in the first quarter will have a big impact on your outcome at the end of the year.  

This year's theme is Vision Driven Success. It is two days packed with non-stop training on sales, management or enterprise-level selling. Each trainer will bring real-world tactics, strategies, and ground-level tools that you can immediately implement in your business. 

In his recent book, Change or Die, author Alan Deutschman claims that although we have the ability to change our behavior, we rarely do.  In fact, the odds are nine-to-one that when faced with a dire need to change, we won’t.  Most smokers who are presented with a wealth of scientific data on the dangers of tobacco do not quit smoking.  Our beliefs are what we feel in our gut and those beliefs are hard to change; we spent a lifetime developing and defending them.  This explains why providing information rarely changes how people think or act.

What do the first seven seconds of meeting you say about you, your work ethic, and your ability to be successful? Every fiber you zip, shrug, or button into tells a story about you. Smart business people understand this and use it to craft a strong personal brand. While you don't need to wear a business suit every day of your life, unless you are in a super-professional industry, it's critical to selectively choose your clothing. 

Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind.

Hiring season is here, and it’s you’re chance to show off your skills and really shine. You may be one in a million, but you could be competing with dozens of others to secure the sales job you’ve been dreaming of. The right preparation and an idea of some of the elements that are commonly included in sales interviews can help give you an edge.

Any professional can benefit from a strong LinkedIn profile and plan, but if you are interested in expanding your network or cultivating prospects, a presence on the busy site is a must. This professional network is just too big to ignore. Positioning yourself for success on LinkedIn means starting with a compelling profile, sharing relevant and useful content and joining industry groups and discussions.