Throughout his career Kelley has help thousands of professionals improve their business results with his engaging approach to sales training workshops and sales keynote speaking. He specializes in helping businesses increase their sales, develop better negotiation skills, and motivate their employees to create powerful work teams and deliver outstanding customer service.
Kelley is also the author of two books — Stop, Ask and Listen: Proven Sales Techniques to Turn Browsers into Buyers and The Secrets of Power Selling — both of which provide practical insights and tips as well as techniques to improving sales results. Kevin : As I mentioned, what we really are going to be talking about today is what the right attitude is to have in sales.
So my first question on those lines is why is important to have the right attitude and what specifically do you mean by that? Kelley : Well, I go back to the days of Zig Ziglar when he said your attitude influences your altitude and how much you accomplish. That goes back 20, 30, 40, maybe even 50 years ago. I mean, sales is a pretty tough career.
It can help you get past those obstacles and hurdles that you face on a regular basis, and it can really help you achieve the goals that you are striving to accomplish. Kevin : Great. Is there anything more specific about how to achieve a winning attitude and what you would recommend for people to do and specifically how else that might help increase your sales? Kelley: Sure. I think number one is to set really high goals for yourself. They go out and they set their quotas themselves.
They set really high, challenging, motivating targets that inspire them to take action every single day. The shareholders are looking for more. The customers are looking for more. Clients are looking for more. So every year we have to produce more.
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When you help your employer succeed, then you succeed as well. Salespeople get hung up on the economy.
They get hung up on predatory pricing from competitors. These are all things that are outside of your control. But the people who do best are the ones that focus on what they can influence, what they can affect, and they look at the things that are inside their control as opposed to the uncontrollables. What do you coach people when in sales to deal with their customers? Their calendar is packed from the time they walk in, in the morning, until the time they leave sometimes late at night.
Is today still a good time for us to meet, or should we reschedule? Kevin : Now you touched on stress a little bit there, and I guess I was hoping you could expand on in general. I mean, I think stress is a pretty big influence here, right? Kevin: So what types of tips can you recommend for our listeners in terms of how they can manage their own stress in the sales process and even the stress of their customers?
I think one of the things that we can do, one of my beliefs as salespeople that we can do and help our customers reduce the stress is to make it easy to do business with us. The implementation can be pretty stressful for everybody involved.
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One of the best is to exercise. I used to do a lot of running. I stopped running for years, and more recently have gotten back into getting in shape.
But that exercise helps get rid of the stress that accumulates and builds up in your body. It can be something as simple as taking a half hour walk every single night at the end of the day or at the beginning of the day. Not only did he drop 25 pounds in three or four months.
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Kelley : Yeah. Download a paper? Watch a video? Decide the action you want your customer to take and add a clear call to action multiple times on the page. Contact forms or comment forms are easy, but often overlooked, opportunities to add subscribers to your list. Include an option for the visitor to choose to receive your email newsletter in your form or on the confirmation page. When coupled with exit-intent technology , lightbox popups helped Brian Tracy convert 6.
Brian Tracy also implements content upgrades.
These are lead magnets specific to whatever a visitor is reading at the time. This type of segmentation is very effective. Brian Tracy was able to convert Read our case study to find out exactly how it was done. The next step is to educate them about your product or service. They have questions and your job is to answer them. When done well, an autoresponder series can move a customer through the Crowd and Committed sales funnel stages, leading directly into a purchase.
CRM Customer Relationship Management is software that helps you track interactions with current and future customers. You can use your CRM to identify which email campaigns a prospect should receive next through cookie detection and retargeting. Expat uses a fullscreen optin with exit-intent to get users to join their free community forums. Using cookie detection allows you to target any browser cookie to easily focus your campaigns and increase your conversion rate. Take a look at our case study to see how Expat went from registering around 16, community members each month to closer to 30,!
Make it simple for customers to find your product or service and optimize your checkout page by using live chat, offer free shipping, etc. Email subscribers with your newest products or specials. Schedule email marketing campaigns around popular holidays. Cross-promotion can help expand your reach , connecting you to potential customers on other marketing channels. Top Tools: Want to add live chat to your site? Check out our list of the best live chat plugins and software!
Targeted, Transactional Content Many eCommerce platforms integrate with email marketing providers so you can email promotions to both prospects and existing customers. Use that integration to set up automatic emails offering products to prospects who have reached the end of a drip campaign. You can offer free shipping to customers who abandoned their shopping cart without purchasing or give a discount to customers who have viewed a particular product several times without purchasing.
Monitoring for keywords related to your brand can help identify customers who are ready to make a purchase. These conversations can quickly lead to a sale. This version of the optin converted ClickBank decided to split-test this version against a single-button version and ended up with It is easier to sell to an existing customer than it is to gain a new one.
Ask your customers if they know anyone else who would benefit from your product and offer a discount on their next purchase if they refer a prospect who becomes a customer. Uber does a great job of this with their referral program. When you refer a friend, you and the friend get a free ride. Entice the customer to purchase more expensive items, packages, or add-ons during and after the sale. You can do this during the checkout process or as a follow-up email after the initial purchase.