CHARACTERISTICS ASSOCIATED WITH TOP SALES MANAGERS

1. LEADERSHIP - Develop and communicate clearly a vision of the future that is in line with the corporate vision, mission, and goals. Top Sales Managers challenge the status quo within their span of control and field of influence, and seek innovative ways to move forward toward making the vision a reality. They take risks and inspire and empower others to be a part of making that vision a reality.

2. MANAGEMENT IDENTIFICATION - See themselves as a part of the management team. Work to establish and develop relationships with other managers. Use personal pronouns (we, us, our) in their communications. Show support for the management teams decisions and dedicate themselves to making the decisions work.

3. COMMITTED TO THE GROWTH OF OTHERS - Identifies the skills and experiences subordinates need to further their professional development. Seeks out and uses training and educational opportunities, and guides the Sales Professional through appropriate "in the field" experiences to reinforce the learning. Uses "counseling and coaching" skills to assist his/her sales team to achieve the highest levels of self-motivated performance.

4. ACHIEVEMENT ORIENTED - Goal driven attitudes and behaviors that are self-motivating and create a motivational environment for the sales team.

5. PLAN AND ORGANIZE - Sets goals and achievable objectives. Establishes measurable milestones, organizes resources and develops a plan of action.

6. OPTIMISM - Recognizes and focuses on strengths in both self and others. Promotes an enthusiastic and contagious "can do" attitude.

7. ACCOUNTABILITY - Holds self and others accountable for achieving objectives. Maintains tracking methods to ensure milestones are reached. Understands the skills and knowledge required of others to reach objectives and does not set others up for failure.

8. LISTENING COMPREHENSION - Concentrates and listens with intensity and respect. Gains a comprehensive understanding (not necessarily agreement) of what is being communicated. Maintains a constant dialogue with others to keep them informed, as well as, to get feedback. Demonstrates willingness to take action on feedback.

9. PROFESSIONAL IMAGE - Holds his/her chosen profession in high-esteem. Affiliates with professional organizations. Models exemplary professional attitudes and conduct.

10. SELF-CONFIDENT - Know themselves well, knows their direction, and knows how they will achieve their mission.

 

OBJECTION OF THE MONTH

Objection: Not interested.
When? Initial contact.
Probable Cause [Missing Buyer Belief] Doesn't believe a need exists.
Objective Establish need.

Prevention Strategies

1. This strategy looks at a cold-call approach.

A. Pre-call planning - look for information that would suggest an obvious need (Research Question) based on similar companies in this market segment (Profile Question).
B. Approach/Positioning - give interest generating low pressure benefit. This should be from one of your unique selling points that relate directly to this person's job responsibilities "The reason I'm calling is I would like to get you some written information about how our company has solved some of the costly issues related to ______ ."
C. Get permission to proceed, then ask questions targeted toward qualifying the prospect and discovering needs. "Is now a good time to quickly verify some information, or, do you want to set a telephone appointment for later on today."
D. Use a passive letter series and the passive "interest mail" system to warm up the prospect. (See Strategic Sales Plan, methods of contact step for more information.)

RESPONDING TO THE OBJECTION:

Objection Not interested.
When? Initial contact.
Probable Cause [Missing Buyer Belief] Doesn't believe a need exists.
Objective Establish need.

Responses

1. "That's just what I said when I heard about this, then I found out..." (state your big bang benefit).

2. I can understand that, that will move you to another opportunity within the company. "Who would you recommend that I talk with about that area?"

3. "Sounds like you've got too much on your plate to even consider something else, when would be a better time for us to explore this area further, end of the month?"
Wait for a response, then schedule a time to re-contact the prospect.

4. Put on passive "interest mail" system.

Let me know if you have any other ideas on how to prevent or respond to the "Not interested" objection. Thank you,
rpdegroot@saleshelp.com

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