Let's Talk Sales ... When people see and appreciate the value of your products and services, they rarely ask for a discount. If they admit to the "value" element and still ask for a discount, stand your ground. Force them to either accept a lower quality offer elsewhere or re-adjust their budget and their priorities.

If you want to cater to a group of clients who are always asking for a discount, review your target market and make changes accordingly. Some business owners offer lower quality goods and services so as to enable a "sell down". This they do only after they have offered and presented a higher quality option to their clients.

If you are known for delivering quality goods and services, you should not be even entertaining the thoughts of offering lower quality goods and services, unless you have the funds and other resources needed to diversity your inventory.

When it comes to discounting, follow the Golden Rule. The Value Perception is your negotiating tool so don't be afraid to use it. If you present the 'value element' and get your client to acknowledge it, you therefore have to stand firm on your 'value pricing' rules for your business.  Remember, no one walks into a BMW dealership looking for a bicycle.


Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales.  Not sure if Sales Coaching or Training is for you? Sign up on our website for a Free 30 minutes consultation.
For  more information, visit www.salescoach2.com or contact her at Tel#  646-250-8103.


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From time to time our team here at SalesCoach2 have had to remind our clients that it's not what you do now and again that gives you great results. First and foremost,  a decision must be made to put in place a system that will help you achieve your sales goals and secondly, you must take the time to practice this system daily.

This system should feature a way to measure performance and provide continuous improvement. While practicing your system, you will find yourself taking advantage of the opportunity to tweak and/or make a few changes as you go along. 

In an interview with Elizabeth Hylton, Sales Trainer at SalesCoach2, she emphasized the need to create a sales system that is unique to your industry. She furthered that successful sales executives and business owners roll up their sleeves and engage in lead generation, innovative presentations, prospecting, demonstrating, handling objections and trial closing among many other sales specific functions. They begin each day with the 'end in mind' and are determined to make it happen.  So, if the plan is to become the top producer on your team, you simply must fine tune your sales skills every single day. Practice, practice, practice and track each task that is done so that you can compare the productivity ratios on a daily, weekly, monthly or yearly basis.



Betty Scott is an award winning Sales Coach and Trainer who has helped  several sales executives and business owners to close their sales.  For  more information, visit www.salescoach2.com or contact her at Tel#  646-250-8103. 

Socialise with SalesCoach2, for updated and innovative sales tips  and  more?
Link us on LinkedIN: http://www.linkedin.com/in/bettyscott
Tweet  us:SalesCoach2
Facebook us:
http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079

"I sold myself on the idea of getting into sales."  "I am glad for the opportunity to sell solutions."   "I enjoy selling products." "I wanted to be paid what I think I am worth." "I was tired of my meagre salary."
 
Those are just some of the comments and/or answers received by our team here at SalesCoach2 each time we ask people about their movitivation for geting into sales.

A career in sales can help to increase your annual salary and quality of life, given the right personality, determination and skills. While it is true that "sales" is not for everyone, our entire team here at Atlanta based SalesCoach2 still believe that "sales is the engine that drives economic development". And yes, not every one in sales make a ton of money given the fact that some people are better at selling solutions, while some do a great job selling products. It is also true that the "risk" taking aspect of some sales jobs serves as a deterrent when deciding on a payment structure - salary vs commission or base salary plus commission or full commission. For instance, while a retail sales clerk (salaried) position may be restricted to earning in the range of US$8.50 - 9.50 per hour, a retail furniture sales associate working on full commision may earn between US$35,000 - 95,000 annually.

Results from a recent research completed by our team here at SalesCoach2 showed that while there are is a close relationship between income and quality of life, there are still some barriers that restrict earning potentials.

When all is said and done, our team here at SalesCoach2 want to encourage more people to get into some type of sales. This can be on a part time basis within a corporate and/or retail sales environment or through some type of entrepreneurial acitivity. We truly believe that one of the best ways to give yourself a quick raise or boost your income is to get involved in sales.


Betty Scott is an award winning Sales Coach and Trainer who has helped  several  sales executives and business owners to close their sales.  For  more information, visit www.salescoach2.com or contact her at Tel#  646-250-8103.


Socialise with SalesCoach2, for updated and innovative sales tips and  more?
 
Link us on LinkedIN: http://www.linkedin.com/in/bettyscott
Tweet us:SalesCoach2
Facebook  us: http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079

Another successful Sales Coaching and Training with the team here at SaleCoach2.com and our (cleaning industry) client.

Moments after her session, she called back to say what she found fascinating about our meeting. She liked the fact that we told her that people don't like being sold even though they love to buy.

When it comes to sales coaching and training, our team here at SalesCoach2.com don't just preach selling, selling, selling. We also stress the importance of reading the buying signals. Jeffrey Gitomer, author of The Little Red Book of Selling shares some of the early warning signals that indicate how clueless we all can be especially (when it comes to knowing why people buy).

Here are three warning signals:
 Your prospect -
1. raises the famous price objection;
2. refuses to return your call;
3. repeats over and over again that he/she is satisfied with their current service provider or supplier.

While our team here at SalesCoach2.com understands your frustration, it is very important for us to share an "eye opener" with you. Your prospects have to like you. If they don't like you, they will not buy from you. If they are buying from someone else, they obviously don't like you "selling" to them. So roll your sleeves up and let's get back to the drawing board.




Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales.  For more information, visit www.salescoach2.com or contact her at Tel# 646-250-8103.

Socialise with SalesCoach2, for updated and innovative sales tips and more?


Link us on LinkedIN: http://www.linkedin.com/in/bettyscott 
Tweet us:SalesCoach2
Facebook us: http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079

Our team here at Salescoach2 is in the process of helping our clients overcome the fear of the "price" question.
You know the question that comes up even before you have had a chance to present your unique offer - "how much is it?". Yes, that same question that can make or break a sale (depending on your confidence and sales skills).

There are several ways to respond to this question including shooting back your own enquiry. Here is a great one:
Well Mrs. Goldsmith, on a scale of 1 - 10 how important is quality to you.




Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales.  For more information, visit www.salescoach2.com or contact her at Tel# 646-250-8103.

Socialise with SalesCoach2, for updated and innovative sales tips and more?


Link us on LinkedIN: http://www.linkedin.com/in/bettyscott 
Tweet us:SalesCoach2
Facebook us: http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079

Just got off the phone with a male business owner prospect who just wanted the specs on SalesCoach2's sales training services (as in how it could help him). Nothing else - just that!

I thought this sale training and coaching prospect was going to take me a day or two to close but to my surprise, it didn't.

After performing a "need specific" presentation, he wanted to talk price so I gave him only two sales training packages and asked him which one he wanted to try. He literally blew me away when he stated his preference and so I simply zoomed into a service "start date" and a MOP (Method of Payment).

This sales training service 'close' was different for one reason and one reason only. Men and women are indeed 'wired differently" and rightfully so. While most women may appreciate you first trying to relate and bond with them, men just want "need specific" facts to help them make a decision.  Rarely do they need what our team here at SalesCoach2 label as "the fluff" so close men differently (when selling to them).



Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales.
For more information, visit www.salescoach2.com or contact her at Tel# 646-250-8103.
Socialise with SalesCoach2, for updated and innovative sales tips and more?
Link us on LinkedIN: http://www.linkedin.com/in/bettyscott
Tweet us:SalesCoach2

Sales Coach and Trainer: SalesCoach2   (911) what's your emergency?
Caller: I have a business and I am about to close my first big client contract but I can't help worrying that they are still price shopping with my competitors.
Sales Coach and Trainer: Is this the only Sales Challenge lurking around?
Caller: Well, I am afraid I quoted this client too much of a discount before taking into consideration all my operational costs. Yet, they are still asking for more discounts. They were supposed to have signed off on my proposal yesterday and they didn't.  I just learned from their secretary that they were still looking it over.
Sales Coach and Trainer: Stay on the line, we are going to take some more information from you about this pending sales. Our entire team here as SalesCoach2.com is going to look over your proposal right now. We stand ready to identify and remedy all the Sales Challenges lurking around the corners of your business. As for that client, this is what we will do ...





Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales. For more information, visit www.salescoach2.com or contact her at Tel# 646-250-8103.

Socialise with SalesCoach2, for updated and innovative sales tips and more?

Link us on LinkedIN: http://www.linkedin.com/in/bettyscott
Tweet us:SalesCoach2
Facebook fan us: http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079

I am Betty Scott and I enjoy teaching people how to sell. Can you feel the excitement here?

I hope so because Sales is an exciting world and so each time I deliver a Sales Coaching session to my client, I stress the importance of delivering excitement because no matter what product or service you offer, Excitement Sells!

Sales Coaching itself is also a very important task for me because I get really excited when showing people how to sell, present, close, overcome objections and all the other fun stuff that occurs in my exiting sales world. My Excitement is very contagious and so, before you know it, my sales coaching clients are also catching the excitement. They too will pass this excitement on to their clients.

What is Excitement Selling?

Excitement Selling is all about you choosing a particular energy that makes people enjoy being around you.

Excitement Selling is all about making your products look like it's the best thing that has happened "since slice bread".

Excitement Selling is about making your prospects feel like you are so happy to see or talk to them.

Excitement Selling is about making your prospects feel like they've come to the right person for help.

Excitement Selling convince clients that they are in the right place, at the right time, c

Excitement Selling tells the world that you are excited to be alive and that you are going to drive economic and personal development through Sales.

So go out a make it an Exciting Sales Day today!







Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close more sales. For more information, contact her at Tel# 646-250-8103 or email betty@gettingyouorganized.org

Diary of a Sales Coach
       
Doctors help to diagnose health conditions and prepare a  treatment plan.  So whenever we have health concerns we go to the doctor.
Some people take a pro-active approach and try to maintain a healthy balance (with their doctor's advice) while others take a reactive one (where  they seek  their doctor's attention) after the fact.
 
Sales Coaches help to diagnose conditions that affect your sales and  prescribe a treatment plan to move you from no or lows to great
sales that are accompanied by "sweet" profit margins. Results oriented business owners and sales professionals are taking advantage of Sales Coaching. They prefer to have a silent partner who help them to develop a system that help them overcome stagnant sales or maintain their current sales position.
 
A day in the life of a Sales Coach will reveal a passion to see business owners and sales professional close more sales, increase their profits and live their dream. The diary of a sales coach normally portrays the emotions and mental positioning of their clients as they set out to implement positive changes.
   
Betty's Sales Coaching Diary - June 9,  2012
   
10:00 am – 11:00 am EST – Sales Coaching  & Training
                                                 
Client:  Harold’s Cleaning Service, Kingston,  Jamaica
Communication Method: Telephone Consultation  

Main focus today:
 
-       Help Harold to minimize the anxiety he feels during 
        sales presentations  

-       Show Harold how to fine tune his sales presentations 
        and ask for the sale
 
 
1:00 pm - 3:00 pm EST - Sales Coaching

Client: Clara's Hair Boutique, Scarborough, Ontario, Canada
Communication Method: Video Conference via Wowwee                
 
Main focus today:

-     Show Clara how to upsell her existing clients

-     Closing her booth rental sales without fear

-     Overcoming objections



 Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close more sales. For  more information, contact her at Tel# 646-250-8103 or email betty@gettingyouorganized.org. Put a face to the name
- stop by and visit her at www.salescoach2.com.