Archive for the ‘Employee Motivation’ Category

When it comes to overcoming objections, its always ways to know those objections are going to be. Sales consultants who understand sales know that if you are going to be offering a product or service, overcoming objections before they happen is important. Objections are those little “excuses” people make when they are afraid to make a decision.

If you have your presentation down well, you will already have in your sales presentation information which will overcome objections you already know may be a barrier. This can be accomplished by asking people the right questions during the presentation. An example of this would be asking a question like “Are you the person who will be making the final decision to invest in this product or service?” If the answer is “no”, you may as well end the presentation right then and there. If the answer is yes, then the person in front of you can’t say at the end of the presentation: “This sounds great, let me check with my partner.” Therefore that objection has been eliminated before it can be used.

There are many different types of barriers to overcome. Click Here! to see a program that will help you discover and learn how to overcome many more of these objections. You will not be disappointed.

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I’ve been getting a lot of traffic from people searching for my post on the Motivational Letter to Our Sales Team I wrote a couple of months ago.  For this reason I thought I would do another quick post on the subject as it seems people are relatively interested in motivating a sales team.

From all of my years in management, I can tell you that what I’ve learned most about managing others, is that if the goals of the employee are not inline with company goals, then you’ll find employees less likely to achieve the success the company values. In other words, if the employee feels that their goals are not important to the company then they are less likely to put forth a good effort.

For this reason it is important that every “one on one” sales meeting you have with your sales employees, or customer service employees or any employees for that matter their personal goals should be brought into the conversation as part of the interaction.  This doesn’t mean their “personal sales goals“, or “company related goals” at all. This means if they don’t talk about that fact they really want to, let’s say take a vacation with their wife in Aruba for their anniversary next year, they are less likely to find value in the interaction.

The next time you meet with your employees in a “one on one” interaction take the time to find out what their personal goals are.  Then figure out a way by achieving the company goals their personal goals will be met, and you will find by the time you are finished the interaction your employees will have a new fire beneath them.

The difference is, by taking the time to talk about their personal goals you show an interest in their well being.  By discussing only their business goals, you relay the message the company is more important than they are.  By creating a plan whereby company goals and their personal goals can be met with the effort and energy necessary to reach those goals you will find the employees will be much happier and be willing to spend more energy to achieving those goals.