Dinosaur,Selling,Are,Your,Sale business, insurance Dinosaur Selling - Are Your Sales Skills Extinct or Evolving

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Yahoo chatis almost passé. Face book and Twitter are in. Prior to the 1990spagers were used to send quick messages. Now SMS on the mobile phonesis the way to go. If talking on the mobile phone is not enough youcan have video conversations on a smart phone. There is no need tofly thousands of miles to attend a conference with businessassociates. Cisco’s video conferencing has facilitated real timeconferencing right from your office with associates or clients in farflung places in the country and abroad. The basicsstill remain the same. We still want to talk about a new car or amovie with a friend and business with associates. But the way we doit has been transformed. Thequestion is how much have you changed in these changing times as aperson and as a sales professional? Do you use the latest salestechniques to leverage your business? Just check out how current isyour sales skills? Don’t despair if you are lagging behind. With alittle effort you can catch up. Are YourCold Calls Hot Enough?Do youcheck out a company’s website before making cold calls? Do youcheck out a senior executive’s profile on the Internet and socialnetworking sites, if possible, before making the call? Do you try toaccess the direct mobile phones of key persons in addition to thecompany landline phones? Do you send information about your productand company to the key persons via email before or after makingcalls? How do you make sure that your emails do not end up in theirspam boxes? Do you wait hours for the office receptionist ortelephone operator to put your call through to the senior executiveor do you call the concerned executive after trying once with theoffice operator? You can do so and save time. You can offer anapology for calling directly making their “extremely” busy officetelephone your excuse for doing so. How DoYou Qualify Prospects?Ok, so youuse Excel sheets to store your list of prospects. Smart enough! But,is your data of prospects stored on your laptop and can you accessthem via your mobile phone just in case the need arises? Or may beyour sales assistant has emailed a hot list of prospects, can youcheck that email with your mobile phone? The Useof the Internet and Social Networking As a salesprofessional of the 21stcentury you should be actively involved in networking with clients,customers, prospects, suppliers, and anybody that can improve yoursales. The best place to network in today’s world is the Internet –the social net working sites such as Face book, My Space, andTwitter. There are hundreds of networking websites related tospecific activities or hobbies of its members. You should be in someof them depending on the nature of your business and the likelihoodof finding your customers there. Briefingthe Customer Whilemeeting the customer and briefing about the product a sales personhas to be specific and short. This is an age of information glut.Newspapers, magazines, books, TV channels, the Internet, mobilephones, office communications, and advertisement hoardings they areall keen on keeping us well informed. Your customer is beingbombarded with information from all corners. An excess of informationabout the product will not register in the client’s mind. Beselective and pass on the most pertinent info about the product. Ifthe person you are talking to is not technically very savvy do notover present technological details. It isbetter to repeat selected info many times in the meeting or demo. Stresson Customer ServiceA fewdecades ago all salesman had to do was sell the product and calculatehis commission amount. There was no or very little thought aboutcustomer service. This is an era where purchase decisions hang on thequality of customer service that a vendor offers. When other factorssuch as quality of the competing products, looks, and designs remainat the same level, customer service becomes the deciding factor. Talkabout your customer service to new clients and follow up with yourcustomer service department in case an existing customer has anycomplaints. Make sure that the customer gets impeccable customerservice. Our salesskills must change along with the changing times and focus on thelatest trends. Dinosaurs became extinct for a reason – for notevolving. If you are not following these latest sales techniques yoursales skills run the risk of getting extinct. To avoid that, yoursales skills need to evolve now and stay in tune with the times. About theAuthor:Doug Dvorakhelps companies and professionals achieve results through customized,creative and non-traditional salestraining systemsthat are “one size fits one” and developed to the unique businessneeds and “sales pain points” of each client. He is available tospeak on these topicsFor moreinformation visit www.salescoach.usor call 847-359-6969Permissionis granted to reprint this article in print or place on your web siteas long as the paragraph above is included and contact information isprovided.Copyright2009 The Sales Coaching Institute and Doug Dvorak