Category: Uncategorized

15 Oct 2016

Relationship Building In Sales

Since the beginning of time human relationships were vital to the human race. It still holds true today that man needs to have human interaction. It is just as important when you are in the business of negotiations (Sales). People generally buy from people they like.

Have you ever had an interaction with a sales professional that you just did not like because they only cared to talk about the product they were selling and did not take an interest in what you really need ?

This is very common amongst Sales professionals. Many times as sales professionals we know our products so well that we think that our product is going to solve everyones problems. Not realizing that even if it did solve peoples problems if we don’t take the time to get to know them and show them we care, they will go to our competitors. They will buy the same product elsewhere and not from you. I’m here to tell you that you can start today by changing that from happening to you. The cure to that is learn to build better relationships with your prospects. Im sure you have heard that the most important part of the sales process is the relationships you build. Its really quite simple to do, first you have to learn to ask your prospects the right questions. Never ever start talking about your product until you have enough information from your prospects on how you can help solve their problem.  Let’s say you are a realtor, and you get a prospect in your office that comes in your office wanting to purchase a home; you should have a pre set questionnaire you should be asking your prospect every single time. What this will do is first ensure that you are building a relationship with your prospect and two make sure that you have a qualified protect i.e. a prospect with a problem that you can help solve. If you are unable to do both within the first 20 minutes you will have a very difficult time closing the deal. Some questions I will ask such client would be “Why” is the purchase of a home important to you right now? If you don’t address this issue (problem / opportunity etc.)  how can your life be impacted by it?  Is there anything I haven’t asked you about that you think its relevant to understanding this issue? These are just a few questions that you can ask. These types of questions do both, builds relationships with your clients as well as help you uncover your clients needs.

We at Elite Sales Consulting Group know that the best prober is the best closer. When a sales professional ask the right questions it gets your clients thinking in the direction you want them thinking. Quality questions will lead you to closing more deals. To learn how to deal with objections and learn to become a better closer visit www.elitesalesconsultingGroup.com/join

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By: Martin Perdomo CEO

Elite Sales Consulting Group

“Strengthen your mind, Empower your Will”

28 Sep 2016

Elite Will Power

Will power is an important component needed in order to reach high level of success in any walk of life. Without it you will fall and falter at the first sign of adversity. I remember many years ago at the tender age of 19 when I was first exposed to corporate sales. My manager at the time, expressed to me how he was impressed at my resilience , will power and determination to succeed. I had just finished calling a batch of leads and got no appointments.I walked into my sales managers office asking him to give me some orphan clients to call on as I had already finished calling on the leads I had. I remember being full of excitement and enthusiasm. I was ready to take on the world , waiting for the next person that was going to give an opportunity to make them a presentation. This will to win carried me through those first few tough years in my sales career. Will power is the glue that holds a man together when the whole world turns on him.  A man without will is like a engine with no power, Strength of will is the test for a young mans possibilities. In order to develop strong will power one must first have a healthy self image. A strong self image is the base of strong will power. I will give you 4 important steps to build a healthy self image By Dr Maxwell Maltz

  1. Forgive others with no strings attached . Clean the slate absolutely.
  2. Forgive yourself, see yourself with kind eyes.
  3. See yourself at your best. You can start your day with confidence or frustration the choice is yours.
  4. Keep up with yourself, don’t worry about what other are doing or have. Keep your pace, Live the life you want to live.
  5. Stop carrying around a mental picture of yourself as defeated worthless person. Stop dramatizing yourself as an object of pity or injustice.

Every morning read the following affirmation. “I choose my own thoughts. I hold onto them as long as I choose. My will is a strong as anyone else”!

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Please share and leave your comments below. Thank you for reading.

By: Martin Perdomo CEO

Elite Sales Consulting Group

“Strengthen your mind, Empower your Will”

16 Aug 2016
Best time to invest in your business growth

Investing In Morale

Best time to invest in your business growthHigh pressure situations call for high levels of self-control and inner strength. Sometimes we experience challenges that make us spin our tails. However, it is in these troubling times that we must exercise high levels of self-discipline and no
t let the circumstances drown us. It is from that place that one must extract all the inner strength that we have gathered, when all is going well

You are probably saying to yourself, what the heck is he talking about? There is an old saying in sales, that states that the best time to make a sale is after you have closed a sale. The reason is that when one closes a deal, one feels confident and assured. Thus your next presentation will be delivered in the same manner as you feel. Same holds true for life situations. It’s important that we are constantly self-improving, reading, exercising, meditating and or finding those activities that center us. We must find that thing that fills and completes us. When we find the activity that centers us, we must then find time to do it on a regular basis.

The other day I connected with an executive on LinkedIn. I sent him my standard introduction letter and was offering my services to hold a workshop on how to close more sales for his sales force. His response; “Martin, Thanks for the outreach. At this time, we are experiencing solid business growth and are not seeking support/consultation”. The challenge with us humans is just exactly how this gentleman responded, often times when we are experiencing growth and doing very well we think we don’t need help and it is in these same times that we should be looking for additional growth. It is when we are doing well, when we should invest in reinforcement, not when things are on a downward trend. It is wise to invest in yourself and/or your company when all is well because morale is high. You and your staff will be more receptive to new ideas and most important, your attitude is positive. When things are well we don’t tend to think that things will go bad. We think things will be good forever, and that’s just not realistic.

A lot of times we find ourselves with tough challenges in life and these are the times we want to pick up a book, go on a run, or maybe even meditate and yet it helps us very little. The reason for that is, that you are not doing it on a regular basis. Plus now that you are doing it, your morale is down and your attitude is at a low point. One of my mentors, told me you must learn to eat minnows every day so that you have enough strength to catch the whale when she comes. Oh boy these were wise words; we as human beings tend to only want to improve when we think things need improving, but the reality of life is that we always need improving. There is always a better way to do things than how you are currently doing it. I am a big believer in the, “The biggest room is room for improvement”.

Don’t expect to be centered and calm when things get tough if you’re not taking the time to invest in yourself when things are good. Become aware!
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By: Martin Perdomo CEO
Elite Sales Consulting Group
“Strengthen your mind, Empower your Will”