IT’S GAME DAY ARE YOU READY


IT’S GAME DAY ARE YOU READY

Tanya Ross-Lane Unapologetic Saleswoman

Humble * Motivated * Industrious * Go-Giver
May 10, 2020





IT’S GAME DAY ARE YOU READY

Whether you were deemed Essential or Non-Essential for the COVID19 shut down and shelter and stay order of your state or county. We are now entering into re-opening phase some of you have a date to come back or waiting on that call. And some of us are not expecting a call at all. What once was a temporary furlough has now become termination? You better understand your fitness for being called back to a job on your old team or transferring to a new team.

This morning I woke up knowing I was out of condition for my sales role. As a TYPE A, sales professional, I went looking for a book to sharpen my skills. In my library I have the best-selling books on sales money can buy.
How to win friends & influence people – Dale Carnegie
The only sales guide you’ll ever need – Anthony Iannarino
The Go-Giver – Bob Burg & John David Mann
The Science of Selling – David Hoffeld
The 10X Rule – Grant Cardone
Little Red Book of Selling – Jeffrey Gitomer
Influence: The Psychology of Persuasion – Robert B. Cialdini
Getting to Yes: Negotiating Agreement Without Giving In – Roger Fisher

But the one I pulled out of my library was a friend, author of the book “Get Marvinized” and sales trainer Marvin E. Montgomery . A nationally acclaimed motivational speaker and trainer his book, was the exact thickness that I could read while my mind was focused. Truly my attention span is not awfully long these days to many Zoom webinars, Ted Talks and Netflix movies. Pre Covid19 in March, we had breakfast together as he encouraged me and gave me some coaching advice. We were to reschedule another meeting and you know the end of the story Governor DeWine and Dr. Amy closed the state of OHIO. Last week the Cleveland Browns announced their 2020 schedule. If the Browns were getting in shape to WIN so could I.

I know I needed to read and get “Get Marvinized” – The Professional’s Guide To Sales Success. Most sales professionals know the mantra “ABC” Always Be Closing a motivational phrase used to describe a sales strategy. It implies that a salesperson following the regimen should continuously look for new prospects, pitch products or services to those prospects, and ultimately complete a sale. But do most sales professionals put in the hard work and time to improve and sharpen their skills before they go into a sells slump or get terminated for poor performance.

The last 6-8 weeks most retail sales professional’s like me have been on the sidelines as non-essential employees. Some companies will be bringing back 50% of their sales force in phase one of their reopening. Are you in that 50% if not do you know why? Other retail businesses have filed for bankruptcy and some will never reopen. So, with over 30 million Americans unemployed what will you or I do to stand out. Self-education, Preparation and Practice are the difference between the Professional and Amateur. You may say that’s not the definition of those words and you’re right. The pay and perks are the true differences.

Now why Marvin E Montgomery will introduce you to the right set of sales communication tool. Are you going to be practicing on your customers? Or start getting in your best sales shape. This book will have no surprises, nor does it offer any tricks and for this reason is not too late in your career for you to prepare or practice. So that is why I am sharing with you what learned this morning.

A SALES PROFESSIONAL:
Asks, doesn’t tell
Listens, doesn’t info dump

A SALES PROFESSIONAL IS:
An active listener.
Organized.
Persistent.
Confident.
Enthusiastic.
Sincere.
Honest.

HERE ARE 10 PREPARATION AND PRACTICE TOOLS

Have a good understanding of your customer’s company and what it does
Be able to greet your customers and quickly establish rapport.
Determine if your customer needs your products or service.
Be able to present the appropriate features and benefits of the product or service that your customer needs.
Be able to overcome any objections with confidence.
Be able to close.
Be able to introduce “add on” sales.
Be able to reaffirm the sale.
Be willing to turn over a prospect to one of your associates, if you cannot close.
Be able to handle difficult customers.

REVIEW TOPICS
The 10 benefits of Preparation and Practice.
Preparation and Practice guidelines.
Preparation and Practice forms.
Greeting and rapport guidelines.
Steps to overcome objections.
Steps to handle difficult customers.
12 different close.

Now it's TIME to "GET MARVINIZED"

Tanya Ross-Lane - Unapologetic Saleswoman

Tired of just getting by? Bored with your job? Afraid of cutbacks? Are you a people person?

Have you considered a career in financial services? Contact me for more information.

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