How to Be a Great Not Just Good Salesperson

How to Be a Great Not Just Good Salesperson How to Be a Great - Not Just Good - Salesperson A good salesperson must be confident, good at listening, and relentless even when things are not easy. But the cream of the crop usually possess a unique ability to simplify business and communication. Those looking to classify themselves as great, rather than good, salespeople must be prepared to simplify customer interactions - and simplification can be tough.Avoid the Learn by Mistake Sales TechniqueThe Greatest Salesman in the World author Augustine Og Mandino said, Obstacles are necessary for success, because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats. But what if it were possible to reduce the number of obstacles we encounter in sales?Great salespeople recognize eignung hurdles before beginning any specific sales script or process. In order to accomplish this, its critical to have a solid understanding of the followi ng- What is the offering I am selling?- Who are my intended customers?- How can I communicate features and benefits of my offering in a simple, relatable way?Step 1 Understand Your OfferingYou cant sell something you dont understand. The greatest salespeople understand their offering so well that they can build a story, rather than make a pitch or sound like they have memorized a product spec sheet.Before building a great story, you have to play the role of a journalist- Who should be using this offering? Think beyond basic demographic groups like everyone, men, or parents. Instead, build up characters based on everything you can get your hands on. Sure, you may include demographic traits, but also think through daily life. For instance, when would be the best time to catch up with this kind of person?-Whatmakes this offering special? Take time to explore the nature of the offering, the problem it solves, and all the associated benefits. Knowing your offering also means knowing its competition.- Whereis this offering available and/or manufactured? Accessibility is key to understanding how you can step in front of your potential customer and when the customer is likely to be nearby. Additionally, some populations are motivated by an offerings background, particularly if it is handmade, locally made, or manufactured in the United States.- Whyis this product or service valuable? This process begins by understanding that value is not black and white. Different consumers define value uniquely. As the salesperson, you should understand the multiple value propositions so that you can, after listening to and understanding your potential customers preferences and needs, emphasize the appropriate one(s).Step 2 Qualify Your CustomerGreat salespeople take time to speak with their customers - not to or at them. They begin each conversation with direct eye contact and a firm handshake, and they introduce themselves by their first names. This process also allows the salespe rson to qualify their customer, discovering how to sell an offering to them.Anytime you engage with a customer, you should be attempting to learn answers to thefollowing questions- How can I help you? Another way of asking this is, Can I help you find something? As the salesperson, you are looking to understand what the customers define as their problems.- What is important to you? Seek to understand whether price or durability trumps specific features, luxury trumps practicality, and more. You can use this information to begin ranking value propositions.-What is your budget? Typically, people have an understanding of how much they can afford to spend, and for larger purchases they know whether they can finance a product. By getting this information upfront, youll be able to guide them to a product or service that will solve a problem within thebudget they can afford. And you may gain their trust by reassuring them that their budget provides options.Step 3 Tailor and Simplify Your M essageWhile qualifying customers, you will likely learn interesting facts, including information about their careers, where they live, and their families. Armed with this information, you can now begin to tailor your message.To illustrate how a message can be tailored, I will tell you a story. At Presidential Pools, we offer in-floor cleaning systems for swimming pools. These are complex systems that involve jets pushing water into drains that filter out debris underneath a pool. Given the variety of pool shapes and sizes today, they are far more effective and autonomous than the ugly robotic cleaners with which you may be familiar.By the second sentence of that quick description, fruchtwein pool buyers are overwhelmed. Pools already have many parts, and in-floor cleaning systems just add more. So our salespeople cannot focus on parts and functions with most customers. Instead, with some customers, one great salesman uses the followingHave you ever cooked soup on a stove? Or did you mom ever do that for you? You have to keep stirring the pot to keep the heat evenly distributed, right? Thats the only way to avoid curdling on the top and scalding on the bottom.Just like soup, a pool is best kept clean and comfortable by stirring the whole pot. Thats what an in-floor cleaning system does. Its jets move water around, pushing debris out while keeping the temperature even.This is, of course, only one way to tailor a description about this offering. There are stories to illustrate safety, durability, ease of maintenance, and other value propositions associated with an in-floor cleaning system. No matter what the offering, the story a great salesman tells is crafted to best match the customers interests and understanding of the world.Regardless of whether the customer is a stay-at-home mom, an engineer, or a grocery store clerk, great salespeople will articulate an offerings benefits by using real world examples applicable to their daily lives. Technical jargon not on ly tends to confuse people, but it also can make them uncomfortable. Great salespeople will use metaphors or explain how a product works by comparing the product to something that most people can understand.Great salespeople know the ins and outs of anything they sell, take time to qualify their customers, and then tailor how they communicate the offerings features and benefits in a simple, relatable way.James Frabasilio is the president of Presidential Pools, Spas Patio.

7 Mistakes That Make Your Professional Resume and You Look Old

7 Mistakes That Make Your Professional Resume and You Look Old7 Mistakes That Make Your Professional Resume and You Look OldAre your job applications saying the wrong thing about you?Resumes, like many other marketing materials, have an expiration date. As technology changes and the job-search process becomes more mobile, its important to reevaluate and edit this important document periodically.Your resume is a reflection of you and you dont want recruiters thinking youre outdated because your document is. Heres how to know if your resume needs an update.Its become too longAn eye-tracking study by Ladders found that the average recruiter spends only six seconds reviewing a resume before deciding if its worth a closer inspection. Maximize your exposure by limiting your resume to one page if youre new to the workforce or two pages if youre a seasoned professional. Remember, your resume should always highlight the skills, experience, and accomplishments that are fruchtwein relevant to your job goals.You want employers to call homeIn this mobile age, its more important than ever to be accessible whenever a recruiter wants to contact you. As a result, I recommend that you list your cell phone number, rather than your home phone number, on your resume. Not only will you be able maintain contact during your (and the recruiters) workday, but youll also have control over the voicemail, who picks up the phone and when.You havent included the URL to your professional profileAccording to a Jobvite survey, 93 percent of recruiters are likely to look at a job candidates social profile. Include the URLs to your online professional profiles so recruiters dont have to guess or mistake you for someone else. Make sure your online profiles and resume tell the same story so you dont send mixed messages to the recruiter.Your resume has an objective instead of a professional summaryObjective statements describe your needs, rather than how youll meet the needs of an employer. Use the space to sell your job candidacy by giving the reader your elevator pitch. In three to five sentences, explain what youre best at, fruchtwein interested in, and how you can provide value to a prospective employer. In a resume, this is called your professional summary.Your resume is weighed down by too many bullets or dense blocks of text (or both)If you have six seconds to catch a recruiters eye, you need to make them count. Avoid dense blocks of text or long bulleted lists. The key is to format the information in a way that makes it easy to scan quickly to recognize your job goals and relevant qualifications and achievements.Youve included too much of the pastEmployers are especially interested in your most recent experience and how that ties back to their open positions requirements. If youre an entry-level professional, its time to take out any references to your high school career. Instead, focus on highlighting your education, relevant internships and the leadership skills youve developed during college. If youre further along in your career, limit your resume to include the most recent 15 years of experience in reverse-chronological order and remove the dates from any degrees, certifications or awards that fall outside that 15-year window.Youre still putting references upon requestEmployers are well aware that youll provide them with references, should they ask for them during the bewerbungsgesprch process. Theres no reason to waste this valuable space on your resume by stating the obvious. Remember, you only have two pages worth of resume real estate to work with save it for the information that is most compelling.

Entry Level Wedding and Event Planning Resume Template 2018s Top Format

Entry Level Wedding and Event Planning Resume Template 2018s Top FormatEntry Level Wedding and Event Planning Resume Template - 2018s Top FormatYour resume is your introduction to those looking to hire staff. To make the most of this introduction, take the time to create a strategic and well-structured document that highlights the qualities recruiters are searching for.A bachelors degree is generally required for entry-level wedding and event planning jobs, and potential employers look for details of your education in your resume. Personal experience that shows your skills in organization and prioritizing work will also stand out to recruiters, especially in related industries such as tourism and hospitality.Use the entry-level wedding and event planning resume template below to write a resume that captivates your future employer. Create ResumeNATHANCOOK100 Main Street, Cityplace, CA, 91019 (555) 322-7337 example-emailexample.comProfessional SummaryIm a self motivated individual, f ast learner and can deliver results quickly. Excellent secretarial skills. Responsible with great communication skills. Personal Trainer with a strong background in exercise science and sports medicine. CPR, First Aid and AED certified. Caring, compassionate with reputation for maintaining long lasting professional relationships with clients. Enjoy motivating assisting individuals to attain their personal fitness goals. Have completed 500 hrs in massage therapy with a curriculum including Swedish, prenatal, hot stones, fire cupping, hydrotherapy, chair and on sight massage.SkillsACE Personal Trainer certificationRelationship/team buildingCPR certificationIn-depth kinesiology knowledgeProper exercise techniquesSpinning instructorLow impact exercise trainingBoot camp instructorProper exercise techniquesFirst Aid certifiedAerobics instructorHighly motivatingBootcamp instructorWork HistoryPERSONAL TRAINER 01/2005 to 01/2008MAX FITNESS McAllen-Edinburg-Mission TXWorked with clients to i mprove their overall endurance, strength, flexibility and balance.Consistently honigwein daily group fitness class attendance goal of many participants.Taught group classes, including cycling and aerobicsSuccessfully sold personal training packages totaling on my own. Some people love having the privacy of working out in their own home.SECRETARY 01/1993 to 01/1996Raba Kistner Mcallen, TXReceptionist duties, completed reports and filing. EducationHigh School Diploma MASSAGE THERAPY Current EL PASO COMMUNITY COLLEGE El Paso, TXCustomize ResumeMore Personal Services Resume Templates