Add You - Selling Like A Marine; Improvise-Adapt-Overcome

This famous United States Marine Corps slogan reminds me of the technique many sales people use to make their sales calls. In the Sales Skills training module offered at P2S, we have found that most sales people do not pre-call plan. All too often, salespeople fail in this very important step in the selling process. Pre-call planning will insure you are prepared to “make the sale.” The Partnering To Success process helps sales people become more effective by focusing on improving one particular element of their selling process, like pre-call planning, to increase sales. Then they can Partner and sell like a Marine!

IMPROVISE

The American Heritage Dictionary defines improvise as “to make or provide from available materials, or perform with little or no preparation”. Many sales people go into the call with minimal preparation. They generally know what they want to accomplish but have no clearly defined plan of how to get there. The more complete and comprehensive the pre-call plan, the less improvisation needs to take place. True sales professionals can improvise with the best, but they don't do it very often because they follow their plan.

ADAPT

To adapt means “to adjust or conform; to make suitable to or fit for a specific use or situation”. It is widely known that effective sales people only need to offer 3 or 4 features and benefits to satisfy the customer’s needs. The trick, however, is to hit on the “relevant” F&B’s. In your pre-call planning, you will predict which product or service features will most likely motivate the customer to make a purchase. However, as the customer answers your professional probing questions, new needs are uncovered and the sales person must adapt. As their needs are revealed, the relevancy of the F&B’s may change. Clearly understanding the needs of your customer will help you adapt the portfolio of products and services of your company, into unique, satisfying solutions. Performance Appraisals: Assist Your Employees In Preparing For A Performance Appraisals
PREPARING EMPLOYEES FOR THE PERFORMANCE APPRAISAL INTERVIEWS: Remind employees to give some thought to the purpose of performance appraisal: it is a means to learn from the past, plan for the future, and improve effectiveness and work satisfaction. The performance appraisal discussion is an opportunity to motivate, recognize, and reward your employee. It is a time for you and your emo “make the sale.” The Partnering To Success process helps sales people become more effective by focusing on improving one particular element of their selling process, like pre-call planning, to increase sales. Then they can Partner and sell like a Marine!

IMPROVISE

The American Heritage Dictionary defines improvise as “to make or provide from available materials, or perform with little or no preparation”. Many sales people go into the call with minimal preparation. They generally know what they want to accomplish but have no clearly defined plan of how to get there. The more complete and comprehensive the pre-call plan, the less improvisation needs to take place. True sales professionals can improvise with the best, but they don't do it very often because they follow their plan.

ADAPT

To adapt means “to adjust or conform; to make suitable to or fit for a specific use or situation”. It is widely known that effective sales people only need to offer 3 or 4 features and benefits to satisfy the customer’s needs. The trick, however, is to hit on the “relevant” F&B’s. In your pre-call planning, you will predict which product or service features will most likely motivate the customer to make a purchase. However, as the customer answers your professional probing questions, new needs are uncovered and the sales person must adapt. As their needs are revealed, the relevancy of the F&B’s may change. Clearly understanding the needs of your customer will help you adapt the portfolio of products and services of your company, into unique, satisfying solutions. Business Networking – The Future
There’s a certain type of person you want to meet business networking. The person who knows what they want. The person who knows where they’re going. The person who knows their future.How do you find such a person? By being one. Like attracts like.When you know your future, you are carefree. You are whole and complete. You have what you want. You don’t network tle or no preparation”. Many sales people go into the call with minimal preparation. They generally know what they want to accomplish but have no clearly defined plan of how to get there. The more complete and comprehensive the pre-call plan, the less improvisation needs to take place. True sales professionals can improvise with the best, but they don't do it very often because they follow their plan.

ADAPT

To adapt means “to adjust or conform; to make suitable to or fit for a specific use or situation”. It is widely known that effective sales people only need to offer 3 or 4 features and benefits to satisfy the customer’s needs. The trick, however, is to hit on the “relevant” F&B’s. In your pre-call planning, you will predict which product or service features will most likely motivate the customer to make a purchase. However, as the customer answers your professional probing questions, new needs are uncovered and the sales person must adapt. As their needs are revealed, the relevancy of the F&B’s may change. Clearly understanding the needs of your customer will help you adapt the portfolio of products and services of your company, into unique, satisfying solutions. A Profitable Growth Formula for Sales Managers
Sales organizations that successfully achieve profitable revenue growth do so through a sales system encompassing sales focus, the integration of organizational and people competencies, a balanced sales effort between new customer acquisition and current customer penetration, and employee engagement.These organizations match sales resources to the best opportunities, often ovelan.

ADAPT

To adapt means “to adjust or conform; to make suitable to or fit for a specific use or situation”. It is widely known that effective sales people only need to offer 3 or 4 features and benefits to satisfy the customer’s needs. The trick, however, is to hit on the “relevant” F&B’s. In your pre-call planning, you will predict which product or service features will most likely motivate the customer to make a purchase. However, as the customer answers your professional probing questions, new needs are uncovered and the sales person must adapt. As their needs are revealed, the relevancy of the F&B’s may change. Clearly understanding the needs of your customer will help you adapt the portfolio of products and services of your company, into unique, satisfying solutions. Confidence Driven Job Search - Exude Confidence During Your Job Search
Searching for job can be brutal. It is a full time effort and considering that the average job search for an executive is 3-6 months, it can get exhausting, not to mention extremely stressful.One of the most difficult parts about the job search is trying to appear strong and confident during each interaction along the way. You may be experiencing feelings of inadequacy and not motivate the customer to make a purchase. However, as the customer answers your professional probing questions, new needs are uncovered and the sales person must adapt. As their needs are revealed, the relevancy of the F&B’s may change. Clearly understanding the needs of your customer will help you adapt the portfolio of products and services of your company, into unique, satisfying solutions.

OVERCOME

The meaning of overcome is very simple. It simply means to prevail over or conquer. Sales professionals need to overcome every customer concern in the sales process. All too often, sales people answer the first “no” then go for the “close”. For many salespeople, if the customer makes any purchase the sales call is done. Being approachable and overcoming customer objections by correcting any misunderstandings, questions, or concerns will lead to greater customer satisfaction. However, if the customer is not totally satisfied, they will never grow into the loyal, dedicated customer we all need and want. Overcoming EVERY customer concern is the “mission” for all quality salespeople.

Effective sales people improvise very little. They do however; adapt their style and features and benefits to fit each specific customer. By anticipating and asking questions, they overcome all customer concerns. Assist a fellow sales person to pre-call plan more and improvise less, adapt to the customer needs, and overcome all customer concerns through Partnering To Success.

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