Take a moment and think about your days in high school … when every so often, to everyone’s dismay, your teacher would stop right in the middle of class and deliver a POP QUIZ! In spite of all the moans and groans, you held out hope you’d get a passing grade that would improve your overall grade in the class.Well, today, I have for you a Sales POP QUIZ that I’d like for you to take. I need for you to grab a pen or pencil and a sheet of paper. Understanding the results of this POP QUIZ could add hundreds, if not thousands, of dollars to your weekly and monthly income.
OK, ready for the POP QUIZ? Here it is.
Please write down these five words/phrases:
Manners & Charm
Product Knowledge
Empathy & Understanding
Enthusiasm
Fun
Take a moment and ponder each one of these. Then, write down the one YOU THINK was the most important to the clients who responded to the sales survey. (Cue: Jeopardy music playing in background)
Write down your response:
The Actual “Client” Survey Results
First off, this survey was totally about your client and really has nothing to do with you, except that the results of the survey can become a learning experience for you … thus resulting in an income increase. The survey was taken a couple of years ago, and the clients who responded were asked this important question
Survey Question:
What is the most important item (SKILL?) that you want from the salesperson that you are working with? Your choices are:
Manners & Charm
Product Knowledge
Empathy & Understanding
Enthusiasm
Fun
So, let’s put this into perspective. These clients, based on their experience with their salesperson, came up with these answers:
MOST IMPORTANT SALESPERSON ITEM (SKILL?) % of Respondents
Enthusiasm 51%
Empathy & Understanding 25%
Manners 10%
Fun 7%
Product Knowledge 7%
51% chose ENTHUSIASM, followed by 25% who chose Empathy & Understanding as their #1 item. That means that 76% of the survey respondents chose either Enthusiasm or Empathy. I would call that a “sales clue”! Bringing up the rear of the pack are Manners, Fun, and Product Knowledge. Yes, Product Knowledge placed LAST in the survey. Okay, be honest – how many of you picked Product Knowledge?
So, enthusiasm … how do we improve on it and make it a daily habit? Holy cow! I could spend HOURS speaking about this so let’s just settle for the first ten things that come to mind:
The five people that you spend time with, are they enthusiastic?
Do you eat energy providing foods on a consistent basis?
Are you fired up about what you do in sales?
Do you have your dream board (see Use Visual Impressions) visually in your office or cube?
Do you have a set daily and weekly income goal of what YOU must make?
Do you have the “correct” accountability partner?
Do you work on your sales trade outside of your sales time?
Do you consistently read and explore new sales ideas and techniques?
Are you coach-able?
Are you happy and smile all the time?
Okay, that took me all of about one minute. So, what is your score? Did you score a “yes” to all 10? Do you need to sharpen your sales saw? Maybe you need to completely start all over? Regardless, ENTHUSIASM was the #1 choice by over 50% of the clients. Again, a BIG CLUE to understand.
Additionally, what is your office environment like? Some of the sales departments I work with locally here in Dallas … their offices are built around excitement, enthusiasm, and positive motivation, sometimes LOUD motivation. Other offices … a funeral home would be louder if they were to compare decibel levels from a noise meter.
Product Knowledge … rated last on the survey. I know, it was tied for last with FUN, yet I need to share with you the pitfalls of Product Knowledge. The clients, by the way they rated Product Knowledge, were TELLING YOU something. In most cases, they DON’T CARE about how much you know. Or, a quote found in my SalesMastery Book of Quotes:
“Ignorance on FIRE will always outsell knowledge on ICE!”
Being “authentically” enthusiastic will always outsell anyone who knows all there is to know about a certain product, yet being knowledgeable can be very boring. Being enthusiastic is a natural “attraction” item; it will draw clients to you. Even if your personality type is “a thinker” or “analytic,” at least get excited about your product knowledge and convey that enthusiasm to your clients.
In closing, make it a point to practice becoming more enthusiastic. Be it on the phone, a live presentation, or using some exciting words in a text document or e-mail, get excited about your product or service and watch your clients become excited too!
Contact Chuck and get started today!
Questions and/or Comments?
Please respond to my blog at the bottom of this article!
After only one session as Sales Coach Chuck Bauer's client, your sales expand INSTANTLY. Benefit from sales trainer, mentor, coach, and sales manager Chuck Bauer's decades of experience and leading-edge research into how to sell, sell, sell. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars, individually on site, or over the phone, teaching, supporting, and yes, selling. Published author, in print and online, Chuck's information on selling effectively and efficiently appears worldwide. Based in Dallas/Fort Worth, Texas, instrument-rated pilot, committed body builder, and mountain biker Chuck Bauer consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.
In 2011, he conducted 623 One-On-One Coaching sessions (many video recorded), he visited 44 cities in three countries, coached on 141 LIVE face-to-face sales presentations, coached on 433 LIVE sales phone calls and conducted 45 Sales Seminars. This type of INVALUABLE experience can help take you and your company to higher levels.
January 14th, 2009 at 9:49 pm
You’re a stud, with a new, never heard before, Texas Twang! Thanks for the e-mail and good luck in 2009. Love your web site!
January 14th, 2009 at 10:15 pm
Coming from a CEO of a major company, I will take that as a compliment! Glad you like the new website and best to you and your team for 2009!
December 11th, 2009 at 2:06 pm
Chuck,
About me…I am a 30 year veteran of selling flooring, 5 years outside, 25 years retail.
As for your question, I chose, “empathy and understanding,” thinking of your YouTube video that suggests asking the question, “Tell me about you.” I did struggle with “enthusiam.”
Last March my store received a new line of carpet from Beaulieu of America, their new “Bliss” collection. I haven’t been so excited about a carpet line in the last 10 years. I embraced it…got extra sales training from my rep, his regional manger, the website and articles from flooring magazines. The president of Beaulieu came to see our display(we are a premier dealer),I suggested that his sales reps carry “Bliss” chocolate candy with them for added recognition …we all know sales associates LOVE anything to eat. Much to my suprise he made a note and issued a memo to his sales staff! Since then I have been communicating with a VP of sales, sending her emails of my best sales techniques and comments from my clients. Several of stories were also sent to all retailers in the US. I went on the Beaulieu website looking at employment ads. After finding an ad for a Sales Trainer, I knew this was the job for me. Computer skills were needed that I don’t have. I am currently on my third class, mastering Excel. I would make a wonderful trainer/sales rep, creating a new position.
My question for you,”When should I bring this up to the VP?” Do you think I should finish my classes first?
Thank you for listening. I am going to put a mirror on my desk, read a Dr Suess book, and try to change the wording on a document from “order” to “investment.”
Sincerely,
Linda Abrams Fleming
December 25th, 2009 at 2:33 pm
Linda,
Many thanks for your note and congratulations on your outy-of-the-box thinking. I am impressed! I also need to apoligize for not commenting sooner as I have been SWAMPED! So, please allow me grace for the time period between your note and my repsonse.
In regards to the sales trainer position, my suggestion is for you to write a written proposal to the VP or the power to be about your intention of becoming a sales trainer. In the proposal you need to write about the VALUE you bring to the table. As far as your computer skills go, I would not write that into any communication just yet. Get the proposal in and see where it leads you.
The computer skills as you have seen can be overcome with plenty of free online course, many that Microsoft provides. Way to go on excel, that is the only one that I have yet to figure out however I cheat because one of my staff takes care of it for me.
Way to “tune in” on some of the trainings here at http://www.chuckbauer.com and if there is anything else I can help you with, please let me know! Speaking of that, you should sign up for SalesFOCUS in January!
God Speed & Good Selling!
Chuck
February 10th, 2011 at 1:23 am
Chuck,
I am somewhat new to the industry. I just got out of the Army in May of 2010 and started with a marketing firm in Houston almost immediately. After selling on the floor for 4 months and closing 38 deals they transferred me to Dallas to build and run their sales team. I am very young and am constantly learning. I would appreciate any specific tips you might have on building the foundation for a sales team. In the mean time I will continue to look over your site.
Thank you,
Grant Lang
Executive Sales Manager
Gulf Media Solutions
214-797-3566
February 10th, 2011 at 9:01 am
Grant – congrats on your success. As you will continue to find out my websites have a ton of free resources that you access to 24/7. http://www.chuckbauer.com/faststart is a great place to start from. Lynn Barrett will be in touch with you in reagrds to some additional information. We also need to get a mailing address for you. I have a 1/2 day seminar on Feb 24th that you might be able to attend, Lynn will discuss with you. In the meantime, good selling! cb