Sales Go To The Most Prepared – Are You Doing These Things?

This principle is so simple that it is often overlooked. The hallmark of the true professional is thorough preparation, reviewing every detail, before every sales meeting. The very best salespeople are those who review their presentations and study the details of their products and their sales materials repeatedly prior to every new sales contact.

You cannot imagine a top athlete who did not train regularly and warm up thoroughly before every competition. In fact, the period of training for an athlete consumes far, far more time than the actual competition itself. When you think of a crack military force, like the U.S. Marines or the Israeli Commandos, you think immediately of rigorous, disciplined training. In every field of endeavor, it is the most thoroughly trained and dedicated professionals who rise to the top.

It is relatively easy to get into selling with little experience. But that is where the easy part ends. 

It is relatively easy to get into selling with little experience. But that is where the easy part ends. From then onward, hard, hard work and continuous training and preparation are essential for success. If you want to be the best, and get the results that the best people get, you have to do the same things they do. And this means to prepare and prepare and then to over-prepare.

The first corollary of the Law of Preparation says: “The salesperson with the best knowledge of the real situation of the customer will be the one most likely to make the sale.”

The more time you take to thoroughly understand your prospective customer and your prospective customer’s situation, the more likely it is that you will be in a position to sell at the critical moment.

The second corollary of the Law of Preparation says: “Sales professionals plan their questions in advance.”

To continue reading this and other interesting article, please visit my FocalPoint Newsletter

Transition into your Q4

Every Company is entering the final quarter of the 2015 Calendar this week. Are you ready and prepared for it? Have you met your goals and objectives so far and have the energy to continue with the energy and enthusiasm these last three months?

As we enter this Q4 there are four tips I would like to suggest so that you get ready to FINISH STRONG your 2015!

1.       Review your results up to date: every business owner and manager need to understand where you are today. You have had a certain level of revenue and production; have engaged in new transactions, business relationships and made new clients; have had to pay your costs and expenses. Are you in the level or range which is acceptable to your company and industry? Do you know your metrics?

2.       Review your GOALS for Q4: now that you are here, today, you need to review your goals for Q4; do not change them, adjust them. Our goals need to remain the same. Only our strategies, actions or plans need to change and adapt. Maybe a new sales level (lower or higher); maybe a new product or service you have been working on through the year; or maybe a new marketing strategy. Develop them and see how the complement your current goals and then go and work on them;

3.       Share your stories of success. The people in your company have been working hard this year; and probably this will be the strongest quarter for your company as it is to many others throughout the world. You most probably have had very interesting stories these past nine months that are an immense source of ideas, vision, client testimonials and possibilities. Share them with your team; let them know what your clients say, what the management team is thinking; share these stories with your team members. They will get the energy to Finish Strong! 

4.       Celebrate your Success! Las weekend I had the chance to speak to a group of insurance brokers during their annual convention. One of my messages was: celebrate your successes. Usually we wait until the end of the year; or we wait until the completion of a certain level of sales or production. What if we start celebrating every significant accomplishment? What can we do to create a sense of pride in every action within our companies? This is why I suggest that you start celebrating your successes and accomplishments on a regular basis as they will make a difference in your companies.

To finish STRONG Start NOW! 

At the end it is your company, your team, your products and services, your people, your clients. Work with them, review your goals, understand the level of satisfaction and get ready to finish the final quarter of 2015 very strong!

Ready to close Q1?

Can you believe we’re nearing the end of the first Quarter of 2015 already?  In today’s “feast or famine” economy, 95% of business owners and managers are behind in their quotas. You heard me right. 95%! And you name the quota: sales, marketing plans, budget, innovation, etc.

Social media has taken over the world of marketing. But the costs of online ad campaigns are soaring through the roof! Then there’s the predicted downturn in the economy that is causing consumers to hold tight to their wallets. Add to that the new burden of minimum wage increases, and business owners have a real problem on their hands.

But I have good news for you. There are proven systems and processes you can put into place today to draw more clients and consumers to your door, ensuring a steady steam of revenue even in today’s unstable market.

As a Business Performance Coach, an internationally motivational speaker and a Best-Selling author, I have helped business owners, Sales and HR representatives just like you in many industries and in different countries, increase their business and revenue in just under six-months, using simple but proven techniques.

Do not let the issues you are facing in Q1 define the rest of 2015 for you and your company. You can do incredily well.

If you’re ready to see what Sales and motivational Training can do for you, our TEAM and your company, allow me to put my skills and expertise into work for your business today. Click here to learn more about the programs and systems I have created especially for you.

To Your Success,

Luis Vicente Garcia
Business Performance Coach

Business Insider Newsletter - February 2015

Dear friends,

As February is just starting I wanted to share with you my latest "Business Insider Newsletter, a FocalPoint Coaching Newsletter which is filled with important insights and interesting information for managers, executives, business owners and entrepreneurs.

In this month's edition we cover:

- digital advertising
- customer service
- sales training
- other interesting topics

Here is the link to the Newsletter 

http://goo.gl/xqKqyM

If you would like to get information on how I can help you and your company grow, please contact us at coachluis@luisvicentegarcia.com

Have a great and productive month

Luis Vicente Garcia

The Foundation of your Business: Creating Customer Satisfaction

A very critical factor in today’s world is to understand how a successful business looks like. You might be selling pizza, tiles, be a dentist or having a much larger company. But regardless of the size, we all - and specially the business owners and the entrepreneurs who created the companies - need to be very clear as to which key and critical factors are necessary to make a business successful in today's economy.

When you build a building, you always start with the foundation. And what is the foundation? It is the basis on which you create your company. The purpose of a business is not to make a profit; the purpose of a business is to create and keep a customer. Brian Tracy, whom I have the privilege to work with at FocalPoint Coaching, mentioned that “of all the focus of everyone in the business, 80% has to be on customer creation, and the other 20% has to be on customer keeping.” And customer keeping is taking such good care of your customers after the sale that he or she will either be back for more business or better yet, refer your company to their associates.

When you understand that the purpose of a business is to create and keep a customer, you design the methods and ideas that will make your company grow. And then you get in front of another important question: what is the measure of a successful business? The answer is customer satisfaction. The customer uses the product or the service you sell, and is so happy that they decide to buy your product or service over and over again.

And how do we measure customer satisfaction? The answer is repeat business. The customer buys it and is so happy they buy it again and tell their friends, and then buy some more. Here's the final, ultimate- and this is breakthrough stuff- the ultimate of successful business is that customers recommend you enthusiastically to others and say, "You've got to buy this product or service like I did."

In our comany we believe that you can transform your customers into your best salespeople, your advocates. The key to all of this - the foundation- is creating a great product or service that makes people happy, that causes them to buy again and causes them to enthusiastically tell their friends, and that has to be the central focal purpose of everything you do in business.

If you would like to get more information on how we can help you improve your sales team and improve your customer satisfaction, you can contact us at info@luisvicentegarcia.com .

Keep on being successful!