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2011 is fast approaching and many sales organizations have already strategized their sales goals and objectives for the New Year. Some organizations may be finalizing their 2011 projections as we speak. No matter where your company is in the forecasting process it is critical to have established and clearly defined sales goals. Sales is all about being focused on generating the right activity that will effectively fill your funnel Wholesale Jerseys Free Shipping , and therefore net the results your organization requires.

In addition to defined goals there are several other criteria that foster success in sales:

➢Sell with questions not answers - Potential customers for your product or service really don't care what you have to say. Your sales pitch or sales script is really the last thing they want to hear. What potential customers really want are their questions answered. Their questions are indicative of what is really important to them. When you understand what is important to them, you create or uncover their personal buying motive. Spend more time asking questions about what they want or need. Use your product or service knowledge to answer their questions concisely while moving directly into the next question. Remember that it is really about them ... not about your knowledge. Help a potential customer make a buying decision through the questions you have asked rather than trying to sell by guessing at which features and benefits you think may be important to them.

➢People buy based on emotions - Another powerful reason to sell with questions is because it helps you uncover personal buying motives. Buying motives are typically emotional as rarely do people make buying decisions based on logic. Someone could decide to buy a car but they purchase a Volvo specifically for the safety of their family. Safety is an emotional reason. Most men and women resist the need to go to a new barber or hair stylist. Getting your hair trimmed or styled is a very practical exercise. However for many people the resistance to change is based on the fact that, "no one can do my hair exactly the way Joanne does it." That response represents a personal and emotional attachment.

➢Build relationships not orders - Success in sales is about relationships. Orders are nice but the benefit is short term at best. Creating relationships built around a management philosophy of creating loyal customers means you get to take orders from that customer for life because they keep coming back. And, they keep coming back because of the relationship they have with you and your company. If you promote the sales philosophy of taking orders you are promoting the idea of shopping around Wholesale Jerseys From China , looking for the better price, or the biggest discount. Promoting loyalty mean your customer all ready knows the service or product is great and they truly appreciate the way they are treated and served as a customers. A strong relationship is critical to the long-term success of sales organization.

➢Think - Sales is a profession that can never be mastered. There is always something to learn, a new technique to be mastered, and a more thorough way to understand the emotional buying motives of your potential client. Therefore you must always be thinking Wholesale Jerseys China , learning, and honing your skills. If you truly believe that you have mastered your sales profession then I am here to tell you, you are your biggest obstacle to your sales success. Personal growth and development as a sales professional is key to generating the income you desire.

➢Spend your time wisely - Time is money, so allocate your time as if your were actually allocating real dollar bills. Money truly is what you are throwing away every time you don't manage your time wisely.

2011 is going to be a great year because it is time we take control of our success and economic destiny. Success in sales is exciting but requires dedication and work. How can you take some of the tips above and apply them to your success in sales?

Start today--2011 is right around the corner.
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