MOTIVATION


and help with sales forecasting and budgeting.


9. KEEP YOUR PROGRAM FRESH AND RELEVANT. Your business objectives and goals are likely evaluated and adjusted an- nually. Incentive programs should be treated no differently. You should evolve your program to align with new business goals and help overcome new challenges. Evalu- ation and evolution should happen as often as it needs to, but no less often than once a year. Further, adding new program elements and rewardable


SELLING TIP


Increase Your Selling Confidence: Nine Steps to Better Sales Presentations You can measure the gap between successful salespeople and average ones in the extra steps they take. They practice daily the following nine guidelines: 1. Be on time. In fact, arrive a few minutes early so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.


2. Ask specific questions. Find out exactly what the prospect needs and wants from your company’s product. If you get the details early, you can avoid possible misunderstandings and delays later on.


3. Provide pertinent information. Know your company’s policies and products from the inside out. As a well- informed salesperson, you show you believe in your product and have done your homework. If your prospect has a question you can’t answer, be sure to get the answer to him or her within the next two days.


4. Dress appropriately. Your first impression is extremely important, so always dress in a professional manner. A well-dressed salesperson with good posture radiates professionalism and honesty. Since certain parts of the country are more relaxed in their style, know your region’s style and dress according to it. You don’t want to stand out; you want to be a part of the mainstream.


5. Listen attentively. Listening is an important skill and salespeople often overlook this fact. Focus your attention on what the prospect says. Don’t let your mind wander. Listen for subtle clues that may indicate your customer is ready to make the purchase.


6. Be concise. Use the “KISS” method (Keep It Short and Simple) so your prospect can understand all aspects of your presentation. Use stories rather than lists or statistics to illustrate a point. Stories will help you hold your prospect’s attention.


7. Be enthusiastic. Ralph Waldo Emerson once said: “Nothing great was ever achieved without enthusiasm.” Be visibly and verbally excited about your product and it will rub off on your prospect. Many people feel they don’t have anything in life to be enthusiastic about. Through your excitement, you can help them change their attitude. Enthusiasm is contagious!


8. Maintain eye contact. Eye contact is important for two reasons. First, the eyes are an important channel of non- verbal communication that allow you to read your customer’s true feelings. Second, if you maintain eye con- tact, your customers can gain greater trust. If you can’t look them in the eyes, they may doubt your integrity.


9. Say, “Thank you.” These two simple words can bring dramatic results. They are a sign of appreciation and your prospects will realize you do value their business. Send a thank-you note after the sales call. Show your prospect every common courtesy.


Follow these nine steps and watch your selling confidence and sales soar higher than ever before! – BOB E. COUCH 12 | MAY 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


activities keeps the program fresh for participants.


10. EXPIRE POINTS. Until reward points are redeemed, your organization may be liable for them as outstanding debt. Unused points or rewards can linger in your financial statements and impact your bookkeeping. Incentive programs should expire earned points within a specified pe- riod of time. Make sure your recipi- ents are using their rewards – after all, they earned them – and keep your accounting practices efficient by at-


taching a timeline for redemption. Keep in mind that these tips don’t work just for new sales incentives pro- grams – they can be applied to existing programs as well. The process isn’t over with the flip of a switch. Instead, it re- quires regular, thoughtful evaluation so you can better motivate your sales team or partners, meet your KPIs, quantify ROI, and meet your sales goals. 


Craig DeWolf is regional vice president of incentive strategy at Blackhawk Engage- ment Solutions.


THE EAGLE: SET OF 6 POSTERS


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