2. In an age of smart devices, the smart manager shows up – in person. How do you handle new technol-


ogy rollouts with your teams? Do you have high expectations without the requisite support? How often do you meet with your people in the field or have in-person conversa- tions? A sales manager’s relation- ship with his people must be both virtual and real.


3. The customer will determine if we all have jobs tomorrow. Do you recognize that the powers of mobile and social are driven by customers? Do you view these tech- nologies through the perspective that they deliver the consistency, quality, reliability, and ubiquity your custom- ers – and their customers – have come to expect? When we accept that the digital revolution is not a technical phenomenon, but a reflection of changing human habits and desires, the more we harness its potential to help us excel.


QUESTIONS FOR SALES MANAGERS 1. Are you a digital player-coach? Great sales managers must model sales techniques and practices and join their people in the field. In the digital age, that extends to the tech- nology salespeople use. It’s impera- tive that managers join their teams in the digital experience; share the benefits of the apps and tools sales- people are expected to use; and understand the user experience.


2. What’s your digital mindset? Are you worried that technology is go- ing to eliminate sales jobs? Or are you ready to integrate the new tech- nologies to help your sales team respond to customers faster with smarter tools so they can help their buyers benefit from your solutions faster in the channel that’s most convenient for them?


3. Do you engage in phubbing SELLING POWER NOVEMBER 2015 | 21 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


(snubbing people while looking at your phone)? When you are speak- ing with one of your salespeople, do you glance at your smartphone, try- ing to catch up on your email while half listening to the person in front of you? If you want to be a respect- ed sales leader, treat technology as your servant and be a servant leader to those who help you win. 


‘‘ SELLING TIP Don’t Ask – Explain


According to industrial psychologist Jesse S. Nirenberg, listening skills often top the list of important selling tools. One listening tip that can help you increase your closing ratio is:


Never ask a question without first explaining why you’re asking. Nirenberg says, “Just asking a question puts the listener on the spot. However, if you let him know why you’re asking, it makes him a partner.” Nirenberg goes on to explain, “People with sales backgrounds often avoid asking questions because they think the talker controls the conversation. That’s not true – the listener can always tune you out. You’d be surprised how often you’re talking to yourself during a sales call.”


– SELLING POWER EDITORS 10


Happiness is not something ready made. It comes from your own actions.


THE DALAI LAMA


Scientifically Proven Sales Hacks 3. Reciprocity


Reciprocity is the social norm that one should repay others for what they have done. Many scientific studies have confirmed that reciprocity is a potent motivator that can significantly increase sales.


During an initial interaction with prospects, sales people can utilize reciprocity by offering something of value (white paper, article, insight). This will cause prospects to reciprocate with increased responsiveness.


Get your FREE copy of all 10 scientifically proven sales hacks to help your sales- people become more persuasive, compelling and influential with their customers.


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