There are about 20,000 forklift trucks sold in the South of the UK.

Yes, exactly. So what the hell are you doing?

It’s time to do things differently. Stop pushing the same old trucks to the same old customers and freshen up your approach and your outlook and mix it up a bit. Think about it. Get the right choice of trucks, and this time next month you’ll be skyrocketing.

There are two things you need to do

1. Buy and sell your stock through TRADEtrucks 

2. Get off your hobby horse, stop telling everyone how hard it is, stop bleating on about customers AND start selling, change your attitude, put YES back into your voice and start changing - lovely - you’ll be surprised just how infectious it is.

HERE’s how you can do it. See we’ll even help you sell.

Everyone wants to be persistent.

Very few people know how.

 

The secret is equating it to experiences where you persisted and WON! Maybe to a goal. Maybe to a sale. Maybe even to something in your personal life, like a date. Whatever it was, equated to what you want. When you do, you will immediately see how to win.

 Here are 14.5 additional elements that will help you in your quest to achieve:

1. Achieve and maintain a positive attitude. You become what you think about.

2. Develop, define and act on clear goals. Goals are the roadmap to success. You may have to change direction, but don’t quit or turn back.

3. Unyielding determination. Having self-drive. Don’t dwell on the problem, concentrate on the solution.

4. You must have energy. This means health on top of attitude.

5. Persistence is selfishness. Wanting to do it for yourself.

6. The ability to take NO for an answer and not quit. It takes 7-10 exposures for the average yes. As a kid in the supermarket you screamed and were willing to get hit to get a yes from your mother.

You will hear the word no 116,000 times in your lifetime.

7. Get support from others. There is nothing like an occasional “way to go”.

8. Ask for help if you need it or don’t know the answers. Getting help is often the difference between achieve and fail to achieve. If you need money, reach for your own wallet - others will (almost) never lend when you really need it. If you need it, don’t show it.

9. Keep a constant sense of humor. Good humor will create winning situations.

10. Believe in yourself. You control the most important tool in selling, your mind.

11. Believe in what you’re doing. If you don’t, no one else will, if you do others will follow. Show pride.

12. Be prepared. Be ready to make the sale or achieve the goal with tools, questions and answers. The will to win is nothing without the will to prepare to win.

13. Create your own luck. Luck creation - develop good habits/execute solid fundamentals. Self-management (priority not pressure). Timely, consistent hard work makes luck. Make every day as productive as the day before you go on vacation.

14. Follow-up, follow-up, follow-up. If it takes between five and ten exposures before a sale is made or a goal is accomplished, be prepared to do whatever it takes to get to the 10th meeting. The essence of persistence is follow-up.

14.5 To get commitments - you must give commitments. Live up to yours to set an example for others to live up to theirs. Whatever you do, do it passionately. Failure is an event, not a person. Every obstacle presents an opportunity… If you’re looking for it. You only fail when you quit.

 
  

12.5 Characteristics of a great Sales Manager

1. I will develop a training program that is individualized for the specific success needs of each person on the team.

2. I will live what I teach and I earn respect by setting an example.

3. I will develop the disciplines I respect in others.

4. I will not play favorites.

5. I will attack pending problems and rapidly make tough decisions.

6. I will promote risk-taking.

7. I will be specialized at recruiting, training and retaining top people.

8. I will look at change as healthy, and make changes whenever needed.

9. I will learn how to help people improve their self-image by encouraging them to use their full capability and power to succeed.

10. I will have a total commitment to building a team that functions in

unison to achieve the sales goals we set together.

11. I will be inspirational by example.12. I will encourage people in all aspects of sales and attitude.12.5 My goal will be to have my sales people want to be and believe they can be as good as I am..ALMOST.

9.5 Ways to Motivate and Counsel Salespeople

 1. Teach and encourage them to become winners.

2. Be consistent and directed in your training.

3. Treat their needs individually.

4. Have high quality training tools/materials available when you need them.

5. Give them plenty of opportunities to be recognized for a job well done.

6. Don’t set quotas. Work together to set goals.

7. Hold regular, organized office meetings.

8. Have a brief performance review meeting every month.

9. Don’t ask them to do things you can’t or won’t do.

9.5 Get them to achieve and maintain a positive attitude by getting and achieving one yourself. 

What motivates a sales person?

· Money

· Encouragement

· Opportunity

· Fear

· Family

· Achievement

· Independence

· Challenge

· Love of job

· Belief in product

· Recognition

· Desire to win

· Desire to succeed

Smart Questions?

¤ What makes you think…¤ How do you select…¤ What’s most important to you about…¤ Where do you see…¤ How have you employed…¤ What has been your experience with…¤ If you could change one thing about…¤ How would you improve…¤ What plans have you made to…

 

Smart follow-up questions to smart lead-in questions

· How will you do that?· How will you deal with that?· What plans have you made to handle that?· How will you use that to your advantage?· How will your toughest competitor react to that? (naming the competitor is infinitely more painful)· If you ———— how would you use your —– to build your business? · If you were able to achieve those goals, would ———– be worth it? · Isn’t that what you really want?· How are you taking advantage of the ———— opportunity?· Is anyone you’re doing business with ————?· Are you looking for new ——————–?· Are you looking to make more ————?· How much is one new customer worth?· How much is one new business friend or relationship worth?· How often do you ——————- ?

 

No-means-Yes closing questions…

· Can you see any reason not to —————-?· Is there any additional information you need to decide?· Can you see any reason not to proceed?· Is there anything else (more) you need to know?

 

Smart closing strategy…

· What’s the risk? If the risk is low, what are the possible rewards? 
 

The objective of Power Questions is…

To make the prospect give his answer in terms of your product.To make the prospect think in new ways. To make them answer a question asked for the first time. To ask a question that your competitor failed to ask. To give you credibility. To qualify the prospect. To create or uncover prospect need.

Looking for Power Questions ideas? Try these:

· “What do you look for when you choose a supplier in …(your product)?”· “Is that the most important factor?”· “What have you found is the biggest asset of having a good supplier…?”· “After you make a purchase, what do you expect? How often do you get it?”· “If you could change or improve one thing about your present supplier, what would it be?”

“How would you make it better?”

· “What has been your experience in dealing with…(your product)?”· “How have you successfully used…(your product)?”· “How do you determine a successful purchase…?”· “Why is that a deciding factor…?”· “What made you choose your present supplier…?”· “What do you like about…?”· “What is one thing you would improve about (this product)?”· “What would you change about…? “               (Do not say: “What don’t you like about…?”)· “How do your customers react to…?”· “What is your biggest business goal this year?”· “How are you planning to achieve it?”