Creative and innovative ideas has always been tantamount to business.  Any business.  And now, with the nation, and most of the world, suffering during economic recession, this more important that ever.  Only the truly creative and credible companies will survive these times, as consumers are more aware now than ever, of on just what they are spending their money. 

Having a truly effective sales team at this moment in time is essential.  The market is crowded and it is competitive.  Consumers are looking for companies that are unique.  Holding a weekly meeting with the sales team of one’s company is a very wise idea.  In order for these meetings to be effective, the leader or the manager must have an organized plan in order to sustain the focus and the motivation of their team. 

One of the best jump starts for a sales team, is a meeting that provokes this motivation and creativity.  So many meetings held in offices can be long, boring, and non-motivational.  The key is to have one’s employees eager to attend those meetings.  Productivity will increase drastically under this circumstance.  In order to ensure this outcome, the meetings must be relevant and participatory.  Sales teams do not want to waste their time.  Sales teams are always ready for receiving and for giving new ideas. 

As far as the meetings themselves, the shorter the better.  Meetings can be an interruption in the day, especially those who work off of commission.  The team needs to know that they will walk away from the meeting with new tools or goals for that week.  The meeting will also serve the company and the team better, if it happens on the same day of the week, at the same time of the day.  In this way, all those involved can plan their own schedules around that set time.  The meetings should be informative, but collaborative as well.  In this way, ideas are formed and creative thought processes take off, allowing the company to not only stay in business during this economy, but securing afinancially viable future as well.

Dale Carnegie Training offers its Sales Training programs worldwide.

Dear Carnegie Coach:

In the current state of the economy I have been looking for any possible ways that I can help promote my organization. My coworkers mentioned to me that attending networking events is a great way to accomplish this. I have been to networking events in the past but I have not had success in reaching customers. Do you have any suggestions on how I can gain the most of out of networking events?

Jess

Dear Jess,

In a time where organizations are running leaner, individuals from all ranks must maximize their value, create mutually beneficial partnerships, sell their organizations benefits, and increase business connections. Attending networking events is a great method to accomplish these things and it comes at a low cost. Here are some ways that you can maximize exposure of yourself and your company while networking.

• Prepare a memorable introduction – Everyone attending this event is going to be meeting many people, you want to make sure you can stand out in a crowd.

• Meet the event coordinators – This is a great way for you to inquire about other attendees. You can also ask the coordinators to introduce you to certain people.

• Circulate – When attending these events try to avoid hanging out with people that you know. Expose yourself to as many people as possible, and then know when to move on.

• Take a genuine interest in others – Be a good listener, try and ask good questions to show the other person that they are important to you.

• Meet the VIPs and Speakers – Tell them what you know about them, and compliment them on the effort they have put forth. Briefly explain what your company does tying it into what you heard in their speeches. Try and ask them for an appointment, if it is appropriate.

Dear Carnegie Coach,

I am a sales professional who has just broken in to the sales field. Since I am new to this career field, I am still trying to figure out the most successful ways to close a deal with my customers. It seems that the customers I deal with are not accepting my offers as I present them. Do you have any advice?

Allison

Dear Allison

Welcome to the world of sales! One main thing that salespeople everywhere need to know how do to is negotiate with their customers. Negotiating has the ability to increase both volume and profit, when done effectively. It is important to develop negotiation strategies so that you can win each sale! Here are some points to remember about negotiating with clients.

1. There should be three stages of every negotiation. Learning the other person’s goals and establishing what you want will direct the flow of the discussion. Gather information on the other person and his or her needs by doing your homework. The goal should be to reach a compromise. And both parties should leave the negotiation satisfied.

2. Work with, not against, others in determining neutrally beneficial solutions. Try to create a win-win situation. Your customer should feel good about the transaction and you should walk away happy about your sale. Never attempt an offer too quickly; you don’t want to think you could have done better twenty minutes later, nor would you want to leave anything out.

3. Finalize all agreements.
Don’t depend on working out all the details later. Time pressures cause us to be vulnerable to compromise and human errors as well as the customer backing out later claiming certain points were not discussed. Offer to write up the agreement, if possible. There are always small points that are unclear. When you write the agreement, you define those points.

4. Follow through.
Do what you said you would do and do it when you said you would do it. Make sure the customer follows through on their end of the agreement.

Do your research before you approach a client and formulate several solutions.

• Identify their need, areas that would benefit from your product or service.
• Show them how your solution can help them
• Provide evidence of your past work with other clients and show tangible results they’ve had as a result of your product or service
• Get their agreement
• Remind your buyers that your solution will satisfy that lack
• Paint a word picture of your buyer using your solution, enjoying it, and benefiting from it
• Follow Up

In sales, you are going to have both ups and downs. But when it seems as if you aren't making nearly enough sales, do not get frustrated and lose your drive. Instead, analyze the reasons why this might be so, and let each analysis bring to light a new reason why your attempt did not work. Then figure out how to implement any changes to improve your procedure.

• Act enthusiastic and you will feel enthusiastic
• Call a satisfied client when you feel you need a lift
• Spend more time with enthusiastic people, and less time with complainers
• Set achievable short range goals, and celebrate after you've reached them

Those successful in sales know how to establish a foundation with a buyer by placing emphasis on issues that are relevant to the buyer's particular situation. There are many ways in which to work towards making the ultimate sale:

• Cite general benefits your company provides that relate to the buyer's needs, wants, and issues
• Give results of how specific clients have benefited
• Suggest that similar benefits are possible

Things easily understood as beneficial to the buyer will be given high consideration, and will help establish your credibility as a knowledgeable salesperson.