Effective Sales Job Motivation

Direct or assumptive – used when the customer openly agrees with the messages or benefits

Choice of alternative – give the customer a choice between two or more alternatives

Physical action close – this involves getting the customer to act, asking him to do something.

If the customer has not verbally indicated in his agreement, a request for commitment is needed. In asking the customer’s agreement to use the product, you should specify the benefits and the needs answered. A definite part of the sales presentation should be a planned closing which you should practice to make it run smoothly and without fumbling.

If you want to run your business effectively, knowing your customer in and out is important. That’s were Microsoft Dynamics CRM Hosting plays its key role. Microsoft CRM helps to proficiently consolidate customer information and correspondence, thus identifying business projections and capturing workflow. Microsoft Dynamics CRM creates a centralized repository of customer data.

Benefits of using a Microsoft Dynamics CRM hosting

o Microsoft CRM automates repetitive tasks, guides users on next steps, sends e-mails, and raises alerts for open items

o Dynamics CRM builds customer or lead lists, create targeted marketing campaigns, track the progress of those campaigns, and follow up on campaigns.

o It allows marketers and salespeople to send out e-mails to targeted lists and track response.

o Microsoft Dynamics CRM hosting allows you to centrally manage all aspects of a service request, from logging and dispatching to tracking and follow-up.

o It allows fast data search across large volumes of customer data that help users find the information they need.

o Microsoft CRM includes a sophisticated scheduling engine that helps you sell and schedule services to customers.

o It allows auto-fill of name and date fields, and next-step recommendations that speed application use and improve worker productivity

o Microsoft CRM can be customized according to the business needs.

o It allows creating custom reports that are accessible from within Microsoft CRM through an e-mail subscription service or over a Microsoft Office SharePoint Server site.

All in all, if building relationship with your existing and future customers is important and effective for your business, then it’s worth investing in Microsoft Dynamics CRM. You can also evaluate CRM without purchasing by using any of the application hosting providers.

If you have been selling for some time now, you might be feeling tired and burned out to do your job for the many years that has passed. In order to keep on doing what you should do, you must motivate yourself to do more, be more and have more. How will you do it? Find out your burning desire, your passion and your hot button.

A great strategy is to use the banker question. Ask yourself “if your banker calls you tomorrow and said that someone has just placed $100,000 in your bank account, and it’s all yours provided that you spend it all in 24 hours. If not you will lose the entire amount. What will you do? What will you buy?” Whatever it is, that is your hot button.

There may be lot of data lying somewhere on your PC which you must have never bothered to display publicly thinking what benefit will it provide. But these data do make relevance if used in the right way. That’s where Microsoft Dynamics CRM for Marketing Campaigns come in. Application hosting of Microsoft Dynamics helps you transform your not-so-important data (considered by you) into important marketing campaigns that get higher response rates, thus bringing more revenues for your business.

Advantages of using Microsoft Dynamics CRM for Marketing Campaigns

• Turn customer data into competitive advantage.
• Gain a comprehensive view of each customer with access to rich segmentation.
• Predict customer behaviors based on preferences and interactions.
• Manage leads quickly and effectively with Microsoft CRM software.
• Create intelligent lists to identify potential customers.
• Plan, execute, and optimize each marketing activity with Microsoft CRM.
• Track multi-channel campaigns from lead generation to closed sale.
• Measure interest level and quickly track response rate.
• Focus your efforts on the most effective marketing channels.
• Tailor messages and offers to accurately target prospects.
• Enhance productivity level using personal, team or organizational workflows.
• Create and manage budgets, monitor costs, and track campaigns.
• Improve team collaboration by synchronizing CRM with Outlook using Dynamics CRM.
• Generate real-time performance reports.
• Respond to emerging market opportunities using strong business analytics reports.
• Evaluate results to properly fine-tune your campaigns.
• Identify trends and forecast performance.
• Access real-time data through web-enabled devices.
• Create or update marketing campaigns anywhere, at anytime.
• Analyze, update, and assign leads while on the road.
• Put sales and marketing material at your staff’s fingertips.

The final step in the sales presentation is the close. It is the part where you help the prospect come to a decision, his mental reaction to your sales presentation. No sales interview is complete unless and until you have asked the prospect for his final decision. The key element in successful sales closing is your attitude as a seller. You can assume that if your presentation is convincing, and that your proposition is mutually advantageous to both, the prospect will certainly buy. The difference between a successful sales interview and one which does not result in sales is in the request or the lack of request for a decision.

The average person would rather talk about himself than hear about the list of the top ten people in the world. In fact they only care about three things: themselves, their family and their job or career. Develop rapport by showing a sincere interest or being a great listener to your customers and prospects. Remember that people buy because of you, and the product or service that you are selling is only secondary.

Make them a friend before you can make a sale. Be interested in them, and they will be interested. They will not care how much you know until they know how much you care.

The following quotations are taken from a collection of motivational and inspirational quotes on Sales.*

William Faulkner: The man who removes a mountain begins by carrying away small stones.

Henry Boyle: The most important trip you may take in life is meeting people half way.

Jim Rohn: The most important question to ask on the job is not “what am I getting?” The most important question to ask is “What am I becoming?”

*Sales Motivation Quotes, Simran Khurana, “Your Guide to Quotations” (About.Com:Quotations)

Napoleon Hill: The jack of all trades seldom is good at any. Concentrate all of your efforts on one definite chief aim.

William A. Ward: The mediocre teacher tells.

We believe that if we wish to succeed, we should be responsible for our choices and actions. We set goals but our thinking and belief in ourselves prevent us from achieving the best.

The best plan would be to do our best regardless of the circumstances. Focus on what is important, make the best choices, deal the best hands, and make the most of the hands you are dealt with. Use your talents, resources, work, relationships, everything that you have on hand and suppress negative thoughts.

By doing this your motivation is permanent and maximized, and external incentives are secondary.

No one can succeed in the sales profession unless they learn how to motivate themselves. If you want to succeed, you should be responsible for your own choices and actions. You must set your own goals and really straighten up your thinking to believe that you will achieve it. Do your best. It doesn’t matter what your circumstances are.

Focus on the wildly important and utilize your resources as much as you can. You have everything that you need to succeed: talent, resources, attitude, work and relationships. Always think of positive thoughts and believe in yourself. You can do it!

The common problem of salespeople is that they do not have a boss, which means that they are the only ones responsible for motivating themselves. If you find that your motivation is slipping away, ask yourself these questions:

Am I focused? What is really my motive?
What actions should I take to overcome this obstacle? Have I looked into my inner resources?
Am I afraid? Or do I believe that I can do this? What’s driving me?
Do I have high expectations? Do I have enough challenge or is it too high and unachievable?
Did I set a specific goal on what I want to achieve and when I want to achieve it?