Ferrin Enterprises Sales Training – Stop Talking and Start Asking

One of the most common complaints about direct salespeople in general is that they talk too much. For sure this is a bad habit of inexperienced sales reps. Once they get their foot in the door, they are so desperate and nervous to make a sale that they start yacking and don’t stop until the prospective client kicks them out or signs on the dotted line.

What is wrong with that picture? Well, sell anything to anyone by talking them into a stupor and the second you are out the door they are going to regret their decision to buy. This kind of bull-at-the-gate sales won’t win you referrals and happy customers.

If you have done your homework as a Kirby salesperson no doubt you know everything there is to know about what a fabulous machine it is and what a great job it does of picking up the most stubborn particles. But, unless your client is particularly interested in engineering you probably do not have to go into minute technical detail.

Instead stop talking and ask the client about his or her needs. How would the superior cleaning power of the Kirby address those needs? How will you ever be able to tell them if you don’t stop talking long enough to ASK what those needs are.

Imagine a mother who loves gardening. She loves nothing better than to trudge in and out all day long pottering about among her roses and no doubt tracking particles of soil back into the house each time. A Kirby would make short work of even ground in dirt but how would you know to tell her that if you had not given her the chance to tell you about her hobby?

The same for a pet owner. Unless you have a dialogue (not a sales monologue) how would you know that the client would really appreciate the Kirby’s power to pick up the finest cat hairs and dander?

Remember when in a selling situation that if you are talking you are not listening and if you are not listening you cannot know in what ways the product you are selling might address any specific problems the client has. This is the key to any kind of sales. The only way you can really engage the customer is if you ask questions and demonstrate that you really care about them.

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Success in Sales – Charm Vs System

I bet you’ve heard the expression, “He’s a born salesman!” before, right?

It implies that there are some people who could sell anything to anyone. In fact, there is a colorful British expression, “…selling coals to Newcastle.” which illustrates this nicely. Newcastle is an old mining town with coal aplenty so for a salesman to sell coal there, he would have to be very good indeed.

These people just ooze charm and charisma and people queue up to buy from them, right?

Wrong, actually! The truth behind a successful salesperson is not that he or she was born with a silver tongue in their mouth but that they have a system and a systematic salesman will beat a natural salesman, hands down, any day of the week.

A salesman with a system is more effective because sales success depends on two things – qualified prospects and closing the sale.

Born salesman rely on their charm to to generate word of mouth referrals from those who have done business with them before. Sure, word of mouth (or WOM) is a great thing to have going for you and some salesmen will actively ask for referrals from their customers, but there is nothing systematic about it at all. You can’t guarantee that a client will pass on a good word about you after all, they have busy lives to.

A salesman with a system actually has a process for everything so it’s consistent. They excel at bringing quality prospects into the funnel and  converting them into customers. They have a process for weeding out unqualified customers and therefore not wasting time on them, putting prospects on follow-up campaigns based on the situation, and for asking and receiving referrals and testimonials.

While the born salesman might win at converting more prospects into customers because of their winning personality, the systematic salesman will do a better job at bringing more leads into the sales funnel, staying consistent to turn them into customers, and then leveraging the new customers in a systematic way to ensure they can get more referrals from those customers.

So don’t fret if you aren’t as personable as the next guy. The key is to know what is the ideal way to convert prospects into buyers and to get referrals. It might be that it takes an average of 12 contacts to get a new customer.

Most salespeople will stop at 2 because they can’t remember when or who to call, but by setting up proper systems you can be the person that gets to 12 and wins the customer. Sales is about numbers, no matter what your sales trainer tells you. By knowing your metrics and knowing what the most efficient way to obtain a customer, you can setup your system so you always have a consistent and full pipeline. Why rely on your charm, when you can rely on your brain!

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Be a Learner All Your Life!

Eric Hoffer

Eric Hoffer - The Longshoreman Philosopher

At Ferrin Enterprises, we train the business owners of tomorrow.

Through experience we know that it is not always book learning that guarantees success. Indeed the ‘School of Hard Knocks’ is a great university, preparing future leaders to deal with challenges and hard work.

Sometimes the biggest challenge our trainees face is a lack of confidence in their own ability. Our first task as trainers then is to to open them up to the learning experience.

Have you guys ever heard of Eric Hoffer?
When the trainees come to us, it is often not straight out of school. Sometimes, they have been around the block a few times. For a few, their graduation was from the School of Hard Knocks If not, then you should know that he was an American writer and philospher. He was born in the Bronx in 1902, to Elsa and Knut Hoffer, immigrants from Alsace.

By the age of five, he could read in both German and English but then his mother fell down a set of stairs with Eric in her arms and as a result of that trauma he went blind. At 15, Eric’s eyesight returned and ever after he was a voracious reader, fearing that one day he may lost the precious gift of sight again.

Hoffer was a young man when his father, Knut, died. Knut had been a cabinetmaker and so the cabinetmakers union paid for the funeral and clubbed together to give young Eric three hundred dollars. The money got Eric to Los Angeles and there he spent the next ten years living on Skid Row, odd-jobbing and occasionally writing.

In 1931, at the age of 29, Eric decided he had had enough and attempted suicide by drinking a solution of oxalic acid. The attempt failed but the experience taught Eric how precious life was and from then on he determined to live life to the full.

Becoming a migrant worker he followed the harvests visiting the libraries in each town he passed and spending his time, as he said, “between the books and the brothels.”

In 1942, he tried to enlist but was denied because of a medical condition. He instead became a longeshoreman  and in between the hard phsical labor of loading and unloading ships he began, at last, to write.

Today Eric Hoffer is known not for his early life as a bum and a wanderer. His days as a migrant worker informed his writings and gave his words depth but it is not for the time in the fields, which shaped his philosophy, that he is respected. It is his words that he is remembered for, in books such as: The True Believer: Thoughts On The Nature Of Mass Movements, The Ordeal Of Change and Truth Imagined.

Eric Hoffer died in 1983. He has had several dedications named after him including a bust by sculptor Johnathon Hirschfield and a Presidential Medal of Freedom presented by Ronald Reagan and in 2001, The Eric Hoffer Award for books and prose was launched internationally.
For us here at Ferrin Enterprises, where we want you to love to learn, our favorite saying from Eric Hoffer is:

“In times of change the learner shall inherit the earth, while the learned finds themselves beautifully equipped to deal with a world that no longer exists.”

Think about that.

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Success is a Mindset

You know at Ferrin Enterprises we see a lot of people come through our training center. We know that everyone has potential and we are very good at bringing that out.

But unfortunately, we also know that some will not stay the course. For the trainers it is usually easy to tell early on which of the trainees will fall at the first fence. Sometimes they are the people who are impatient for success but who do not have staying power. That is a disappointment but there is not much we can do with a trainee who does not have a good work ethic.

What we also see, is that sometimes people give up becasue they afraid to try – or more specifically, they are afraid to fail. The fear of failure is a killer in the business world and in order to succeed you must put that fear behind you.

Motivational speaker Brian Tracy explains this very well:

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Sales Training – Presentation Wins the Prize

Sales Training at Ferrin EnterprisesIf somebody rolled up to your front door looking like they had been been dragged through a hedge backwards and were in need of a shower, would you want to invite them into your home?

Of course not! Personal grooming is a salesman’s best friend. And it is about more than being clean. Presentation includes your demeanour.

Turn up at a sales call in a bad mood and the sale is lost before you even open your mouth. In the movie The Shining, was Jack’s wife fooled by his creepy forced smile? Ah…no. And your prospect won’t be fooled either. You need to have a friendly and efficient air, one that puts your prospect at ease and indicates that you are a reliable and trustworthy contact.

Presentation also encompasses the product. If you are unfamiliar with the product then you will be all fingers and thumbs during the sales call. As Kirby Distributors, it is our job to know the product inside out and be able to demonstrate its uses and benefits smoothly and with confidence.

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Better Business Bureau

We are committed to providing the best customer care in our industry. Our rating with The Better Business Bureau is simply a reflection of that. Check it out…Better Business Bureau

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Training Center

The Ferrin Training Center makes learning Fun!

Training Center

Ferrin Training Center Makes Learning Fun!

Sure there is some class time and yes we’ll expect you to hit the books and be willing to learn  … but hey … you’ll be learning the skills to pay the bills…and eventually own your own business … and what could be more fun than that?

So at Ferrin Enterprises we encourage you to work hard, play hard and work for your future. We’re with you all the way!

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