Issue link: https://www.e-digitaleditions.com/i/508347
May/June 2015 21 True infrared technology delivers even temperatures across every inch of the grill surface. Get plump, delicious results and increased productivity using half the energy of other brands. vulcanequipment.com/vtecIRX DONE TO PERFECTION. © 2014 Vulcan Infrared Extreme VTEC Series Charbroiler EVEN I S A L W A Y S BETTER. and disciplines of sales professionals are what take those innate gifts and make them produce with maximum effectiveness. On the other side of this issue, it must be noted that training and practice alone will not make a great salesperson. All the training in the world will not fix a salesperson who refuses to grow or who has the wrong attitude. Plus, it is very important that we begin with and invest training into people who want to be in sales and who have some of the raw talent and aptitude for daily interactions, communication and self-management. Attract and find good people with some (or a lot) of the basic talents and apti- tudes needed for selling. Confirm that they have a drive to succeed and a teach- able mindset. Then direct, train and coach them. This is a formula for a winning team. About the Author Don Buttrey is the president of Sales Professional Training Inc. His company offers in-depth skill development for sales professionals, including skill devel- opment for sales managers, sales professionals and sales support. He can be reached at (937) 427-1717 or by email at donbuttrey@salesprofessionaltrain- ing.com. Getting Everyone to Buy In How do you take a corporate 'selling mindset' to the street? Make sure that all contacts and experiences that your customers have result in a perceived value that they are willing to pay a pre- mium price for. This will not happen by accident. Each and every person, in every customer interaction, must sell that value and com- municate it effectively. The best way to facilitate this is with a standardized method— the SELL process, which stands for Start, Evaluate, Leverage and Lock. (See steps below.) Outside sales professionals can use this outline to pre-call plan for each call. Sales support can use this same outline to react better in spontaneous selling situations and opportunities that occur every day. The same SELL process can also be used as a framework to prepare for objections and respond to them properly. Start Step: What will attract this individual? Select an appropriate way to start. Write it in quotations and perfect it. Evaluate Step: Be a consultant. Ask well prepared, open-end and closed-ended questions. Have an inquisitive mind. Dig deep for facts and emotions. Listen. Take notes. Leverage Step: Present you value solution. Match with what you dis- covered in the Evaluate Step. Be persuasive and enthusiastic. Lock Step: Secure a commitment and action. Be alert for buying sig- nals. Ask and let it work. Silence is powerful. To order The SELL Process, visit Don Buttrey's website at salesprofessionaltraining.com.