When Sales Go Wrong and How to Fix It

when sales go wrong and how to fix it

In the field of sales, many different factors make up the job. Sales personnel must know about their products, services, and business; they must understand the costs, shipping, and time it takes for consumers to receive their purchased goods; they must know when products are running low or when they are discounted, and they have to know how to sell the product to people.

While it is a lot to keep track of, sales managers and businesses can keep their employees one step ahead by preparing them for possible issues that may arise. Whether it be within the team or between an employee and customer, use these tips to prepare for when sales go wrong.

For customers:

Immediate Communication. Anytime there is an issue with your sales or product; you must notify the customer in a timely fashion to give them the chance to plan and address any inconveniences that may arise. It might not be easy, but it is necessary. With the proper timing and approach, it is possible to build a stronger relationship based on the accountability and responsibility displayed.

Improve comfort. Find a way to help the customer deal with any inconveniences caused and never put any blame on them. Work to diminish the blow as much as possible, and allow them the opportunity to discuss any fear or disappointment they may have.

Apologies. Learning to apologize appropriately is a skill that is utilized in all areas of life. However, when it comes to sales, an apology should not be the first thing on your mind. Without a plausible solution, the customer won’t be receptive to the apology and may find it condescending.

Compensation. When it comes to business, the number one motivator is profits, which is driven from consumers. Therefore, when a consumer takes a loss–whether that be through products or services, they should be compensated for more than they lost to ensure their business stays with your company, and that their negative experience dissipates.

For employees:

Education. Stay ahead of the potential issues by keeping your team educated and up-to-date on all things sales and your company. By involving them in the metrics of the company, the sales staff becomes more than their own sale numbers.

Team Tension. No matter what field or industry you work in, tension and conflict are sure to arise. If unaddressed, these things can impact the workplace culture and overall productivity. Rather than allowing it to brew, pay attention and encourage employees to communicate. Chances are it is all a misunderstanding.

Stop talking. One of the quickest way to lose a sale before hanging up the phone is continuing to talk to the potential customer after they have expressed readiness to get started. By trying to further sell, personnel may say something that could make the customer think twice. Rather than taking the chance, stop discussing the product after they’ve agreed to give it a try, and move into solidifying the sale.

Originally published on http://josephbenevento.net

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Marketing Trends Coming in 2019

marketing trends coming in 2019

Each year, the extensiveness of technology and its advancements continue to expand. It seems that what looks to be impossible this year with technology, will become a reality by the next. Because of the continual advancements, businesses must stay on top of the different trends that come as a result. Stay in touch and on top of marketing trends in 2019 by checking out these expected fads.

Forget Ads – Out with advertisements, in with reputable content. People no longer trust companies to provide accurate information over dramatized results. Rather than trust the people aiming to make profits, consumers are not looking to people they know, branded sites, and reviews. It is projected that 30% of all internet users will be using ad blockers by the end of 2019.

Authenticity – As everything shifts from human-based customer service to automation and bots, there is a genuine concern that businesses will suffer a loss due to the lack of opportunity for relationship building. However, 2019 already has a solution: offer an authentic experience by adding a personal touch when possible and making an effort to connect with consumers on a consistent basis.

Content Marketing – To say that content marketing is a new concept would be wrong, by nearly a decade. While it is widely known that using informative content to build your brand can be extremely successful, content marketing in 2019 has flourished into a content marketing plan. Rather than focusing on the content specifically, content marketing now requires extra time to create and publish consistent content that helps companies achieve their goals while providing meaningful value to the audience.

New Formats – Technology is the new wave, and how we use it have continued to evolve. 2018 proved to be the year of videos, and 2019 has no plans to slow it down. Podcasts were another new format that saw substantial interest, and bot usage became an option to produce better customer service. Find success in 2019 by adopting new formats and mediums and ditching the ones that don’t pan out.

Personalization – If you weren’t aware of personalization in 2018 (you must’ve been living under a rock), you will hear of it in 2019. Anticipated to be a top marketing fad this year, personalization of products and services will become a more mature and extensive process in 2019. Because of the scale personalization will take, 2019 will see a lot of experimental models and concepts, as companies work to leverage their technologies and data to procure revenue.

Originally published on http://josephbenevento.org

A Beginner’s Guide on How to Build Muscle

how to build muscle

Even the most muscular person in the world once began as a regular person with regular triceps and invisible ads. We all have our starting place. However, with the plethora of blogs, insta-gurus, and continuous ads featuring nothing but muscles, it can seem a bit intimidating getting started.

Using the following information and advice, any novice can feel comfortable beginning their muscle building journey. Take your time, prepare, and ease your body into your new routine.

Nutrition

Anyone who went from not working out to going to the gym 3-5 days a week can tell you about the obvious need to eat more food. Even people who began exercising to lose weight understand the need to eat more (maybe not more food in general, but more frequently). So when it comes to building muscle, you are going to need a lot more frequent meals. It is a fact that the body requires a surplus of calories (taking in more calories than you’d expend in one day) to build muscles. You need to be eating the right things. However, nutrition entails more than just eating extra.

For building muscles, protein is key to muscle growth and recovery. The general rule of thumb offered for protein consumption is about one ounce of protein per pound of bodyweight. For muscle building, however, that number could be higher. It all depends on your body, your goals, and training intensity and volume.

Tips

Start Simple – Before jumping into a new gym membership, spend a few days or weeks specifying your goals and determining a routine for yourself. Along the way, begin working out at home with squats, lunges, planks, and push-ups. By spending the first few weeks building your core, your targeted exercises later will come at a less painful cost.

Tweak it – As easy as it is to get comfortable in your routine, it is not a good idea. If your mind and body are comfortable with the routine, it probably isn’t doing much for you. After mastering an exercise, you should almost immediately be looking for different variations. Keep your muscle gains from a plateau by remembering to mix things up.

Supplements – If it wasn’t for supplements, would GNC even be a thing? All jokes aside, the right supplements can be beneficial to muscle gains, fat loss, increased performance and increased strength and power. However, there are many different brands and options, so research is a must.

Vitamins and minerals – No, supplements are not the same thing. Yes, you can/should take both supplements and vitamins and minerals. In reality, most people are deficient in a lease some of the vitamins and minerals categories. Used for metabolic processes and other body functions, vitamins and minerals become even more of a necessity when intense exercise is introduced.

Originally published on http://josephbenevento.org

What is Influencer Marketing?

Influencer marketing is not a new strategy, though it has become an increasingly popular topic amongst marketers. Its effectiveness, especially in comparison with traditional advertising strategies, is thought to have sparked its rise in pertinence. What is influencer marketing and how is it so effective?

Influencer marketing incorporates someone with a large social media reach, known as an influencer, to help deliver a message to a large population. Marketing that utilizes influencers proves different than traditional advertising that uses celebrities, as influencer marketing does not borrow from credibility, but instead reach. This creates an authentic and transparent marketing strategy which proves effective in increasing consumer awareness and action.

To read the full article, visit Joseph Benevento’s website.

How To Train Like The Military

Physical fitness is an essential and mandatory aspect of military training. Building a strong and functional physique is key in developing an able Soldier, Airman, Sailor or Marine. But if you’re interested in military-style training, as a former Navy SEAL, I can give you a few of the common workouts I encountered during my time on the beaches and asphalt Physical Training areas in Coronado.

So below are some helpful tips on how to train like you’re in the military.

Ditch the Weights

Well, not entirely and not for good. But the first several months of SEAL training don’t involve traditional weight training at all. Aside from Log PT and boat crew workout sessions with a small boat you hold over your head, the majority of training involves body weight exercises. Classic calisthenics like push-ups, pull-ups, sit-ups, flutter-kicks laying on your back (and seated), dips and running consist of the majority of the basic exercises I’ve encountered. Doing massive amounts of those exercises will certainly get you lean and you’d be surprised the amount of muscle you build as well.

However, the addition of multi-joint exercises (kettlebell swings, squats, deadlifts, bench and overhead press, etc.) as well as explosive calisthenics are a great way to add additional strength and build a great lean physique. Incorporating these movements into circuits or HIIT workouts are a phenomenal way to burn calories and get your body to a metabolic state.

Don’t Cut Cardio

Cardio is something that many people often neglect. Even people who are actively engaged in weightlifting can often forget the importance of their cardiovascular health. But the truth is, cardio is absolutely crucial to military fitness. In the service, you want to build a physique that allows you to trek long distances while still carrying heavy weight. You want to make sure you can run inclines without collapsing, and climb obstacles like walls and fences while carrying that same weight. But more than that, you want to make sure that your heart is healthy.

The truth is, cardiovascular health is more important than how you look in the outside and hitting the weights while neglecting the sometimes tedious and always exhausting nature if cardio may get you out of the gym early, but it also may get you out of this life early.

Quality over Quantity

It’s really not that impressive to bang out half-squats with heavy weight. I’d rather see folks complete full squats with a manageable and difficult weight for them than watch as they barely lower themselves a few inches before they grunt and groan and count that as a successful rep. This same statement applies to every exercise. Instead of going for an ‘impressive’ number of reps or a certain amount of weight, try to focus on getting the most out of each motion. Having a nice and controlled eccentric and concentric movement will not only help you build muscle more effectively, but it will also help build better form and stronger muscles.

Military-style workouts are a great way to push yourself both physically and mentally. If you employ some of the steps above, you’ll find yourself looking and feeling better.

Joseph Benevento originally published this article on JosephBenevento.org

Fitness Transformation Progress – Gym Jones

It’s been almost 7 weeks of training, 6 days a week, at Gym Jones—I’ve also been eating a reasonably healthy diet. Since my first workout over here at Gym Jones in April, my weight has dropped significantly from 200 pounds to the low 180s. So, I wanted to take the opportunity to share some of my personal journey and info about my progress on my blog.

I first heard of Gym Jones several years ago… in the Special Operations community, you eventually hear of their workouts, which were often compared to CrossFit. They both use similar equipment like dumbbells, kettlebells, row machines, gymnastics rings, exercises with a barbell, sled pushes, etc, yet I always remember Gym Jones workouts spoken of as a “next level” fitness program.

Naturally, I avoided them…haha. I think the first couple Gym Jones routines I experienced were 2-3 minutes of 30 second intervals of overhead dumbbell push presses, followed by a 30 seconds overhead dumbbell holds. I don’t recall the weight but I do remember thinking it sounded pretty easy… I quickly realized I was very mistaken. Another seemingly easy workout was 400m of 5x leg lunges with a 45 pound bar followed by 5x push presses with the bar – without putting the bar down.

Once again, I was extremely relieved when it was over.

Fast forward several years toward the end of my 12 years in the Navy — I found it increasingly difficult to hold myself to a strict workout program and I signed up for an online membership to the Gym Jones website, which gave me access to a variety of fitness programs. I had already seen the movie 300 and recently watched Man of Steel, both of which Gym Jones had an integral part in the physical and mental training for the cast… so naturally I selected the “Movie” training plan, ha!

A few shorts weeks later my travels had an upcoming layover in Salt Lake City, where Gym Jones is located, so I got in touch with the primary trainers (Hutch, Jason and Michael) and mentioned while I was in town I’d love to stop by to see the place I’d heard so much about. They enthusiastically agreed, and casually aka ominously informed me I should bring some shoes and workout clothes.

Here’s a breakdown of the workout:

After a 10 minute warm up with a row machine and AirDyne, one of the regular athletes and I began 6 rounds of:

10 push press w/ 25# dumbbells

10 cal ski erg

10 KB swings w/ 24kg

10cal assault bike

10 ring pulls

10 cal row

10 ball slams w/ 20#

**Done with a continuously running clock. Each exercise begins every minute on the minute, and after each round you increase by 1 rep or calorie. So, by round 6 your rests are shorter because you’re doing 16 reps or cals / minute.

After I had a couple minutes to catch my breath and chug water from the faucet (rookie move not bringing a water bottle), I was allowed to embarrass myself with a 1-minute max effort on the assault bike. I think I got a whopping 34 calories, which I’ve since seen Jason complete in under 17 seconds… I’m positive my 10-minute cool down on the AirDyne was focused on maintaining consciousness and regaining the color in my face.

My late May separation date from the Navy was quickly approaching and my next career was not supposed to begin until October. I made the decision to train at Gym Jones in Salt Lake City for the interim four months so I focused my remaining four weeks in San Diego on increasing my physical fitness so I would be ready to hit the ground running in slightly better shape.

I arrived in SLC on June 5th and started training at the gym regularly beginning the next morning. I’ve since attended a Gym Jones Fundamentals Seminar and am grateful to have the opportunity to train along world-class athletes and extremely fit regulars that push me on a daily basis. The owner of the gym, Lisa Boshard, is one of the kindest people you could meet and I can honestly say this has been one of the best summers of my life.

I’m kind of anti-“shirtless selfies” but even in the photos below you can see a drastic change in my body type and composition.

April 12, 2018

June 30, 2018

Hope you enjoyed reading the article, stay tuned for more updates in the future! Although I’m not a licensed physical trainer, physical therapist, nutritionist or any other fitness-related expert, I’m more than open to share my personal experiences in future blog posts. Send me a message and let me know if there’s anything in particular you’d like me to write about! View more information about the gym at GymJones.com

Joseph Benevento originally published this article on JosephBenevento.org

What The Military Taught Me About Sales

Tenacity

Everyone in sales knows the importance of not giving up. Tenacity is often synonymous with persistence, and can be defined as “relentless, stubborn.” You have to be tenacious and persistent without being annoying; excited without being overbearing. The military is an excellent career to quickly learn the art of tenacity. Without it, whatever level military training you go through would be pretty difficult. I’m certainly not saying the military is the only place you can learn this skill; many people develop this within themselves through their environment (upbringing, schooling, friends, family, etc).

Learning the act of pursuing something relentlessly is vital in sales. Most if not all sales-related books will tell you a very, very small percentage of sales are actually closed during the first sales call. Knowing how to go after that prospective client and chase down that final sale in the face of a ticking clock requires a lot of relentless talent – and stress management – which is an entirely separate topic for another day. You can think of it this way: talent and training both provide the insight into what will be a good sale, and tenacity provides the ability to go out and chase it down.

Learn to love the chase by tangling with tenacity.

The Importance of Relationships

Another concept the military instills in you is the importance of building relationships. When you join the military, it doesn’t matter what the interests, skin color, or background of the person are next to you – it just matters that whether they’re male or female they are your family, a volunteer, and have motivations very similar to your own for joining the service. This goes hand in hand with the importance of fostering meaningful relationships in sales. As I stated in a previous blog, sales are about creating meaningful and lasting relationships. The sales process is first and foremost about creating a bond between the salesperson and the prospective client and knowing how to operate around that fine line of personal and professional can be the defining factor between making or breaking the sale.

The Desire to Help

People enter the military for a variety of different reasons, but most people stay in to help their country, and overall make the world a better place to live. 9/11 highlighted the fact that there are people out there committed to ending our way of life and freedom. The military saw a surge of volunteers since then, most if not all of whom wanted to help others. Now that I have separated from the military, helping people is still one of the reasons I plan to enter the world of medical sales. Medical devices, regardless of the company, space or specific instrument help increase patients’ quality of living, without question. The military taught me a lot about a career in sales, and I look forward to joining another industry designed to help people.

Joseph Benevento originally published this article on JosephBenevento.com