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"I Want To Think About It"
In my 18 years of sales experience and introducing people
to business, the six words I think I have heard the most are “I want to think about it”. It actually happened
last week. I worked with Blair Singer’s objection handling techniques.
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ATTITUDE - Giving 100% to your business
The 12 “D” Steps: DESIRE - What do you want? List two desires that you have for your Sales Partner business and for your family.
Share them with someone today...
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The Lucy and Charlie Brown Story
Lucy has Charlie Brown on a ship and it is a cruise ship.
They are out on the front deck of the ship.
Lucy
said, Charlie Brown today a lot of people will come out here to the front deck of the ship and they will get their chairs
and they will put them out here.
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Boss Mode or Getting Past the Palace Guard
I have become a huge Apprentice fan. Thursday evenings you'll find me glued to the
television, excited, focused and wondering who will be fired next. I'm willing to bet that many of my readers share that obsession.
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Power Words
I conducted a teleconference a few weeks ago with
people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand
their prospecting process.
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Power Language for Appointment-Setting
. Use power language: "The solution is." rather
than, "I believe the solution is."
2. Never use
the word "appointment" when trying to set one. Instead,
use the word "meeting." "Meeting" sounds more professional and more important. "I would like to meet with you."
3. Use directed words to reach your prospect. When you ask to
speak with your prospect, say, "Jane Jones, please," and not, "May I speak with Jane Jones?" The first sentence conveys authority;
the second asks permission.
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Purple Envelopes
In
a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect.
She described the many letters she had sent and the information contained in the letters.
Essentially her letters were
lists of all the services
(features) offered by the company and concluded with a tepid, "I will call to follow up." The
letter could easily have been written by any of her competitors. She sent it out in a white envelope. It was not surprising
that her prospect had not responded.
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Top Ten Tips for Terminating Telephone Terror
What can
strike terror into the heart of even the most successful sales professional or entrepreneur? What can crush self-confidence,
destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat?
The Terror
of Cold Calling
But
fear not! Here are: Top Ten Tips for Terminating Telephone Terror
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The Courage to Sell It takes guts to be a good salesperson!
Anyone who is serious about a career in sales needs the courage
to stick with it long after the fainthearted have given up and taken to the hills. A career salesperson must have the courage
to:
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Direct Answers for Selling We resist simple answers because they are too obvious. "It has to be harder than that." Like a kitten with a ball
of string, we create even more challenging obstacles, becoming so entwined in our complicated problems and even more complicated
solutions that we fool ourselves into thinking that we are working really hard. And we are. But not at the things that make
us successful.
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Why Cold Calling Doesn't Work!
The reasons
why cold calling has become obsolete and is no longer a viable option to generate new business are many. Following are
some of the key reasons we believe cold calling should literally be banned by all sales managers and sales organizations that
wish to excel:
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AIDA Attention! Interest! Desire! Action!) AIDA is the sales training acronym which originated in the late 1950's when
selling was first treated as a professional discipline and sales training began. AIDA is even more relevant today. If you
are to remember just one sales model, AIDA is the one to retain. Often called the 'Hierarchy of Effects', AIDA describes the
basic process by which people become motivated to act on external stimuli, explaining how successful sales are made.
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Planning and Preparation Generally, the larger the prospect organization, the more research
you should do before any sales call at which you will be expected, or are likely, to present you company's products or services.
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Seven Steps to Sales ~ Introduction
or Opening
Smile - be professional, and take confidence from the fact that you are well-prepared. Introduce yourself -
first and last name, your company, and what your company does (ensure this is orientated to appeal to the prospect's strategic
issues).
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The
main purpose of questioning is to confirm or discover the strongest or unique perceived organizational benefit that would
accrue to the prospect from the product/service - it may be one (usually) or two (occasionally) or three (rarely) key things,
which may be obvious to seller and buyer, or not obvious to either, in which case questioning expertise is critical.
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The sales presentation should focus on a central
proposition, which should be the unique perceived benefit that the prospect gains from the product/service.
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Decades ago it was assumed that at this stage
objections would appear, because the selling process was more prescriptive, one-way, and less empathic. Modern selling now
demands more initial understanding from the sales person, even to get as far as presenting, so the need to overcome objections
is not such a prevalent feature of the selling process
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In modern selling, every sales person should aim
to prepare and conduct the selling process, so that the transition from “selling” to “closing” would
conclude smoothly without any objections.
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After-sales follow-up depends on the type of product
and service, but generally for every sale the sales person must carry out a number of important processes.
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