SalesDog Quick Tip

Hear More Than Words

When you listen to recordings of your prospecting telephone calls, use a checklist to see how well you're consistently achieving your primary objectives. Are you reaching decision-makers, using a confident tone, focusing on their business needs, handling objections well, and asking for referrals?

Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636

SalesDog Quick Tip

Follow Up with Old Prospects

It can be easy to lose track of potential clients who almost bought. Their circumstances may change within the next few months, so put a note in your CRM to call again within 6 months. You stand a greater chance of making the sale than you would if you were starting from scratch.

Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.

Avoid Causing Turbulence with Your Customers

Here's a great quick tip from sales trainer Al Uszynski that will help you stay on cruise control while speaking with clients:

Pilots on commercial aircrafts are trained to avoid using the word turbulence when they make their announcements from the cockpit. Instead they say "bumps" because it sounds less threatening and intimidating to passengers.

Salespeople could learn to choose their language carefully in selling situations. Instead of telling the customer how much they'll pay, tell them the amount they'll invest. Don't refer to objections by calling them "objections." Instead, refer to them as ideas. Don't ask them to sign a contract. Instead, have them authorize an agreement.

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies - designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

"May or May Not"

Here's a great tip from sales trainer and referral expert Bob Burg that you can use when attempting to set a presentation with a new prospect. Try out the phrase "may or may not."

"Ms. Prospect, I have an idea in which you 'may or may not' be interested."

Why is this phrase so effective? Because you have just positioned yourself to your prospect as being both honest and non-pressure (both of which, of course, are true).

"After all, a salesperson can't get much more honest than to tell their prospect that they have something that 'may not' be of interest," says Burg. "And, with that statement, the prospect can't possibly feel any pressure. This is an example of the "out" or "backdoor." The bigger the backdoor you give someone the option to take, the less they feel the need to take it."

Bob Burg is the author of "Endless Referrals," "Winning Without Intimidation," "The Success Formula," and co-author of "The Go-Giver." Learn more at his website, www.burg.com

Sales Tip: "Aside from you..."

"Every one of us in sales has experienced the horror of discovering that, after making the perfect presentation, handling objections flawlessly and closing the sale magnificently, alas (that's right, "alas") we were talking to the person who was NOT the decision maker," says sales trainer and author Bob Burg.

"In order to ensure to the best of your ability that doesn't ever happen again, make sure the person to whom you are presenting your product or service does in fact have the authority to make the final buying decision," suggests Burg.

"But how do you do that tactfully, gracefully? After all, you can't say, "All right pal, who REALLY is the head honcho here?'"

"Instead, near the beginning of your presentation, simply use the phrase, 'Dave, aside from yourself, who else is involved in the decision-making process?'"

"This way, you've allowed him to feel important and 'save face' while providing you with the decision-maker's name," says Burg. "Now, depending upon your unique situation and circumstances, you can approach the sale correctly."

Bob Burg speaks on "Endless Referrals" and "Positive Persuasion." He is author of "Endless Referrals: Network Your Everyday Contacts into Sales," "Winning Without Intimidation: The Art of Positive Persuasion" and co-author of "The Go-Giver." Visit Bob at www.burg.com

Tell me "no"

We know you work hard. Here's a tip from sales performance expert Alan Rigg to help you work smart. Brace yourself - it involves getting prospects to tell you "no."

The first step in getting to "no" is explaining to your prospects right up front that "no" is a perfectly acceptable answer! The conversation you have with a prospect might sound something like this: "Bob, as we explore the possibility of working together, we may decide there isn't a fit between what your company needs and what I offer. If that happens, to avoid wasting each other's time, are you comfortable telling me 'no'?"

Once a prospect agrees that they are willing to tell you "no" you have a powerful weapon you can use to jump-start stalled opportunities and minimize wasted time. How does this weapon work? Well, if you ever feel an opportunity may be stalling, or if a prospect has not returned your calls or e-mails for a week or two, put your cards on the table by saying (or writing in an e-mail) something like this:

"Bob, the last time I heard from you was on (date). Is (product or service name) still on your radar screen? Remember, "No" is a perfectly acceptable answer! I don't want to waste your time or mine, and I don't want to be a pest. Please let me know whether I should continue calling you. Thank you!"

My experience has been that, if a prospect is serious about acquiring your product or service, they will ALWAYS respond to this kind of communication. If they don't respond, it is a strong indicator they are not serious. You have little to lose by scratching these non-responsive prospects off your call list and removing them from your sales opportunity pipeline.

Put Rigg's advice to work for you this week and you'll find yourself with more time to convert qualified prospects into sales.

For more free sales and sales management tips, visit Alan Rigg's website at http://www.8020salesperformance.com

The Truth is Sometimes Hard to Hear

Salesdog founder Michael Dalton Johnson is one of those people who will always give it to you straight. It may not be the easiest thing to hear, but his advice usually results in a better job done.

Since you may not have a Michael present in your life, throughout this blog we'll post his insights from Top Dog Sales Secrets.

Hard Truth # 1

If you're not selling it may be because...

You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you're boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save.

"Trust Me"

When was the last time you bought something from someone you didn't trust? If you're like most people you only buy from those you trust. Sales trainer and human behavior expert John Boe has some useful advice on how to establish trust so you can make the sale.

Use active listening skills. The quickest way to destroy trust and rapport is to dominate the conversation. Successful salespeople take notes, listen attentively, and avoid the temptation to interrupt, criticize, or argue. To develop and encourage conversation, use open-ended questions to probe the meaning behind your prospect's statements. Occasionally repeat your prospect's words verbatim. By restating their key words or phrases you not only clarify communication, but also build rapport.

Adjust to your prospect's temperament style. Research indicates people are born into one of four primary temperament styles: aggressive, expressive, passive, or analytical. Each of these four styles requires a unique approach and selling strategy. For example, if you are selling to the impatient, aggressive style, they prefer a short warm up and expect a quick, bottom line presentation. While at the other extreme, the cautious, analytical style is slow to warm up and is interested in every detail. Once you learn how to identify each of the four primary styles, you will be able to close more sales in less time by adjusting to your prospect's buying style.

For more tips for building trust, read the entire article here.