Friday, November 9, 2007
Thursday, November 8, 2007
Don't take our word for it...
Renowned sales trainer and bestselling author Jeffrey Gitomer is recommending Top Dog Sales Secrets. You know Jeffrey as the author of the popular Little Books including the current bestselling Little Green Book of Getting Your Way.
Here's what Jeffrey wrote about Top Dog Sales Secrets:
"Michael Dalton Johnson has compiled these strategies, tips, and secrets for you to add to your sales bag of success. One of these top dog secrets can earn you a fortune."
If you're ready to earn your fortune, click here.
Here's what Jeffrey wrote about Top Dog Sales Secrets:
"Michael Dalton Johnson has compiled these strategies, tips, and secrets for you to add to your sales bag of success. One of these top dog secrets can earn you a fortune."
If you're ready to earn your fortune, click here.
Wednesday, November 7, 2007
Set yourself up for cold calling success
We know cold calling is tough. So make it easier on yourself by avoiding this Cold Calling Don't from telesales expert Art Sobczak of Business By Phone:
Don't send information before the cold call.
Busy decision-makers toss bulging packages of unsolicited literature with letters straight into the trash (or hopefully, recycling). No matter how many times you send that package, they're not going to open it. Therefore, starting a cold call with, "I sent you a letter, didja get it?" almost never elicits a favorable response.
What should you do instead?
Use an interest-creating opening for your next call, advises Sobczak. Here's his example that you can adapt to your business.
"Ms. Bigg, I'm John Brown with ABC Company. My company specializes in (fill in with the ultimate result customers want and get from you, for example, helping garden centers generate more business during the off-season). Depending on what you're doing now, and your objectives, this might be something worth taking a look at. I'd like to ask a few questions, to see if you'd like more information."
Give this advice a work-out this week. You'll be glad you did!
This advice was excerpted from Top Dog Sales Secrets. Art Sobczak is a popular telesales guru. Visit his site at http://www.businessbyphone.com
Don't send information before the cold call.
Busy decision-makers toss bulging packages of unsolicited literature with letters straight into the trash (or hopefully, recycling). No matter how many times you send that package, they're not going to open it. Therefore, starting a cold call with, "I sent you a letter, didja get it?" almost never elicits a favorable response.
What should you do instead?
Use an interest-creating opening for your next call, advises Sobczak. Here's his example that you can adapt to your business.
"Ms. Bigg, I'm John Brown with ABC Company. My company specializes in (fill in with the ultimate result customers want and get from you, for example, helping garden centers generate more business during the off-season). Depending on what you're doing now, and your objectives, this might be something worth taking a look at. I'd like to ask a few questions, to see if you'd like more information."
Give this advice a work-out this week. You'll be glad you did!
This advice was excerpted from Top Dog Sales Secrets. Art Sobczak is a popular telesales guru. Visit his site at http://www.businessbyphone.com
Tuesday, November 6, 2007
Magic Sales Word #3
Sales trainer Renee Walkup has three favorite sales words: oh, tell, and today's word: when.
Walkup says that "when" is the perfect antidote to a serious disease afflicting most sales professionals, the "two-week" disease. You'll know you've got it if you find yourself saying things like, "So, Frank, I guess you now know what we have to offer. How about I call you in two weeks to follow up?"
First of all, Walkup explains, you have now set the criteria for following up. Why should that be YOUR decision? What if Frank is ready to buy? Think you'll get the sale? What if Frank can't get the approval until April, what good will two weeks do for you?
What's so magic about two weeks? It's a waste of time to impose this arbitrary timeframe on your customer when it really makes no sense whatsoever.
Walkup's cure to this selling disease is to "just ask when." It goes like this...
"So, Frank, I guess you now know what we have to offer. When is the best time to follow up with you?"
Now, Frank will tell you, and you're on his time frame--not yours. If he says "tomorrow," you'll close sooner than expected. If he says "April", at least you won't be wasting valuable time calling him every two weeks UNTIL April!
Put this advice to work for you today and watch your sales unfold like magic!
Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone".
Walkup says that "when" is the perfect antidote to a serious disease afflicting most sales professionals, the "two-week" disease. You'll know you've got it if you find yourself saying things like, "So, Frank, I guess you now know what we have to offer. How about I call you in two weeks to follow up?"
First of all, Walkup explains, you have now set the criteria for following up. Why should that be YOUR decision? What if Frank is ready to buy? Think you'll get the sale? What if Frank can't get the approval until April, what good will two weeks do for you?
What's so magic about two weeks? It's a waste of time to impose this arbitrary timeframe on your customer when it really makes no sense whatsoever.
Walkup's cure to this selling disease is to "just ask when." It goes like this...
"So, Frank, I guess you now know what we have to offer. When is the best time to follow up with you?"
Now, Frank will tell you, and you're on his time frame--not yours. If he says "tomorrow," you'll close sooner than expected. If he says "April", at least you won't be wasting valuable time calling him every two weeks UNTIL April!
Put this advice to work for you today and watch your sales unfold like magic!
Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone".
Monday, November 5, 2007
Quote of the Week
"Don't judge each day by the harvest you reap, but by the seeds you plant." --Robert Louis Stevenson
Keep this advice in mind as you prospect this week.
Keep this advice in mind as you prospect this week.
Friday, November 2, 2007
Are you getting the brochure brush-off?
You finally have Mr. Big on the line. The conversation seems to be going well. He's even asked you to send him some literature. Wow, he must be interested. Hardly! In reality, you've just been given the brochure brush-off.
This particular evasive tactic has a number of variations: email me some more information, send me a proposal, and put that in writing. How do you know it's really a put-off? Well, just think about where you are with all the other prospects who've told you to send them a brochure. No doubt, you're still chasing them.
Here's how Mr. Inside Sales, Mike Brooks, advises you take control of the situation:
Put-off #1: "Go ahead and send me your information."
Your response:
"I'd be happy to, and if you like what you see would you be ready to place an order?"
"Before I do, I want to make sure you'd be ready to act on it if you like it. Let me ask you... (qualifying questions on budget, decision-making process, etc.)"
"Sure, and after you review it, how soon are you going to make a decision on it?"
"And what would you need to see to say yes to it?"
Put-off #2: "Put that quote in writing and send it to me."
Your response:
"I'd be happy to, and from what we've just discussed, does it sound like you'd go with it?"
"Absolutely. How does this compare with other quotes you've received so far?"
"Great. Based on the quote/price I just gave you, does this sound like it fits within your budget?"
"Be happy to, and after you get it, what happens next?"
Like anything in sales, practice makes perfect. Practice these responses, then put them to work for you. You'll be glad you did!
Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm
This particular evasive tactic has a number of variations: email me some more information, send me a proposal, and put that in writing. How do you know it's really a put-off? Well, just think about where you are with all the other prospects who've told you to send them a brochure. No doubt, you're still chasing them.
Here's how Mr. Inside Sales, Mike Brooks, advises you take control of the situation:
Put-off #1: "Go ahead and send me your information."
Your response:
"I'd be happy to, and if you like what you see would you be ready to place an order?"
"Before I do, I want to make sure you'd be ready to act on it if you like it. Let me ask you... (qualifying questions on budget, decision-making process, etc.)"
"Sure, and after you review it, how soon are you going to make a decision on it?"
"And what would you need to see to say yes to it?"
Put-off #2: "Put that quote in writing and send it to me."
Your response:
"I'd be happy to, and from what we've just discussed, does it sound like you'd go with it?"
"Absolutely. How does this compare with other quotes you've received so far?"
"Great. Based on the quote/price I just gave you, does this sound like it fits within your budget?"
"Be happy to, and after you get it, what happens next?"
Like anything in sales, practice makes perfect. Practice these responses, then put them to work for you. You'll be glad you did!
Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm
Thursday, November 1, 2007
Foundation of a Salesperson
Business and career coach Diane Helbig had the ultimate sales role model in her father. "He believed completely in his product," says Helbig. "He was confident but not arrogant. He truly cared about the well-being of his prospects and clients - and they knew it. It was a pleasure to watch him interact with his customer."
While we all may not be lucky enough to have had such a strong sales role model, we can all benefit from the sales lessons Helbig learned from her father.
Believe in your product or service. If you are going to sell something, you should believe it is the best thing out there. Understand what makes it stand out; what its benefits truly are. What you believe emanates from you. If you aren't completely sold, people will know it - and won't want what you have to sell.
Exude confidence, not arrogance. Being confident - in yourself, in your product or service, in your message - is essential. However, being overly confident or arrogant will destroy you. Arrogance leads people to sell, to talk instead of listen. After all, they believe they know best.
Truly care about the well-being of your prospects and clients. Caring creates an environment where you are actively listening, and processing what you are hearing. You are realistic, honest, and capable of seeing things from the client's point of view. It's basic respect. You aren't trying to sell them. Rather, you are trying to help them solve a problem.
You'll know you're caring about your customers when you:
--Care that they get their problem solved - whether YOU can solve it or not
--Care that they pay a fair price
--Care that they make an informed (not coerced) decision
"You can see how when you believe in your product or service, are confident in yourself and your message, and care about your client's well-being, you will develop outstanding relationships," says Helbig. "It is those relationships that will bring you quality business for years to come."
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople. Visit her website at http://www.seizethisdaycoaching.com.
While we all may not be lucky enough to have had such a strong sales role model, we can all benefit from the sales lessons Helbig learned from her father.
Believe in your product or service. If you are going to sell something, you should believe it is the best thing out there. Understand what makes it stand out; what its benefits truly are. What you believe emanates from you. If you aren't completely sold, people will know it - and won't want what you have to sell.
Exude confidence, not arrogance. Being confident - in yourself, in your product or service, in your message - is essential. However, being overly confident or arrogant will destroy you. Arrogance leads people to sell, to talk instead of listen. After all, they believe they know best.
Truly care about the well-being of your prospects and clients. Caring creates an environment where you are actively listening, and processing what you are hearing. You are realistic, honest, and capable of seeing things from the client's point of view. It's basic respect. You aren't trying to sell them. Rather, you are trying to help them solve a problem.
You'll know you're caring about your customers when you:
--Care that they get their problem solved - whether YOU can solve it or not
--Care that they pay a fair price
--Care that they make an informed (not coerced) decision
"You can see how when you believe in your product or service, are confident in yourself and your message, and care about your client's well-being, you will develop outstanding relationships," says Helbig. "It is those relationships that will bring you quality business for years to come."
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople. Visit her website at http://www.seizethisdaycoaching.com.
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