Don't take no for an answer

How do you react when a prospect tells you no? Do you immediately think, "Oh, there goes another one?" Do you counter "No" with more features, benefits, and explanations? Here's a much more effective strategy from Ron Karr, one of the leading Business Development and Turn-Around Specialists in America.

"Too many salespeople instantly respond to a no answer by either withdrawing from meaningful discussions with the prospect or turning up the heat by discoursing endlessly about features, functions and benefits," says Karr. "Yet all we need to do when we encounter a no answer is to find out what the customer perceives is missing."

Try this response to "No" and watch as the discussion continues to the sale.

Ron Karr is the Founder of Karr Associates Inc. and creator of the ground-breaking Titan Principle.

Grow Your Sales by Watching the Home Shopping Network

The strike by the Writer's Guild of America has made watching my favorite TV shows a thing of the past...actually, it has made watching any decent show a thing of the past. So what to watch besides reruns or reality shows? Sales trainer Al Uszynski suggests you turn to QVC or the Home Shopping Network - not for the entertainment value, but for the sales lessons that can be learned.

"While you might not sell products to consumers, through observation you might learn a thing or two about what works (and what doesn't work) when it comes to selling," says Uszynski.

Uszynski suggests you ask yourself the following questions:

• How would you describe the enthusiasm of the salesperson?
• How are testimonials woven into the sales presentation?
• How do they use pricing terms to make the purchase seem minimal?
• Do you trust the salesperson? Why or why not?
• How do they use the limited quantity or time to their advantage?

Apply what you learn to your own sales presentation. Hurry now! Quantities are going fast!

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com.

Do Your Research

Cold calling is difficult enough - but failing to do the proper research can really make it tough. Take a look at these examples from cold calling expert Ari Galper and notice the difference a little research makes.

Cold Caller: "Hello my name is Maggie and I am with XYZ Company. We are offering a wide array of services that we think will help your business..."

And they would say:

Prospective Client: "Umm...I don't think so...thanks anyway."

Or simply hang up...but if you do a bit of research wonderful things can happen...take a look:

Cold Caller: "Hello my name is Maggie and I am calling from XYZ Company. I took a look at your company featured last month in Fortune 500 Magazine and I think that our services can help...I have Monday next week free if you have about 10-15 minutes to meet and discuss it. How would 4:00pm sound?"

Then they would say...

Prospective Client: "Yeah...I think that might be OK. Let me check my schedule."

"This approach opens doors for you to build a strong relationship with them in the future," says Galper. "If you are behind your product or services then come across like you are. Be a little more risky and go the extra mile to get the relationship started because if you can't get in the open dialogue then they will never see your wonderful product!"

Ari Galper is the creator of Unlock The Game, a new sales mindset that overturns the notion of selling as we know it today. Contact him at www.unlockthegame.com.

Quote of the Week

"There is only one way to get anybody to do anything. And that is by making the other person want to do it." -- Dale Carnegie

That's it, the essence of persuasion in a nutshell from the master of influence, Dale Carnegie. Keep these wise words in mind this week when you need to persuade, influence or motivate.

Destined to Fail: The Truth Behind New Year's Resolutions

If you're like most people, you've either already broken one of your New Year's Resolutions, or will sometime soon. Don't worry - it's nothing to be ashamed of! "The failure of your resolution has nothing to do with a lack of resolve or discipline. The success or failure of your resolution is determined at the very moment it is born, when the idea for change first stirs in your mind," says sales trainer and speaker Tom Richard.

"True change happens in the blink of an eye. It stems from an emotional trigger that speaks to you, stirs something within you and opens your eyes to recognize that something must change. If a resolution does not carry with it this immediacy of action, it is destined to fail. Therefore, any resolution that can wait until the stroke of midnight on New Year's Eve lacks the emotional power to have any lasting effect on your life."

"The only way to change an entire year is to change how you act within every single moment. How can you best spend, not a minute next week or next year, but this very minute?"

"As you begin 2008, embrace the strength and courage you have to see that every minute you have the power to act in such a way that will make that minute its very best. You don't need the burden of trying to change an entire year all at once. By focusing on the present moment, you will discover a refreshingly light way to conquer large and long-term goals. Then, when 2009 rolls around, you will look back on the year with a smile, knowing that your entire year was as complete, fulfilling and successful as every minute within it was."

What a great way to look at the New Year!

Tom Richard gives seminars, runs sales meetings, and provides coaching for salespeople nationwide. He is also an inspiring and educated speaker who will light a fire under your team. For more information, visit www.TomRichard.com, or email info@tomrichard.com.

Respond to RFPs on your own terms

Around this time of year you'll often get many requests for proposals (RFPs) out of the blue. Companies are dealing with new budgets and want to see what's out there. While it's great to receive an RFP, responding to each one can be time consuming. Author and speaker Lee Salz has some expert advice to help you decide which RFPs are worth your time - and which ones to chuck in the trash.

Lee recommends you call the procurement person and ask a few questions:

"Hi, I'm Lee Salz with XYZ Services. I just received your RFP in the mail and wanted to ask you a few questions so I can determine if it makes sense for us to respond. As you can imagine, we receive many RFPs and are very selective when determining to which we will respond."
"With that said, one of a few things can happen," says Salz. "She could give you permission to ask your questions. Or she could say, 'Fill out the RFP, or not. It's up to you.' My vote is to decline any RFP where the Procurement person won't allow you to ask questions of them. How can you have a fighting chance to win if they won't speak with you?"

With permission granted to ask questions, Salz recommends you ask the following questions to decide if it makes sense to participate in the process:

1. How did they get your name for inclusion in this process?
2. Why is this RFP out now?
3. Have they definitively decided to change providers?
4. What criteria will be used to score the RFPs?
5. What are the steps of the process after the RFP is submitted?

According to Salz, "The rule of thumb is that the less information Procurement shares, the lower the chance you have of winning."

Keep this in mind the next time you receive a blind RFP. It will not only help you qualify whether to respond, but also give you the information you need to better tailor your proposal to the company's needs - giving you a better chance at the sale.

Lee B. Salz is President of SalesDodo, LLC and author of "Soar Despite Your Dodo Sales Manager." He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Visit Lee's website at www.salesdodo.com.

"I'm just calling to follow up"

There's nothing more annoying than a sales rep who's "just calling to follow up." What a time waster. Follow the expert tip below from telesales guru Art Sobczak to avoid this call killer and give your client something of value.

"Have a primary objective for every call," says Sobczak. Before each call plan out "What do I want them to DO as a result of this call, and what do I want to do?"

If you do this, you'll be giving your client something of value, and they'll be much more likely to give you the response you're looking for. If not, at least you'll know to stop wasting your time and move on to better prospects.

Telesales expert Art Sobczak is president of Business By Phone. Visit his site at www.BusinessByPhone.com.