How many prospects do you have pending right now? How many of them will close in the next week? The next month? If you're like most salespeople, you're not entirely sure where you stand. Tele-sales expert Art Sobczak suggests you use "The Cleansing Question" to move prospects along and find out where you stand!
Ask the Cleansing Question
The main reason reps have too many leads working is that they don't ask the tough questions early enough. You need to find out if the person you're talking to is really a "player." It's always better to get a "no" early, than to waste time, effort, paper, and postage chasing shadows that never will materialize.
Here is what you need to do starting today. Begin cleaning up your "non-prospect" prospects now by asking this Cleansing Question:
"Mr./Ms. Prospect, we've been talking for awhile now, and have agreed that we'd be able to help you (fill in with how they would benefit.) I want to be sure I'm not bothering you, or wasting your time or mine. Tell me, what is the probability we'll be able to work together in the next month?"
Think of the possible results here.
1. They say, "Zero probability." Great, now at least you can find out the real problem, or move them out. Movement, forward or out, is progress.
2. They give some other probability. Good, but not great. You want to ask what you both need to do to move forward now. Get specifics. Commitments. Ask them to attach time frames to the commitments. Don't allow them to continue putting you off. Again, movement here is success.
3. You just might get the business right now. Perfect. Sometimes all it takes is the nudge to get the boulder rolling down the mountain.
Do some late-summer cleaning. Examine your follow-up files. Prepare you own strategy and ask the Cleansing Question.
Art Sobczak, President of Business by Phone, Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. Learn more at www.businessbyphone.com
Tuesday, August 11, 2009
Monday, August 10, 2009
Quote of the Week
"Any change, even a change for the better, is always accompanied by drawbacks and discomforts." -- Arnold Bennett, Novelist
We've suggested many times that if things aren't working out for you, then you need to make a change. Whether it's planning your day, making more calls, or becoming more accountable, change can take you in a good direction - but it can also be hard to do - and hard to maintain.
If you're making more calls you might have to take a shorter lunch, or not spend as much time chatting with co-workers. The change will affect you in many ways - what's important is that you give it time to become routine for you. Try to ignore the drawbacks for at least a week or so - you may find they weren't that important anyway!
We've suggested many times that if things aren't working out for you, then you need to make a change. Whether it's planning your day, making more calls, or becoming more accountable, change can take you in a good direction - but it can also be hard to do - and hard to maintain.
If you're making more calls you might have to take a shorter lunch, or not spend as much time chatting with co-workers. The change will affect you in many ways - what's important is that you give it time to become routine for you. Try to ignore the drawbacks for at least a week or so - you may find they weren't that important anyway!
Friday, August 7, 2009
Create Email Subject Lines That Draw Prospects In
Sales trainer Kendra Lee has written several pieces on prospecting using email - and she's back again today with another great piece of advice.
"Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling," says Lee. "Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts."
Often the culprit is the subject line. It's one of the most important keys to getting people to open your emails.
Many sellers love to use fun subject lines like "Enticing Ideas: Kendra Lee, Did You Catch the Wave?" They think that a bit of humor will lighten the recipient's day, prompting them to open it.
Wrong.
Remember who you're writing to and what you're trying to accomplish. Your email is no different than a cold call. You're interrupting the day of an already overworked person.
Picture Steve. He has six meetings and eleven action items to conquer today. In fly forty, fifty, possibly even one hundred emails throughout the day. While humor is fun, it's a waste of valuable time Steve doesn't have. Instead of laughing at cute subject lines and enjoying his mail, he's looking for reasons to hit "delete" and avoid another thing landing on his plate. If he doesn't recognize your name immediately, your lighthearted subject line instantly hits the delete barrier.
Regardless of how busy he is, you want your subject line to draw Steve in with a personal and compelling message.
If you're attempting to secure an appointment or invite a prospect to a web event, try:
--Shall we meet Tuesday?
--Can you talk Wednesday at 2pm?
--Can you attend Friday at 12?
What makes this work when the contact doesn't know you? It feels personal to him.
You're requesting a meeting at a specific date and time. He needs to read enough to determine what you want, then check his calendar to see if he can meet. These subject lines are successful because even though people no longer feel a sense of obligation to return every message, they do feel more obliged to RSVP to a meeting invitation.
Another subject line approach you might use is to share an insight or tip you have for the prospect. Try:
--A hiring idea
--A thought about managing distributed files
--An idea about using your IT to grow client satisfaction
People love a new idea related to their job. Don't share the thought here though. Tease your prospect with enough information about it to entice a response and start a conversation. Suggest a time to discuss it in more detail with them.
Bottom line, make it personal to them, but in a way that doesn't sound like a marketing email.
Steer clear of gimmicks like "Enticing Ideas: Kendra Lee, Did You Catch the Wave?" This didn't have anything to do with me even though it put my name in the subject line. It was clearly a marketing message. No action was required on my part. There was no sense of urgency or compelling reason to open it.
In three seconds it hit my delete barrier. Gone without reading more than the subject line. Don't let that happen to your emails.
Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment. To find out more about her Email Power Prospecting program, click here.
"Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling," says Lee. "Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts."
Often the culprit is the subject line. It's one of the most important keys to getting people to open your emails.
Many sellers love to use fun subject lines like "Enticing Ideas: Kendra Lee, Did You Catch the Wave?" They think that a bit of humor will lighten the recipient's day, prompting them to open it.
Wrong.
Remember who you're writing to and what you're trying to accomplish. Your email is no different than a cold call. You're interrupting the day of an already overworked person.
Picture Steve. He has six meetings and eleven action items to conquer today. In fly forty, fifty, possibly even one hundred emails throughout the day. While humor is fun, it's a waste of valuable time Steve doesn't have. Instead of laughing at cute subject lines and enjoying his mail, he's looking for reasons to hit "delete" and avoid another thing landing on his plate. If he doesn't recognize your name immediately, your lighthearted subject line instantly hits the delete barrier.
Regardless of how busy he is, you want your subject line to draw Steve in with a personal and compelling message.
If you're attempting to secure an appointment or invite a prospect to a web event, try:
--Shall we meet Tuesday?
--Can you talk Wednesday at 2pm?
--Can you attend Friday at 12?
What makes this work when the contact doesn't know you? It feels personal to him.
You're requesting a meeting at a specific date and time. He needs to read enough to determine what you want, then check his calendar to see if he can meet. These subject lines are successful because even though people no longer feel a sense of obligation to return every message, they do feel more obliged to RSVP to a meeting invitation.
Another subject line approach you might use is to share an insight or tip you have for the prospect. Try:
--A hiring idea
--A thought about managing distributed files
--An idea about using your IT to grow client satisfaction
People love a new idea related to their job. Don't share the thought here though. Tease your prospect with enough information about it to entice a response and start a conversation. Suggest a time to discuss it in more detail with them.
Bottom line, make it personal to them, but in a way that doesn't sound like a marketing email.
Steer clear of gimmicks like "Enticing Ideas: Kendra Lee, Did You Catch the Wave?" This didn't have anything to do with me even though it put my name in the subject line. It was clearly a marketing message. No action was required on my part. There was no sense of urgency or compelling reason to open it.
In three seconds it hit my delete barrier. Gone without reading more than the subject line. Don't let that happen to your emails.
Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment. To find out more about her Email Power Prospecting program, click here.
Thursday, August 6, 2009
When Should A Salesperson Become A Teacher?
ANSWER: "When he leaves home in the morning," says sales trainer Bill Caskey.
"Why?" you ask.
"Simple. In today's confusing, overwhelming economy, you might be the only one that comes along today to teach your prospect something. And learning is power."
What exactly, can you teach them?
--How to use your product/service better (how to make more money, save more time, conserve more energy). Isn't it amazing how most vendors disappear the minute you buy something? Think of how many referrals they'd get if they just showed up occasionally to teach you something.
--How to get more value out of the relationship they have with you. We sellers are naive. We just expect that a client of ours knows exactly how to best "use" the relationship to their advantage.
--How to understand their business better (That's right, you should know their business so well you can teach them a thing or two about it - that is, if you've done a good job in the sales process.
--How to recognize if they have pain that you can fix. (What??!! You aren't doing that right now? Shame on you. Your competitor probably is or will).
--How to understand the high cost of doing nothing. It's what we call the "phantom cost." Yes, inaction has a price. If it doesn't, then they weren't a prospect in the first place.
Don't think about lecturing them, though. That won't do. You must help them consume this knowledge the way they want to consume such knowledge.
Some of them will use the web. Some will use DVD's. Some will need you to show up physically. Some will consume through audio. Some are visual. Just because you learn a certain way doesn't mean your prospect will too.
Bill Caskey is a sales development leader and experimenter. His ideas about selling are convictions about life, money, and meaning. He has coached sales professionals and executives for over 19 years. To learn more, visit his website www.CaskeyTraining.com.
"Why?" you ask.
"Simple. In today's confusing, overwhelming economy, you might be the only one that comes along today to teach your prospect something. And learning is power."
What exactly, can you teach them?
--How to use your product/service better (how to make more money, save more time, conserve more energy). Isn't it amazing how most vendors disappear the minute you buy something? Think of how many referrals they'd get if they just showed up occasionally to teach you something.
--How to get more value out of the relationship they have with you. We sellers are naive. We just expect that a client of ours knows exactly how to best "use" the relationship to their advantage.
--How to understand their business better (That's right, you should know their business so well you can teach them a thing or two about it - that is, if you've done a good job in the sales process.
--How to recognize if they have pain that you can fix. (What??!! You aren't doing that right now? Shame on you. Your competitor probably is or will).
--How to understand the high cost of doing nothing. It's what we call the "phantom cost." Yes, inaction has a price. If it doesn't, then they weren't a prospect in the first place.
Don't think about lecturing them, though. That won't do. You must help them consume this knowledge the way they want to consume such knowledge.
Some of them will use the web. Some will use DVD's. Some will need you to show up physically. Some will consume through audio. Some are visual. Just because you learn a certain way doesn't mean your prospect will too.
Bill Caskey is a sales development leader and experimenter. His ideas about selling are convictions about life, money, and meaning. He has coached sales professionals and executives for over 19 years. To learn more, visit his website www.CaskeyTraining.com.
Wednesday, August 5, 2009
Getting Past the Emailed Quote
Sales trainer Joe Guertin often answers salespeople's questions on his blog, and I thought his most recent answer was very appropriate and advice we could all use. A recent reader asked "My customers are busy and can't take time to meet face-to-face. They want prices e-mailed. But then...NOTHING HAPPENS! Help! What can I do?"
"I get asked that a lot," says Guertin. "And it's a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from)."
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.
But, in those cases where you absolutely have no choice, add these two steps and you'll see those all-important 'connections' grow (and get a better closing ratio):
Call Ahead
"I'm about to send that quote and just wanted to confirm one thing."
Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you'll "follow up shortly," and let 'er rip.
Follow Up
Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up...as you don't want to sound like a lap dog who says "didja getit...didja getit...didja getit?" (Of course they got it.)
Make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside THAT debate)
"but I just wanted to make sure we've got everything covered."
This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
P.S...Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
"I get asked that a lot," says Guertin. "And it's a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from)."
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.
But, in those cases where you absolutely have no choice, add these two steps and you'll see those all-important 'connections' grow (and get a better closing ratio):
Call Ahead
"I'm about to send that quote and just wanted to confirm one thing."
Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you'll "follow up shortly," and let 'er rip.
Follow Up
Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up...as you don't want to sound like a lap dog who says "didja getit...didja getit...didja getit?" (Of course they got it.)
Make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside THAT debate)
"but I just wanted to make sure we've got everything covered."
This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
P.S...Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Tuesday, August 4, 2009
Break the Ice with a Smile
"A smile is a powerful weapon; you can even break ice with it."
Today business authority Andrea Nierenberg has some great advice for when you're dealing with what you perceive to be a difficult client. You know, the person who always seems to be in a sour mood, and makes working together a pain. Take Nierenberg's advice and get them to smile!
"We all know there has been much research conducted on how smiling and laughing can prevent some disease and certainly stress and that it take less muscles to smile then it does to frown - so why does it sometimes seem so hard to give one away?" asks Nierenberg.
"I recently watched someone totally change when I said to him - 'you have a great smile' - it was like he became a different person. I took a chance because in our meeting, at first he epitomized a curmudgeon...I took a leap of faith and I'm glad that I did in this case."
"Often when I present on conflict resolution in my communications sessions, I start with a basic truth that the only person we can truly change is ourselves. So the next time we run into someone who seems difficult or who doesn't seem to have an approachable expression, we might need to change the way we interact."
Take a quick look at my S.M.I.L.E. principle. I hope it brings one to your face after you review the list.
S. Stay in control. Think about how your responses could be perceived by others. See things from the other person's point of view.
M. Make yourself be 'heard'. This has little to do with volume or emotion. It is about speaking clearly, and in a style others can appreciate. To understand the other - observe and listen to them, discover their hot buttons and don't push them.
I. Involve the other person by asking questions. Listen to the answers carefully. Then you can respond to their concerns and ask more questions that will address issues that interest you both.
L. Let go. Sometimes the best thing to do is to walk away. Sometimes you have to give the situation a rest. When you come back, you will see it from a different perspective.
E. Keep your ego in check and at the door. Your conscience needs to be your guide and maintain respect for the other person. The goal needs to be for both parties to win the war over the challenge, even if you have to surrender the battle.
It is always our choice. We can go through life fighting a battle or we can choose to sign peace agreements. Not always easy - yet the rewards are much greater with the latter.
Here are a few more thoughts on 'sweetening' a sour relationship:
*Reframe what the other person said to you. Play back the message. This time use words that convey a more positive idea. Ask yourself was there something constructive that we took as criticizing?
*Edit your comments. Phrase your reply so that you put 'water' on the fire instead of gasoline. Again - easier said then done - and it takes practice not to strike back.
*Listen. We have been given two ears and one mouth for a reason. Research shows that often we listen with only 13% efficiency. Make a point to listen and not interrupt.
*Disarm. Help the other person see the situation as a mutual challenge and that you are in it together. Stay in control, even if the other person wants to do something else. Staying calm can be a persuasion tactic - and you may very well reach an agreement.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.nierenberggroup.com
Today business authority Andrea Nierenberg has some great advice for when you're dealing with what you perceive to be a difficult client. You know, the person who always seems to be in a sour mood, and makes working together a pain. Take Nierenberg's advice and get them to smile!
"We all know there has been much research conducted on how smiling and laughing can prevent some disease and certainly stress and that it take less muscles to smile then it does to frown - so why does it sometimes seem so hard to give one away?" asks Nierenberg.
"I recently watched someone totally change when I said to him - 'you have a great smile' - it was like he became a different person. I took a chance because in our meeting, at first he epitomized a curmudgeon...I took a leap of faith and I'm glad that I did in this case."
"Often when I present on conflict resolution in my communications sessions, I start with a basic truth that the only person we can truly change is ourselves. So the next time we run into someone who seems difficult or who doesn't seem to have an approachable expression, we might need to change the way we interact."
Take a quick look at my S.M.I.L.E. principle. I hope it brings one to your face after you review the list.
S. Stay in control. Think about how your responses could be perceived by others. See things from the other person's point of view.
M. Make yourself be 'heard'. This has little to do with volume or emotion. It is about speaking clearly, and in a style others can appreciate. To understand the other - observe and listen to them, discover their hot buttons and don't push them.
I. Involve the other person by asking questions. Listen to the answers carefully. Then you can respond to their concerns and ask more questions that will address issues that interest you both.
L. Let go. Sometimes the best thing to do is to walk away. Sometimes you have to give the situation a rest. When you come back, you will see it from a different perspective.
E. Keep your ego in check and at the door. Your conscience needs to be your guide and maintain respect for the other person. The goal needs to be for both parties to win the war over the challenge, even if you have to surrender the battle.
It is always our choice. We can go through life fighting a battle or we can choose to sign peace agreements. Not always easy - yet the rewards are much greater with the latter.
Here are a few more thoughts on 'sweetening' a sour relationship:
*Reframe what the other person said to you. Play back the message. This time use words that convey a more positive idea. Ask yourself was there something constructive that we took as criticizing?
*Edit your comments. Phrase your reply so that you put 'water' on the fire instead of gasoline. Again - easier said then done - and it takes practice not to strike back.
*Listen. We have been given two ears and one mouth for a reason. Research shows that often we listen with only 13% efficiency. Make a point to listen and not interrupt.
*Disarm. Help the other person see the situation as a mutual challenge and that you are in it together. Stay in control, even if the other person wants to do something else. Staying calm can be a persuasion tactic - and you may very well reach an agreement.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.nierenberggroup.com
Monday, August 3, 2009
Quote of the Week
"I must govern the clock, not be governed by it." -- Golda Meir
We've said it before, and we'll say it again - great salespeople know how to manage their time effectively. To do that, you have to take control over your day and dictate what gets done first - then do it! If you set a schedule and stick to it, you'll get more done than you ever have before.
On the other hand, allow your day to tick by without a schedule and you'll accomplish less than you'd like. You know the phrase, "Where did the time go?" It's uttered by people without a schedule. Now get to it!
We've said it before, and we'll say it again - great salespeople know how to manage their time effectively. To do that, you have to take control over your day and dictate what gets done first - then do it! If you set a schedule and stick to it, you'll get more done than you ever have before.
On the other hand, allow your day to tick by without a schedule and you'll accomplish less than you'd like. You know the phrase, "Where did the time go?" It's uttered by people without a schedule. Now get to it!
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