The NFL Football Season is underway, and sales trainer Mike Brooks couldn't be happier - he loves the sport, and what he learns from it about performance and being the best. Read on for some great advice that will help you close more sales - touchdown!
"I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs - former cornerback with the New England Patriots," says Brooks. "He was talking about how much respect he had for head coach Bill Belichick."
He said, "Early in my career, Bill called me into his office, and we sat there - for a long time - studying film. He taught me to look for the simple things, and not to make football so complicated. I got better. I was with one of the best coaches of all time, and he helped me become a better player."
In sales, too, you can become a better producer if you concentrate on the simple things and doing them better. Here are two things you can do starting today to increase your closing ratio and make more money:
1) Keep a record of the reasons your prospects don't close and then concentrate on qualifying these issues up front with future prospects. This was one of the simplest and most effective habits I developed to get better.
I kept a notebook with all my prospects in it and every time they didn't buy, I'd put in red ink the reason why not. I even boiled it down to three codes: NI, for No Interest; NM for No Money; and NC for Not Controllable. Throughout the weeks and months, I'd go back through my notebook and look for patterns and ask myself, "What do I need to focus on during the qualification stage?"
If too many prospects were not buying because they simply weren't ready to buy right, then "No Interest" needed to be addressed on the front call. I'd start by asking more questions like: "Prospect, if you find that this would work for you, what is your time frame for moving ahead with it?"
And so on. Bottom line - if you don't get it right on the front end then you'll never increase your closing ratio.
2) Ask for bigger orders on every close. Oh I know, you've heard this before, right? But how often do you actually do it? So many sales reps are afraid to ask for too much and are just happy to get a minimum order. I know because I used to be that way.
My career turned around when I began asking for big orders on every single call. What I learned is that you never know how much a person or company can handle. You can always go down (in price, quantity, etc.), but you can never go up.
The truth is, it's all the same amount of work anyway, so why not ask for 2 times, or 3 times the minimum order and see what you get! If only one in ten of your prospects buy the increased amount, how much more money would that mean to you?
The fun part about consistently asking for more is that you'll end up getting more - and every time you do, you reinforce the habit to do it. As soon as you get a taste of closing bigger deals, you begin looking for and expecting them. Try it and you'll see for yourself - it's one of the simplest things you can do to make a lot more money.
So there you have it - two simple ways of closing more business and making more money. Just remember, as you're reading this the NFL players and coaches are working on the simple things to improve. You should be doing so, too!
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, August 20, 2009
Wednesday, August 19, 2009
3 Ways to Maximize an Executive Referral
Sales trainer Tibor Shanto, like many, is a firm believer in calling as high up in a company as you possibly can. The problem is, even if you have a good conversation with the VP or CEO, often they will refer you to someone farther down the chain of command to talk in more detail. What should you do to make sure the sale doesn't go down from there? Take Shanto's advice and your call to the top will stay a top priority.
There are three things you must do to fully benefit from an executive referral, sequence here is recommended:
1. Thank them for the referral, then say something along the lines of "Mr. Brown, thank you for suggesting I talk specifically to Steve Howe, just so I am better prepared, is Steve gathering info for a recommendation, or is he in a position to make a final decision?" If Brown tells you Steve will be recommending, then you are in a position to probe who is getting the recommendation about their buying process and a whole bunch of other things that can only help. Not to mention the benefit of having that knowledge in case Steve is one of these "I'm the man" types, pretending to be able to make decisions till you put paper in front of them. Wouldn't you rather know, such a simple question, one that executive will have the answer to and will provide it when asked.
Some reps get hung up and ask me, "Can you really ask a president that?" Well I checked in all 32 states and 8 provinces that I have worked in and it's legal, so check with your local legislature and then it's down to you. Further, if you ask the question directly, professionally, like a peer would, they'll answer; if you take a subservient stance, not sounding like a peer, even with respect, they won't answer.
2. Thank him/her again, and then say "Well I look forward to discussing this with Steve, once I've done that, I will let you know the outcome." And that's how you get a call back card; I've rarely needed to use it, but if it goes to either extreme you have something you can capitalize on. If it goes really bad you can circle back and try again. If it goes really well and there is alignment of requirements and solution, it's your chance to get Brown engaged based on what you learn from Steve.
3. This is important, rather than just asking for Steve's number, once you have the number or extension, ask Brown to transfer you to Steve. Why be an outside call, in a caller id-voice mail world, when you can be a call from the EVP? There is going to be little or no doubt in Steve's mind that you have spoken directly with Brown; and when you say "Steve, I was talking to Mr. Brown about meeting to discuss (insert value your clients derive from you offering here), and he said I should have that conversation with you, how is Monday at 9:00?" No, you don't share the answer to question 1 with Steve.
Steve will check with Brown, but after you have set the appointment. Of course, between now and the time you meet, you will thoroughly prepare to engage Steve, who as a result of your preparation and charm, will be completely impressed, as will Brown.
Tibor Shanto brings over 20 years of sales experience to Renbor Sales Solutions Inc., from telemarketing to leading a global sales team focused on providing top end solutions. Tibor has helped to improve performance for sales professionals in a wide variety of fields, from financial services to on-line B2B specialists.
There are three things you must do to fully benefit from an executive referral, sequence here is recommended:
1. Thank them for the referral, then say something along the lines of "Mr. Brown, thank you for suggesting I talk specifically to Steve Howe, just so I am better prepared, is Steve gathering info for a recommendation, or is he in a position to make a final decision?" If Brown tells you Steve will be recommending, then you are in a position to probe who is getting the recommendation about their buying process and a whole bunch of other things that can only help. Not to mention the benefit of having that knowledge in case Steve is one of these "I'm the man" types, pretending to be able to make decisions till you put paper in front of them. Wouldn't you rather know, such a simple question, one that executive will have the answer to and will provide it when asked.
Some reps get hung up and ask me, "Can you really ask a president that?" Well I checked in all 32 states and 8 provinces that I have worked in and it's legal, so check with your local legislature and then it's down to you. Further, if you ask the question directly, professionally, like a peer would, they'll answer; if you take a subservient stance, not sounding like a peer, even with respect, they won't answer.
2. Thank him/her again, and then say "Well I look forward to discussing this with Steve, once I've done that, I will let you know the outcome." And that's how you get a call back card; I've rarely needed to use it, but if it goes to either extreme you have something you can capitalize on. If it goes really bad you can circle back and try again. If it goes really well and there is alignment of requirements and solution, it's your chance to get Brown engaged based on what you learn from Steve.
3. This is important, rather than just asking for Steve's number, once you have the number or extension, ask Brown to transfer you to Steve. Why be an outside call, in a caller id-voice mail world, when you can be a call from the EVP? There is going to be little or no doubt in Steve's mind that you have spoken directly with Brown; and when you say "Steve, I was talking to Mr. Brown about meeting to discuss (insert value your clients derive from you offering here), and he said I should have that conversation with you, how is Monday at 9:00?" No, you don't share the answer to question 1 with Steve.
Steve will check with Brown, but after you have set the appointment. Of course, between now and the time you meet, you will thoroughly prepare to engage Steve, who as a result of your preparation and charm, will be completely impressed, as will Brown.
Tibor Shanto brings over 20 years of sales experience to Renbor Sales Solutions Inc., from telemarketing to leading a global sales team focused on providing top end solutions. Tibor has helped to improve performance for sales professionals in a wide variety of fields, from financial services to on-line B2B specialists.
Tuesday, August 18, 2009
Rude is the New Normal
Today's topic is a little controversial, but I felt compelled to post it, especially after yesterday's quote about always trying to do what is right. Sales and business growth expert Diane Helbig recently wrote on her blog about rudeness in the business world - read on, and definitely let us know what you think!
"People ask me all the time what to do when people won't call them back," says Helbig. "They'll have a great meeting with a prospect and when they call to follow up, they can't get the prospect on the phone. Or they are cold calling and always getting voicemail. They can't seem to reach a human."
"As businesspeople we've lost the value of communicating directly," explains Helbig. "It's so much easier to hide behind our email and voicemail systems. On the one hand, I'm not sure the majority of people realize they are being rude. I think they need to say "no" but don't like being the bad guy. It's easier to avoid what they see as a confrontation."
"The next time you encounter this situation and have to leave a voicemail message, provide the prospect with permission to say "no." Tell them that "no" is an okay answer and that you don't want to be a pest, calling them all the time. You'll make it easier for them to communicate with you."
"In addition, reality check your own behavior," says Helbig. "Make sure you aren't participating in this practice. When people leave you messages, call them back, whether or not you are interested in what they offer. It seems we've all fallen into this pattern. Maybe we can affect a change beginning with ourselves."
Elie Wiesel said, "But where was I to start? The world is so vast. I shall start with the country I know best, my own. But my country is so very large. I had better start with my town. But my town, too, is large. I had best start with my street. No: my home. No: my family. Never mind, I shall start with myself."
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.
"People ask me all the time what to do when people won't call them back," says Helbig. "They'll have a great meeting with a prospect and when they call to follow up, they can't get the prospect on the phone. Or they are cold calling and always getting voicemail. They can't seem to reach a human."
"As businesspeople we've lost the value of communicating directly," explains Helbig. "It's so much easier to hide behind our email and voicemail systems. On the one hand, I'm not sure the majority of people realize they are being rude. I think they need to say "no" but don't like being the bad guy. It's easier to avoid what they see as a confrontation."
"The next time you encounter this situation and have to leave a voicemail message, provide the prospect with permission to say "no." Tell them that "no" is an okay answer and that you don't want to be a pest, calling them all the time. You'll make it easier for them to communicate with you."
"In addition, reality check your own behavior," says Helbig. "Make sure you aren't participating in this practice. When people leave you messages, call them back, whether or not you are interested in what they offer. It seems we've all fallen into this pattern. Maybe we can affect a change beginning with ourselves."
Elie Wiesel said, "But where was I to start? The world is so vast. I shall start with the country I know best, my own. But my country is so very large. I had better start with my town. But my town, too, is large. I had best start with my street. No: my home. No: my family. Never mind, I shall start with myself."
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.
Monday, August 17, 2009
Quote of the Week
"Always do right. This will gratify some people, and astonish the rest." -- Mark Twain
Society often labels salespeople as dishonest, or slimy - words that are hurtful to those who work hard to offer their clients everything they have. These stereotypes wouldn't even exist if all salespeople adhered to the advice in the quote above.
We only have control over our own actions, but if you always do what is right, you'll play a big part in changing people's perceptions of salespeople. Let's make it our common goal to change those perceptions, one person at a time!
Society often labels salespeople as dishonest, or slimy - words that are hurtful to those who work hard to offer their clients everything they have. These stereotypes wouldn't even exist if all salespeople adhered to the advice in the quote above.
We only have control over our own actions, but if you always do what is right, you'll play a big part in changing people's perceptions of salespeople. Let's make it our common goal to change those perceptions, one person at a time!
Friday, August 14, 2009
SalesDog Quick Tip - Let Me Recap
Want to impress your prospects and customers? Sales trainer Kelley Robertson suggests you learn to recap or summarize periodically during your sales conversations. The Summary or Recap technique has been around for decades but it is seldom used.
Here is what you do:
After you have asked your prospect high-value questions to gain sufficient insight into their current situation or problem, you say, "Mr. Prospect, let me quickly recap what you told me." Then in bullet-point form, you restate the key points she mentioned. For example,
"Your employee turnover is currently 29.5%."
"You typically need to hire 2-4 people every week."
"You spend approximately 8 to 12 hours each week recruiting new employees."
This deceptively simple technique is effective for several reasons. One, it demonstrates to your prospect that you actually heard what they said and processed that information. Two, it forces you to carefully listen to your customer. Three, it helps you clarify in your own mind, what your customers key issues are. Four, it gives your prospect the opportunity to hear exactly what they said to you.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
Here is what you do:
After you have asked your prospect high-value questions to gain sufficient insight into their current situation or problem, you say, "Mr. Prospect, let me quickly recap what you told me." Then in bullet-point form, you restate the key points she mentioned. For example,
"Your employee turnover is currently 29.5%."
"You typically need to hire 2-4 people every week."
"You spend approximately 8 to 12 hours each week recruiting new employees."
This deceptively simple technique is effective for several reasons. One, it demonstrates to your prospect that you actually heard what they said and processed that information. Two, it forces you to carefully listen to your customer. Three, it helps you clarify in your own mind, what your customers key issues are. Four, it gives your prospect the opportunity to hear exactly what they said to you.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
Thursday, August 13, 2009
The I's Have It
Sales trainer Adrian Miller says staying on the radar screens of clients and prospects is more important than ever for salespeople, and we wholeheartedly agree. The current economy makes it necessary that you be persistent, proactive, and patient - but how can this best be achieved without also looking desperate? Remember this advice from Miller and you'll be on the right track.
"Remember the following three "I" words as you navigate through the sales process to walk that fine line between pushiness and persistence," says Miller. "They will keep you on the radar in a way that positions you as a valuable ally and resource - exactly who you want to be now and as the economy begins to improve."
Invitations
If you're like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don't let them go to waste! Instead of "circular filing" them, dole them out to prospects and clients. Soon.
Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you're using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.
Don't stop with the invitations that you're not using. If you're planning to attend an event or show, why not ask a potential or current client to join you? It's the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.
Introductions
One of the most valuable tools in any salesperson's arsenal is their Rolodex. If you've built up an impressive list of contacts, you should be facilitating introductions - either cyber or in-person. You're golden in the eyes of those you're selling to if you're introducing them to someone of value. If you want to garner some positive attention - give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!
Information
We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.
As you develop a reputation as a knowledgeable "go to" person, consider starting your own blog or signing up with Twitter where others can check in with what you're deeming interesting and worth writing about.
What's interesting about these three I's is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it's not just about making a sale; it's truly about forming a long-term relationship that is mutually beneficial.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
"Remember the following three "I" words as you navigate through the sales process to walk that fine line between pushiness and persistence," says Miller. "They will keep you on the radar in a way that positions you as a valuable ally and resource - exactly who you want to be now and as the economy begins to improve."
Invitations
If you're like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don't let them go to waste! Instead of "circular filing" them, dole them out to prospects and clients. Soon.
Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you're using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.
Don't stop with the invitations that you're not using. If you're planning to attend an event or show, why not ask a potential or current client to join you? It's the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.
Introductions
One of the most valuable tools in any salesperson's arsenal is their Rolodex. If you've built up an impressive list of contacts, you should be facilitating introductions - either cyber or in-person. You're golden in the eyes of those you're selling to if you're introducing them to someone of value. If you want to garner some positive attention - give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!
Information
We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.
As you develop a reputation as a knowledgeable "go to" person, consider starting your own blog or signing up with Twitter where others can check in with what you're deeming interesting and worth writing about.
What's interesting about these three I's is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it's not just about making a sale; it's truly about forming a long-term relationship that is mutually beneficial.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales-level performance training and executive-level business development consulting. A nationally recognized lecturer, she is also author of "The Blatant Truth: 50 Ways to Sales Success".
Wednesday, August 12, 2009
Sales Presentations: The Art of the Great Sales Call
Sales trainer Mark Hunter travels the world giving presentations about presentations, so you can definitely consider him an expert on the subject. Today he offers some great advice for you to remember the next time you're preparing to present.
"The best presentation ever made is the presentation never given." I came up with this quote a number of years ago and I believe in it more than ever for one simple reason: customers have all heard way too many boring sales presentations. In fact, you as a salesperson have probably sat through too many boring sales presentations yourself. You may even admit that you occasionally give pretty boring sales presentations.
Here's the deal: Your presentation must come across more like a discussion than a presentation. You have to make the customer feel part of the presentation, and there's no way to do this if there is not two-way dialogue. This does not mean you no longer take the time to develop a sales presentation; rather it means just the opposite. You have to take even more time. The reason is because you have to know your material inside and out. You have to be so comfortable that you can deliver your presentation more as a discussion, allowing it to go in whatever direction the customer wants it to go.
Delivering a presentation this way will not only increase your level of success with immediate sales, but also allow you to learn a lot more from the customer by listening. Ultimately, this will help you with additional long-term sales. Think of your next sales presentation more as a discussion and less of a presentation.
Mark Hunter, "The Sales Hunter", assists companies to identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" visit www.TheSalesHunter.com
"The best presentation ever made is the presentation never given." I came up with this quote a number of years ago and I believe in it more than ever for one simple reason: customers have all heard way too many boring sales presentations. In fact, you as a salesperson have probably sat through too many boring sales presentations yourself. You may even admit that you occasionally give pretty boring sales presentations.
Here's the deal: Your presentation must come across more like a discussion than a presentation. You have to make the customer feel part of the presentation, and there's no way to do this if there is not two-way dialogue. This does not mean you no longer take the time to develop a sales presentation; rather it means just the opposite. You have to take even more time. The reason is because you have to know your material inside and out. You have to be so comfortable that you can deliver your presentation more as a discussion, allowing it to go in whatever direction the customer wants it to go.
Delivering a presentation this way will not only increase your level of success with immediate sales, but also allow you to learn a lot more from the customer by listening. Ultimately, this will help you with additional long-term sales. Think of your next sales presentation more as a discussion and less of a presentation.
Mark Hunter, "The Sales Hunter", assists companies to identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" visit www.TheSalesHunter.com
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