We know that the people who like cold calling are few and far between. That's ok, but most people still need to do it to keep their business active. Use these manageable tips from tele-sales expert Jim Domanski, and we think your attitude towards cold calling will change - at least a tiny bit! We'll share the first half today, and the rest tomorrow.
The 1-hour sprint - Treat your cold calling not as a marathon, which is tedious and grueling, but rather as a sprint. Devote a good solid hour to calling then stop. An hour is manageable and achievable and not nearly as discouraging as the thought of four hours of cold calls.
Set a goal. Having a 1-hour sprint is great but tie it to an objective. For example, you might have a goal of a minimum of 30 or 40 attempts. This will help ensure that you stay on the dialing track and not idle away the time with other activities.
Schedule your cold calling. Sit down right now with your calendar or planner and schedule that 1-hour sprint every day for the next three weeks. Consider it an unbreakable appointment. This will create discipline and reduce procrastination.
Fish where the fish are. Are there better times than others to reach your target market? You bet there is and that's when you should be calling. Executives, for instance, are easier to reach early in the morning, say, from 7:00 onwards. Wake up early and start dialing. You'll increase your success almost immediately.
Do it first. If your target market doesn't have a particular time that's more effective than another, then schedule your cold calling for first thing in the morning. Do it first. Get it finished so that it doesn't linger over you like the sword of Damocles.
Create a Master List. Don't fiddle with your database flipping back and forth from screen to screen. Get a list of 30 prospects. Put their names on a pad of paper with their phone numbers. Begin at the top and start dialing. Go down the list. If there is no answer, don't leave a message; go on to the next name and number. If you get through the list with no answer, start at the top of the list and begin again. This creates speed, rhythm and focus on productivity.
Be prepared. Duh! Be prepared and organized. Have your opening statement prepared ahead of time. Don't shoot from the hip. Know what you want to say. Practice it if you have to. Have any job aids you might need in front of you. Have a pen that works. Clean your desk of clutter and distraction. Do all this before you start your 1-hour sprint.
Jim Domanski is a tele-sales expert and president of Teleconcepts Consulting. Teleconcepts Consulting helps businesses and individuals who are frustrated with the results they have being getting when using the telephone to market and sell their products. For more information visit: www.TeleconceptsConsulting.com.
Wednesday, December 9, 2009
Tuesday, December 8, 2009
Presentation Pratfalls to Avoid
Not too long ago we featured some presentation pratfalls from sales trainer Daniel Adams - luckily he came right back with fixes that were realistic and do-able. Today he's back with more fixes to get you feeling confident - and get them to say yes!
No Customization
During my workshops one of my client's key take-aways is that, "as of today, There Are No More Standard Presentations!" This is key for several reasons. First, this best practice provides push-back to the customer who questions why each key attendee must be contacted prior to the presentation. You may have heard a customer say, for instance, "Why do you have to talk with our key executives? Can't you just come in a give us your standard presentation? After all, your competitor did." A Superstar responds: "I'm glad that the other vendor was able to present to you. At our company we do not have any standard presentations. Each one of our presentations is highly customized based upon the client's current and future needs. Our clients appreciate this approach because it insures that we present only what is essential to them and insures that we respect their time."
Weak Eye Contact
No audience member wants to be lectured. If they wanted you to read material, they could accept your literature and skip the presentation. Instead, they want you to connect with them. Make a point to connect with the eyes of the audience with each key point you are delivering.
Sticky Floor Syndrome
There is a saying in presentation skills: "Get out of the phone booth." That simply means, don't glue your feet to the floor and limit natural gestures as if you are stuck in a phone booth. Unless you are making a speech behind a podium to a large crowd you will appear much more relaxed and approachable if you move around naturally. Keep in mind that the key area for you to deliver your presentation is the LEFT side of the screen.
Poor Ending
Don't end your presentation on a flat note. Take a cue from the great singers who end on a high note delivered with passion. With respect to our memory there is the rule of primacy and recency. It states that we remember the first and last thing we heard. Of the two, we remember the last words the most.
No Follow Up or Thank You Note
Every attendee must receive a thank you note from you. The note will summarize the top 3 to 5 Unique Competitive Advantages of your offering relative to your client's specific need. It will conclude with a listing of the Next Step - Action Items and Owners.
Forgetting Your Number One Presentation Goal
Many reps get so caught up in the content of an upcoming presentation that they lose sight of the overall goal, which is to establish or improve your level of TRUST. A presentation provides an excellent opportunity for your customer to compare your diligence and ability to consult relative to that of your competition.
Daniel Adams, author of Building Trust, Growing Sales, and creator of Trust Triangle Selling helps corporations improve their profits by optimizing the performance of their sales teams. He is a frequent and popular speaker at national sales meetings, workshops and association events. Visit www.trusttriangleselling.com
Looking for a way to add interest to your presentation that's meaningful and shows your attention to detail? Customized presentation materials like folders, binders, index tabs and pocket folders from Binders.com may be just what you're looking for! Check out their excellent prices and quality materials here.
No Customization
During my workshops one of my client's key take-aways is that, "as of today, There Are No More Standard Presentations!" This is key for several reasons. First, this best practice provides push-back to the customer who questions why each key attendee must be contacted prior to the presentation. You may have heard a customer say, for instance, "Why do you have to talk with our key executives? Can't you just come in a give us your standard presentation? After all, your competitor did." A Superstar responds: "I'm glad that the other vendor was able to present to you. At our company we do not have any standard presentations. Each one of our presentations is highly customized based upon the client's current and future needs. Our clients appreciate this approach because it insures that we present only what is essential to them and insures that we respect their time."
Weak Eye Contact
No audience member wants to be lectured. If they wanted you to read material, they could accept your literature and skip the presentation. Instead, they want you to connect with them. Make a point to connect with the eyes of the audience with each key point you are delivering.
Sticky Floor Syndrome
There is a saying in presentation skills: "Get out of the phone booth." That simply means, don't glue your feet to the floor and limit natural gestures as if you are stuck in a phone booth. Unless you are making a speech behind a podium to a large crowd you will appear much more relaxed and approachable if you move around naturally. Keep in mind that the key area for you to deliver your presentation is the LEFT side of the screen.
Poor Ending
Don't end your presentation on a flat note. Take a cue from the great singers who end on a high note delivered with passion. With respect to our memory there is the rule of primacy and recency. It states that we remember the first and last thing we heard. Of the two, we remember the last words the most.
No Follow Up or Thank You Note
Every attendee must receive a thank you note from you. The note will summarize the top 3 to 5 Unique Competitive Advantages of your offering relative to your client's specific need. It will conclude with a listing of the Next Step - Action Items and Owners.
Forgetting Your Number One Presentation Goal
Many reps get so caught up in the content of an upcoming presentation that they lose sight of the overall goal, which is to establish or improve your level of TRUST. A presentation provides an excellent opportunity for your customer to compare your diligence and ability to consult relative to that of your competition.
Daniel Adams, author of Building Trust, Growing Sales, and creator of Trust Triangle Selling helps corporations improve their profits by optimizing the performance of their sales teams. He is a frequent and popular speaker at national sales meetings, workshops and association events. Visit www.trusttriangleselling.com
Looking for a way to add interest to your presentation that's meaningful and shows your attention to detail? Customized presentation materials like folders, binders, index tabs and pocket folders from Binders.com may be just what you're looking for! Check out their excellent prices and quality materials here.
Monday, December 7, 2009
Quote of the Week
"Pressure is a word that is misused in our vocabulary. When you start thinking of pressure, it's because you've started to think of failure." -- Tommy Lasorda
Wow! Is it weird that a quote from Tommy Lasorda got me thinking more than many others have?! How many times have you felt like you couldn't handle the pressure, and gone off into a nice moment of self-pity? I know I've done that - and I always blame the outside sources, when in reality what I'm thinking is, "I'm not capable of doing all of this, I'm going to fail."
When I think back on those situations, that's exactly what was going on! I didn't have confidence in my abilities, so when a stressful time popped up, I immediately blamed the outside sources, instead of feeling confident in my ability to handle it.
So what's the lesson? The next time you're feeling overwhelmed by the growing list of things to do, take a big breath and remember how capable you really are! Then get back to work!
Wow! Is it weird that a quote from Tommy Lasorda got me thinking more than many others have?! How many times have you felt like you couldn't handle the pressure, and gone off into a nice moment of self-pity? I know I've done that - and I always blame the outside sources, when in reality what I'm thinking is, "I'm not capable of doing all of this, I'm going to fail."
When I think back on those situations, that's exactly what was going on! I didn't have confidence in my abilities, so when a stressful time popped up, I immediately blamed the outside sources, instead of feeling confident in my ability to handle it.
So what's the lesson? The next time you're feeling overwhelmed by the growing list of things to do, take a big breath and remember how capable you really are! Then get back to work!
Friday, December 4, 2009
SalesDog Quick Tip: Always Keep the Ball in Your Court
Here's a quick follow-up tip from sales trainer Al Uszynski:
At the end of a sales call if the prospect tells you, "I'll call you if we're interested," don't accept that at face value and walk away. As salespeople we never want to agree to put the next action item 100% in the customer's hands. Too many salespeople simply agree to this only to never hear from the person again.
One way to deal with the situation is to come up with a contingency plan in case the customer doesn't happen to call you:
"So if I don't hear from you before next Thursday, I'll give you a call. Is that okay?" When the customer agrees to this, you're covered. They still may call you, but if they don't, they agreed that you should call them. When you follow up as promised, you have an opportunity to demonstrate your professionalism by keeping your promise to call on the exact day you agreed to.
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
At the end of a sales call if the prospect tells you, "I'll call you if we're interested," don't accept that at face value and walk away. As salespeople we never want to agree to put the next action item 100% in the customer's hands. Too many salespeople simply agree to this only to never hear from the person again.
One way to deal with the situation is to come up with a contingency plan in case the customer doesn't happen to call you:
"So if I don't hear from you before next Thursday, I'll give you a call. Is that okay?" When the customer agrees to this, you're covered. They still may call you, but if they don't, they agreed that you should call them. When you follow up as promised, you have an opportunity to demonstrate your professionalism by keeping your promise to call on the exact day you agreed to.
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
Thursday, December 3, 2009
Sales is a Verb
See how Diane Helbig redefines sales:
Sales is a verb. Okay, now settle down. I know if you look in the dictionary it says that "sales" is a noun. Stay with me here for just a minute. My point is that "sales" is an activity. It isn't something you do once the phone rings. It is something you have to actively participate in for your business to grow.
There are many ways to market and prospect. Your job is to consider them all and then select a handful that you are going to implement. From cold calling to social media, from public speaking to networking, there are many avenues you can take. Your goal is to get the word out about your business and to get yourself in front of the right people.
Who are those right people?
The first group is potential clients. This group does not contain everyone or every business. It does contain a number of people or companies that have a need or desire for your product or service. There may be more than one potential pool here for a variety of reasons. You may have more than one product or service that fits the needs of different segments. There may just be different segments that need that one thing that you specialize in. Whatever the case is, identify those target markets.
The second group is the people who know those prospects. These can be considered referral sources. They are people you want to get to know because they interact with your prospects. You want these referral sources thinking about you and referring you when they uncover or identify a potential client for you. You, of course, can be doing the same thing for them.
How do you get in front of them?
Depending on what you sell, who you sell it to, and who you are, you need to identify a handful of marketing and prospecting methods that you will use. Because sales is an activity you want to have methods that you can implement in concert with each other. This helps build energy and activity around your business.
I submit that if you pick one at a time you will find it difficult to generate real activity and interest in your product or service. Whatever you choose, make sure they are methods that require action on your part. For example, if you are going to send an introductory letter, end it with a statement about how you will be following up with the prospect. Not the other way around!
If you send out a mailer or deliver flyers to businesses in your area, follow them up with a phone call. Don't expect your phone to ring simply because you dropped off a piece of paper.
Make sure you choose methods that fit with who you are. If you are uncomfortable talking to a group of more than 3 people, don't pick public speaking. The key is to select the methods that map with who you are so you'll do them. I'm not a big fan of cold calling so to include it in my plan is a bad idea. I don't like it so I won't do it. So much for activity! It really matters that you consider a variety of possibilities and choose the ones that you feel comfortable with. It's the way you ensure the implementation.
And don't forget about your current clients. They are a great pool of potential business. Keeping in contact with them will help you find out what's going on with them. You'll be able to uncover whether there are any additional opportunities there. It isn't their responsibility to reach out to you. Remember, sales is an activity. Don't miss out on these possible opportunities. I see too many business owners and salespeople who believe that their clients will call them when they need something. Then they are surprised to find out the client went someplace else. Didn't they know we offered that, they ask themselves? Well, no; not if you haven't been in front of them, talking with them, and building the relationships with them.
Getting the picture? Great! When you realize that your business growth is up to you and the action you take, you'll be way ahead of the game. You'll no longer sit by the phone waiting for it to ring. Instead, you'll be picking it up and reaching out to others.
Now you can see what I meant at the beginning - sales is a VERB. So go on, take action; go get that business! It's not going to come get you!
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
Sales is a verb. Okay, now settle down. I know if you look in the dictionary it says that "sales" is a noun. Stay with me here for just a minute. My point is that "sales" is an activity. It isn't something you do once the phone rings. It is something you have to actively participate in for your business to grow.
There are many ways to market and prospect. Your job is to consider them all and then select a handful that you are going to implement. From cold calling to social media, from public speaking to networking, there are many avenues you can take. Your goal is to get the word out about your business and to get yourself in front of the right people.
Who are those right people?
The first group is potential clients. This group does not contain everyone or every business. It does contain a number of people or companies that have a need or desire for your product or service. There may be more than one potential pool here for a variety of reasons. You may have more than one product or service that fits the needs of different segments. There may just be different segments that need that one thing that you specialize in. Whatever the case is, identify those target markets.
The second group is the people who know those prospects. These can be considered referral sources. They are people you want to get to know because they interact with your prospects. You want these referral sources thinking about you and referring you when they uncover or identify a potential client for you. You, of course, can be doing the same thing for them.
How do you get in front of them?
Depending on what you sell, who you sell it to, and who you are, you need to identify a handful of marketing and prospecting methods that you will use. Because sales is an activity you want to have methods that you can implement in concert with each other. This helps build energy and activity around your business.
I submit that if you pick one at a time you will find it difficult to generate real activity and interest in your product or service. Whatever you choose, make sure they are methods that require action on your part. For example, if you are going to send an introductory letter, end it with a statement about how you will be following up with the prospect. Not the other way around!
If you send out a mailer or deliver flyers to businesses in your area, follow them up with a phone call. Don't expect your phone to ring simply because you dropped off a piece of paper.
Make sure you choose methods that fit with who you are. If you are uncomfortable talking to a group of more than 3 people, don't pick public speaking. The key is to select the methods that map with who you are so you'll do them. I'm not a big fan of cold calling so to include it in my plan is a bad idea. I don't like it so I won't do it. So much for activity! It really matters that you consider a variety of possibilities and choose the ones that you feel comfortable with. It's the way you ensure the implementation.
And don't forget about your current clients. They are a great pool of potential business. Keeping in contact with them will help you find out what's going on with them. You'll be able to uncover whether there are any additional opportunities there. It isn't their responsibility to reach out to you. Remember, sales is an activity. Don't miss out on these possible opportunities. I see too many business owners and salespeople who believe that their clients will call them when they need something. Then they are surprised to find out the client went someplace else. Didn't they know we offered that, they ask themselves? Well, no; not if you haven't been in front of them, talking with them, and building the relationships with them.
Getting the picture? Great! When you realize that your business growth is up to you and the action you take, you'll be way ahead of the game. You'll no longer sit by the phone waiting for it to ring. Instead, you'll be picking it up and reaching out to others.
Now you can see what I meant at the beginning - sales is a VERB. So go on, take action; go get that business! It's not going to come get you!
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
Wednesday, December 2, 2009
Using Email Effectively in Tele-Sales
There's been a lot of talk about the use of email when prospecting, especially in the world of tele-sales. After all, it's a big change, and you want to make sure it's used effectively in unison with your calls. Today tele-sales expert Art Sobczak explains how to use email in conjunction with your calls to increase sales and remain productive.
I regularly get questions about how to use email effectively in sales/telesales. Of course as with all general questions the answers can vary depending on a number of variables such as complexity of sale, source of lead, industry, etc.
In general, here's how I typically answer:
If a sales rep is spending the bulk of his/her time writing and sending introductory emails instead of calling, that is likely "call avoidance." Here are great times to send emails:
1. Right after a call, summarizing the details of the call, their interest, and what is to happen next.
2. Right before the next call, perhaps the day before, or maybe a few hours before. Let them know you look forward to speaking with them, remind them of what they were to do, what you did, and bring something new to the table of value, perhaps some new information.
This gives you two "touches" between calls, and provides a better chance that they will do what they committed to on the previous call.
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
I regularly get questions about how to use email effectively in sales/telesales. Of course as with all general questions the answers can vary depending on a number of variables such as complexity of sale, source of lead, industry, etc.
In general, here's how I typically answer:
If a sales rep is spending the bulk of his/her time writing and sending introductory emails instead of calling, that is likely "call avoidance." Here are great times to send emails:
1. Right after a call, summarizing the details of the call, their interest, and what is to happen next.
2. Right before the next call, perhaps the day before, or maybe a few hours before. Let them know you look forward to speaking with them, remind them of what they were to do, what you did, and bring something new to the table of value, perhaps some new information.
This gives you two "touches" between calls, and provides a better chance that they will do what they committed to on the previous call.
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, December 1, 2009
7 Disciplines for High Performance
There's so much to do in one day, that creating priorities and sticking to them is an essential part of success. Today sales trainer Brian Tracy shares his seven disciplines you must develop if you want to achieve all that is possible for you.
Goal Setting
Every morning, take three to five minutes to write out your top goals in the present tense. Get a spiral notebook for this purpose. By writing out your ten goals at the beginning of each day, you will program them deep into your subconscious mind.
This daily goal writing will activate your mental powers. It will stimulate your mind and make you more alert. Throughout the day, you will see opportunities and possibilities to move more rapidly toward your goals.
Planning and Organizing
Take a few minutes, preferably the night before, to plan out every activity of the coming day. Always work from a list. Always think on paper. This is one of the most powerful and important disciplines of all for high performance.
Priority Setting
The essence of all time management, personal management, and life management is contained in your ability to set the proper priorities on the use of your time. This is essential for high performance.
Concentration on your Highest-Value Activities
Your ability to work single-mindedly on your most important task will contribute as much to your success as any other discipline you can develop.
Exercise and Proper Nutrition
Your health is more important than anything else. By disciplining yourself to exercise regularly and to eat carefully, you will promote the highest possible levels of health and fitness throughout your life.
Learning and Growth
Your mind is like a muscle. If you don't use it, you lose it. Continuous learning is the minimum requirement for success in any field.
Time for Important People in your Life
Relationships are everything. Be sure that in climbing the ladder of success, you do not find it leaning against the wrong building. Build time for your relationships into every day, no matter how busy you get.
Action Exercise
These seven disciplines will ensure that you perform at the highest level and get the greatest satisfaction and results from everything you do. Study these seven disciplines and then make a plan for how you can incorporate each of them into your daily life.
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. Learn more at www.briantracy.com
Goal Setting
Every morning, take three to five minutes to write out your top goals in the present tense. Get a spiral notebook for this purpose. By writing out your ten goals at the beginning of each day, you will program them deep into your subconscious mind.
This daily goal writing will activate your mental powers. It will stimulate your mind and make you more alert. Throughout the day, you will see opportunities and possibilities to move more rapidly toward your goals.
Planning and Organizing
Take a few minutes, preferably the night before, to plan out every activity of the coming day. Always work from a list. Always think on paper. This is one of the most powerful and important disciplines of all for high performance.
Priority Setting
The essence of all time management, personal management, and life management is contained in your ability to set the proper priorities on the use of your time. This is essential for high performance.
Concentration on your Highest-Value Activities
Your ability to work single-mindedly on your most important task will contribute as much to your success as any other discipline you can develop.
Exercise and Proper Nutrition
Your health is more important than anything else. By disciplining yourself to exercise regularly and to eat carefully, you will promote the highest possible levels of health and fitness throughout your life.
Learning and Growth
Your mind is like a muscle. If you don't use it, you lose it. Continuous learning is the minimum requirement for success in any field.
Time for Important People in your Life
Relationships are everything. Be sure that in climbing the ladder of success, you do not find it leaning against the wrong building. Build time for your relationships into every day, no matter how busy you get.
Action Exercise
These seven disciplines will ensure that you perform at the highest level and get the greatest satisfaction and results from everything you do. Study these seven disciplines and then make a plan for how you can incorporate each of them into your daily life.
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. Learn more at www.briantracy.com
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