Sometimes a quick, to-the-point list is the only way to go. Today sales trainer Kelley Robertson shares a list of things salespeople do that irk decision makers. Yikes! Make sure you're not doing any of these!
Sales people do a variety of things that irk decision makers and prospects and prevent them from moving the sales process forward. Here are 11 of them:
1. Sales people who can't articulate their value proposition.
2. Sales people who call to "touch base" or "check in".
3. Sales people that go overtime during sales calls and presentations.
4. Sales people who misrepresent themselves to executive assistants in order to get connected with the decision maker.
5. Sales people that ask basic questions that could be answered by a subordinate or a quick browse through the prospect's website.
6. Sales people that deliver a canned pitch, presentation or proposal.
7. Sales people who leave a long and rambling voice mail message with little or no value.
8. Sales people who claim their solution is "easy" to implement.
9. Sales people that use outdated closing tactics.
10. Sales people that waste time trying to "build rapport".
11. Sales people who misrepresent their offering.
Hopefully, you aren't guilty of irking your prospects with these. Once you instigate the irk factor, it becomes much more difficult to move the sales process forward.
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, March 10, 2011
Wednesday, March 9, 2011
5 Keys to Uncommon Email Prospecting Results
Email is a huge part of selling now - but it's definitely not easy! Today sales trainer Kendra Lee tells you how to get amazing results from email prospecting.
A big part of selling has always been finding a way to stand out from the crowd. Amazingly, that sometimes means just coming across like an actual person. Nowhere is this more true than with email prospecting and lead generation, where sending messages that look automated is the kiss of death in your prospect's in box.
Remember the Glimpse Factor - it takes prospects three seconds or less to decide whether they want to read your email, have time to deal with it, or can delete it without any consequences. And since deep down they might want to get rid of it and get back to work, it's up to you to make them feel like they need to respond right way.
Nobody answers mass marketing emails.
So, if a prospect is going to read your email, much less respond, it needs to seem like it came from a colleague, not a faceless Internet marketing firm. The best way to get uncommon email results is definitely to avoid looking like the common email marketer.
Here are a few things to try to increase your response rate.
1. Write subject lines that invite a quick response. If your prospect can't glean the purpose of your email from the headline, then it's probably not going to make it through the delete barrier. I like to use something that sounds personal like: "Can you talk Monday at 2pm?" Of course your subject must relate to the body of your email, so if you ask for a meeting Monday at 2pm, make sure you ask again in your email.
2. Start your email with a statement, not a question. How many messages do you send to your customers that begin with a question? That's right, none of them. Avoid the temptation to try to pique your prospect's interest with this tactic - it just doesn't work.
3. Use paragraphs rather than bullet points. This just tips contacts off to the fact that you're trying to sell them something. While your real objective is to make the email easier to read, your prospect is thinking "sales person - delete!" Use bullets once you have a working relationship, but stay away from them in your prospecting emails.
4. Send your message without fancy graphics or headers. There's nothing wrong with text, a few paragraphs, and a single link in your email message. Complicated layouts and pictures make it more likely that your note will be caught by a spam filter. And besides, how often do you put large graphic headers at the top of your client emails? The point is to look like you just dashed off a note to a colleague or customer, so forget the extras.
5. Write to another person. If your message doesn't read like something that could be spoken naturally, you have a problem. The idea is to connect with your prospect on a personal level and invite them to take action, not convince them that you're part of a faceless organization. Envision a customer and write your email as if you were sending it to him or her. Be sure that your message focuses on your prospects' issues or triggering events, not on your company. That's good selling advice in any situation, since customers care more about their needs than your generic solution features and benefits. Keep revising your emails until you have something that sounds natural and customer-focused, because that's what buyers - like all humans - respond to.
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
A big part of selling has always been finding a way to stand out from the crowd. Amazingly, that sometimes means just coming across like an actual person. Nowhere is this more true than with email prospecting and lead generation, where sending messages that look automated is the kiss of death in your prospect's in box.
Remember the Glimpse Factor - it takes prospects three seconds or less to decide whether they want to read your email, have time to deal with it, or can delete it without any consequences. And since deep down they might want to get rid of it and get back to work, it's up to you to make them feel like they need to respond right way.
Nobody answers mass marketing emails.
So, if a prospect is going to read your email, much less respond, it needs to seem like it came from a colleague, not a faceless Internet marketing firm. The best way to get uncommon email results is definitely to avoid looking like the common email marketer.
Here are a few things to try to increase your response rate.
1. Write subject lines that invite a quick response. If your prospect can't glean the purpose of your email from the headline, then it's probably not going to make it through the delete barrier. I like to use something that sounds personal like: "Can you talk Monday at 2pm?" Of course your subject must relate to the body of your email, so if you ask for a meeting Monday at 2pm, make sure you ask again in your email.
2. Start your email with a statement, not a question. How many messages do you send to your customers that begin with a question? That's right, none of them. Avoid the temptation to try to pique your prospect's interest with this tactic - it just doesn't work.
3. Use paragraphs rather than bullet points. This just tips contacts off to the fact that you're trying to sell them something. While your real objective is to make the email easier to read, your prospect is thinking "sales person - delete!" Use bullets once you have a working relationship, but stay away from them in your prospecting emails.
4. Send your message without fancy graphics or headers. There's nothing wrong with text, a few paragraphs, and a single link in your email message. Complicated layouts and pictures make it more likely that your note will be caught by a spam filter. And besides, how often do you put large graphic headers at the top of your client emails? The point is to look like you just dashed off a note to a colleague or customer, so forget the extras.
5. Write to another person. If your message doesn't read like something that could be spoken naturally, you have a problem. The idea is to connect with your prospect on a personal level and invite them to take action, not convince them that you're part of a faceless organization. Envision a customer and write your email as if you were sending it to him or her. Be sure that your message focuses on your prospects' issues or triggering events, not on your company. That's good selling advice in any situation, since customers care more about their needs than your generic solution features and benefits. Keep revising your emails until you have something that sounds natural and customer-focused, because that's what buyers - like all humans - respond to.
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
Monday, March 7, 2011
Quote of the Week
"Only those who constantly retool themselves stand a chance of staying employed in the years ahead." -- Tom Peters, Author
In today's economy, you have to be persistent, determined, and most of all - creative! Keep your sales process fresh and innovative, and be thinking ahead, and you'll stay at the top!
In today's economy, you have to be persistent, determined, and most of all - creative! Keep your sales process fresh and innovative, and be thinking ahead, and you'll stay at the top!
Friday, March 4, 2011
In a Sales Slump? How Watching Seinfeld Can Help
I love when people find sales inspiration in unlikely places - and business coach Tom Kelly found it in a very unlikely place - a Seinfeld episode!
I was watching an old re-run of Seinfeld the other day. The episode was called, "The Opposite". In the episode, George Costanza realizes that everything he's been doing his entire life has led to his current situation, a life of misery. So, he figures that if he does everything the opposite of what he has done in the past, he will create the opposite results. As the episode goes on, George ends up attracting a beautiful woman, a new job with the Yankees, and everything he touches turns to gold!
While the episode is pretty funny, there is something we can learn from it as sales people. Sometimes we get stuck in the routine of taking the same actions that we have always taken. Or, worse yet, we do the same things that every other sales person in our industry is doing.
Not to pick on the real estate industry, but this industry is a great example of this. Most real estate agents are a "dime a dozen" because they all follow the same steps, thus generating the same results. As a potential client, there is no difference between one agent and the next, and therefore no strong value proposition for the client.
I once asked one of my real estate broker clients how she consistently produced outstanding results with her business (she is in the top 1% nationally), and she told me that she looks at what all the other agents are doing, and does something completely different! Ah...the Costanza Principle in action! Beautiful!
So, I encourage you to take a look at your approach to selling, and if you aren't getting the results you want, consider doing something completely different, or even exactly opposite, of what you are doing now. You might find in the process that not only do you set yourself apart from the rest of your competition, but you also might find yourself with a large amount of new business!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
I was watching an old re-run of Seinfeld the other day. The episode was called, "The Opposite". In the episode, George Costanza realizes that everything he's been doing his entire life has led to his current situation, a life of misery. So, he figures that if he does everything the opposite of what he has done in the past, he will create the opposite results. As the episode goes on, George ends up attracting a beautiful woman, a new job with the Yankees, and everything he touches turns to gold!
While the episode is pretty funny, there is something we can learn from it as sales people. Sometimes we get stuck in the routine of taking the same actions that we have always taken. Or, worse yet, we do the same things that every other sales person in our industry is doing.
Not to pick on the real estate industry, but this industry is a great example of this. Most real estate agents are a "dime a dozen" because they all follow the same steps, thus generating the same results. As a potential client, there is no difference between one agent and the next, and therefore no strong value proposition for the client.
I once asked one of my real estate broker clients how she consistently produced outstanding results with her business (she is in the top 1% nationally), and she told me that she looks at what all the other agents are doing, and does something completely different! Ah...the Costanza Principle in action! Beautiful!
So, I encourage you to take a look at your approach to selling, and if you aren't getting the results you want, consider doing something completely different, or even exactly opposite, of what you are doing now. You might find in the process that not only do you set yourself apart from the rest of your competition, but you also might find yourself with a large amount of new business!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
Thursday, March 3, 2011
7 Disciplines for High Performance
Sales expert Brian Tracy always explains things in an easy-to-understand, easy-to-implement way. Today he discusses the seven disciplines you must develop to be at your best.
There are seven disciplines you must develop if you want to achieve all that is possible for you. You can learn these disciplines through practice and repetition until they become automatic.
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
There are seven disciplines you must develop if you want to achieve all that is possible for you. You can learn these disciplines through practice and repetition until they become automatic.
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
Wednesday, March 2, 2011
Why You Need to Watch American Idol
American Idol isn't just important for keeping up with conversations around the water cooler - it's also a great source of sales tips and inspirations! Here's why sales trainer Kelley Robertson says you should be watching this show:
Here are 4 key lessons sales people can learn from American Idol.
EVERY performance counts. Many think that this "next performance" is their most important one or that it's okay to make a mistake because their previous performances have been good. However, in a competition like this, you seldom get a second chance.
Every sales call or meeting is important which means you need to make a favorable impression.
Winning requires emotional strength. It's not uncommon to see emotional breakdowns and watch people choke under pressure. Selling is no different. It gets tougher every year and the competition becomes fiercer.
You need more than natural talent. The people who progress through the competition listen to the judges and incorporate their feedback into subsequent performances.
How hard do you work at developing your sales talent? Do you read books, attend webinars, workshops and conferences?
Put 100 percent effort. This ties in with the first point but it goes a bit deeper. It is critical to put 100 percent effort into every performance, every practise, and every song. One performer put so much effort into his performance he burst into tears afterwards-he left everything on the stage.
Do you put EVERYTHING into all of your sales calls, meetings and presentations? Are you emotionally drained at the end of a day?
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 are 4 key lessons sales people can learn from American Idol.
EVERY performance counts. Many think that this "next performance" is their most important one or that it's okay to make a mistake because their previous performances have been good. However, in a competition like this, you seldom get a second chance.
Every sales call or meeting is important which means you need to make a favorable impression.
Winning requires emotional strength. It's not uncommon to see emotional breakdowns and watch people choke under pressure. Selling is no different. It gets tougher every year and the competition becomes fiercer.
You need more than natural talent. The people who progress through the competition listen to the judges and incorporate their feedback into subsequent performances.
How hard do you work at developing your sales talent? Do you read books, attend webinars, workshops and conferences?
Put 100 percent effort. This ties in with the first point but it goes a bit deeper. It is critical to put 100 percent effort into every performance, every practise, and every song. One performer put so much effort into his performance he burst into tears afterwards-he left everything on the stage.
Do you put EVERYTHING into all of your sales calls, meetings and presentations? Are you emotionally drained at the end of a day?
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.
Tuesday, March 1, 2011
How to Lose Like a Winner
I often find sales trainer Tom Reilly's articles very inspirational. He looks at sales from a world view, or life view - meaning sales isn't everything. He puts sales into perspective. Today's article does just that!
Sales is a metaphor for life: You win some, and you lose some. In sales, you work hard for an order, but it may not happen. In life, you work hard to achieve a goal, but it may not happen. That's reality. The question is, "What do you do with that reality?"
Some people fail and choose to learn from it; other people fail and internalize it. Some people that fail re-dedicate themselves to their passions and give it another try. Some people that fail fill themselves with bitterness and resentment.
Learning from failure means treating it as feedback: What did you learn from the experience? Internalizing failure means believing that you are a loser versus seeing it as an outcome of your attempting to accomplish a goal or make a sale. On one hand, it is a learning experience; on the other hand, it is a blow to your self-esteem.
Harboring resentment toward another person - a boss, customer, or someone else - that got in the way of your achieving a goal is like taking poison and hoping the other person gets sick. Laura Hildebrand wrote in her new book, Unbroken, "The paradox of vengefulness is that it makes men dependent upon those who have harmed them, believing that their release from pain will come only when they make their tormentors suffer."
Winning feels good. Losing feels bad. Both, for a while. Then, it is time to get back to work. Feel the joy when you succeed. Feel the disappointment when you fail. Learn from both. Treat both as feedback. Liberate yourself by releasing the grip that resentment has on you, and you can lose like a winner.
Tom Reilly, president of Tom Reilly Training, is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers. Learn more at www.TomReillyTraining.com
Sales is a metaphor for life: You win some, and you lose some. In sales, you work hard for an order, but it may not happen. In life, you work hard to achieve a goal, but it may not happen. That's reality. The question is, "What do you do with that reality?"
Some people fail and choose to learn from it; other people fail and internalize it. Some people that fail re-dedicate themselves to their passions and give it another try. Some people that fail fill themselves with bitterness and resentment.
Learning from failure means treating it as feedback: What did you learn from the experience? Internalizing failure means believing that you are a loser versus seeing it as an outcome of your attempting to accomplish a goal or make a sale. On one hand, it is a learning experience; on the other hand, it is a blow to your self-esteem.
Harboring resentment toward another person - a boss, customer, or someone else - that got in the way of your achieving a goal is like taking poison and hoping the other person gets sick. Laura Hildebrand wrote in her new book, Unbroken, "The paradox of vengefulness is that it makes men dependent upon those who have harmed them, believing that their release from pain will come only when they make their tormentors suffer."
Winning feels good. Losing feels bad. Both, for a while. Then, it is time to get back to work. Feel the joy when you succeed. Feel the disappointment when you fail. Learn from both. Treat both as feedback. Liberate yourself by releasing the grip that resentment has on you, and you can lose like a winner.
Tom Reilly, president of Tom Reilly Training, is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers. Learn more at www.TomReillyTraining.com
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