Sometimes all it takes is a little creativity. Read this story from sales expert Anne Miller, as well as her thoughts on how you can apply the same creativity in your sales, and you'll be luring in the big fish in no time.
A young man from Texas moves to California and goes to a large department store for a job.
Manager says: "Have any sales experience?"
Fellow replies: "Yes, I sold some back home."
Manager liked him, hired him, and said, "You start tomorrow. I'll come down at the end of the day to see how you did."
The new hire's day was rough, but he got through it. The sales manager came down as promised at the end of the day.
"How many sales did you make?" he asked.
"One," said the new hire.
"Just one?" Said the manager. "How much was it?"
New hire said, "$101,237.74."
Manager said, "$101,237.74! What did you sell?"
The new hire said, "First, I sold him a small fish hook. Then I sold him a medium fish hook. Then I sold him a larger fish hook. Then I sold him a new fishing rod. Then I asked him where he was going fishing and he said down the coast, so I told him he was going to need a boat. So we went down to the boat department and I sold him that twin engine Chris Craft. Then he said he didn't think his Honda Civic would pull it, so I took him down to the auto department and sold him that 4X4 Blazer."
The manager said, "A guy came in here today to buy a fish hook and you sold him a boat and truck?"
The new hire said, "No, he came in here to buy medicine for his wife who had the beginnings of a two-day migraine, and I said, 'Well, since your weekend's shot, you might as well go fishing."
Turning "Migraines" Into Opportunities
I love this story for what it reminds us as salespeople to do: listen to the client and come up with bigger and more creative solutions than the client ever thought of to deal with his current problem. Times may be difficult but clients still have needs and therein are your opportunities.
Find those opportunities by asking these seven questions:
1. What issues are you facing today?
2. What are these costing you (in revenue, ROI, market share, efficiencies, productivity, morale, turnover, other?)
3. What is the urgency to resolve these?
4. What will happen if no action is taken?
5. Who has to get involved to take necessary actions to address these issues?
6. What options are you looking at? Why?
7. What would be most useful to you now?
With the answers to these questions as context, you are in a very good position to figure out what you can offer to be of real value to them now that they most likely have not yet considered.
Anne Miller is a popular sales and presentations expert and author of the book, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone. Her free newsletter is available at www.AnneMiller.com
Friday, May 29, 2009
Thursday, May 28, 2009
Cold Calling 101 - Preparation is Key
While many people think the call itself is the most important aspect of a cold call, sales trainer Dr. Drew Stevens thinks there's a lot more to it - and we'd have to agree. He's outlined a few of the things you must do before picking up the phone to make a cold call. Not being prepared will leave you with little success. Prepare for success, and you'll achieve it.
1. Call Preparation
Call preparation is the single most imperative idea about cold calling. Before you make a call, you should understand the client, the industry, and perhaps any competitive issues. Never call a client without premise.
Since your mission is to establish a relationship, you need to consider whom you will call and your call motive. Names of those to call can be purchased through database management systems, or obtained through referrals or reading industry periodicals.
2. Competitive Analysis
Once you obtain the required company information, it's time to conduct your competitive analysis. Useful information related to prospective competitors to the buyer is helpful in understanding industry issues affecting the client. A sincere understanding of client issues assists in promoting a stronger relationship.
3. Value Proposition not Elevator Speech
The proliferation of the Internet has made it easier for prospective clients to gain information on you, and with so many competitive players, detailing your services to clients begins to sound ubiquitous to them. Heard one, heard them all as the cliche goes.
Organizations today require focus on two complicated issues: productivity and profitability. Your mission is to create a succinct message that addresses these concerns. In other words, you need to depict your value and outcomes in a succinct method so that prospective clients understand your differentiation.
So, there you go. Research and create a way to differentiate yourself before the call, and your day will be much more successful.
Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com
1. Call Preparation
Call preparation is the single most imperative idea about cold calling. Before you make a call, you should understand the client, the industry, and perhaps any competitive issues. Never call a client without premise.
Since your mission is to establish a relationship, you need to consider whom you will call and your call motive. Names of those to call can be purchased through database management systems, or obtained through referrals or reading industry periodicals.
2. Competitive Analysis
Once you obtain the required company information, it's time to conduct your competitive analysis. Useful information related to prospective competitors to the buyer is helpful in understanding industry issues affecting the client. A sincere understanding of client issues assists in promoting a stronger relationship.
3. Value Proposition not Elevator Speech
The proliferation of the Internet has made it easier for prospective clients to gain information on you, and with so many competitive players, detailing your services to clients begins to sound ubiquitous to them. Heard one, heard them all as the cliche goes.
Organizations today require focus on two complicated issues: productivity and profitability. Your mission is to create a succinct message that addresses these concerns. In other words, you need to depict your value and outcomes in a succinct method so that prospective clients understand your differentiation.
So, there you go. Research and create a way to differentiate yourself before the call, and your day will be much more successful.
Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com
Wednesday, May 27, 2009
Get the Stuck Sale Moving - Part 2
Yesterday Paul Cherry gave us some practical tips for dealing with a stalled sale. His advice will help you weed out potential buyers from the time-wasters and advance the sale. Here's his step-by-step advice for handling these common stalls.
2. "I need to talk it over with..."
You can take a similar approach with stalling questions such as "We need to discuss this," or "I need to think it over."
Agree: "Of course. I'm happy to hear you're taking that step. When would be a good time for me to follow up with you?"
Clarify: For "talk it over" prospects, the most important clarifying question is, "Is this something you're willing to recommend to ____?" If the answer is anything less than an enthusiastic yes, you need to be careful. Is this the person you want to act as your representative within the company? Try to understand any objections or suggest a joint meeting.
Legitimize: "Assuming for a minute that you're meeting with your boss (board, team leader, etc.), what will you be sharing with him?" Be careful how you ask these questions. The idea isn't to push prospects into advocating for you, but to find out how they feel. You might, for example, preface your questions by saying, "Just so I can be sure I've given you everything you need, let me ask you..."
3. "Call me back in three months"
Agree: Make sure that you agree to set a specific time for your return call. This increases the odds that you'll actually reach the person when you call.
Clarify and legitimize: You can often combine these two steps. "So that I can be prepared for my next call to you, can you tell me what will be occurring between now and then?" In other words, find out why the prospect thinks the discussion will be more relevant in three months as opposed to today. If he can't give you a good answer - or won't commit to a specific time for the call - chances are he's simply putting you off.
Paul Cherry, President and CEO, Performance Based Results has 20 years experience as a sales training consultant with an emphasis placed on sales training, leadership development, sales coaching and leadership coaching. Visit his website at: www.PBResults.com.
2. "I need to talk it over with..."
You can take a similar approach with stalling questions such as "We need to discuss this," or "I need to think it over."
Agree: "Of course. I'm happy to hear you're taking that step. When would be a good time for me to follow up with you?"
Clarify: For "talk it over" prospects, the most important clarifying question is, "Is this something you're willing to recommend to ____?" If the answer is anything less than an enthusiastic yes, you need to be careful. Is this the person you want to act as your representative within the company? Try to understand any objections or suggest a joint meeting.
Legitimize: "Assuming for a minute that you're meeting with your boss (board, team leader, etc.), what will you be sharing with him?" Be careful how you ask these questions. The idea isn't to push prospects into advocating for you, but to find out how they feel. You might, for example, preface your questions by saying, "Just so I can be sure I've given you everything you need, let me ask you..."
3. "Call me back in three months"
Agree: Make sure that you agree to set a specific time for your return call. This increases the odds that you'll actually reach the person when you call.
Clarify and legitimize: You can often combine these two steps. "So that I can be prepared for my next call to you, can you tell me what will be occurring between now and then?" In other words, find out why the prospect thinks the discussion will be more relevant in three months as opposed to today. If he can't give you a good answer - or won't commit to a specific time for the call - chances are he's simply putting you off.
Paul Cherry, President and CEO, Performance Based Results has 20 years experience as a sales training consultant with an emphasis placed on sales training, leadership development, sales coaching and leadership coaching. Visit his website at: www.PBResults.com.
Tuesday, May 26, 2009
Get the Stuck Sale Moving
Welcome back! We hope you enjoyed the long weekend! Over the next two days sales trainer and author Paul Cherry will share some advice and concrete examples on how to move a stuck sale forward. If you encounter these put-offs while selling (and really, who doesn't?) then you'll be grateful for these tips on how to move past them towards the sale.
"Fence-sitters can take up inordinate amounts of your time and energy, often with little to show at the end," says Cherry. "The problem is some of the best customers are also slow to decide - especially in the relationship's initial stages. So how can you sort out the real opportunities from the dead-enders? Try the following three-step approach to get the sales process moving - or figure out whether it's time for you to move on."
Agree Clarify and Legitimize
First you agree with the prospect, then you ask for clarification, and finally, you ask a question designed to uncover whether there's a legitimate sales opportunity for you. The questions are respectful. The entire process takes only a few minutes, and it can save considerable wheel-spinning - for you and the prospect.
Here's one scenario showing how it works - we'll focus on two more tomorrow:
1. "Send me more information"
It's hard to know what prospects mean when they tell you this. Some salespeople regard it as a guaranteed blow-off, but real prospects will often start here as well. The only way to find out is to ask!
Agree: "I'd be glad to send you information."
Clarify: "So that I get you the right information, what specifically are you looking for?" If the prospect answers using action-oriented words, there's a good chance this is a genuine opportunity: "We're looking to achieve ... fix ... solve ... avoid ... improve...." These words suggest that the prospect has already identified his or her problems and accepted that change is necessary. If the prospect says, "Send me whatever you have," it's not a real opportunity. Time to move on.
Legitimize: Project your prospect into the future so that she can walk you through the decision-making process; for example: "You'll receive the information by Monday. Assuming you'll need some time to look it over, when should I call back to follow up?" Once you have a time frame established, continue: "And assuming you've reviewed the information and like what you see, what do you feel would happen next?" The prospect's answer will give you a clear sense of whether the opportunity is worth investing in.
Paul Cherry, President and CEO, Performance Based Results has 20 years experience as a sales training consultant with an emphasis placed on sales training, leadership development, sales coaching and leadership coaching. Visit his website at: www.PBResults.com.
"Fence-sitters can take up inordinate amounts of your time and energy, often with little to show at the end," says Cherry. "The problem is some of the best customers are also slow to decide - especially in the relationship's initial stages. So how can you sort out the real opportunities from the dead-enders? Try the following three-step approach to get the sales process moving - or figure out whether it's time for you to move on."
Agree Clarify and Legitimize
First you agree with the prospect, then you ask for clarification, and finally, you ask a question designed to uncover whether there's a legitimate sales opportunity for you. The questions are respectful. The entire process takes only a few minutes, and it can save considerable wheel-spinning - for you and the prospect.
Here's one scenario showing how it works - we'll focus on two more tomorrow:
1. "Send me more information"
It's hard to know what prospects mean when they tell you this. Some salespeople regard it as a guaranteed blow-off, but real prospects will often start here as well. The only way to find out is to ask!
Agree: "I'd be glad to send you information."
Clarify: "So that I get you the right information, what specifically are you looking for?" If the prospect answers using action-oriented words, there's a good chance this is a genuine opportunity: "We're looking to achieve ... fix ... solve ... avoid ... improve...." These words suggest that the prospect has already identified his or her problems and accepted that change is necessary. If the prospect says, "Send me whatever you have," it's not a real opportunity. Time to move on.
Legitimize: Project your prospect into the future so that she can walk you through the decision-making process; for example: "You'll receive the information by Monday. Assuming you'll need some time to look it over, when should I call back to follow up?" Once you have a time frame established, continue: "And assuming you've reviewed the information and like what you see, what do you feel would happen next?" The prospect's answer will give you a clear sense of whether the opportunity is worth investing in.
Paul Cherry, President and CEO, Performance Based Results has 20 years experience as a sales training consultant with an emphasis placed on sales training, leadership development, sales coaching and leadership coaching. Visit his website at: www.PBResults.com.
Friday, May 22, 2009
Recognizing Buying Signals
If you're new to sales, or just looking for a refresher course, this advice from sales trainer Colleen Francis is important to remember. A reader recently asked her how to recognize buying signals - something we all should be able to do! Read on to make sure you're ready to recognize, and capitalize, on buying signals.
"Listening to the client and recognizing buying signals as your opportunity to close will help you get more deals done more quickly," says Francis. "To do this effectively you will need to know the signals and the appropriate responses."
Here are some common statements / signals your client may make during the sales presentation or process:
Signal: "I could likely have a few people help me with that."
Response: "Great. Do you have their names now?"
Signal: "That would work well with my plans to..."
Response: "Tell me how."
Note: Although this doesn't go for the close directly it helps them reinforce the benefits, and puts them in a position where they are visualizing ownership even more.
Signal: "Mary would be the lady who would help you with the paperwork..."
Response: "Good. Tell me a little about Mary. May I have her contact information?"
Note: We want to get them involved in discussing and planning the details of the next step (meaning the sale). Also, by getting others involved, of course they're deep into the transaction.
Possible Buying Signal: They relate an experience with a competitor, or a similar type of product or even if it was negative. "I talked to another consultant once about this program and didn't have a great experience."
Response: "Oh? What happened?"
Note: This could mean that they're open to your service, and are hesitant because they were burned before and need to be assured that you are different. You need to get the details first. Dig deep. Keep them talking. The more you have, the more you're able to deal with reasons, not symptoms.
"Your job is to keep the conversations moving towards the sale," says Francis. "In other words: ask questions!"
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Learn more at www.EngageSelling.com
The SalesDog blog will be quiet on Monday as we take the day off to spend time with our families and remember those that have served our country. We'll see you on Tuesday!
"Listening to the client and recognizing buying signals as your opportunity to close will help you get more deals done more quickly," says Francis. "To do this effectively you will need to know the signals and the appropriate responses."
Here are some common statements / signals your client may make during the sales presentation or process:
Signal: "I could likely have a few people help me with that."
Response: "Great. Do you have their names now?"
Signal: "That would work well with my plans to..."
Response: "Tell me how."
Note: Although this doesn't go for the close directly it helps them reinforce the benefits, and puts them in a position where they are visualizing ownership even more.
Signal: "Mary would be the lady who would help you with the paperwork..."
Response: "Good. Tell me a little about Mary. May I have her contact information?"
Note: We want to get them involved in discussing and planning the details of the next step (meaning the sale). Also, by getting others involved, of course they're deep into the transaction.
Possible Buying Signal: They relate an experience with a competitor, or a similar type of product or even if it was negative. "I talked to another consultant once about this program and didn't have a great experience."
Response: "Oh? What happened?"
Note: This could mean that they're open to your service, and are hesitant because they were burned before and need to be assured that you are different. You need to get the details first. Dig deep. Keep them talking. The more you have, the more you're able to deal with reasons, not symptoms.
"Your job is to keep the conversations moving towards the sale," says Francis. "In other words: ask questions!"
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Learn more at www.EngageSelling.com
The SalesDog blog will be quiet on Monday as we take the day off to spend time with our families and remember those that have served our country. We'll see you on Tuesday!
Thursday, May 21, 2009
Power Words for Selling
While there may not be any magic words you can use to close a sale, there are certainly words that can help you move in the right direction. Tim Smith recently wrote about some of these words on the Brooks Group blog. Read Smith's list of power words and let us know if you have any of your own!
"I have found that there are three words that "when used properly" carry tremendous influence, no matter what the situation, regardless of the industry and irrespective of the type of person you are meeting with," says Smith. They are:
Because
This is probably the most powerful word you can use. From an early age, we have been programmed to accept this triggering word "because". Remember when you asked your parents why you couldn't do a certain thing and they responded, "Because I said so." Not the best answer, but we learn to accept it. The same is true as adults.
There has been direct research demonstrating this word alone is powerful enough to cause people to allow you an appointment, maintain your price and successfully negotiate. One study showed that people were willing to allow others to cut in line in front of them to make copies with the statement "I need to cut in line because I need to make some copies."
Recommend
This word is great for presenting your solution, but it can be used in many different areas depending on the situation. In my own sales consultations I often say, "Based on what you told me, I recommend..." or "I recommend we set up a time next week to review our solution." Whatever the situation, the word recommend positions you properly and allows you to be viewed as an expert endorsing valuable solutions, as opposed to just a product-pushing salesperson.
Instantly
When applied conservatively and accurately, the word instantly is excellent to use in your sales letters, marketing collateral, during a presentation or any other area that is appropriate. The reason it works is because we live in a society, which, to some extent, has conditioned many people to expect immediate results. We have microwaves, fast food, video-on-demand, drive thru oil change facilities, and up until recently, easy credit. We all expect instant gratification instead of waiting for long-term results or gain. Prospects and customers want to solve their problems instantly.
"I think we must always pay attention to the words we use and seek to understand why certain words work or do not work in the context of our day-to-day selling," says Smith. "I sincerely believe these words will help any salesperson sell more and secure more appointments."
The Brooks Group is a Sales and Sales Management Screening, Development, and Retention company that has helped more than 2,000 organizations in 500 industries transform their businesses by focusing on building and sustaining top-performing sales, sales management and business development programs. www.TheBrooksGroup.com
"I have found that there are three words that "when used properly" carry tremendous influence, no matter what the situation, regardless of the industry and irrespective of the type of person you are meeting with," says Smith. They are:
Because
This is probably the most powerful word you can use. From an early age, we have been programmed to accept this triggering word "because". Remember when you asked your parents why you couldn't do a certain thing and they responded, "Because I said so." Not the best answer, but we learn to accept it. The same is true as adults.
There has been direct research demonstrating this word alone is powerful enough to cause people to allow you an appointment, maintain your price and successfully negotiate. One study showed that people were willing to allow others to cut in line in front of them to make copies with the statement "I need to cut in line because I need to make some copies."
Recommend
This word is great for presenting your solution, but it can be used in many different areas depending on the situation. In my own sales consultations I often say, "Based on what you told me, I recommend..." or "I recommend we set up a time next week to review our solution." Whatever the situation, the word recommend positions you properly and allows you to be viewed as an expert endorsing valuable solutions, as opposed to just a product-pushing salesperson.
Instantly
When applied conservatively and accurately, the word instantly is excellent to use in your sales letters, marketing collateral, during a presentation or any other area that is appropriate. The reason it works is because we live in a society, which, to some extent, has conditioned many people to expect immediate results. We have microwaves, fast food, video-on-demand, drive thru oil change facilities, and up until recently, easy credit. We all expect instant gratification instead of waiting for long-term results or gain. Prospects and customers want to solve their problems instantly.
"I think we must always pay attention to the words we use and seek to understand why certain words work or do not work in the context of our day-to-day selling," says Smith. "I sincerely believe these words will help any salesperson sell more and secure more appointments."
The Brooks Group is a Sales and Sales Management Screening, Development, and Retention company that has helped more than 2,000 organizations in 500 industries transform their businesses by focusing on building and sustaining top-performing sales, sales management and business development programs. www.TheBrooksGroup.com
Wednesday, May 20, 2009
Hold Off on Handouts
Sales trainer Sam Manfer has been doing a series on his blog with specific tips for sales presentations and proposals. While some tips are more general, and some are very specific, this one about handouts struck me as advice we should all follow - but often don't.
"Handouts are usually a distraction during the presentation, but can be a good reminder for after the presentation," says Manfer. "During the presentation you want people focusing on you and what your team has to say. Handouts encourage them to be reading ahead and not listening. If handouts are an integral part of the discussion, then hand them out as they are needed. Highlighting areas you want them to focus on is helpful."
"An agenda is a good handout for the leader to give each person when he starts his schmoozing," continues Manfer. "It's a good excuse for the schmooze and it looks good as you cover everyone. The agenda can also have the names of your team members on it and their role / expertise / position."
"A parting handout loaded with pictures, numbers, names, and details can be valuable. You can also fill it with points of their interest - not yours. Make it sort of a mini summary in living color - sort of a brochure. Remember they already have a written proposal."
Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com
"Handouts are usually a distraction during the presentation, but can be a good reminder for after the presentation," says Manfer. "During the presentation you want people focusing on you and what your team has to say. Handouts encourage them to be reading ahead and not listening. If handouts are an integral part of the discussion, then hand them out as they are needed. Highlighting areas you want them to focus on is helpful."
"An agenda is a good handout for the leader to give each person when he starts his schmoozing," continues Manfer. "It's a good excuse for the schmooze and it looks good as you cover everyone. The agenda can also have the names of your team members on it and their role / expertise / position."
"A parting handout loaded with pictures, numbers, names, and details can be valuable. You can also fill it with points of their interest - not yours. Make it sort of a mini summary in living color - sort of a brochure. Remember they already have a written proposal."
Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com
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