You may think you know when someone is interested or not - but communication expert Dianna Booher says resistance comes in many forms. See if you can recognize them!
Some people voice resistance openly: "I'm not interested." "I don't think the idea will fly." "I can't give it my full attention until next year." Others gesture their resistance: clock watching, foot or finger tapping, playing with objects within reach, doodling on paper, staring out the window or door. Others look for distractions to take them away: phone calls and fires to put out. Some try to make a game of it: They ask unrelated, distracting questions, nit-pick your data, and toss out silly comments. Some are openly rude and grow irritable. Some withhold key information and observations so you have to guess what they know. Others just sit patiently and wait for you to "get it over with" so they can politely say no.
Recognize all these signs of resistance so you know how far you are from agreement and can deal with their concerns early-while there's still time to resolve them and rally their support.
How? Engage the other person early. Make the interaction a dialogue, not a monologue. People believe their own data. They decide things for their reasons-not yours.
So what that means for you and me…is when trying to persuade, engage others in the conversation sooner rather than later.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
The SalesDog blog will be quiet on Monday as we take time off to celebrate Memorial Day. We wish you all the very best - see you on Tuesday!
Friday, May 28, 2010
Thursday, May 27, 2010
That's A Good Question
If you have been in sales for any length of time you have probably read literature (books, articles or blogs) or attended some type of sales training program (face- to-face, telephone or webinar). This means you know the importance of asking questions.
But, how often do your prospects or customers say, "That's a good question?" If you seldom or never hear that phrase, you probably need to improve the quality of your questions because high value, thought-provoking questions force your prospects to think.
Picture yourself on the receiving end of a sales conversation. What question(s) would cause you to sit up and pay attention to the salesperson? What questions would actually cause you to think about your response? Those are the types of questions you need to start asking.
If you're uncertain what questions would prompt this comment, ask a few of your best customers. Tell them your objective and find out what questions they would like other sales people to ask. A key is that they need to be high-level, 30,000 foot view, strategic and tough. Senior executives love to sink their teeth into a good challenge and tough questions achieve that.
When someone says, "That's a good question" make note of that question and use it again with other prospects.
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
But, how often do your prospects or customers say, "That's a good question?" If you seldom or never hear that phrase, you probably need to improve the quality of your questions because high value, thought-provoking questions force your prospects to think.
Picture yourself on the receiving end of a sales conversation. What question(s) would cause you to sit up and pay attention to the salesperson? What questions would actually cause you to think about your response? Those are the types of questions you need to start asking.
If you're uncertain what questions would prompt this comment, ask a few of your best customers. Tell them your objective and find out what questions they would like other sales people to ask. A key is that they need to be high-level, 30,000 foot view, strategic and tough. Senior executives love to sink their teeth into a good challenge and tough questions achieve that.
When someone says, "That's a good question" make note of that question and use it again with other prospects.
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
Wednesday, May 26, 2010
Are You GIVING Referrals?
When was the last time you gave one of your customers a referral?
Our goal is to not just sell, but to help others. I get truly jazzed each time I get to help someone else by way of a referral. At the end of the day, that's what our role is - helping others. Professionals like you and me are not threatened by referring our customers even to a competitor. In other words, let's say you know of someone else who could better serve your customer in a particular area than you can. The true professional knows it's more important to ensure the customer is served at 110% than for themselves as the sales representative to get the sale serving the customer at 80%.
When a salesperson can refer a customer to someone else in place of taking the business, then they've truly reached the pinnacle of serving. It's a sweet spot of serving your customer...being able to put their needs above your own in this particular way.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Our goal is to not just sell, but to help others. I get truly jazzed each time I get to help someone else by way of a referral. At the end of the day, that's what our role is - helping others. Professionals like you and me are not threatened by referring our customers even to a competitor. In other words, let's say you know of someone else who could better serve your customer in a particular area than you can. The true professional knows it's more important to ensure the customer is served at 110% than for themselves as the sales representative to get the sale serving the customer at 80%.
When a salesperson can refer a customer to someone else in place of taking the business, then they've truly reached the pinnacle of serving. It's a sweet spot of serving your customer...being able to put their needs above your own in this particular way.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Monday, May 24, 2010
Quote of the Week
"All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work." -- Calvin Coolidge
Sitting and waiting for the phone to ring will never make you successful. All success depends on your effort - how much you put into your work on a daily basis. That means that a slow day with little activity is taking you no where - you may as well not have gone into work!
Make each day as busy and active as you can - the more you put into your work, the more you'll get back!
Sitting and waiting for the phone to ring will never make you successful. All success depends on your effort - how much you put into your work on a daily basis. That means that a slow day with little activity is taking you no where - you may as well not have gone into work!
Make each day as busy and active as you can - the more you put into your work, the more you'll get back!
Friday, May 21, 2010
Changing Your Customer's World
To reach the top in sales you have to have passion and a mission. Sales trainer Tom Reilly explains.
In its infancy, Apple co-founder, Steve Jobs, realized he needed a real business person to run his company, "...a respectable face who could sell corporate America." He chose John Sculley, an executive at Pepsi Cola. Why would Sculley leave a plush corporate gig to work for a four-year-old start-up that began in a garage?
"He looked up at me and just stared at me with the stare that only Steve Jobs has and he said do you want to sell sugar water for the rest of your life or do you want to come with me and change the world?" John Sculley accepted Job's offer and became President of Apple Computer from 1983-93.
Steve Jobs tapped into the fundamental spirit of top salespeople - a sense of mission. We all want to be a part of something bigger and better than ourselves. We are all called to change the world in some fashion, using the gifts and talents that each of us possesses.
Value-Added Selling is a way for you to change the customer's world. What if you awakened to this challenge every morning: "What will I do today to help our customers get the most value from our proposition?" Can you imagine the impact that you would have if you embraced this mission to make a difference, not just a deal? Though changing the world is way too ambitious for most of us, rocking the customer's world is within our reach.
Do you want to sell widgets the rest of your life or do you want to change your customer's world?
Tom Reilly is the president of Tom Reilly Training. He 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.
In its infancy, Apple co-founder, Steve Jobs, realized he needed a real business person to run his company, "...a respectable face who could sell corporate America." He chose John Sculley, an executive at Pepsi Cola. Why would Sculley leave a plush corporate gig to work for a four-year-old start-up that began in a garage?
"He looked up at me and just stared at me with the stare that only Steve Jobs has and he said do you want to sell sugar water for the rest of your life or do you want to come with me and change the world?" John Sculley accepted Job's offer and became President of Apple Computer from 1983-93.
Steve Jobs tapped into the fundamental spirit of top salespeople - a sense of mission. We all want to be a part of something bigger and better than ourselves. We are all called to change the world in some fashion, using the gifts and talents that each of us possesses.
Value-Added Selling is a way for you to change the customer's world. What if you awakened to this challenge every morning: "What will I do today to help our customers get the most value from our proposition?" Can you imagine the impact that you would have if you embraced this mission to make a difference, not just a deal? Though changing the world is way too ambitious for most of us, rocking the customer's world is within our reach.
Do you want to sell widgets the rest of your life or do you want to change your customer's world?
Tom Reilly is the president of Tom Reilly Training. He 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.
Thursday, May 20, 2010
Are You a Sales Rock Star?
Today sales trainer Kelley Robertson explains the secrets behind rock star salespeople.
When Eric Clapton was first learning to play the guitar he would practice between 16-18 hours a day. Joe Walsh still practices before and after every show. And I recall watching a video clip of Tommy Shaw of Styx practicing chords in his dressing room.
So, let me ask you, how much time do you invest practicing and fine-tuning your selling skills? I know, some of you will say that you practice every you meet with a new prospect but that doesn't count because that's your live performance. Practice is what happens before you pick up the telephone or step into a prospect's office or deliver a sales presentation. Practice is what gets you to the show.
Rock star sales people continually hone their skill. They read books, articles, industry magazines and blogs. They listen to recordings in their car, when they exercise and even when standing in line at the grocery store. They attend teleseminars, webinars and live workshops and conferences. Then they practice their new skills before unleashing them on a prospect.
Invest 15 minutes a day this week practicing your skill. This can be perfecting your call script, using a new question, responding to a specific objection, or asking for agreement.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales with less effort. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter at www.Fearless-Selling.ca.
When Eric Clapton was first learning to play the guitar he would practice between 16-18 hours a day. Joe Walsh still practices before and after every show. And I recall watching a video clip of Tommy Shaw of Styx practicing chords in his dressing room.
So, let me ask you, how much time do you invest practicing and fine-tuning your selling skills? I know, some of you will say that you practice every you meet with a new prospect but that doesn't count because that's your live performance. Practice is what happens before you pick up the telephone or step into a prospect's office or deliver a sales presentation. Practice is what gets you to the show.
Rock star sales people continually hone their skill. They read books, articles, industry magazines and blogs. They listen to recordings in their car, when they exercise and even when standing in line at the grocery store. They attend teleseminars, webinars and live workshops and conferences. Then they practice their new skills before unleashing them on a prospect.
Invest 15 minutes a day this week practicing your skill. This can be perfecting your call script, using a new question, responding to a specific objection, or asking for agreement.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales with less effort. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter at www.Fearless-Selling.ca.
Wednesday, May 19, 2010
How to Write Emails That Get a Response
Email is the go-to form of communication for many business people - which means you need to be putting your best into every one you send. Sales trainer Mike Brooks shows you how!
I don't know about you, but my email open rate is going the way of voicemails - rarely listened to, and quickly deleted. What I've found, however, is that there are some techniques that can give you the best chance of getting your emails read and even responded to, but you have to be very specific in the way you construct them.
Follow these six email secrets the next time you write and send an email, and you'll be on your way to the kind of response you used to get - and the kind that will lead to more business:
Email Secret #1: Use the prospect's first name in the subject line. Think about it: what is everyone's favorite word? Their first name! Have you ever been in public before and heard someone call out your name? You automatically turned around and were receptive and ready to respond until you saw they were calling someone they knew.
You can get your prospect's attention the same way by putting their name in the subject line of your emails. To start with, doing so will distinguish your email from the hundreds of others your prospect gets, and because we are all drawn to our own name, it will draw your prospect's eyes to your email like a magnet. This is the very best way to get their attention and a great way to get them to read more.
Email Secret #2: Customize the first few lines of your email as much as possible. Many people preview their emails by reading the first few sentences in their email program before deciding to read the whole thing, so concentrate on writing a short and value laden opening that is addressed right to them. Something like:
"Hi Barbara, Mike Brooks here with HMS software. I've got some ideas about your networking issues for your new office that's opening in Houston next month. I think you'll find it useful if we talk."
Again, keep it short, customize it to what you know they're interested in and provide immediate, specific value to them.
Email Secret #3: Keep your email short and easy to read! Nothing will turn your prospect off more than long, information packed paragraphs. Their eyes will glaze over and they will hit the delete key faster than it took you to hit the send key!
Don't let any of your paragraphs be more than three sentences, and if possible, make them just two sentences. Recap the major ideas in short phrases, and make sure to engage your prospect by asking questions. An example would be:
"Hi John, I was wondering if you were still having trouble recouping all the available cash from your current collection program? If so, you'll want to speak with me about our new itemized IT solution.
I've got some time next Tuesday or would later in the week work for you? Please let me know either way. You can see more info here (your website address).
If I don't hear from you, I'll follow up with a call next week."
Email Secret #4: Ask for a return response - whether they are interested or not. This is a great way to end your email and a good way to get a response. Just think about how nice it will be to finally take someone off your list who isn't going to do business with you, and also how great it will be to find someone who is!
Simply thank them in advance for their consideration and let them know that you're looking forward to their response on this - either a yes or a no.
Email Secret #5: Promise to follow up by phone if they don't respond. Let them know that you understand they are busy, and that if you don't hear from them, then you'll follow up with a call in a day or two.
This really increases your response rate and you can be happy when you get a "not interested" response. These prospects just disqualified themselves and saved you a lot of time and energy!
On the other hand, there will be others who don't respond and they become your follow up leads.
Email Secret #6: Proof read your emails before you hit the send key. Because your prospect can't see you, they only have your writing sample to judge you on, and if it's filled with misspellings and poor grammar, what kind of impression do you think this makes?
It only takes a minute to proof read your emails, and I'll tell you now I'm always glad I did. I almost always make them better, and when I hit the send key I know I've sent out the best message possible. Doing so allows me to make the best impression, and this once again separates me from my competition.
So there you have the six secrets to writing effective emails. Believe me, following them will give you the best chance of getting through to decision makers and getting responses that will give you an understanding of where you stand. That's a whole lot better than chasing and wondering, isn't it?
Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.
I don't know about you, but my email open rate is going the way of voicemails - rarely listened to, and quickly deleted. What I've found, however, is that there are some techniques that can give you the best chance of getting your emails read and even responded to, but you have to be very specific in the way you construct them.
Follow these six email secrets the next time you write and send an email, and you'll be on your way to the kind of response you used to get - and the kind that will lead to more business:
Email Secret #1: Use the prospect's first name in the subject line. Think about it: what is everyone's favorite word? Their first name! Have you ever been in public before and heard someone call out your name? You automatically turned around and were receptive and ready to respond until you saw they were calling someone they knew.
You can get your prospect's attention the same way by putting their name in the subject line of your emails. To start with, doing so will distinguish your email from the hundreds of others your prospect gets, and because we are all drawn to our own name, it will draw your prospect's eyes to your email like a magnet. This is the very best way to get their attention and a great way to get them to read more.
Email Secret #2: Customize the first few lines of your email as much as possible. Many people preview their emails by reading the first few sentences in their email program before deciding to read the whole thing, so concentrate on writing a short and value laden opening that is addressed right to them. Something like:
"Hi Barbara, Mike Brooks here with HMS software. I've got some ideas about your networking issues for your new office that's opening in Houston next month. I think you'll find it useful if we talk."
Again, keep it short, customize it to what you know they're interested in and provide immediate, specific value to them.
Email Secret #3: Keep your email short and easy to read! Nothing will turn your prospect off more than long, information packed paragraphs. Their eyes will glaze over and they will hit the delete key faster than it took you to hit the send key!
Don't let any of your paragraphs be more than three sentences, and if possible, make them just two sentences. Recap the major ideas in short phrases, and make sure to engage your prospect by asking questions. An example would be:
"Hi John, I was wondering if you were still having trouble recouping all the available cash from your current collection program? If so, you'll want to speak with me about our new itemized IT solution.
I've got some time next Tuesday or would later in the week work for you? Please let me know either way. You can see more info here (your website address).
If I don't hear from you, I'll follow up with a call next week."
Email Secret #4: Ask for a return response - whether they are interested or not. This is a great way to end your email and a good way to get a response. Just think about how nice it will be to finally take someone off your list who isn't going to do business with you, and also how great it will be to find someone who is!
Simply thank them in advance for their consideration and let them know that you're looking forward to their response on this - either a yes or a no.
Email Secret #5: Promise to follow up by phone if they don't respond. Let them know that you understand they are busy, and that if you don't hear from them, then you'll follow up with a call in a day or two.
This really increases your response rate and you can be happy when you get a "not interested" response. These prospects just disqualified themselves and saved you a lot of time and energy!
On the other hand, there will be others who don't respond and they become your follow up leads.
Email Secret #6: Proof read your emails before you hit the send key. Because your prospect can't see you, they only have your writing sample to judge you on, and if it's filled with misspellings and poor grammar, what kind of impression do you think this makes?
It only takes a minute to proof read your emails, and I'll tell you now I'm always glad I did. I almost always make them better, and when I hit the send key I know I've sent out the best message possible. Doing so allows me to make the best impression, and this once again separates me from my competition.
So there you have the six secrets to writing effective emails. Believe me, following them will give you the best chance of getting through to decision makers and getting responses that will give you an understanding of where you stand. That's a whole lot better than chasing and wondering, isn't it?
Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.
Subscribe to:
Posts (Atom)