A major factor in the success of most sales roles involves calling on prospects and making appointments.
For many sales professionals, of which I’ve talked with hundreds about this subject, they have a disdain for cold calling, dialing, and going through a list to try and get appointments. Others think that calling for appointments on the telephone is too much like telemarketing.
When it is such a critical factor to their success, why don’t they focus more on this? Because it is potentially an uncomfortable situation due to the potential for rejection.
So what? The telephone is one of the best tools a salesman can have. You can call several hundred people in a day if you put the time and effort into it. Now I realize that making 300 calls in a day may not be practical based on the amount or clients/prospects you have or the complexity of your product. But the point is, you can cover a lot of ground in a short amount of time.
INFORMATION: You can obtain a lot of valuable information in a short unassuming phone call. One trick that I use when calling to speak with an executive to schedule an appointment is to get a few pieces of critical information that can help me make the sale. For example; I may want to verify the company size, banking relationship, competitive information, company outlook (upcoming projects, 6 month financial pipeline), or other information that I need to know. I write it down on a piece of paper. If the executive comes to the phone, I’ll ask him the information in a conversational manner. If he can’t take my call, I then use the “Colombo Close”; “So and so is not available, ok then I’ll leave a message on their voice mail, oh yeah I heard that you are involved in the new city hall project, how is that going to affect your company?” Or, “by the way, you still use ABC service company to service your software don’t you?” You will be amazed how easy it is to get little pieces of information that can help you sell more.
4 STEP APPOINTMENT SETTING:
1. Introduce yourself: Enthuastiacally introduce yourself. Your introduction should be brief, concise, and a quick mention of anyone else at the company that you may also know or a mutual acquaintance.
2. Why you are calling and why they should care: Quickly state your case, usually 3 or 4 bullet points relevant to their compact and their needs.
Example:
1 in 8 companies use us for servicing their computer network locally
We specifically help companies with system support and integration
Most have seen a 20% increase in network efficiency resulting increased productivity for all PC users
Push for an appointment: Suggest a couple of days and times that you will be able to meet them and ask which one will work the best for them.
Example: “I’m going to be in your area on Tuesday of next week, and I’d like to discuss how we have had success working with companies like yours. What time would be the best for you”
Shut up: After you ask for an appointment, shut up and listen for the response. This is their time to speak. You will be surprised how often, you will hear a pause and then, “aaaahhh, how about 10am?”
Most of the time I can do this in about a minute. The point is to get their attention quickly and boldly, tell them why they should be listening to you. If you lack confidence in yourself or your product customers will tell even if they can’t see your face. I would also recommend standing if you can and smiling, people on the other end of the phone can really tell.
Take these tips, be confident and set more appointments.
SalesTorch – Light your Passion
Sunday, August 30, 2009
Tuesday, August 25, 2009
5 Ways to sell more in a down economy
The word is on the street. The economy is down, jobs are scarce, companies are spending less. Yet, even in a down economy there are some aspect that are positive and can benefit you and can make you better. The best sales professionals are the ones that take a negative situation like the current state of the economy and make it work for them. They turn lemons into lemonade.
Here are 5 ways to help you sharpen your skills and sell more even in a tough business climate.
1. Identify: Get clear on who would be the best fit in the current economic climate. This is a fantastic time to look at our prospect list in a different way.
How can you present yourself or your company in a different way?
How does your product or service benefit a company in a time like this?
In what way specifically can I help them?
What impact can I have on the goals of the organization?
By focusing in on your prospects differently and looking for ways to help them, you can align yourself with them and position yourself as a partner.
2. Re-invent yourself: If you haven’t looked for ways to improve and not squander an opportunity, then shame on you. Top performers constantly are improving their skills and techniques, which make them top performers. You can’t afford NOT to capitalize on each and every opportunity to earn business. Are you approaching your prospects with the same tired message and expecting a different result? Good luck with that.
More than ever, this is a time where you have a chance to differentiate yourself and show yourself as a trusted advisor rather than just another salesman peddling his wares.
Learn to ask better questions that provoke thought and change to those with whom you do business.
3. Stay in touch: Don’t give up on a prospect. You never know what may happen in the future and you will be surprised how much businesses change in times like these. Trust me, when you least expect it, the company you gave up on will have a trigger allowing you to add value and prove your worth.
4. Simplify: Don’t over complicate your product or your process. Make it easy for customers to buy from you. Customers want to hit the “easy” button more than ever. Be the path of least resistance and do whatever you can to make it easy to do business with you.
5. Be Real: This is also a good time to show how genuine you are. Be yourself, show confidence in yourself, your company and your products or services. Many companies fall by the wayside in economic downturns. Stay true to your message of value.
Bottom Line: Companies are looking for value more than ever. There are no short cuts. But if you understand what companies are looking for, and keep these steps in mind, you will be able to stand out in a challenging economy.
Tuesday, August 18, 2009
Persistent & Consistent
I have been labeled as persistent by more people than I can remember. One business owner I have called on even touted me, “the most persistent man in America.” While I sort of take that as a compliment, the hidden layer of what I bring to a company with whom I consult is a consistent message that brings a significant benefit to the business.
Sort of a paradox, because I am labeled persistent, but what really makes the impression is consistency. Those people who labeled me “persistent” remember me because the message I bring is consistent and brought with conviction. Don’t misunderstand, being persistent is great, but without a consistent message that is tied to a benefit or an organization, persistence is meaningless.
I am going to share a few keys that will help you deliver a solid message to your clients.
Clear: Without clarity in who we are, what we do, and how we do it, the prospect will become confused. Be clear on what makes you stand out from the competition. The more clearly we define our solution, the more readily a customer will do business with you. Further, we must be clear on they quality we possess as an individual and the added value we bring to the company who does business with us. Let your light SHINE! If you show yourself as an industry expert rather than a salesman, you are putting yourself in a good position.
Concise: If you find yourself rambling about features and benefits of a product or service you are missing the point. Have a concise message illustrating the value to the company you are calling one as well as a few business stories of companies that have benefited from your product or service. Practice and rehearse what you are going to say. Formulate an elevator speech that you could use if you had to make a presentation to a CEO in a elevator. Having a concise message takes a lot of work and practice. Anyone can ramble, but you need to be able to convey your message in a few minutes. Longer messages often have flab and people will lose interest.
Timely: Staying up on what is happening in the business world is imperative, because you cannot have a timely message if you are unaware what is happening in the business world. You must also be to tie in what is happening to how your solution may affect them. Being timely also could involve time of year, tax season, fiscal year, merger, changing regulations, healthcare reform, and a multiplicity of dynamics that affect businesses today.
About them: If you are calling on a company you need to have a reason for calling and is has to be about what you can do for them. Our message must be crafted around what we can do for them. That’s like an HD TV salesman rambling on about the resolution, or how advanced the electronics are, when the selling point is what it is going to do for me – maximize my experience on Saturday afternoon when Michigan beats Ohio state and the picture is so good that I feel a part of the game.
In following these simple practices, we will develop more consistency and a better message which will go nicely with our persistent efforts in our sales strategy. You are the face and the message for the product you sell. Make it the very best it can be.
Good luck & Light your passion!
Sort of a paradox, because I am labeled persistent, but what really makes the impression is consistency. Those people who labeled me “persistent” remember me because the message I bring is consistent and brought with conviction. Don’t misunderstand, being persistent is great, but without a consistent message that is tied to a benefit or an organization, persistence is meaningless.
I am going to share a few keys that will help you deliver a solid message to your clients.
Clear: Without clarity in who we are, what we do, and how we do it, the prospect will become confused. Be clear on what makes you stand out from the competition. The more clearly we define our solution, the more readily a customer will do business with you. Further, we must be clear on they quality we possess as an individual and the added value we bring to the company who does business with us. Let your light SHINE! If you show yourself as an industry expert rather than a salesman, you are putting yourself in a good position.
Concise: If you find yourself rambling about features and benefits of a product or service you are missing the point. Have a concise message illustrating the value to the company you are calling one as well as a few business stories of companies that have benefited from your product or service. Practice and rehearse what you are going to say. Formulate an elevator speech that you could use if you had to make a presentation to a CEO in a elevator. Having a concise message takes a lot of work and practice. Anyone can ramble, but you need to be able to convey your message in a few minutes. Longer messages often have flab and people will lose interest.
Timely: Staying up on what is happening in the business world is imperative, because you cannot have a timely message if you are unaware what is happening in the business world. You must also be to tie in what is happening to how your solution may affect them. Being timely also could involve time of year, tax season, fiscal year, merger, changing regulations, healthcare reform, and a multiplicity of dynamics that affect businesses today.
About them: If you are calling on a company you need to have a reason for calling and is has to be about what you can do for them. Our message must be crafted around what we can do for them. That’s like an HD TV salesman rambling on about the resolution, or how advanced the electronics are, when the selling point is what it is going to do for me – maximize my experience on Saturday afternoon when Michigan beats Ohio state and the picture is so good that I feel a part of the game.
In following these simple practices, we will develop more consistency and a better message which will go nicely with our persistent efforts in our sales strategy. You are the face and the message for the product you sell. Make it the very best it can be.
Good luck & Light your passion!
Tuesday, July 28, 2009
Perception Is Reality
“Perception IS Reality”. You’ve heard of that before. Let’s take a closer and consider this a little below the surface.
What is perception? The definition may vary depending on which dictionary you choose, but essentially it goes something like this: “the result of an observation, a mental image.” In interviews with Top sales performers, a common practice is to periodically refocus and put themselves in their prospects shoes and evaluate how they are perceived. Truth be told, their perception of us is their reality of us.
Most professionals want to be perceived as trustworthy, competent, intelligent, strategic, innovative, sharp, capable, responsive, savvy, and up to speed on what’s happening in their business. Most type “A” people think highly of themselves and they don’t have inferiority complexes. However it can be revealing to really understand how we are seen through the eyes of others rather than assume. We know what happens when we do that.
(Now if you have arrived and you feel you absolutely cannot improve in any way, then you might as well stop reading now.)
So how much can we control how we are perceived? I mean seriously, can we control what other people think of us? The answer is – Yes. But how can we do that? Well, here are a few ways that we can get an understanding or how we are though of and work our way to get the reality where we want it.
First, understand how we are perceived. Before we can get things where we want them we need a starting point, a gauge as to how we are perceived right now. A simple way to find out is to go on sales calls with your boss, colleague, or even ask a prospect directly. You will have to ask specific questions about how they perceived your presentation.
Another key is to quiz them. This will tell you if they paid attention or not which relates back to whether or not you were able to keep their attention. A good manager should be able to help get an objective opinion as well. As painful as it may be get, good objective feedback and in the long run it will pay huge dividends for you.
Second, we must envision the person we want to be and align our thoughts and actions to support our vision. Modeling the behaviors of a top performer is an excellent way to build the image of the professional we want to become. And I don’t mean to imitate their sense of humor, personality, or how they dress. All of those are superficial and will lead to becoming someone we are not. Modeling means that we imitate their work ethic, morals, discipline, and how they prepare for a sales call or presentation. If you model the behaviors and beliefs of a successful individual, you too will be successful.
Third, we put the work into crafting our message, sharpen our skills, and improve incrementally in small areas. This will lead to big results. Oh, one other thing, if we just do this for a short period of time, we will fall back into the same old rut and we will not be performing at the level that we truly desire.
There is a balance however, and that is that not ever person on earth will like us and we can certainly go overboard on being concerned with how people perceive us. But it is important to regularly evaluate how we are performing, monitor how other perceive us and adjust ourselves accordingly so we are always in a position to put our best foot forward and present ourselves, our company and our products or services in the most favorable light.
Best wishes and remember to “Light the Passion”
What is perception? The definition may vary depending on which dictionary you choose, but essentially it goes something like this: “the result of an observation, a mental image.” In interviews with Top sales performers, a common practice is to periodically refocus and put themselves in their prospects shoes and evaluate how they are perceived. Truth be told, their perception of us is their reality of us.
Most professionals want to be perceived as trustworthy, competent, intelligent, strategic, innovative, sharp, capable, responsive, savvy, and up to speed on what’s happening in their business. Most type “A” people think highly of themselves and they don’t have inferiority complexes. However it can be revealing to really understand how we are seen through the eyes of others rather than assume. We know what happens when we do that.
(Now if you have arrived and you feel you absolutely cannot improve in any way, then you might as well stop reading now.)
So how much can we control how we are perceived? I mean seriously, can we control what other people think of us? The answer is – Yes. But how can we do that? Well, here are a few ways that we can get an understanding or how we are though of and work our way to get the reality where we want it.
First, understand how we are perceived. Before we can get things where we want them we need a starting point, a gauge as to how we are perceived right now. A simple way to find out is to go on sales calls with your boss, colleague, or even ask a prospect directly. You will have to ask specific questions about how they perceived your presentation.
Another key is to quiz them. This will tell you if they paid attention or not which relates back to whether or not you were able to keep their attention. A good manager should be able to help get an objective opinion as well. As painful as it may be get, good objective feedback and in the long run it will pay huge dividends for you.
Second, we must envision the person we want to be and align our thoughts and actions to support our vision. Modeling the behaviors of a top performer is an excellent way to build the image of the professional we want to become. And I don’t mean to imitate their sense of humor, personality, or how they dress. All of those are superficial and will lead to becoming someone we are not. Modeling means that we imitate their work ethic, morals, discipline, and how they prepare for a sales call or presentation. If you model the behaviors and beliefs of a successful individual, you too will be successful.
Third, we put the work into crafting our message, sharpen our skills, and improve incrementally in small areas. This will lead to big results. Oh, one other thing, if we just do this for a short period of time, we will fall back into the same old rut and we will not be performing at the level that we truly desire.
There is a balance however, and that is that not ever person on earth will like us and we can certainly go overboard on being concerned with how people perceive us. But it is important to regularly evaluate how we are performing, monitor how other perceive us and adjust ourselves accordingly so we are always in a position to put our best foot forward and present ourselves, our company and our products or services in the most favorable light.
Best wishes and remember to “Light the Passion”
Saturday, July 18, 2009
Selling against an Incumbent
You probably know who your competitors are. What their weaknesses are, what their strengths are; and how your product or service differs from theirs. In addition, you may be privy to how they sell against your product or service, know the representative, and how they will react in the sales process.
Inexperienced professionals will harp on features of their solution, advantages over the competitor, and the deficiencies of an inferior product or service. I can hear the wheels spinning now.
REALITY CHECK: For one reason or another, the company chose that solution. They saw enough benefit to invest in something that they thought would be advantageous to their business. If all we do is continually compare your product to theirs, you will become a commodity rather that having competitive edge. Further, we put ourselves on the playing field of the incumbent, which rarely will lead to a win.
When we are in a competitive situation we need to keep a few things in mind.
Respect the decision: Zig Ziglar used to talk about how we never criticize a previous buying decision, because it can make the customer feel like they made a wrong choice, and insult the buyer. Right or wrong; they made a decision and we must be respectful of it no matter how much we feel the customer was misinformed at the point of that conclusion. I promise, you will go nowhere fast with this approach.
Understand: An excellent way to distinguish ourselves is to relate to the buyer and get curious as to why they made the previous decision. Get clear on the reasoning process of why they chose the competitor, and what factors led to the decision.
Avoid Temptation: Resist the urge to repudiate each feature and tell the buyer how you are superior. Quell the desire to talk but listen and let them tell you what they think about the level of service they get with the competitor, how satisfied the product or service is to them, and the impact to their company. Rather, get them talking and keep them talking – and you listen, listen, listen. You have 2 ears and one mouth, listen way more than you talk. Trust me – it works! And one more thing; IF YOU CAN, mention the name of your competitor as little as possible, or not at all if you can get away with it. The more you compare, the more you will look alike.
Live above: Take the high road and refuse to get into a battle against the incumbent. Respect the previous decision and probe to find out what would improve or change about their current situation. Build your case upon what makes you superior without drawing parallels or comparisons based on features and benefits. Don’t stoop but rather elevate yourself and you product by talking about it as superior.
Be Tiger Woods: When analysts break down Tiger Woods golf swing, they rarely compare it another golfer because he is perfection the swing. Our product, service, or solution should be presented in the same fashion. We are bringing something superior to the table and we present it as such. Don’t be arrogant, but focus on what you do that makes you special, and different without comparing.
With this approach you will have better success in competitive selling situations and achieve higher closing ratios.
Good luck and “Light the Passion”
Inexperienced professionals will harp on features of their solution, advantages over the competitor, and the deficiencies of an inferior product or service. I can hear the wheels spinning now.
REALITY CHECK: For one reason or another, the company chose that solution. They saw enough benefit to invest in something that they thought would be advantageous to their business. If all we do is continually compare your product to theirs, you will become a commodity rather that having competitive edge. Further, we put ourselves on the playing field of the incumbent, which rarely will lead to a win.
When we are in a competitive situation we need to keep a few things in mind.
Respect the decision: Zig Ziglar used to talk about how we never criticize a previous buying decision, because it can make the customer feel like they made a wrong choice, and insult the buyer. Right or wrong; they made a decision and we must be respectful of it no matter how much we feel the customer was misinformed at the point of that conclusion. I promise, you will go nowhere fast with this approach.
Understand: An excellent way to distinguish ourselves is to relate to the buyer and get curious as to why they made the previous decision. Get clear on the reasoning process of why they chose the competitor, and what factors led to the decision.
Avoid Temptation: Resist the urge to repudiate each feature and tell the buyer how you are superior. Quell the desire to talk but listen and let them tell you what they think about the level of service they get with the competitor, how satisfied the product or service is to them, and the impact to their company. Rather, get them talking and keep them talking – and you listen, listen, listen. You have 2 ears and one mouth, listen way more than you talk. Trust me – it works! And one more thing; IF YOU CAN, mention the name of your competitor as little as possible, or not at all if you can get away with it. The more you compare, the more you will look alike.
Live above: Take the high road and refuse to get into a battle against the incumbent. Respect the previous decision and probe to find out what would improve or change about their current situation. Build your case upon what makes you superior without drawing parallels or comparisons based on features and benefits. Don’t stoop but rather elevate yourself and you product by talking about it as superior.
Be Tiger Woods: When analysts break down Tiger Woods golf swing, they rarely compare it another golfer because he is perfection the swing. Our product, service, or solution should be presented in the same fashion. We are bringing something superior to the table and we present it as such. Don’t be arrogant, but focus on what you do that makes you special, and different without comparing.
With this approach you will have better success in competitive selling situations and achieve higher closing ratios.
Good luck and “Light the Passion”
Saturday, July 11, 2009
"Wish I had that one back"
Have you ever been in a discussion and you said something that you wish you could take back? If you are like me, one more than one occasion you watched the words come out of your mouth and float in the air and wish that somehow you could have the last few seconds back.
Its bad enough in a social situation to commit a minor faux pas, but in a business situation it may cost you money, reputation, credibility or worse. I read recently that on average 85% of all salespeople do not sufficiently prepare for their meetings with clients or prospects. This blows my mind because it seems so backwards. How many times have you been in a sales situation and you were not sufficiently prepared? C'mon be honest. Maybe you were prepared, but could you have done more? Should you have done more investigating within the company you are calling, different departments, influencer's, other colleagues that have called on them? Did you look at their website?
Most importantly; DID YOU PLAN THE FLOW OF THE MEETING IN DETAIL?
In doing this, we will be prepared when the meeting goes in a different direction, or we must adjust to the needs of the business as they are ever changing in todays environment.
Here is the real truth: You cannot over prepare!
The access we have with a prospect is valuable, and we work so hard to get our foot in the door. So why do we waste these precious opportunities by going in under-prepared, hurried, and wing it?
If you are like most of us your schedule is beyond full. You have internal meetings, external meetings, forecasts, email, reports to your boss, and you are always trying to pack more into your day (like putting 10 lbs. of bologna into a 5 lbs. bag). All to often we lose sight of the importance of the first impression we make as a sales professional. And truthfully, the more educated buyer today will sense your lack or preparation. Put yourself in their shoes. Have you ever been in a situation where a salesman you are talking with rattles off the features of his product without really understanding what is most important to you? Annoying isn't it?
THE POWER OF THE TORCH: The fix is easy and if you do this, you will not waste time in front of prospects and you will be viewed as a trusted advisor rather than just an other sales person giving a canned sales pitch. When we are not truly prepared we all go back to the crutch of that canned presentation which makes us look like a sales hack.
Do this: Spend about an hour (maybe a little more of less depending on your process) preparing every aspect of the sales call and plan your outcome. Develop what you are going to talk about and when, pre-think your questions, and even rehearse them outloud beforehand. Speak to the value your product or service brings to the buyer and talk about the benefits to them. And finally, see yourself executing perfectly. I know this sounds simple, basic, and elementary, but trust me IT WORKS!
Being a sales professional requires that we are better than our competitors by standing out and differentiating ourselves and a huge part of that is in our preparation.
I wish you the very best in life and remember to "Light your passion"
Its bad enough in a social situation to commit a minor faux pas, but in a business situation it may cost you money, reputation, credibility or worse. I read recently that on average 85% of all salespeople do not sufficiently prepare for their meetings with clients or prospects. This blows my mind because it seems so backwards. How many times have you been in a sales situation and you were not sufficiently prepared? C'mon be honest. Maybe you were prepared, but could you have done more? Should you have done more investigating within the company you are calling, different departments, influencer's, other colleagues that have called on them? Did you look at their website?
Most importantly; DID YOU PLAN THE FLOW OF THE MEETING IN DETAIL?
In doing this, we will be prepared when the meeting goes in a different direction, or we must adjust to the needs of the business as they are ever changing in todays environment.
Here is the real truth: You cannot over prepare!
The access we have with a prospect is valuable, and we work so hard to get our foot in the door. So why do we waste these precious opportunities by going in under-prepared, hurried, and wing it?
If you are like most of us your schedule is beyond full. You have internal meetings, external meetings, forecasts, email, reports to your boss, and you are always trying to pack more into your day (like putting 10 lbs. of bologna into a 5 lbs. bag). All to often we lose sight of the importance of the first impression we make as a sales professional. And truthfully, the more educated buyer today will sense your lack or preparation. Put yourself in their shoes. Have you ever been in a situation where a salesman you are talking with rattles off the features of his product without really understanding what is most important to you? Annoying isn't it?
THE POWER OF THE TORCH: The fix is easy and if you do this, you will not waste time in front of prospects and you will be viewed as a trusted advisor rather than just an other sales person giving a canned sales pitch. When we are not truly prepared we all go back to the crutch of that canned presentation which makes us look like a sales hack.
Do this: Spend about an hour (maybe a little more of less depending on your process) preparing every aspect of the sales call and plan your outcome. Develop what you are going to talk about and when, pre-think your questions, and even rehearse them outloud beforehand. Speak to the value your product or service brings to the buyer and talk about the benefits to them. And finally, see yourself executing perfectly. I know this sounds simple, basic, and elementary, but trust me IT WORKS!
Being a sales professional requires that we are better than our competitors by standing out and differentiating ourselves and a huge part of that is in our preparation.
I wish you the very best in life and remember to "Light your passion"
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