Don’t fear the phone

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

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.

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!