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| Sales Training Information |
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Sales Prospects Avoiding You?
This issue's topic on sales prospects comes in response to a question I received from a reader. Question:Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?"When Sales Prospects Won't Take Your CallsWhen sales prospects stop taking your calls, it's never a good sign. It means one of three things: You said that this is a very important sales prospect for you. I assume that your print management and print tracking software are high ticket items for which there are a limited number of companies in your territory who can afford them. If this is true, then you should pursue it further. If on the other hand you have many sales prospects in your territory, then you should probably move on. If you choose to pursue, you need to get to someone who can make something happen. I recommend that you get your management to go over your contact's head to the executive who would be most impacted by this decision. Salespeople often get nervous about going over someone's head. We think of this as a high-risk maneuver. The risk of going over someone's head at this point is actually lower than continuing what you are doing. Right now, the prospect is not treating you as a partner - he is treating you as a salesperson that he can dump on. By going over his head, you can speed up getting to either a yes or no. Continuing to leave voicemails is only going to drag out what will then probably be a no. Call your contact first and let him know that a call will be coming in. Leave a voicemail and say something like this: "The President of my company wants to speak to all of our best new prospective customers. He'll be calling your VP on Wednesday. I thought that you would like to know before he calls. Please call me." This move alone may get you a call-back from your contact. If so, tell him that your President wants to speak to their VP because he knows that you can save their company money. Tell your contact that your President will be calling, unless you two can come up with a reason why he shouldn't at this time. This call and your President's subsequent call should shake things up and either get the deal moving forward or off your forecast altogether. Look at this way. If your sales prospects cannot get any budget money or are too busy with higher priority projects, then going to an executive gives your management the opportunity to make your case. If they are working with a competitor, then your management can position why the prospect should look at you also. If neither you nor your management can get through or get callbacks, then it's a pretty clear sign that they aren't going to do business with you. © 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
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Coaching 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. How to Sell a Feeling To be totally in tune with the needs of your customers or prospective customers you have to listen to them. Listen to them it sounds easy enough to do but not everybody gets it right. What you must always bear in mind when you are selling something is that you are not selling an item or object you are selling a feeling. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. Prep Your Customer When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want. You must have a vision of the finished product before you start. Next will come the preparation work. Before you apply a long-lasting, beautiful finish, you must "prep" the surface by washing, spackling, caulking, or priming. The actual painting comes only after you have spent countless hours preparing for it. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale! Follow this story... The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you are going to encourage complete strangers to part with their money to buy what you are selling! Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Get Leverage & Increase Your Sales Results Immediately! Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves? How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life. Youre Hired... I Think I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me.
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