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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. Last week I referred to the Runaway Bride in my newsletter and told Bernadette I was amazed at the responses I got from readers. "Why don't you write about The Apprentice," she asks. "You'll be amazed at all the selling insights you can cull from each episode. See what kind of response you get." So, reluctantly I watched the show. However, while I watched, it was through the lens of the sales trainer that I am. When I conduct a Sales Training Seminar, I often ask salespeople and sales managers to name their most important tool - one they rely on every selling day. Surgeons have a scalpel, sculptors their hands, cooks their favorite knives: "What is the ultimate selling tool you rely on," I ask them? They never get the right answer. I hear: palm pilot, cell phone, support staff, products, yada yada yada, etc. However, the most important tool for the sales professional is "words." It is the "words" you use that sets you apart from others and determines your level of success. So as I watched Tana - the street smart one - and Kendra - the book smart one, I listened to their words. Both Tana and Kendra claim to have sales backgrounds so they should be savvy in the use of words. Here's a sampling of what I heard. Tana: I have the Three Stooges working for me I can't count on these people I won't hesitate to get rid of these people How can I depend on three idiots I've f------ had it There was no love on this project I did this on my own I want to punch somebody I have a bunch of knuckleheads on my team I can run with the wolves Kendra: Don't be sorry - just make it good My team worked harder for me than they did for their own positions Pleasing the sponsors was our number one priority I want to inspire people to action I'm so proud of everybody We did it as a team Bye you guys (hugs) We had our differences in the past, but I can't remember what they were These people believed in me I don't need Caroline and George to help me decide who to hire. Tana had a brochure that wasn't ready on time and when it was ready it was discovered that it hadn't been proofread! Poor Governor George Pataki did not have an American flag to carry in the parade of flags, but Tana did offer him a donut and coffee; and the entire event did not start on time. She wouldn't get my vote. I hate to do it, but I guess I'm going to have to tune in this week to see if "The Donald" agrees with me. I know what words he'll use: To one he'll say "Your fired," and of course to the other he'll say "Your hired." In sales, I believe, if you listen to their (The customers') words they'll buy from you. If after you listen to their words and you deliver a presentation based on what they told you (Their words) - they will buy even more from you. When you come right down to it, you have a choice between using the right words and the wrong words. Sure everyone I talk to thinks they're doing okay in this department. If you'd like to be as sure as the rising sun, that you don't sound pathetic, you might want to listen to my new CD, "How To Avoid Sounding Pathetic During A Sales Call," - 33 phrases that you should immediately banish from your vocabulary. You can use this link to check it out. http://www.meisenheimer.com/products/patheticcd.htm As broadcaster Bill O'Reilly likes to say, "So what say you? Who would you hire?" Now go out and take care of business . . . Jim Meisenheimer P.S. - Here's the link for the "How To Avoid Sounding Pathetic" CD http://www.meisenheimer.com/products/patheticcd.htm Jim Meisenheimer is the Guru of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or e-mail: jim@meisenheimer.com Use this link to sign-up for Jim's FREE No-Brainer Selling Tips Newsletter and to get your copy of my Special Report titled, "The 12 Dumbest Things Salespeople Do." http://www.meisenheimer.com
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Coaching 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt! 7 Ways to Cut Loose from Old Sales Thinking Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. The First Step to Stress-Free Selling (TM) Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don't believe in advertising and 3) Are unlikely to advertise with you. Then appeal to them by doing homework before m contact. You will make sales more often contacting businesses inclined to advertise with you. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus... Get More Clients Now! Although David has been a graphic designer for a decade, he's only been a business owner for a little over a year. He was becoming increasingly discouraged with his clientele. "I'm the only person in the business, and even though I've been in business for a whole year, I'm still having to spend a lot of time marketing to get new clients. And the ones I do get usually only have one small project for me for the entire year. To top it off, I don't even get to do the kind of work I really enjoy They all just want the basic logo, business card, letterhead job. I really want to work on full-scale marketing campaigns where I'm designing print ads, direct mailers & media kits. How do I get more of the right clients?" 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! In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal. Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. Simple Technique for Isolating Objections To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost 2. Financing 3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today." My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY. Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close." 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. Three Secret Keys to Persuasion Magic Just a few critical distinctions can supercharge your communication skills: 3 Steps To Immediately Increase Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step". Small Business Computer Consulting Freeloaders? and How to Avoid Them If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders. Mortgage Leads Are Like a Box of Chocolates Mortgage leads are like a box of chocolates, you never know what you are going to get. That is why it is so important to do your research before you invest. 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. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... The Five Most Common Mistakes Salespeople Make Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them. Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.
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