client communication as easy as abc

To be a successful consultative seller, you need to grow and maintain a broad base of client contacts. Before you know it, you have hundreds, even thousands of people on your contact list. Obviously it's impossible to maintain personal contact, yet personal contact is a key to building and strengthening your client relationships.How do you maintain and strengthen relationships with all of these people so you will be among the first - if not the first - person they remember when they have a business issue that requires your expertise?I pride myself on my follow-up skills and strive to maintain relationships with clients long after projects have been completed. But, the longer I'm in sales,or working with a particular account, the more contacts I have. Suddenly my simple approach to calling when someone comes to mind, or when my CRM system says I should, no longer works. This is the dilemma facing many of us as successful sellers. What to do? The answer: a two-pronged strategy leveraging today's technology.Begin with a "divide and conquer" approach, categorizing your contacts into tiers. The 'A' tier can include top contacts or recommenders you stay in touch with regularly. These are the people least likely to slip from our sights because they will probably buy from you soon. It's the 'B' and 'C' tiers that are the challenge.The 'B' tier are contacts that don't have an immediate need, but may have one in the next 12 months. You may have done work for them before, or discussed places you can assist, but frequent communication at this point is not required.The 'C' tier are contacts that may someday appreciate your services, but not in the foreseeable future.While both 'B' and 'C' tier clients know you are there, you don't want to count on them to remember to call when a need arises that you can assist with. Yet our schedules are busy and often we don't have the luxury of calling every 'B' and 'C' client regularly to check in.Some sellers feel it is enough to hope that their paths will cross again in the future. That's not definitive enough for me. As I look at it, there are two prongs to a strategy for staying connected and strengthening relationships with our legion of client contacts.Keep our clients current on what we are focused onProvide our clients with new ideas
The first prong is easy.LinkedIn, the online business networking site, shows your network "what you are working on", updating it every week, even emailing it out to your whole network of contacts you have registered. Make sure all your 'B' contacts are linked to you, and they can follow your activities every week as long as you keep it updated. As you speak with or think of them, link to your 'C' contacts.Client relationship manager and email database technologies can help with the second prong. Use the tools in your CRM to create a nearly automated communication strategy. Queue emails to connect with 'B' contacts every 60, 90 or 120 days. Write an email that shares a new thought, a related issue a client had and solved that would be of interest, a return on investment another client achieved and how. As your 'B' contacts reply, call to connect voice-to-voice.The 'C' tier shouldn't require a lot of time and effort. Add them to your newsletter list, or emails you might send out regarding updates in their industry. Plan to communicate with them every 4 - 6 months. Periodically send a personal email, checking in on their summer plans, how the job is going. The email queue feature is great for these because you can be sure to connect no matter how busy you are.By dividing your contact list into tiers, and determining what you can do to effectively - and time efficiently - stay in front of them you will strengthen relationships and stay top of their mind whenever they have a need.

Original :: client communication as easy as abc

getting past the executive gatekeeper

Some sellers fail miserably when trying to gain access to a company executive. Unfortunately, rather than taking the time to develop a strategy, they smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn't get many sellers past today's sophisticated executive gatekeepers, and many aren't willing to give a seller a second chance. It's imperative for sellers to take full advantage of what could be their golden opportunity to gain access to a key contact.Research the IssuesYou know you must do your research before you even think about contacting a new prospect. Your goal is to create an opening statement that will grab the executive's attention.owever, don't overlook doing the same for the gatekeeper who is more likely to answer.In doing your research, one of the key things to look for is something that will cause the gatekeeper to say, "Mr. Executive needs to speak with this person!" To accomplish this, learn more about the company as a whole and the executive's area of responsibility by performing more effective research.Identify compelling business issues that the executive, or his competitors, may be facing and that you have solved for other clientsDetermine business priorities the executive may have in common with other clients you work with
Look for business opinions the executive has expressed that are in line with your company
Seek out people you might both know; someone you can reference or who might offer you a referral to the executive
Use this information to create a powerful opening statement that will differentiate your message to both the executive and the gatekeeper. Include:The business issue or priority you suspect
Financial results you can provide
A reference or referral that adds credibility
The Gatekeeper is the ExecutiveOnce your research is complete, and you begin to establish contact with a company, you will likely encounter one of two types of gatekeepers to the executive: an executive assistant or receptionist, who has been charged with the responsibility of keeping people from wasting the executive's time.When confronting these gatekeepers, make it apparent that you've done your research by using your well devised and differentiating opening statement - exactly as if you were speaking directly with the executive himself.An executive assistant is often very knowledgeable and will understand the importance of your message if you have hit on an issue or priority the executive - or the organization - cares about. Ask for the assistant's help in identifying the right person to speak with. If the executive is the right person, ask for their help in setting an appointment. The assistant will grant you an appointment - if he or she feels it will be of value to the executive based on the priorities the executive is focused on. Or, the assistant may refer you to another contact in the organization with those priorities. Either way, you're in the door!The receptionist may also be able to refer you to the appropriate contacts after hearing your opening statement, provide the executive's email address, or give you insights into the best times to reach the executive. You may choose to seek out the receptionist to gather this information while also gaining access to other contacts.As you gain access, follow up to thank gatekeepers for their assistance. Be friendly and appreciative each time you speak with the receptionist. As you navigate the organization either at the executive's or the assistant's recommendation, update both on your progress and next steps to build your relationship.Treat both types of gatekeepers with respect and professionalism and the assistant and receptionist will facilitate, rather than block, your entrance to the executive and the organization.

Original :: getting past the executive gatekeeper

what makes the best home business

Here is�the scoop on what is without a doubt the best business decision you can make if you want to increase your business.Business owners have gone through countless training seminars, workshops, audio and video trainings and have read�millions of books. What I found through the vast majority of all of the things is that for the most part training today as you know it is based on hype. It is more motivation than practical skills training. The majority of trainers in the industry, seem to explore and focus on self development in the form of motivation and fear assessment. They�teach and train on how to recognize your weaknesses but that is where the training ends. Rarely does a personrain you on what to do exactly to get the result you seek.�What makes�the best you may ask?�Someone who�personally came from nothing to a whole lot. Someone who�has had to learn all of the success principles of life and business themselves�and�has mastered them all.�Someone who�teaches by experience not by theory.Someone who's�training is free, yes you heard that�correct. Someone who�knows exactly how to get to the root of�problems and give specific directions on what to do to fix it. There is no hype or motivational speaking in their�training.�There is results from their training, plain and simple.Their website provides you the tools to see and hear from thousands of real people that have used them and have exploded their incomes.�They are�the best because�they have the most results. That is what it should only be based on, right?So if you want to increase your skills which will lead to a better and bigger business, better relationships, marriages, kids behavior and more then you should learn from someone who is the best.

Original :: what makes the best home business

7 secrets to close every sale

1. Always be opening!Loose your mind and gain the mind of someone you want to be who has succeeded. You must get rid of the mindset of closing. See, I know that once this article is posted I will receive countless e-mails from people who want to get to know me, who want to join me in my success. You must always be opening up to people! I suggest to get to know me! Read up about me, ask me anything you want! Your prospect must see that you are willing to do anything for them, because without you helping them, they cannot help you! When you meet a new prospect, think to yourself "I will know this person long term"! The product you have to offer might be for them at this time, but you have oened up a relationship with them!Think about your best friend, what did they use to be? A stranger! Now they are your best friend. Every time you meet someone new, create this mindset. Embrace your prospects, welcome them into your company! Trust them, respect them, look after their needs. This is what you need to do! When you have built a friendship with your prospect your success will come in leaps and bounds! I could stop this article right here because this alone will make you successful!2. Never prejudge a potential client, customer or prospect!You never know where someone is coming from! Never assume someone will not be interested in you or your idea because of what they look like, where they live, what they wear or what they do for a job. You never know what is going on inside their mind! Most likely the people you think have money don't and the people you think don't, do! If you walk into a sale and you look at your prospect and think to yourself "I don't think this person has what it takes to own this product", you are setting yourself up for immediate and painful failure!When people go into network marketing they don't buy your product, they buy you. They make a decision in their mind that they will trust you! If you betray their trust by assuming that they cannot do it, then you have lost them to someone else. They will feel your non belief in them. You will never build a successful home business with this attitude. Prejudging or assuming mindsets will cost you millions!3. Shotgun vs. Sniper!Most people when put in the position to make a sale will bombard their prospect with statistics, graphs, notes, unnecessary information etc. to try and confuse the prospect into purchasing. They will literally try to blow the prospect up with information. How many shotgun marketers make 6 figures? Not many!Go into the sale as the sniper! Focused, your eye is trained, your aim steady! Share brief information about your product, just enough to spike their interest and create questions for you. If you have one 1 hour with someone speak for 30 minutes. Then ask the what they think, do they have any questions? Listen to their needs! Then ask them what did they like most about what you have told them. This forces them to say something positive. This is the point at which you grab your rifle, take a steady aim and hit your bullseye.4. Visualise your sale!Take a second to picture your situation. You are in a meeting with a prospect, be it e-mail, phone or in person. They are your number 1 prospect. You have the paperwork filled out so all they have to do is sign it. Visualise them signing on that dotted line and thanking you. Your tell them how excited you are to have them joining you in your home business endeavour! You absolutely have to visualise your sale to get success with it!When you have them at the sale point and you flip the contract around, it's already filled out so you don't have to fumble around, you say "sir, all we need is your endorsement in the section highlighted in yellow and the product is yours". What do most people do? They fumble around filling out the paperwork, then when they are finally at the sale, they put a red X on the signature spot. Red=blood, death, anger, hatred! Do not use a red X! Yellow is a friendly colour. People want to endorse a product, not sign a contract! Using a yellow highlighter will earn you millions!5. Mindset, Offensive or Defensive!Always have an offensive mindset. You are going to win the game! You are going to make the sale. Your prospect will see this in you. They will see how confident you are and this will inspire them! In a war you don't want to fight beside a coward, you want a John Rambo next to you don't you? An offensive mindset is the secret to unleash the success in yourself and your business. You want to become the person you buy from! That is an offensive person, not a defensive, weak minded person. Just before you close the sale, ask them "what else do you need to know today before we can authorise this transaction"? This is an offensive mindset!6. A.B.E----Always Be Early!I can guarantee you that if you walk into a sales arena, you sit down, get organised and set up before your prospect arrives, you will double you sales. Why? Because if you get there first, it is your territory! The lion is offensive and will protect his territory! If you are late to your initial meeting with your prospect, you are going to be battling a major mental block in their head. They will be thinking "if they are late trying to sell me their product, I have no interest in it at all". Never start a business presentation late. Always be early. It comes down to respecting the people who were on time. They do not deserve to wait for your presentation because someone else was late.7. Become A Record Breaker!Double your monthly income in 90 days! How? Know it in order to break it! Write down exactly what you want to earn in 90 days. This is what you WILL earn! All a record is, is a bit of paper that's ready to be torn up! You may be thinking "it is impossible to double my income in 90 days"! Well excuse my French but that is a load of Polly waffle! If you think that then you are setting yourself up for failure from the start! You can double your income, you can explode your business and you can be successful.All you have to do is follow these 7 steps!

Original :: 7 secrets to close every sale

increase prospecting results by

Connecting with prospects for the first meeting requires persistence, consistency - and simply wearing them down. You can speed your access time by integrating your communication strategy with multiple connection methods without frustrating prospects. We've spent many hours working with clients on ways they can refine their prospect touch points, and improve their overall prospecting results.�Touch points include phone calls, emails, direct mail, and any other forms of communication.Most sales people I've worked with have a solid cold calling strategy to gain access to their prospects. They cold call once every 2-3 days, and send follow-up emails every week or so. This approach gives thesales person a chance to project their professionalism and their interest in working with the prospect, by voice over the phone, while also providing the prospect with the opportunity to respond easily via email. This thorough approach helps get a more immediate response, letting the sales rep know if they have a real opportunity or if they should move on.While this successful communication strategy is very effective, there are several ways to enhance it and speed access to new prospects.�First, rather than periodically following a call with an email, integrate email into your cold call strategy. Send an email following every 2 calls, or in place of every other call. The prospect is still hearing from you, knows you are interested in connecting, and has an easy way of responding. A reminder tip: remember to email no more than every 3 days.Second, consider integrating events, articles, or other marketing news that may be of interest to a prospect into your strategy. As you spot information that may be useful to a prospect, pass it along with a quick note. This will grab the prospect's attention in a more personalized way, further demonstrating your interest in meeting, and helping you to stand-out from your competitors.Some items you might want to pass along to a prospect include:?�������� A newspaper or trade publication article with information impacting their industry.�This shows that you are paying attention to their business, and have solutions for their needs.?�������� If you are a member of a city chamber, industry organization, or other relevant organization, consider events a prospect might be interested in attending and invite them.?�������� Newsletters or news releases from your own company - sharing information that would be important to a prospect - should be sent with a personal note keeping the prospect current on the options available to them.�Third, let the message you use for voicemail and email evolve. Begin with your initial value proposition, and integrate in new knowledge you have gained from gatekeepers, voicemail and email messages, events you are aware of, and information you have sent or read. Your prospect will become immune to the same tired message no matter how many times you reach out, so let it evolve just as you will during the sales process.The more frequently - within reason - your contact hears from you, the more he will recognize you are not going away and are serious about meeting. The more you integrate your touches, the easier it will be for your prospect to respond.To gain speedy access to new prospects, treat them more personally while staying in front of them. Finding ways to demonstrate you understand their potential needs, and communicate in a more personalized manner, will grab attention and yield the prospecting results you desire.

Original :: increase prospecting results by

what to do when the prospect says yes

This article is short but sweet. We've all been there: when you and the prospect are both on the same page and everyone seems to be heading in the right direction, you've even gotten the verbal approval from your prospect to complete the deal. But a few days pass and you don't hear from him or her, what do you do!? This article is going to be very beneficial for salespeople of all levels.This situation occurs in about 1 in 3 sales training sessions I conduct. It's one of my favorite (not really) things to hear from salespeople:I GOT THE VERBAL!You got the verbal? You got nothing.If you're a professional salesperson, you probably already know this. If you're new or struggling, here's thetip:IT'S NOTHING UNTIL IT'S SOMETHING.Deals go bad. Prospects lie. Things change. All of these events can change the VERBAL in a New York minute. So what should you do?1. Watch what they do, forget what they say: If someone gives you a VERBAL, take it at face value and keep your own emotions and expectations in check.
2. Drive the process: Once the VERBAL comes, it's your job to drive to an end. Share the crystal clear steps: i.e., Thanks, Joe. Here is a document that outlines specifically what happens next.
3. Stay mentally behind the deal: Everyone around you will want to "get excited." Not you. You stay even-keeled. You get excited when the money hits your checking account.Last but not least. No matter who asks, never again say: I GOT THE VERBAL.

Original :: what to do when the prospect says yes

selling skills and their necessity in

In order for any business to be successful at what they do, they have to be able to sell their product or service. Selling skills are a learned set of skills that assist those working in sales at building successful and long-term customer relationships. If a customer trusts a sales employee, then they are most likely to be a loyal customer. Loyalty is important, and requires a salesperson to provide exceptional customer service each and every time the customer does business with the company. This is why proper selling skills are of the utmost importance.Selling skills are often taught at seminars. These helpful seminars are sometimes taught offsite, but some professional trainers will holthem at an employer's place of business. It all depends on the company and its needs. These seminars are filled with training topics like self-confidence, stress management, verbal communication, organization and many others. These skills are essential tools that a successful sales force needs in order for a business to grow. Without them, those working in sales will struggle to perform well. With hard work and determination, sufficient selling skills can be learned in a very short period of time.If a salesperson lacks confidence in him or herself, then the person will have a difficult time getting customers to purchase the company's products and services. Self-confidence is something that others are able to easily notice. If a customer senses that a salesperson doesn't believe in themselves or their product, then why would the customer make a purchase? This certainly wouldn't make the customer feel like he or she was making a wise decision, which will inevitably cause the customer to shop elsewhere. There is a big difference in a salesperson that smiles and enthusiastically describes a product and explains its advantages and a salesperson that nervous and unsure while he shows a product to a customer. This is why learning the proper selling skills is extremely important to the success of a salesperson's career.One of the most important, yet disregarded, talents taught during selling skills training is personal organization. If a salesperson doesn't keep their work area and their thoughts appropriately organized they will have a very difficult time locating or retrieving important items and information when necessary. This is counterproductive because it wastes valuable time that the employee could spend making sales, instead of searching for information, supplies or paperwork.Stress management is another extremely important selling skill. Of all the selling skills, this one is probably the most forgotten. With many business owners and employees busily trying to perfect their jobs and make quotas, it's easy to forget about relaxation and life balance. Despite this fact, relaxation is extremely important. Lack of stress management can cause a person to become ill. No one can work 80 hours a week and expect to continue to function optimally.Selling skills are important for everyone in the business industry to learn. Mastering selling skills can mean the difference between the success and failure of a company. With some time and effort, sufficient selling skills can be learned with little difficulty.

Original :: selling skills and their necessity in

sales training top salespeople

Top salespeople have similar habits to collector car enthusiasts. A car collector or enthusiast can have what is referred to as a 'daily driver,' or an every day driving automobile. A 'trailer queen' car simply goes from a heated and air-conditioned garage to a trailer for transportation to a show. And the 'trailer princess' is the collector car that only gets driven on perfect weather days and is also transported via trailer, usually for shows. Salespeople who have a consistent flow of sales have a strategy that includes all three of these kinds of 'cars' in their pipeline.Marketing long term consists of daily actions, just like a 'daily drive' auto is driven everyday. More effective reslts from marketing happen when you purposefully precede those actions with a ritual that puts you in a positive feeling state. Imagine talking with, or following up with, potential prospects and you are feeling frustrated or unsure in your stomach. Not so productive a call, is it? Well, you want to do something that gets you feeling confident before you dial their number. It could be something as simple as listening to some uplifting music or using the Emotional Freedom Technique. Nothing works the same for everyone, so the key is to find a ritual that affects you positively. Introverts and extroverts may totally different routes. Just like you wouldn't take that daily driver out without first filling it with fuel, start every day of marketing in a happy positive state of mind.To reach year-end sales goals requires a 'trailer princess' approach. If you have been stirring up interest in your products and services all year, then you have a ready-made sales pipeline to get those year-end results. But for some reason 80% of salespeople ignore the value in this previously driven ground. They keep marketing for new business and let old paths go cold. Even a 'trailer princess' gets out and about on the same path regularly. Plan, schedule, and act on a complete follow up system to more solidly and surely reach the finish line. Sales is, after all, a good deal about timing.Don't just sit there like a 'trailer queen!' You know what happens to collector cars that don't get driven, or maybe even started up? They stop running! Belts dry out, gasoline goes bad, and tires rot. Do not be a salesperson with 'trailer queen' traits. If selling were easy, then more people would take it as a career path. Selling can be simpler however if you find the process that works for you. And don't kid yourself; sales is a process. It brings together you and your products and services at the right time with buyers who happen to need that very thing to solve a problem or give them a solution. But you have to leave the 'trailer' (put your sales process in practice) and start to maintain a speed (reach for your goals).Do you want a consistent flow of sales? Do you want to reach monthly and yearly goals? First, plan your sales process and second, act on your daily, monthly and quarterly activities regularly. Salespeople who do will find the finish line is within their reach for more sales results.

Original :: sales training top salespeople

sales training gunk threat to

'Gunk' is usually what that nasty stuff which collects in the engine and other car parts is called if you don't change car fluids regularly. But gunk can also refer to bird poop, splattered insects, even some soap scum that sits on the surface after washing a car. Just like this wide variety of car gunk, gunk is everywhere in business people, in different amounts, and can get in the way of our business success. How much of a problem is gunk in your business?Is gunk a real threat? Just like in your car, if you don't change the oil regularly, if you don't regularly 'degunk' yourself, then your business suffers. And some actions you might take, like procrastinating, eating junk foods, or driking alcohol as your way of feeling better about things, are not necessarily safe! For eliminating the real threats that cause poor performance in your networking, marketing, sales, and presentation confidence in the whole engine of business, be aware that these areas each on their own can be problematic. Take a look at your intentions, expectations, networking and marketing plans, presentation confidence, beliefs, and values then decide how to make them all gunk resistant.Do you use a low quality fuel? Just like a low quality of fuel can contribute to engine gunk, a poorly planned approach to get going each and every day can clog your business activities. Do you procrastinate? Do you notice your self-talk - is it more negative than positive? Too much watching the media these days? Too little taking care of your emotional state? All are signs that the best fuel for you - your self-talk, emotional state, limiting beliefs and more, might need to be something other than what you are doing.Is marketing one of the largest investments you make? One recent business video I watched stated that 40% of a business owner or salesperson's time is better focused on filling the sales pipeline, or marketing. A high priority set of actions! Networking, speaking engagements, follow up activities, article writing, press releases, asking for referrals, and more marketing activities are the sales funnel to your sales pipeline. How much emotional and mental baggage are you dragging into all these actions?Gunk (negative thoughts and feelings) can clog the works (results), and if left unattended, your business won't get enough sales when you want and need them the most. Clean out the gunk (your mental and emotional state) and your business success is more easily within reach. Find a 'degunker' process that works for you, and get help from a qualified coach if you haven't been able to successfully do this on your own. Everyone (like every car) is different. Do something differently so you increase your results (your sales and revenue).

Original :: sales training gunk threat to

sales training customer needs

In the business world, salespeople need to understand their customers as much as possible to increase their chances of making a sale. Every customer always has some kind of need. Your job as the sales professional is to find out what those needs are.Sometimes, you will get customers who will tell you what their needs are. Those type of sales just "fall in your lap." You don't have to do much work for those sales.Unfortunately, that won't happen all the time, and you cannot count on those sales to make your paycheck. As part of your sales training, you have to find out what customers need in order to make a recommendation to them. People do not like when sales reps just try to sell them. Isounds as if they're not genuine; they're just trying to make money; and that they do not have the customer's best interest in mind.Suppose you're working for a company where you power wash homes and wash windows, and of course you're the sales consultant. By the way, a sales consultant is a synonym for sales rep or sales professional. It just sounds more prestigious, and probably makes all of you salespeople feel very important. No, I'm just joking, you are all important, especially if you're reading this!All kidding aside and back to the sales training, let's say you're talking to a home owner and you probe, "Have you had your house power washed or your windows cleaned?" They tell you, "I just bought new windows a few months ago, and I have not had my house power washed in close to four or five years." At this point, there a few options as to where this conversation can go. There is the right way, and the wrong way.The wrong way is trying to just make the sale as we talked about, and not really caring about the customer's needs. Basically, the customer already told you that they just installed new windows. That means that you shouldn't try to sell them on cleaning their windows. Therefore, you should only recommend the power washing.By doing this and avoiding all window talk, you're also showing that you're listening to them. It should sound something like this coming from the sales person: " I wouldn't recommend having your windows cleaned because you just had new windows installed, and they look beautiful. However I would recommend that you get your home power washed, so your home can look as good as your new windows. When you need the windows cleaned, you can reach me at another time. How does that sound?"It's right to the point, and you don't come off like you are trying to be too pushy. You simply sound like a friend with knowledge in a field that they need.

Original :: sales training customer needs

how to handle the money objection the

The rules and policies for closing sales, today, have changed as compared to just a year or two ago. With the economy being what it is, people are not as eager to part with their money, as they were a couple of years ago. Even when it comes to the necessities, we are comparison shopping, clipping coupons, and combing the net for special deals and sales breaks. Because of all this, the sales professional needs to be even more sharper and more willing to think outside of the conventional box, when closing a sale.There still are some very basic realities that govern what the sales person is facing. The biggest obstacle to closing a sale is the money. In fact, it's very safe to say that at lest 95% of the time, it's the money. The other 5% probably is a smoke screen that is hiding the money issue. If the sales person has successfully done all the other steps including proper qualifying, product presentation, and has gotten all those little commitments that lead up to the close, then the only reason why a prospect is going to object to making that final commitment will be the money.The sales professional knows that in order to make the sale, it's imperative to get rid of all the other potential objections so that it all really does funnel down to a question of affordability. This, to be quite honest, makes the sale that much more possible, because there is only one concern, and if that can be handled, then there's no reason for the prospect to refuse. Simple, right?After the salesperson gives the price and asks the final closing question: "Which credit card will you be using or do prefer to use a check?" The absolute CARDINAL RULE is to NOT SAY A WORD AFTER ASKING FOR THE SALE. No matter how long it takes for your prospect to reply, DON'T SAY ANOTHER WORD. The rule is: "He who speaks next, loses." And although we are not looking for the customer to "lose," we do not want to shoot ourselves in the foot by talking after we've asked that closing question.After you ask the question, your customer really has a choice of only two possible responses. They will either say "Let's use my credit card" or they will tell you they are not ready to move ahead. If you've done your job properly, your reply to this objection is very simple: "Mr Customer, please be honest with me. Is it the money?" Once your customer acknowledges that, then you can then address that issue and re-close your customer.The best reply to your customer's money objection is to first AGREE with them, and say you can understand their concern. Then you propose the following. "Mr Customer, I can fully understand your concern. If we can find a way to make this affordable for your budget, then there really would be no reason to not move ahead with this." This is a very powerful statement and re-commits your customer to a buying decision.From here, you then want to find out what part of the money obligation they find uncomfortable, and use whatever resources you have to handle. Possibly lowering a monthly payment by extending the months to pay in. Maybe lowering the down payment or splitting the deposit into two payments. Etc etc...You get the idea.By keeping your focus and being willing to work outside the box, you will close more sales.See you at the top.

Original :: how to handle the money objection the

selling more by making every part of

It is generally agreed that there are three main components�to spoken communication: body language, voice tone, and word choice.� The first two account for most of the meaning; the actual words we use�end�up being�just a small piece of the puzzle.� All three, though, are used by our listeners to understand what we are trying to say.� Because of this, one of the main causes of miscommunication is when�the message sent by our words,�tone, and�body language don't align.This�effect is compounded by the fact that�our body language and tone�are mostly unconscious acts.� We don't take the time to think deliberately about the way we hold our body�in the same way we might pause to tink of the exact right words to say.��At the same time, the person we're talking to is picking up those signals unconsciously as well.��People who are trained to spot liars, for example, use the unconscious cues in tone and body language to see if someone is telling the truth.� There are many layers of communication going on at the same time - and each layer may be saying something different.These different layers�can easily be�seen�in verbal sarcasm and the miscommunication it creates.� Sarcasm, when you�examine it, is simply the deliberate mixing of signals.��A person's�words, for example,�might not�have the same meaning as�their tone of voice.� "Yeah, it was a great time" said with a sneering tone would probably indicate that the person didn't really enjoy themselves.� They are purposefully using contradictory signals to create a different message than their words would indicate.� Another example that most people are familiar with is�someone saying they are "fine" with an�obvious tone that indicates sadness or distress.This puts a burden on the listener to translate the real meaning - should they go with the word choice or the tone?� This�usually isn't a problem with close friends and associates, but the less�the two people know each other, the greater the chance that there will be a misunderstanding.� The listener has to decipher what the speaker is saying, and the more effort they have to use, the more likely they are to make a mistake.Sarcasm is�an example�of�deliberately mixing�communication signals.� There are also many scenarios when this�happens unknowingly.� An example is when body language and word choice don't match.� This commonly happens when a�person shakes their head yes or no when answering a question verbally in the opposite.� Often the direction the head nods is more indicative of their real answer.� When someone answers a question with a big "yes", but shakes their head no, the listener often picks up on that; and they have to decide which response to act upon.The best way to solve these inconsistencies is simply to be aware of them.� Both when speaking and listening, paying attention to areas where there might be mixed messages allows for someone to address them immediately.� If the signals aren't consistent, they can ask for�clarification.�These are just a few examples of how the three parts of verbal communication - body language, tone of voice, and word choice - can say different things at the same time.� By paying attention to all three of these it is possible to make sure that a speaker isn't sending out mixed signals, and it's also possible for a listener to tell when they are picking up mixed signals.

Original :: selling more by making every part of

hidden secrets to crack the voicemail

Voicemail is perhaps the hardest gatekeeper to get past in the SMB market space. Executives play many roles and have little time for sellers. They use voicemail as their screening tool and you need not only a great message, but perseverance and creativity to crack through. Try these secrets to reach your top SMB prospects.Leave a voicemail every other day. It's basic but effective and many of your competitors aren't calling anymore. Too many sellers feel voicemail messages make it easy for an executive to ignore them, so they send emails only. But if you don't leave a voicemail, how does the executive even know you are trying to reach him? Email doesn't replace voicemail where the executie can hear your interest and passion. Not sure what to say to catch the executive's interest?Suggest two dates and times you might have a 15 minute conversation. Tell the executive you will hold the times on your calendar - and do it.
Use the 3 Cs in an email. Recap your voicemail in an email. Make it compelling, consultative, and concise. Demonstrate your attention to detail by including the times you suggested to talk.

Call anyway. Book the times you suggested on your calendar and unless you hear from the executive, consider it an appointment. Follow-up at the exact times you mentioned to demonstrate reliability. Let the executive hear your interest in speaking with him, your professionalism, and your message. Suggest another time to talk, and continue following up.

Use Microsoft Outlook's calendar and send an invitation for the two times you suggested. This is one of my favorite ways to connect to executives. Many companies today use Outlook to maintain their calendars. If you use it as well, turn it into an opportunity to schedule an appointment. I've had executives who accepted a calendar invitation without ever speaking with me because my message was compelling and timely. Some sellers who hear this are worried about the executives who don't use Outlook. When you send an Outlook calendar invitation to someone who doesn't use it, the invitation simply comes through as an email with the subject, date and meeting time request. If it concerns you, mention in your email that you also will be sending two Outlook invitations in case that is an easier way to respond.

Find the executive on LinkedIn and send an invitation to connect. If you aren't using LinkedIn, get connected and start networking. This is a hidden gem more sellers are employing for networking and relationship building. And isn't that what you're trying to when you place a call? When an executive receives a request to link to you, he'll know you are serious.

Call Sales and ask for an introduction. Sales reps understand your position. With a compelling message, they will answer your questions, suggest needs you hadn't thought of, and may stop by the executive's office and tell her about you.

Send follow-up emails every 4 business days. Email is an easier response mechanism for executives and if your message is strong, including business results that are a priority, he will accept a meeting eventually. Don't forget to continue your voicemails.

If you reach an assistant, use your compelling opening and ask for 15 minutes on the executive's calendar. Remember, an executive's assistant knows the executive's business priorities and can quickly admit, refer or drop you.

Call 9 times or more - enough that the executive knows that you feel you have a compelling message and are passionate about speaking with him. One seller I know doesn't stop at 9. He calls until he reaches the executive personally to get a response.
For any seller working in the SMB market, being able to successfully break through the voicemail gatekeeper and get the executive's attention is mandatory. It will take some patience and persistence, but the time you invest will help you gain executive access putting you light years ahead of making a blind cold call.

Original :: hidden secrets to crack the voicemail

sales training introverts top four

It was the 1938 Pimlico Race that Seabiscuit outraced Triple Crown winner War Admiral. Why? Experts say that Seabiscuit held with the pack and was trained to start from the gate with a burst of speed right from the starting bell. It's important that as a salesperson you find your starting bell - that thing that gives you the jolt into your daily activities that creates the highest payoff each day. And just what are those daily jolt activities, in particular for the introvert, shy or reluctant who sell?Start each day in a way that will energize you in this extroverting activity of selling. This will be different for each of us. However, it is important in particular for introverts since thmajority of our sales day will be a slow discharge of personal energy as we talk with prospects and customers. Energy can be physical, mental and emotional. Meditation, spending ten minutes reading something motivational, and even exercising before you start your workday can charge you up for the day.Remind yourself throughout the day you naturally have all the skills that customer's crave. Be yourself: focus on the customer. Listen to them as you normally prefer to listen to people before you speak. One four year study by David Kurlan, The Modern Science of Salesperson Selection, published five major weaknesses in the April 1994 issue of Inc. Magazine in an article called "Psyched Up or Psyched Out." One of the weaknesses, the tendency to become emotionally involved, affects listening skills to become more self-focused rather than prospect focused. Our distinct advantage as introverts is being able to maintain focus, hear important points and maintain control of a meeting. That's one of several important skills that in innate in introverts. Remind yourself of this!Recharge throughout the day as needed to keep your optimism high. Over 30 years of research by Martin Seligman and his colleagues with more than one million salespeople have confirmed the importance of optimism in salespeople across several industries. It's to a degree of being able to outsell from 20% to 40%. As introverts we tend to roll things over and over in our minds. Take time to think over positive affirmations. Find things to be grateful for. Stop, take a break, and recognize even the smallest sales task accomplishment. Listen to uplifting music to help sharpen this competitive advantage of optimism.End your day inside your head again with a focus on your inner game. A Harvard study which compared more than 60,000 sales people, concluded that one common success factor was the ability to manage the "Inner Game of Self Management." They not only know the rules, strategies and objectives, but they manage their inner game. It is like the horse racing around the track with action, sweat and yet simply running the race. Get some good training or coaching. Learn the rules, the strategies, set your goals and then take those end of day contemplated actions.In 1938, two hundred yards from the wire, Seabiscuit pulled away from his rival. He extended his lead in the horse race, finally winning by a clear four lengths. As long as you steadily increase sales, you have more than a horse's three years to win the race of selling. What is going to be your starting bell? Plan your energized approach, practice optimism throughout the day, recharge regularly and focus on your inner game. Then race to the finish line of top salespeople.

Original :: sales training introverts top four

sales training top ten departed traits

Being raised Catholic, on All Saints and All Souls days we would meditate about the most saintly and then the people we most loved who had passed away. What if as salespeople, we set out similar holidays: All Sales Do's and All Sales Don'ts Days. Turn your focus from your don'ts into just the opposite to make it easier to find the do's.Here are the Top Ten All Sales Don'ts to depart from:1. Procrastinate on high payoff activities. Do things that don't get you closer to finding a prospect or helping a new customer.2. Follow up is a hit or miss process. Call or meet with a prospect just once or twice and expect the timing to be perfect that they buy.3. Make your presentation about yourselfirst. People want to listen to what you have to say so just go into your sales spiel.4. Listen to respond. While you know someone has a concern or question, just tell them what you want them to hear.5. Continue to dwell on lost sales. Schedule a pity party for yourself when you lose a sale.6. Engage in marketing activities that everyone else engages in. As you see that extroverts love networking, you should network. Do what everyone else is doing.7. Sell for the money. Keep your sales commission in mind.8. Take rejection personally. If you lose a sale, it is your fault. Go back to All Sales Don't number five.9. Everybody is a prospect. Whatever your product or service, everyone will need or want it.10. Communicate the way you want to. Since it is easy and most comfortable to communicate in your own style, that's going to help you put your best foot forward.It's time to put these 'All Sales Don't' list to rest! Let them stay buried as in the All Souls Day. Turn your focus to the All Sales Do's - those are virtually the opposite of these All Sales Don'ts. As you find yourself doing less and less of the All Sales Don'ts, celebrate your success on your self-appointed All Sales Do's Day.

Original :: sales training top ten departed traits

sales training remember your first sales

Imagine the novelty of steam powered brass machines getting to the first USA automobile show in the snow! Then imagine the newness of making your first sale. Getting that first or first few sales is tough but exhilarating. Think back to that first success and find the basic elements. Then when you need to gain a boost or reestablish your confidence you take that first ride once again.Warm up. Just like the old brass cars needed time to warm up, it's likely on your first call you rehearsed out loud, or at least mentally, your opening presentation. You carefully planned what you would take along to the meeting - just in case you needed a brochure or a price estimate.Open the door. In buildig rapport, you found it easiest to be observant and to make genuine, caring comments on your observations in your prospect's office or home.Get in and sit. With the rapport building all warmed up, you began to ask questions to go deeper in learning about your prospect's needs and wants.Start the car. As you discover what your client needs and wants you qualify them as the decision maker, when and how they will decide to buy, and how much and how they will purchase. You know that unless you are on a flat surface with the prospect, to begin any presentation may possibly be a waste of theirs and your time.Get moving and navigating the turns. When you find the prospect is ready, your presentation revolves around their stated interests, not just yours. The benefits are the benefits that they uncovered for you during the start of your conversation, not the ones you want to talk about.Going faster. Just as there are shift points even in the oldest of cars, there are shift points in a sales conversation. You take your lead from the driver, the prospect. If they want to go slower, you slow down; if they give you an indication they are ready to decide, you gently guide them to that point to buy from you.Stop and park the car. Stopping is actually the beginning of the sale. Remember how you felt when the first client shook your hand? Remember how it felt when you made the first delivery or shipment? You wouldn't downshift if you were in high gear in a car, so don't slow the process down by ignoring or overlooking that the prospect is ready to decide.That first car show may not be something people alive can fully relive. However, a salesperson who relives the thrill of their first sale will find the experience enough to feel a successful move through the process at anytime. Just take a mental ride back in your history to remind yourself of what goes into the plan and approach.

Original :: sales training remember your first sales

improve your cashflow by developing your

Today's news headlines paint a bleak picture for business, inadvertently influencing reality. Nevertheless, you need to ignore the negative press and focus all of your efforts on building your business.So let's look at increasing your average dollar sale as a positive cashflow strategy. Besides the profit margin strategies of raising your prices and cutting costs, growing your average dollar sale is the cheapest and easiest way to build profit -- which makes it a very important number to measure. To derive your average dollar sale, divide your total sales over the period you are measuring by the number of transactions. It would also be useful to break down your average dollar sale by emplyee, customer, etc.Growing your average dollar sale involves marketing with a keen eye on sales, so let's start there. It doesn't matter if you don't have "sales staff" because everyone in your business is responsible for marketing your company. That being said, why not hire a sales professional? Now is just the time for this kind of investment.For those who do have sales staff: what are you doing to support them? It blows my mind when I hear of companies that lay off salespeople in the wake of economic stress. I'm equally stunned by the absurdity of companies that cap their salespeople's commissions. That's like cutting your hamstring because you have a cramp. Your sales staff supplies your business with its lifeblood, and they should be compensated royally for it.Of course, you need to move your underperforming sales reps up or out. Why not create sales scripts and training by having your weak reps shadow your strong ones? This will be a boost for both sides. There is psychology involved in selling that you need to understand. Those who scoff at this will find themselves on the outside looking in. How often do you send your staff to formal sales training? How many books, CD's and videos do you and your staff study on the subject? Why not create an in-house study club?Not only can you discuss what you learn, you can also role-play and practice before taking it to prime-time where you must be successful. Become sales scholars. After educating your team in sales, you then need to inspire them to go and make it happen. Do you have team and individual sales goals?If not, work with your team and set them right now. Post the results and celebrate the wins. Sales-minded people are inherently competitive, and some friendly in-house competition is a good thing. Reward the top few performers with recognition and perks, like special parking spaces or tickets to sporting events.All the while, encourage teamwork by recognizing team goals, and by prompting discussion when there are opportunities for improvement -- even when that means you might face criticism. Focus on the success of your team; they will take care of the rest.

Original :: improve your cashflow by developing your

proper training an important key for

PROPER TRAINING is an important key for SUCCESS in ANY business. This means having more than a license, an office, a computer, or even cash. It means knowing your chosen field inside and out. This is especially true in the Freight Brokering side of the Transportation industry. A business where time is of the essence and a mistake could cost you dearly.� You have to be a salesman, an accountant, and an intermediary all rolled into one. You wouldn't go to a hair stylist with a broken arm or to an accountant for a toothache so why trust your Broker training to someone who hasn't been there and done that?Your success depends on your knowledge. And your knowledge depends on your receiving theproper training. Search for an instructor who knows the freight broker industry. One who has the experience in dealing with carriers, building customer bases, and knows how to negotiate rates. Ask the instructor about his/her experience. If he/she doesn't have any of this experience, why would you expect to receive proper training? You wouldn't. Could this Freight Broker trainer be a success based SOLELY on the information they are going to give you? There can't be NO doubt about it, they SHOULD be able to. Ask.If not, keep searching. You don't have to settle for the basics when you need to know what's in the middle too. Nor do you have to spend thousands of dollars on a three-day class or a weekend seminar that once its over, its over. Proper Freight Broker training should cover where, what, when, why, who, and how. You can't be a success if you don't know where to start, what to say, whom to ask, when to listen, why it's done a certain way, and how to do it that way. Like I said, PROPER TRAINING is an important key for SUCCESS, in ANY business.

Original :: proper training an important key for

how to handle rejection

This sales prospecting technique isn't specifically about how to prospect. It's a technique for dealing with the ill effects of prospecting, how to handle rejection. Being able to overcome the ill effects of rejection is vital to success in sales.This technique for handling rejection comes from one of my mentors, Tom Hopkins.If you focus on this sales prospecting technique when you get rejected you'll turn the bad feelings into good feelings. If you're constantly risking rejection, finding it, overcoming it and closing sales you may not need to use this technique. If you're not doing all these things, you need this technique. It will increase your sales your confidence if you do.The firststep to using this sales prospecting technique is to determine the cash value of each rejection you receive. How do you do that? Let's say for every sale you close you are paid $500. Then 1 sale = $500.The second step requires that you're tracking your contacts-to-closings ratio. The top sales people track this and other information daily. Tracking requires little effort and yields valuable information. For example, when you see negative changes in your tracking information, you become aware of challenges you need to address before they affect your sales.Let's say you contact ten people to make a sale. This means your contact-to-closing ratio is ten to one. The top sales people are always striving to improve their closing ratios; however, the ten to one ratio is a reasonable average. Now, 1 sale = $500, 10 contacts = 1 sale, therefore, 1 contact = $50.If you look at getting paid for each contact instead of each sale you'll see rejection in a whole new way. Aren't you paid by the contact and not the sale? After all, if you don't make contacts, you don't make sales.Top sales people look at the value of the activity as well as the result.Using this sales prospecting technique, making contacts and handling rejection becomes fun. Every time a contact results in a rejection of your product or service you can view the rejection as making money. In the above example you would make $50 for every rejection and be one contact closer to making a sale.It changes the way you look at things, doesn't it?If you place a dollar value on prospecting and rejection as an activity, you will look forward to these activities. You will view the activity as making money and be inclined to do it more often.

Original :: how to handle rejection

how to establish yourself as an expert

Regardless of your industry, experts make more money, have more contacts, and are sought out more than every other employee. If you want to see your earning power skyrocket you must establish yourself as an expert. It takes time, energy, and hard work but the end result is well worth it.LearnThe first step in establishing your expertise is to master all you can about your subject matter. Everything, from business to politics to art, can be broken down into a series of activities that yield certain results. Other experts in your field have written down those activities before. The texts they have written will shed light on the systems and processes that have led other people to success. Ifall you have is the knowledge of those who have gone before you, you are well on your way to being an expert in your field and an asset to your company.CommunicateThe point at which you make the leap from student to teacher is the moment you begin changing perceptions, in your own mind and in others' minds, about your level of expertise. So, what are some ways to communicate your knowledge?First and foremost, live what you teach. If you cannot get positive results using the techniques you discuss, your audience will not listen.
Once a month, hold a mini-seminar on your subject during lunch breaks or after work.
Start a company newsletter and use it to share your expertise.
Conduct research on your subject matter and publish your findings in an industry publication.
Acknowledge Your Expertise or No One WillFinally, begin to acknowledge your expertise when you speak to others. What do you say when people ask what you do? If you say something like "I work at (insert company name)" or "I do (insert task) at (insert company)" you are not an expert. Experts do not express themselves in terms of job title. They express what they do in terms of the benefit they bring to society. Take a minute to think of a specific answer to the following questions. Who is the end-user of your product/service? What is the result of the work you do for them?For instance, consider for a moment that you work in the sales department of a large financial services company. You don't just sell annuities, mutual funds, or stocks, you specialize in providing ways for people to invest for retirement. If you are an accountant or auditor with one of the Big 4, you are not just an accountant. You specialize in helping companies build the public's trust and keep more of the money they make. I think you get the point. The bottom line is this: the world begins to think of you as an expert when you begin acknowledging that you are an expert to the world.Take ActionDon't wait to begin turning yourself into an expert. Whatever function you perform, read publications, articles, and books that shed light on best practices and current trends for that type of work. When you've gathered enough knowledge, start sharing your knowledge with people throughout your organization in non-offensive ways. Finally, live it. Show the world you are an expert by practicing what you preach and getting good results.

Original :: how to establish yourself as an expert

sales 101 ask for it

One very important lesson that I have learned is to just ask for whatever it is I am wanting. When I started out in sales it was the fear of rejection that stopped me from boldly asking for the sale when it got to that stage. In the end, I would usually get the sale, but it would be a could be a very drawn out process.We all sell something, it doesn't matter exactly what it is that you sell, the concept is the same.More... It's a numbers game. The more people you talk to, the more prospects you get, and in turn, the more sales you generate. As I previously mentioned in another post, time is the most valuable asset. Therefore use it wisely.You can save days of work and anxiety if you frontup and be open and honest with your prospect. If you've done the work (put together a proposal or whatever), and you think it makes sense to them, then ASK FOR THE SALE.You'll be surprised at the results. Some people might think you're a bit arrogant, but I bet your sales will increase. At the end of the day, you are simply stream-lining the sales process. Instead of it taking 3 weeks, you can now get an answer in 1 week.Remember too, that if you have followed the sales process correctly, then asking for the sale is the next natural progression. If you have done your job properly, your customer expects you to ask for the sale, so there's no point in fearing that occasion.Another advantage is that your customer/prospect usually appreciates your honesty and your confidence will do a lot for the sale. By asking for the sale every time, you will increase you strike rate and free up more of your most precious asset - time.

Original :: sales 101 ask for it

how to handle a slump in auto sales

Webster defines a slump as "a decline in activity." But a slump is much more than that. People don't like to talk about it much because of its negative connotations. It's not something we welcome, and it has caused the decline of many good salespeople. Some of the common symptoms to look for are:- You become depressed because of the lack of activity, fewer sales, and lower earning.s- You begin to lose your desire to go to work, as well as your desire to wait on customers while you're there.- Your attitude becomes negative, which can very well affect the people around you.Eventually, every salesperson will experience a slump. How long the slump lasts, however, will depend upon how each indvidual salesperson handles it. But one thing is for sure, the more you comprehend how to get out of one, the less likely the chance will be of it affecting your sales career.I don't think we need to understand how we get into a slump, because I don't feel that this type of information will prevent you from falling into one. Reasons could include illness, laziness, personal problems, and countless others beyond your control. Because it's difficult to always prevent a slump from occurring, I'll provide some proven ways that will help you get out of one once you're there.- Go Back to The Basics -
The longer you are in this business, the greater the temptation is to take shortcuts in your sales technique. Taking shortcuts repeatedly can cause you to lose sales, a situation that will undoubtedly affect your morale and financial status. So, pretty soon, you start getting down on yourself, and the next thing you know, you're in a slump. Nothing goes your way and you start feeling very insecure about your ability to sell cars. When you get to this point, go back to the basics.- Take More Demo Rides -
When salespeople shortcut their presentation, they'll often eliminate taking a demonstration ride with the customer. But what makes us think that we can sell cars without ever letting customers test drive them first? I remember becoming so overconfident at times that I thought all I had to do was quote the customer a price, and I would sell the car. NOT TRUE!! You still have to do a complete job to be a complete salesperson.- Follow-up With Past Customers -
Following-up is that busy work we do when there are no customers in the showroom. I'm well aware that, when you're depressed, you'd rather spend your free time socializing with other salespeople and talking to friends over the phone. Instead, use this time to get in touch with the people who made money for you in the past. It will keep your mind on your work, and you might just get lucky and get a referral.- Walk The Inventory -
Walking the inventory daily will familiarize you with all the cars your dealership has in stock. You will also learn the locations of the variously equipped models. So when a customer asks for a particularly equipped model and color, you'll know exactly where to find it.- Talk to as Many People as Possible -
When we go into a slump, our first reaction is to stay away from customers. It takes every ounce of effort for us to leave our office for fear of experiencing more rejection. To get through this hurdle, don't even sit in your office unless you are making follow-up or prospect calls. Remaining on the floor gives you the opportunity to talk with as many people as possible. Approach people in the showroom as well as service customers waiting for their cars. Talk with anyone who will talk with you, so that you can overcome your conversational fears more quickly.- Change Your Physical Appearance And Mental Attitudes -
A sloppy personal appearance, low self esteem, and negative attitude often accompany depression. The old saying "misery loves company" comes into play. We want to look and feel bad, and form our own "pity party." And, the more people we can recruit to help us remain miserable, the better we like it. When you get up in the morning, take a good look at yourself in the mirror. Is this the person you want to have ride into work with you? Are you really happy with the way you look and the way you feel? It's within your power to change your appearance and behavior whenever you want to. I have found through readings and seminars on this subject that a person generally stays in these types of downers because he wants to. And the same is true about getting out of them. By forcing yourself to take on the attributes of a positive, exciting, energetic salesperson, you will find that your current composition will change in no time at all.- More Prospecting or Networking -
I know you hate to hear this, but prospecting or networking will keep your mind on your business, and maybe you'll get lucky and make a sale. You have to remember that successful people get that way because they put 100% effort into what they are doing. If you get into a slump, ask yourself what percentage of your time are you utilizing profitably while you're at work. If it's considerably less than 100%, then your chances of earning a decent living will be slim. Out of an average nine-hour work day, a salesperson will normally put in about three to four hours of solid working time. This leaves a balance of five hours, part of which can be spent on prospecting methods. Just remember, the more you sit around and feel sorry for yourself, the less chance you'll have of breaking out of your slump, and the less money you'll earn.- Check Out of Work Habits -
What occurs outside your work environment has a direct effect on your work attitude. If you feel this is responsible for your slump, you may want to review these items:- Are You Having Family Problems? -
If you find yourself arguing with your parents or wife a lot, this may carry over into your business life. Often, money problems may be the cause of the argument, so get back to work so you can make more of it.- Do You Get Enough Sleep? -
Being a "party animal" and keeping late hours may not always be the best thing for a successful business person. Make sure you get enough sleep so your body will be ready to handle a full day's work.- Are You Eating Properly? -
I know what salespeople eat, and we're all guilty of not taking care of our inner self. The idea, "you are what you eat" isn't just a quotation made by dieticians. Choose a sensible program that will offer you all the nutrients necessary to maintain a well-balanced diet.- Are You Getting Enough Exercise? -
Physical activity is also important if you want to maintain a healthy mind and body. Try to find a routine you can adhere to and exercise at least three to four times a week. I like to do my exercising in the morning before I go to work. Even though I was a professional athlete most of my life, I do not like to exercise. I do it because I have to, and the sooner I can get it over with, the better I like it. Anyway, I'm usually too tired when I come home from work.- Work Closer with Management -
During these times, don't shy away from your sales manager. He's there to help you with any problems you may have that can affect your business. When I was a sales manager, I always tried to help my salespeople maintain a good self image of themselves. The easier it was for them to sell cars, the more money I made. I hope your manager feels the same way!- Read Positive Attitude Books -
I was never one who liked to read, but I did find great value in books that positively affected my attitude, and filled me with more excitement. I could read a quotation by Zig Ziglar and it would set the stage for the rest of the day. I tried to read at least one chapter a day. Afterwards, I would write down the concepts that affected me the most. That way it was easy to review them when I felt I needed some motivation.- Listen to Motivational Tapes -
Just about every new model car has a cassette deck as part of its stereo system. We as business people don't always utilize this piece of equipment as profitably as we can. When you're on your way to work, pop in a tape that will motivate you to do the best job possible. There are many of them on the market, and as far as I'm concerned, if it gives you a little more motivation to get out of your slump, it's a good one.These are just some of the ways to help you get out of a slump, and increase your awareness of the pitfalls you can get into. Keep in mind, that, you have to have the desire to get out of your slump and the ambition to work at it. "Lip service" does absolutely nothing to help your cause. Don't just talk a good game, do it.

Original :: how to handle a slump in auto sales

handling the auto sales phoneup

Your ability to handle phone-ups professionally will be the determining factor for gaining additional sales per month. Individuals calling for information on the phone should be handled just like a prospect walking through the door. How you deal with their questions and concerns will be the determining factor for getting an appointment. Here are some strategies that will help make taking a phone-up more profitable: Treat every phone-up like a walk-in customer -
In the past when there were fewer carlines and business was booming, prospects were flocking to the dealerships by the busloads. Salespeople didn't have to take phone-ups as seriously as they need to now. Today, when people callhe dealership, it's because they are usually very busy, and need to gather information before they spend their valuable time shopping around. Treat these individuals with the same respect as you would prospects walking through the door. Answer the phone with enthusiasm and a sense of urgency -
People on the other end of the phone can't see what you look like. All they know of you is how you sound. So, when you answer the phone, sound like you're glad they called. Now comes the important part. You need to give them a sense of urgency to come into the dealership. You can accomplish this by saying the following:Salesperson: Thanks for calling. This is Mike, how can I help you?Prospect: I'm calling to see if you have any "X-Cars" in stock?Salesperson: Oh, are you calling on the "X-Car" sale/promotion?Prospect: No, but what is the "X-Car" sale about?Salesperson: For the next several days, we're offering some of the finest deals on virtually every "X-Car" in stock. Would this be something you'd be interested in? Have a fluid, steady paced presentation -
I believe that if you want to be more successful, you need to start scripting your presentations. Most salespeople don't like canned presentations because they sound like they're reading them off the page. The only reason they sound canned is because salespeople don't practice them. The more you practice, the more fluid they become. If you want to make more money in sales, you can't just say whatever comes out of your mouth and expect it to work. You need to have a planned presentation for each situation that produces results Remain in control by asking questions -
Your prospect has an agenda when he/she calls on the phone, and will likely want to stay on that agenda for fear of being taken advantage of by the salesperson. You can gain the control back by asking the prospect questions. This keeps the prospect involved and at the same time gets you the information you need to do your job professionally. Strive to set an appointment with everyone -
Do not answer the phone just to provide information, or to act as the liaison between the prospect and the dealership. If you're going to take the time to answer the phone, go that extra step and try to set an appointment. If you can convince your prospect to come in and see you, you have moved one step closer to making the sale. Now, I have salespeople tell me, "Mike, I don't have trouble setting an appointment, I have trouble getting them to keep the appointment." Once you've set the appointment with your prospect, solidify the appointment with these three questions:1. Now, is there any reason why you wouldn't be able to keep this appointment?2. Will you be writing this appointment down in your appointment book, or would you like me to call you ahead of time to remind you?3. If for some reason you can't keep this appointment, would you at least give me the courtesy of a call so I can put someone else in your time slot? Log every phone-up -
When you take a phone-up, you should log information on every prospect you talk to. At the very least, you should obtain a name and phone number for follow-up purposes. Then every morning, review all phone-ups to see what deals you may be able to put together. Follow-up by phone within 24 hours -
No matter what the situation is, you should follow-up with every prospect within 24 hours. Keep in mind that if the prospect called you, he/she may be calling other salespeople at other dealerships. If you have a name and phone number, this prospect is yours. You're the one who wants the sale. So, don't let this person get followed-up by another salesperson first. Send a follow-up letter -
If you were assertive enough to also get an address, send the prospect a 24 hour follow-up letter. This may just be what separates you from every salesperson he/she calls.

Original :: handling the auto sales phoneup

gaining a competitive advantage in auto

Your business will flourish if you find ways to gain a competitive advantage over your competition. Many salespeople base their entire selling process on three things:- The Price- The Vehicle- The DealershipIf you are basing your sale on these, it may not be enough to give your prospects enough reasons why they should buy from you. So before you let your prospect leave the dealership without buying from you, ask yourself this question:"What makes me different from every other salesperson out there?"Because let's face it, if you're not doing anything different than other salespeople, why should they buy from you? It's not going to be because of the vehicle, because everyone has nice vehices. It's not going to be because of price, because no matter what price you give them, everyone can beat it. It's not going to be because of the dealership, because most people will either buy close to home or close to work. It's not going to be because of safety, because all vehicles have plenty of safety features.It needs to be something you did to make them want to buy from you. Your prospect needs to be able to say, "I know I got a better price from that other dealership, but I want to still buy from Mike, because of the way he made me feel, because of the time and patience he took with me, because of the way he made the experience enjoyable for me."So what can you do to set yourself apart from every other salesperson? Here are 20 ways to start your thinking on how to gain that competitive edge:? Start with a positive attitude -
Attitude is everything. The attitude you have the moment you wake up in the morning will determine your mental and physical status for the rest of the day. Your attitude will be a powerful tool toward your success.? Set your standards high -
If you had to create a 60 second advertisement to give to your prospect about yourself, how would you want to be represented? However it is, make sure you represent honesty, sincerity, loyalty, and always convey fair business practices.? Become friends with your prospect -
Friends buy from friends, even if they're not good salespeople. We want to buy from people we feel comfortable with. Make friends with your prospect before you try to sell him/her a vehicle.? Be an expert -
People love doing business with experts. It gives them a security they're not likely to find with an amateur. Are you an expert in your business? Do you know everything there is to know about your vehicles, as well as your competitors? Are you up-to-date on what your manufacturer is planning in the future. If you can give your prospect information other salespeople can't, it might give you the edge you need.? Make your prospect fall in love with cars again -
The American people used to have a love affair with their vehicles. Over the years, this love affair has vanished, and people hate the process of buying. What would happen if a salesperson gave this love affair back? Could that cause their prospect to buy from him/her?? Write-up everyone -
It doesn't matter whether your prospect is ready to buy now, coming in for a brochure, or planning to wait six months. Write-up everyone. The more write-ups, the more sales. You'll never know whether seeing the figures on paper will give your prospect a greater sense of urgency, and cause him/her to buy now.? Show your prospect common courtesies -
We all want to be made to feel special. When you meet a prospect, go out of your way to make your prospect feel better than they could feel at any other dealership. Open the door when they come in, pull out the chair when they sit at your desk, help them off with their coats, offer them refreshments, chit-chat about things they want to talk about.? Be enthusiastic -
When your prospect arrives at the dealership, act like you're really glad to see him/her. Remember, your prospect took time out of the day to visit or call your dealership. Make the prospect feel like you really appreciate it. Your enthusiasm will set the tone for the rest of the relationship.? Make your prospect feel like you really care -
Someone once said, "A person will never care how much you know, until they know how much you care." Caring shows your prospect you're more interested in fulfilling their needs ahead of your own. In essence, you're not there to sell them a vehicle, you're there to help them buy one.? Be a consultant, not a salesperson -
People are used to dealing with consultants more than salespeople. A lawyer consults with the client to recommend a course of action. A doctor consults with a patient and suggests a remedy. Consultants are respected much more than salespeople. Become a consultant to your prospect on purchasing a vehicle.? Get your prospect involved -
You can get your prospect involved in several ways. Ask closing questions to get them to respond with a "yes." Have them touch the vehicle, open the doors, feel the seats. The more your prospect becomes physically and emotionally involved with your vehicle, the greater the chances for the sale.? Get excited about your vehicle, your occupation, and your dealership -
Many people in the world have to settle for a boring job, and find life to be the same. They enjoy being around individuals who have a zest for life, love their jobs, and have a bright outlook. If you give your prospect a little excitement, maybe it will be just the thing that causes them to buy from you.? Show the prospect your testimonials -
You likely have customers who love you, love your dealership, love their car. Ask for a testimonial to show your prospects. When they see other customers who are happy they bought from you, it might give them the necessary incentive to buy also.? Introduce your prospect to your Sales Manager -
Introducing your prospect to your manager is not a sign of weakness, it's a sign of strength. People like meeting the boss. It makes them feel special to know that the manager would take the time out of his/her busy schedule just to thank them for coming in. He/she may also be able to ask some strategic exiting questions that may clinch the deal.? Tell your prospect you don't want them to shop you -
When your prospect is ready to leave the dealership, tell your prospect you don't want them to shop around, and why. Even if they are still planning on shopping, it may show them your sincere about getting their business, especially if you have good reasons why they shouldn't shop. They may just come back to buy from you.? Give them your resume -
You learn a great deal of information about your prospect, but what do they actually know about you? If you're trying to build an equal relationship, give your prospect a resume of yourself. It will tell them who you are, and give them something to take with them as a reminder.? Let your prospect leave with a good feeling -
Even though you didn't get the sale right now, don't show your discontent. Let your prospect leave with a good feeling to show that you care more for him/her as a person, than you do as a sale.? Setup the follow-up call -
If you want to make your follow-up call a success, set the call before your prospect leaves. This way it won't be a surprise, and the prospect will be expecting it.? Follow-up within 24 hrs. by phone -
Don't wait 2-3 days before you make that first call. You have every right to know what the prospect is feeling, whether the prospect has visited other dealerships, etc. Without this information, you cannot plan what your next move should be.? Send a 24 hr. follow-up letter -
If you want to set yourself apart from every other salesperson, send your prospect a letter the moment he/she leaves the dealership. Include in the letter the three most important benefits he/she liked about your vehicle. This will reinforce the positive aspects of your vehicle.

Original :: gaining a competitive advantage in auto

upgrade your phone skills

I can't believe this is still happening. As sales professionals we spend a great deal of our time leaving messages for colleagues, clients and prospects yet the vast majority of sales people have terrible telephone phone skills. Thirty years ago, before I entered a career in sales, I worked as a radio broadcaster. What I learned in radio has played a key role in my presentation skills and sales success.You may think the radio announcers you listen to on a daily basis are amazing at what is called the "Ad Lib" in the business. Most of them aren't. What they are is professional, creative, funny and most importantly prepared. Many top morning shows have professional writers who are behind te scenes feeding material to the 'on air talent' as the show progresses. Others spend hours researching current events and planning what will be included in the daily show.So what does this all have to do with sales? It impacts a number of career critical elements. Every day I see sales people attempting to "wing-it" in front of customers, on the phone, or during demonstrations. This is a sure way to remain part of the 80 per cent of the sales representatives who are just getting by instead of joining the 20 per cent who are the top performers.The telephone impacts our professional lives on a daily basis but for the sake of this article I am going to focus on the basics skills that every sales professional needs. If you have poor telephone skills you are going to suffer and never make it to the next stage in the customers buying cycle.There are many good books on telephone manners so I am not going to go into information on smiling while talking, not chewing food or gum, keep a mirror in front of your phone or the best time to make those calls. I would rather address where the real problems lie.Most sales people do a very good job of speaking directly with a customer or prospect, where they fall apart is when they encounter a gatekeeper or voice mail. Here is a list of never fail me tips.o When you get a gatekeeper, never start a call by saying; "Hi Carol, how are you today?" I have spoken to so many executive assistants at the C-level who say the minute they hear those words they know a sales rep is making a prospecting call. If the person calling the C- executive knows the gatekeeper they are going to quickly identify themselves and ask for their associate. They know Carol is extremely busy and will not waste her time. However if she starts a conversation you can follow her lead. If you don't know the executive or gatekeeper then simply say, "Hello Carol. Is Bill Smith available? It's Bob Weese calling from B2B Sales Connections." Simple direct and accurate. We can leave gatekeeper sales strategy for another time.o Oops you've got voice mail! If this is not a prospecting call, if you have questions for your client, information or have agreed to follow-up on a specific point and they are not available then you must have a plan ready for voice mail. If you hum, haw and ramble you are most likely going to have your message deleted before they ever listen through to the painful end. You are lucky if you get 15 seconds before the delete key is pressed and you are left wondering why the client never called you back.o The best format is to pre-plan your voice mail as a 15-second information package just like a commercial. Give your name and phone number off the top so they can write it down immediately. Secondly, use a little good news or a benefit statement to get them interested. Fred, its Bob Weese calling from B2B Sales Connections. My number is xxx-xxx-xx,xx. Great news. We have enough widgets in stock to fill your order if we get it in today. Give me a call and we can start the process. My number is XXX-XXX-XX,XX. Again, that's XXX-XXX-XX,XX."o Now let's take a moment and address the problem with sales people leaving phone messages. Speed, clarity, rhythm. I get too many messages on blurted out so fast I can't understand the phone number even when I replay the message a few times. If that's your prospect they have hit the delete key and are thinking you will call him back if it's important. When it comes time to say your phone number pause for a beat or two and then slowly and clearly give your number and then just like those radio and TV announcers repeat the number again. To ensure you are saying the number slowly, write it down as you say it. I have listened to sales people ramble on for more than a minute in a disjointed uninteresting message only to fire out their phone number as quickly as humanly possible. Oops, I lost interest and hit the delete key before you finished.o Regardless of how well you know the person at the other end, leave a call back phone number. I hear from sales rep's all the time. They say; "I don't need to leave a number they can see it on the phone display and just hit redial". Sorry folks it doesn't work that way. They may have pulled messages from a different phone, it may come in on VoIP, and your number may be buried on their desk, in a file or well out of reach. When this happens you have now dropped from an immediate action item to a "get around to it". Make it easy for your clients and always leave a number.o Here's a real quick business killer. Empty your voice mailbox. Nothing will kill your sales momentum like a customer getting the message, "this mailbox is full, goodbye".o Finally I would like to address calling from your mobile to discuss a major issue. Face the facts landlines are almost 100 per cent crystal clear while mobile and portable phones can range from good to "I could do better with two tin cans and a string". If you are calling to discuss an important issue or concern, don't try and carry on the conversation while either you or your customer is in traffic heading home or to an appointment. Save the important calls for a time when you can focus 100 per cent on the customer and the message.In broadcasting we used "talk tapes" which recorded everything you said on air. This was a quick way to find out how your presentations sounded. You can create your own "talk tapes" either by recording some of your calls or asking your manager or co-worker to listen in on a few of your telephone calls and provide you with feedback. You will be amazed at how you sounded versus how you thought you sounded.Good Selling!

Original :: upgrade your phone skills

professional sales training with a new

Professional sales training builds new mental pathways that help you to flow through the selling process. You will acquire new ways of thinking that will increase your results in front of customers. This career sales training fires you into a motivated selling state so you can make the best of your skills and abilities. It also gives you a quick fire training exercise that teaches you how to use features, benefits, and closing, in a new way.Try it for yourself with this quick training guide. This is a simple instruction on how to form a chain that starts with a customer need, and links features, benefits, and then moves to close the sale.Take a need, want, or desire, that one of your typial customers may have. Now consider the best feature of your product or service that will meet that need. What is the benefit the feature provides that will satisfy the customer's need? A feature is something your product has or does. The benefit is what that feature does for the customer. A feature of a car could be that it does 40 miles to a gallon of fuel. One of the many benefits this supplies to the customer is that the low fuel consumption saves them money. To find the benefits, think how the feature of your product fulfills what the buyer is looking for.With practice and use of this professional sales training exercise, you will start to see different ways your product can benefit your customers. You will form new mental connections that matches features of your product to the many possible benefits. When you have connected the feature to the need, and a great benefit to the feature, you simply flow into your close of the sale. This is the simplest version of a Need-to-Close ChainNow you can see the chain and how it is formed, you can start to practice the chain as a career sales training exercise. Chose another requirement a buyer may want from your product. For the next link in the Need-to-Close Chain select the best possible feature to meet that requirement. As you complete this link in the chain you are training your mind to connect features to needs. This time when you select the benefit the feature provides, explain what the benefit does for the buyer. Present in detail how this benefit gives them what they are looking for. Then smoothly add on the next link in the Need-to-Close Chain and close the sale with an agreement gaining question.As you practice the chain you will build the connections that link needs, features, benefits and closing the sale. This is great sales training for helping you think on your feet in front of customers. It gets you out of the bad habits of segmented sales pitches. Segmented pitches are a result of some corporate sales training courses that teach sales structure in separate sections and don't focus on linking the sections together. As you use the sales training exercise start to increase the speed as you work through the chain. Get to a point where you can do it with unconscious competence. This is when it becomes really effective and starts to become part of your selling skills.To get the best results from this free sales training, consider the sales and motivation training needs that you have.If you want a training technique that gives you a sudden burst of motivation, then practice the exercise between appointments. It is a fantastic way to get into a top selling state, that gives you access to all your resources, and allows you to use your skills to full effect.When you get a new product, and you want to build your sales pitch, the Need-to-Close Chain is the perfect way to form a pitch. Instead of thinking in just boring old technical features, you start by picturing a buyer's needs. Then work through the chain for each need and link it to features and benefits. Follow this by going straight into an agreement gaining question.For all trainers and team managers this is a professional sales training tool. Use it to liven up training sessions. Install the behaviour of linking through the chain into your sales team. It's a great interactive team exercise that creates a new way of thinking that will increase sales and conversion rates.

Original :: professional sales training with a new

5 classic sales closes

The closing of a sale is like the conclusion of a carefully staged play. All the parts of the sale come together at the end. If the presentation is carefully staged, the sale will close naturally and organically. Here are 5 Cool Ideas for classic closes.1. The "Two Bags of Cookies Close" works with multiple decision makers.
Although almost all sales have one influential buyer, sometimes the salesperson will identify two or more people as decision-makers. In these cases, it may be beneficial to use the "Two Bags of Cookies Close," which means that when dropping off a box of cookies or a bag of bagels to your prospect that you also give a box or bag to your prospect's associate. Always tryto network "5 deep."2. The "Flinch Close" can be a dramatic finish to the sales process.
The "flinch" is the customer's dramatic and usually artificial recoil upon hearing your price. Instead of apologizing or reacting to the flinch, look the customer in the eye and say something like, "this price is a terrific value and you will be very happy when you take delivery on this product." A second way to use this technique is for you to flinch when the customer makes an unreasonable suggestion. If the customer asks for the product in white, you might smile and loudly say, "White! Really? No one's ever asked me that before? Everyone's been so happy with black."3. Use the "Alternate Choice Close" to shape customer preference.
Two many choices can confuse a prospect. An "Alternate Choice Close" encourages the customer to choose from limited options. "Would you like to take delivery this Tuesday or next Tuesday?"4. You can turn the prospect's negativity into the "Fear of Loss Close."
Recently, a basement-waterproofing vendor tried to scare me into buying his service by forecasting a devastating flood in my home. Sales people should never speak badly about the competition or try to scare customers. Strong sellers, however, know how to use "the shadows" to motivate certain prospects to make the right decision. If the insurance prospect keeps talking about providing for loved ones after his death," it's okay and even strategic for the seller to say, "I know that you don't want your loved ones to suffer needlessly."5. The "Quality Close" will help prospects see past most objections.
If a prospect blanches at your price or high maintenance fee, be assertive and remind him or her that quality does not come cheap. Use language like, "I appreciate your concern. Of course, our product is still quite a bargain" and "High-quality is always in fashion."

Original :: 5 classic sales closes