Working the plan or go for the no. But wait, isn’t sales all about the numbers and not the ‘no’s’? When it comes to going for the no, it will actually end up doing you as a salesperson better than if you try to get a qualified prospect out of every contact. Why is that? Going for the no will save you time and energy on an unqualified prospect while at the same time giving … Read More
You may remember that I interviewed Bob Urichuck, Founder of Velocity Selling and Globally Ranked Sales Guru for My Sales Podcast that I was starting. I then published a couple of more Blogs and then went silent. I can now reveal why….. Bob and I have had dozens of conversations in the last few months and he has asked me to become the new CEO of Velocity Selling. Velocity Selling is a non traditional sales system that … Read More
Open ended questions will tell you exactly how to sell to any prospect.
I was with a sales training client this week and challenged the sales team to come up a few open ended questions that could draw the client in to the conversation. (An open ended question cannot be answered with a yes or a no.) Because without the client being involved in the conversation you are not going to get very far in the world of sales.
It is reported by Forbes that Robert Downey Jr got paid close to $75 Million dollars last year. Do you think he winged it? ( Iron Man pun) Of course he had a script. I have always developed scripts for me and my sales teams because it is the perfect way to capture and leverage the best sales conversations. We make sure there are parts of the script that allow for free flow conversation but … Read More
Voicemail is dead! No One returns calls. I have heard this from a number of sales people in businesses that I work with and in my own sales rooms over the years. Voicemail is not dead, you just suck at it! Do your voicemails motivate people to call you back? Or do you imagine them diving behind the couch and hiding from the phone when they see it’s you calling? Let’s talk about your voicemails … Read More
Over the years I have told every salesperson that I have trained that once you have made contact with the client you need to stand and walk around. I found that they were more interesting to listen too, more creative and have a better chance of making a connection with the client than when sitting down. A recent study from Stamford University has now proven it with real science. If you are a sale person that … Read More
I believe that the phone is the single most powerful tool in making a personal and impactful connection with your potential clients outside of being face to face. If you caught my previous blog post I was recounting to you the worst sales call I had ever encountered and that got me thinking. I wrote about the key elements that the person did wrong in the 32 seconds that the call lasted. In the next … Read More
Thank you random call center person I now have a recent example of crappy sales technique that I can deconstruct and then in future posts offer my ideas on how this call could be fixed. So here is the situation that happened today. The person called me and said “Hello is this (My Mobile Number)?”(Being the number they just called on). Then they said they are from the (telephone company) do you have time? I … Read More
I love Sales and Marketing. [recommendation] – Joe Polish he and Dean Jackson have a weekly podcast in which they give away so much marketing and selling information that it has been said by some listeners ( over 200,000 world wide) that they get more real life usable ideas from their podcast than a marketing degree. Hey, when you get to the magic 9 word email you will reject it like I did then I thought hey … Read More
After spending almost $1,000 at a Marine fish shop in Mermaid Beach last week I had a question so I called the guy in the afternoon, introduced myself and asked how are you? He said 1 word Busy. I had only 2 hours earlier been in the shop and I get a one word grunting answer when I could be calling to spend even more money? F*&% him there are plenty of other shops I … Read More
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