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arrow right Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling. Do you believe that this is a reasonable question for the prospect to ask? Would this be one of your first questions of a seller if you were the prospect? Do you agree with saying's like

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right 3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Today's flatter organization has fewer administrative assistants for management, which means fewer live gatekeepers to screen our phone calls. The delegation of authority has also resulted in decision-makers being found at lower levels in the business than ever before. More and more decision- makers now use voicemail as their primary or even exclusive gatekeeping and screening tool. Today I am going to discuss a few sales tips for getting through to your target in the world of voicemail hell. The first rule as always in sales is to be prepared, so you should have ready two or three major pains and visions that your product solves or enables. Make sure you have prepared at least one strong pain that your prospect is likely to identify with (pain elimination is a stronger motivator for most people than vision creation). TIP#1 - Call At Weird Hours People who screen their calls normally during the 8am to 6pm business hours will often pickup the phone if a call comes in at 6am or 8:30pm and they are working at their desk. With some of the insane hours people work these days, this can be very effective. They will pickup the phone generally thinking that the only person who would call at 8:30pm at night is their spouse or a friend. Who could possibly know that they are at the office at that sick hour? Try calling anytime after 6pm, and up until 8pm or 9pm when you really need to reach this person. If they are that important to the business, and that hard to reach, chances are that they work very late, very early, or both. Getting the direct extension number of a Director or VP in a medium to large size company can seem like an impossible task. Some top people will have a direct extension that the receptionists won't give out. Instead, the best you get is a general department extension like 555-2000 (where there actually is a gatekeeper). Other times you get only the gatekeeper's voicemail (now you are really stuck in voicemail hell). TIP #2 - The Wrong Extension Trick Call another extension at the company randomly, say 555-2198 and ask for your target. You more than likely will get a person who is not experienced in taking outside phone calls. When the receiver of your call says you got the wrong extension, tell them that you have been getting passed around to the wrong extensions, the wrong people, the wrong voicemails, and that you are really frustrated - sound really distraught. Tell them you must return this call, but that you lost the direct number or that it was garbled on your voicemail. Ask them if they can tell you the direct number to dial so that you don't get passed around by receptionists into the wrong voicemails anymore. The key here is to sound distraught. You want them to feel a little sorry for you, so that they will want to help you. People like to help others in need. Armed with the direct extension number for your decision-maker, see Tip #1. TIP #3 - Prepare A Commercial You may decide that the best use of your time is to leave a message. If you want any chance of getting your call returned, you better make it good. My favorite approach is to tell a brief story to get the prospect's attention before they have a chance to realize that this is a voicemail from a salesperson and hit delete. Your story should contain a customer who had pain that your product solved. Start your story by saying

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words. The single purpose of any marketing communications is to get the reader to take action. That action may be to request additional information or to phone in or send in an order. Before you write any marketing document be sure you are clearly focused on this point. As you write each sentence and each paragraph, constantly ask yourself whether what you are writing will get your prospect to act. It is easy to get sidetracked but don't fall into this trap.. Your purpose is not to tell the readers how clever you are or how great your company is to try to entertain your reader. Your only objective in writing this material is to get your prospect to: 1. Send in or call in an order. 2. Obtain more information, if that is your intent. So, before you write your material, write down its purpose and then stick to it. The focus should always be on the prospect, not the writer! All of us are barraged with direct mail pieces every day. Have you noticed how many of them, even in the opening paragraph, miss the point which is you the reader and your needs. Here are two examples. Both were written by magazines with the purpose, I assume, to get the reader to spend advertising dollars. You decide which one is doing the job. I. Avertiser's Introductory Special Advertiser: The XYZ Magazine is a monthly national mail order newspaper which is circulated by mail... Our readership of 1,000,000 are mail order responsive subscribers, Opportunity Seekers, Investors, Salespeople, etc........................... 2. Looking For A Fresh Start? Millions of Americans have a dream, and that dream is to become rich and successful in an exciting, lucrative business of their own -- What better way than to start through classified advertising. When you receive a sales letter or brochure that focuses on you, don't you take notice and get further into the material? Make it a practice, at least until you become more experienced to scan each and every promotional piece that is sent to you. You will quickly establish the difference between effective and ineffective material. Some Research Will be Helpful Writing the right material but directing it to the wrong person is fatal. Don't you get annoyed when you get addressed as married when you are happily single? Don't you hate it when you get material for homeowners when you live in an apartment? When customers get material that has absolutely nothing to do with their needs or interests, it gets thrown out. Know who you are writing to and what that person wants. How can he benefit by what you have to offer. One way you can accomplish this is by picking out those classified or display ads that resemble what you want to sell. Then send in for more information. You soon learn how the product is being marketed by different companies. The very best way to write material that reaches the prospect is by writing to one person rather than writing for mass appeal. It will keep your style easy and friendly. Lethargy is human nature and overcoming it will be one of your greatest challenges. Most of us are lethargic by nature. If we can do it tomorrow or nest week, why not. People feel if they don't take any action they cannot make a mistake. Every marketer has the formidable challenge of overcoming theses

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was the slightest potential of a sale. My boss was so optimistic about every account that it clouded any professional decision he could make. For example- he told me that he called on some accounts every other week for 5-8 years before they gave him any sales. The average customer we sold to would give us around 1-10k in sales a year at an average of 18% gross profit. With a high overhead, this did not allow (profit wise) for us to spend all our time on these accounts. We needed to seek out all the accounts that had the potential and were willing to purchase off of us in a timely matter. While calling on many smaller accounts that averaged sales 1-10k yearly, we were not developing other territories that were less competitive and offered much more sales and profit potential.

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to find out if there is a solution or vision that they want to buy. When I say solutions or visions, here's what I mean. People buy solutions to problems or deep felt pains that they have or fear happening. People also buy visions that represent the means of attaining their desires. Of the two, most people will have a stronger motivation to solve or avoid a problem than they will to do something to attain a desire. Don't believe me? Just look at how many people claim to dislike or even hate their jobs. Anyone *can* get a new job or start a new career. Most people never do though. Why? Because the fear of going into the unknown or losing their secure paycheck is more painful than enduring whatever pain or frustration they might have in the job they claim to hate or dislike. Let's say that If you wanted to sell someone on changing careers. You would need to first deal with whatever they feared in the process of changing careers. Only after successfully addressing this you could ever complete this sale and motivate them with the exciting possibilities that the new career offered. A business might have a need for a particular product or service that offer. You look at this business, and you just know that they need it. It would make real difference to the way they do business, how they treat their customers, how much revenue they take in, or how efficient they are. None of this matters. Nope. That is your perception. The only thing that really matters is whether or not the people who run this business perceive that something needs to be changed. Businesses buy something when they recognize that a change needs to occur to fix or avoid a problem, or to realize a vision for the future. Now, some prospects are walking pain statements. They'll hand you their problem right up on a silver platter and ask you if you can solve it. These tend to be the easy sales. We love these. Unfortunately for us, there aren't enough sales like this in most industries to make our sales goals off of. Not all people or businesses perceive that they need to change. Not all buyers are aware of the problems, pitfalls, or opportunities that are out there. This is especially true when you sell an innovative or new product, and people are not even aware that what you offer exists. So herein lies the challenge and the opportunity for us as salespeople (and the reason why businesses have salespeople instead of a stack of order forms in their corporate lobbies). We are paid a lot of money to find the prospects that are unaware of the problems and possibilities, and to show them the consequences that await them. People are motivated by consequences. This is one of most important things you can learn in persuasion. Consequences are what people fear or want most. This is the root motivation for what people do, or don't do - what they buy or don't buy. Earlier I said that by asking questions of your prospects you will have the opportunity to find out if there is a solution or vision that they want to buy. I used the word opportunity specifically, because just asking questions is not enough. You must ask the right questions at the right time. Use questions impotently, and not only will you not learn what motivates your prospect, you'll likely hear

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that a product or service will bridge this gap for them. In other words, people are most likely to buy when they are in a state of trouble, or a state of tremendous opportunity. Some people will seek you out as a seller, and tell you this. These are the easy sales. Most people do not do this however. Most people stay in their comfort zones, desiring not to get too worked up over what's not happening in their lives. Selling then, becomes a game of stirring up people's emotions. When you become aware that you have a problem that you must solve, your emotions change. You get concerned, frustrated, upset, worried, scared, or even angry. Just how intensely you react depends upon your perception of the magnitude and the imminence of the consequences. Consequences. In one word, you have the key to all selling and motivation. Consequences give rise to the experiencing of emotions such as fear, despair and anger, or hope, want and excitement. And it is the mere thought of experiencing these emotions that motivates you or anyone else. My dictionary defines a consequence as follows: -

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. I sell a great product, yet very few of these people actually buy, even though they sound very interested.

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to speak directly with the decision-maker, right? OK, so you knew that. Often times, the decision-makers are not easy to get to. There are dozens of salespeople who would love to pitch to the CEO, President, VP, or Department Directors if given the chance. And the purpose of middle management is to filter communication to executives, and oversee the execution of plans and policies so that the executives don't have to. Executives make it hard for salespeople to get to them on purpose. So what do you do when you get pigeon-holed down with a lower-level staff person? In a perfect sale, you would avoid talking to the low-level people from the beginning. By going directly for the decision-maker, you will have the opportunity to make the sale the fastest. There are techniques for penetrating the executive ranks at the beginning of your sale, but I am not going to discuss those today. Instead, I will answer the question,

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is not easy to 'obtain' therefore for those us with this problem, we can never be successful in sales.

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right The Email Blow-Off

This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think of emails as a last ditch effort, but others think they are a good follow up to a live conversation. I'd be interested in what you think! - Lisa Boudreau, Sales Rep, ePresence Inc. Thanks for writing in Lisa. The title I gave this article pretty much sums up what I think. When making cold calls, administrative assistants are instructed to get rid of salespeople as nicely as possible. One of the easiest ways to blow off a sales rep is to ask you to send some information, literature, or an email. Many sales reps then think

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big deal. I say that now is a great time to be selling. Why? Well first consider when the worst time to sell to is. The worst time to sell is when people are complacent. When someone is complacent, they are comfortable. And if they are comfortable, they are not in pain. And if they are not in pain about anything, then they don't need or want anything. And if they don't need or want anything, then they won't be buying anything! The best times to sell are when people are in pain because their business is either expanding or contracting. For the latter half of the 90s, businesses were expanding like crazy. Although this is something we consider to be a good thing there is pain associated with it. The pain is in keeping up with, or being prepared for the growth. As a result, people and business bought like mad in the late 90s. Now businesses are contracting. There is even more pain in this. If you can help businesses (or individuals) to reverse the contraction, make more money, or make the contraction less painful by saving them money, then you have an opportunity for a sale. The difference is now businesses are tighter about their money. You have to get to the real decision-makers faster, and establish value faster. During boomtimes you can be a bit sloppy in your selling. During contractions you can't afford to not be at the top of your game. I know this is obvious to many of us, but sometimes its easy to use news that

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time. Telemarketing is a tough job. Most of the people who do it aren't given enough training to excel at it. Companies take the sink or swim attitude in hiring here. As a result, you, I, and everyone else receive a lot of bad telemarketing calls. It's to the point where we expect the calls to be bad. We are conditioned by experience to assume that they will suck. This conditioning by bad telemarketing makes it very difficult for the business sales professional to get through to c-level business executives. I had an experience recently that made me think about this. The events took place by email rather than by phone, but the psychology around the events is the same. I received an email offering me a free

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure that you have heard many of these. I used to carry the title of Account Executive. Nice title, but it's meaningless.

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything. If you hate cold calling to the point where you won't do it, you've got a serious problem. Let this go on long enough, and you'll watch your commissions drop from low to zero as you lose your job. If you truly hate cold calling to the point where it is really hurting your sales, I may know one of the reasons why. Where's The Pressure? Too many salespeople take the bulk of the pressure on themselves in the sale. We've been conditioned into it by a society that teaches us that buyers shop, and sellers are there to

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

arrow right Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as do or die. They think of cold calling as a war in which they have to win most of the battles in order to win the war. A sales rep good at cold calling is considered a sales god. A sales rep who is poor at cold calling is a sniveling wimp. The reality about cold calling is much different. You don't have to win all nor even most of the battles to win the war. Cold calling is the reconnaissance before any battle begins. Cold calling is not where the sale happens. Cold calling is simply advertising done by sales reps. Yes, I said that you are doing advertising when you are cold calling. Cold calling is a means of identifying potential prospects for your sales efforts. And the purpose of advertising is to identify or attract potential prospects - in other words to generate leads. Think of cold calling this way. Every time you make a cold call, it is as if you grabbed your prospect by the shirt, shoved a billboard ad for your product in their face, and said

Bandu2 - Herit.gif  Catégorie: Société   »   0 Lectures   »   Date: 02/01/2012 05:46   »   Par: Mouhamadou-bamb ...

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