As territories expand and as businesses grow, I personally find myself doing a lot more meetings over the phone and video conference. One of the most important things we have is our time, and what we do with the time we have to be the most productive. If I can save myself from driving an hour to and from a meeting, still hold it via video conference AND have a few extra hours to get things done, I consider that a huge win. As we move more and more toward this model too and working from home more, we’ll eliminate need for actual offices, saving money for the business. We can essentially work from anywhere in the world too and still be productive. Excited to see what the future has in store!
I don’t know if it’s just me or what I’m seeing, but I feel like Sales Professionals are scared to get on the phone nowadays. Everything is emailed or they look for different ways to get in the door to a prospect. Don’t get me wrong, try everything you possibly can, but the numbers don’t lie, nothing beats the “tried and true” Cold Call. Whenever there’s an issue or I’m trying to schedule a meeting, or I’m moving a deal forward, I pick up the phone and make the call. If I don’t get them, THEN I follow up my voicemail with an email so I’m hitting them on both fronts, but you should never lead with the email. Have the prospect hear the excitement in your voice, use the right tone to get THEM excited too and move the sale forward. Don’t be afraid of the phone, but if you are, the best thing to do is just dive in and start making calls because the more and more you do it, the easier it becomes.
One of the best ways to improve is to constantly be learning. Invest in yourself, read, learn as much as you can, and become the best "YOU" YOU can be.
Here's a few books I'm currently reading to better MYself: @tcaponi 's #TheTransparencySale , @stephanpaternot 's #AVeryPublicOffering , & @jeffreygitomer 's #TheLittleRedBookOfSelling
WHAT BOOKS ARE YOU READING THIS MONTH?? COMMENT BELOW!!
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How important is customer service to you? COMMENT BELOW!
It’s so much harder to sell a new prospect than it is a current customer. The hard work is done already, they know you, your product/service and your company, they (at least at one point) liked you enough to buy from you, so as long as your taking care of your customers they SHOULD be your easiest sale. This number should be a lot higher in my opinion and every organization should be striving for 100 % customer satisfaction. They can be your biggest fans, easiest sales, and a great source for referrals...if they’re treated right. Now go make someone happy today!
You should always be looking to better yourself and that starts with who you associate with. I’m not saying cut all ties with your friends if they aren’t going places, but start hanging out with successful people who are (or are headed in the direction) of where you want to be in life. Over time you’ll naturally move in that direction too.
There is no such thing as “lucky.” The ones who you view as lucky work harder than you to get there. Sorry to break it to you, but that’s the harsh reality. If you don’t like it, GET TO WORK❗️ Then you too will find that the harder you work, the luckier you’ll get 😉👌🏼. Happy St. Patrick’s Day and stay safe out there.
Whether you’re on the phone with someone or sitting down face to face, most people can’t remember all of the details you throw at them. Our brains just aren’t wired that way. But they DO remember you by your tone of voice, your level of excitement, and how excited you got them to buy from you. So remember, don’t focus on facts and statistics, focus on making them EMOTIONALLY compelled to do business with you!
You don’t get paid on making calls, you don’t get paid on setting meetings, you get paid to close deals. So focus on closing the sale. Everything you do is to push one step closer to the close, so start with that, acknowledge it and lead with what you're trying to accomplish. The decision maker already know it so get out in front of it so you set the right expectations from the start.
Building Rapport is crucial in the sales process. In most cases it's needed to help close a deal, but what can you do to build rapport?
Building rapport doesn’t mean talking about your weekend, or theirs
It means you want the decision maker to have a level of comfort with you as the person they’re giving their business to
Ask for permission to ask questions
Match their style, pace, movements, etc. (don’t copy them, but decision makers like to buy from people who have similar style to them
Actively listen. Do things like:
Nodding your head
Saying “mm-hmm,” “go on,” “okay,” “thanks for telling me that”
Using facial expressions to react to what they’ve told you
Sending them a follow up email defining next steps on both parts & a hand written note, thanking them for their time
Finally, if you feel the timing is right, you can end the conversation with a question like “any plans this weekend?” or “what do you have going on the rest of the day?” But don’t open with this, most decision makers know this is just you trying to break the ice in the beginning and they see right through it