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!!
EVERYBODY has a plan, an idea, a direction they know they want to head but then something hit them they weren't expecting and what happens??? Their world gets rocked, they get shook'd and they don't know what to do. Expect the worst, prepare for THAT, and be ready for it when it comes. Instead of telling yourself why a deal will close, tell yourself all the reasons why it WON'T. This way you can work around those reasons in your presentation and be ready for the objections when they come. Have a plan, but make sure you're preparing the RIGHT way, not just the easy way.
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Always begin with the end in mind. Start every call with what you want to get out of it, start every meeting with your goal and get them to envision their life with your product/service. Then it’s just a matter of working TOGETHER to get there.
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!
People never remember WHAT you say, but they do you remember how you make them FEEL! Use different tones, inflection and pauses in your “pitch” to be different than the other 100 sales people calling that decision maker.
It’s good to have a support system, but don’t be so reliant on other people that you NEED them to pick you up when you’re in a slump. Be your own support system, how confidence and better yourself everyday so you have the right mindset to overcome any obstacle. Go FREAAAAAKING KILL IT today, and end the week strong!
In a sales, every phone call, every meeting, every single meeting is your opportunity to move your prospect down the field and one step closer to closing. Doesn’t matter how small of a step forward you take, just keep pushing towards that goal. And don’t waste time talking about your weekend or things that have nothing to do with the sale, then your in “out of bounds” territory and it’s hard to remain in control.
Work as many deals into the “red zone” as possible and have 3-4 deals in there for every one you want to close (know your closing ratios over time to adjust this up or down). Eventually things will start to close. Make sure your constantly bringing new opportunities on the field so there’s a consistent flow of activity and you never have a dip in your productivity. Now go kill it this week and make some money!
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 never get a second chance at a first impression. How will YOU make it count??
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