If you’re persistent, you can get anything. But if you’re CONSISTENT, you’ll keep it
When someone tells you they need to "think about it," or "now's not a great time," or they "have to check with someone else..." those are all excuses they come up with. Basically they want to say, "I"M JUST NOT 100% CONVINCED!"
Which is fine, not everyone has to be, it's your job to get them there. Match Match Lead, is one style on how to do that.
All too often I hear sales people TELLING a prospect about their product or service instead of SELLING them on why what they're offering is a perfect fit for their business. Selling doesn't come in until the presentation, during the fact-find you should be finding out as mush information as possible so when you present your idea, you're presenting a solution (in a persuasive way) that's going to solve the one, two or three issues they said they were having.
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.
Put yourself in your prospect's shoes, they aren't as familiar with your product or service as you are. Because of this you need to set up everything and make sure they fully understand every important part about your presentation.
Before presenting anything, TELL the prospect what you're about to show them. Describe the concept, describe what they're about to see and describe why you put this together for them.
Then SHOW them the material. Take your time to walk through (not too much time, but enough) and draw out questions from them:
- This is probably new to you, what questions do you have?
- What do you think?
- Poke holes in this for me, what issues/potential obstacles do you see?
Lastly, TELL them what you just showed them. Re-cap the high points and every way you'll add value to their daily lives.
Tell, Show, Tell
Download The Sharkbite E-Book, FREE for a limited time, 3 DAYS REMAINING.
Preparation is KEY in sales. I don’t care if you’re suspecting, prospecting or closing, always make sure you are prepared and performing at your absolute best. You never know who’s going to pick up the phone and what impression you’ll have. As we know, you never get a second chance at a first impression. So prepare for everything, write out scripts, think about where you could lose the sale, think about what holes they could poke in your material, and BE READY for anything that gets thrown at you. I promise it will pay off.
When calling a prospect for the first time, make sure you do a couple things:
Have a script
Name drop others you’re working with (either local or in their industry - preferably both)
Talk about increasing profit
Make them feel included
Close - ask for specific dates/times, not just a generic week
Here’s a sample script I use that’s transferable to any industry:
“Hey ____ it’s _____ with XYZ Company? How are you?!
Great! I know you’re busy and I’ll be brief –
NOW ____, the reason for the call today is that we’ve been working with others in your industry, like ___, helping them maximize profits by cutting costs and improving efficiencies for their operations.
If you had just 20 minutes, I’d LOVE to include you in on those conversations.
I’m in the area _____ or _____, do either of those work for you?”
Make it short, sweet, and to the point. But what if they rebut?
“What do you do?”
Great question...we use our expertise to help you lower your bottom line expenses by_______ year over year. The first step though is just to see if we’d be a good fit for you. That’s all I’m looking to set up.
So how would ____ work for you?
Most people say: “Not interested in what?” But you don’t, you have to say something they’re not used to hearing:
“MAN I KNEW YOU WEREN’T INTERESTED, EVEN BEFORE I CALLED, BUT I DID ANYWAY BECAUSE I’M SO CONFIDENT THIS IS SUCH A GOOD FIT FOR YOU! Look, time is money and I’m looking to save you both. But I just need 20 minutes for us to find out together if I can.
So how’s ____?”
“Send me Information”
“DONE, I’D LOVE TO. Now you’re a busy guy, what do I need to put in there to make sure it’s worth your time to read? What’s the biggest headache right now in your business? Why’d you say that?”
MAN I KNEW YOU WERE GOOD, EVEN BEFORE I CALLED, I DON’T WANT TO HELP OUT ANY BAD PEOPLE. Look, time is money and I’m looking to save you both. But I just need 20 minutes for us to find out together if I can.
So how’s ____?”
“I always say the same thing to a voice on the phone, but the truth is I’m not coming out to sell you anything and I promise 2 things: (1) I won’t waste your time and (2) you’ll walkway with some value out of our conversation, even if you never do business with me.
So how’s ____? I’ll bring coffee or lunch for everyone in your office. You can consider it free lunch and a 5 minute conversation with the delivery guy.”
Look, please don’t mistake my persistence, and I’ve been told border line annoyance for anything other than me being passionate about knowing there’s a chance I can save you money. I’m not trying to sell you, I’m just trying to have a conversation to determine together if we’d be a good fit.
This stat baffles me every time I hear it. HOW!?How are you in sales and not asking for the business!? No one out there is going to just beg you for your product or service. You have to SELL them on it and then close them. A good way to ask without seeming pushy is to say, “Is there any reason you wouldn’t move forward with this/me?” And if they object then you have to overcome something. But if they say “No,” then slide the paperwork in front of them and say, “Okay great, sign here!”
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!
No matter what part of the sales process your in, trying to book time with the decision maker, booking the presentation or setting the closing meeting you're just trying to sell the next step, not your product or service.
Even if you're trying to confirm if someone qualifies for your services, you're still only trying to do that. Don't rush the sales process and use the time you have throughout to build credibility, trust and rapport so by the time you do get to the close your sale is set up. This way it’s not such a big awkward moment, you’ve already established yourself enough as an expert that’d they’d be foolish to not buy from you.
Don't get me wrong, there will always be times this process skips a few steps or people want to just buy right away, and when that happens JUMP ON IT! But more often than not you have to follow the tried and true method.
Sales is fast paced, it's five seconds to buy a minute to buy five minutes to buy a meeting to get a close.
Make sure you're focused on your goal and keep moving them one step closer to the end-zone!
One of the many ways to overcome a prospects objections is something called the “Objection Wheel.” Let me walk you through it:
Confirm the reasons for their objection. State your understanding of the objection and use cushioning statements like “I understand” and “It makes sense why you have that concern.”
Ask questions to clarify what their true objection is so you know what you have to sell against. Sometimes the objection you hear is actually a cover for a hidden objection. To draw out hidden objections and to confirm the specific reasons, ask questions like:
“Outside of this concern, is there anything else we should discuss?”
“Suppose this isn’t a concern, is there anything else that would prevent you from making this decision?”
Once you’ve isolated the objection, respond. Your response should specifically address and resolve the reason for their objection. Be clear, be concise, and be compelling.
Finally, after you’ve presented your response, close on it! Get agreement that your response addressed the prospect’s concern. If it doesn’t, the process starts all over again.
You may not always need to go through the entire wheel to respond to an objection. You may only need to clarify, listen, and respond. The benefit of the wheel is that it forces you to probe a little deeper for reasons and hidden objections while buying you some time to think about your response. Just make sure you don’t overuse it and have it come across as too “sales-y.”
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!
Brilliance = Simplicity. Keep the sales process SIMPLE, not only for your prospect, but also for yourself. Do something daily to add new deals into your pipeline and work each deal, in each stage, everyday, toward what matter most...the CLOSE!