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!
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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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.
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.
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.
Credibility is crucial in the sales process. Make sure you never do anything to lose it with the decision maker. Everything you do from day one should be moving them closer and closer toward trusting you 100%.
So how do you establish trust??
Demonstrate competence. You need to be viewed as an expert on your product/service (along with everyone else’s) and have the ability to leverage others in your organization to get any questions answered and needs met.
The customer doesn’t need explanations of everything you’re doing, they just need to trust that you’re the person who will get their problems solved.
By doing what you say you will: scheduling meetings, showing up on time, following up, accurately relaying back information they’ve told you and following through on commitments.
People are viewed as reliable when:
Their words and actions are consistent.
They keep their word.
They are predictable and steady.
The third and final building block of trust is being client-focused. Prospects need to see that you’re looking out for their best interests—not just your own
You want them to view you as a trusted adviser - Clients buy advice; customers buy products
You need to have the #courage to NEVER GIVE UP under any circumstances . You got goals, dreams, plans...go after them! Start today and if you don’t succeed right away, try again tomorrow. It’s impossible to beat someone who never gives up. So be known as the person who NEVER gives up!!
Don’t sit around and gameplan about something. Jump right into the fire and like @nike says, JUST DO IT! REAL experience is better that hypothetical experience any day.
Tips on dealing with competition:
Know them front backwards and sideways
Know their strengths, know their areas of opportunity and DEFINITELY know their areas of opportunity
Tell the prospect / customer all of the great things that the competitor does that your product or service can do as well, but add at the end their areas of opportunity that YOUR product / service has to offer
Don’t focus on the things you both do, you’ll lose them. Ask questions as to what they like and say “that won’t change, but tell me what you don’t like…if you could change one thing, what would it be?”
Do a SWOT (Strengths Weaknesses Opportunities Threats) analysis for each competitor in your space
Don’t ever talk bad about a competitor, people can see right through that. Instead just let your sales skills do the work and sell on the fear of the unknown. So pitch it more like “you don’t know what you don’t know and what you’re missing by not being with me.”
I never understood why sales reps never follow up. NO ONE is going to call you, YOU have to call THEM to get the sale. If you expect anything less, you’re in the wrong profession.
Be aggressive and go lock the sale down!
What always keeps me going, even when I don’t always feel like it, is envisioning my competition or peers quitting. When they’re working, you DEFINITELY have to be working too, but when they decide to give up you gotta take it into overdrive and widen the gap even more. No Mercy!
The trick isn’t just hitting a goal, it’s about establishing the right process that works so you CONSTANTLY hit that goal.
Everyone has trouble getting through to decision makers. Gatekeepers are hired and are there to make sure YOU DON’T GET THROUGH! So how do you work around that? The best way to overcome them is to avoid when they’re there. Decision makers are in early and/or work late, so try them then. Call them before 8 or after 5 before the gate-keeper gets in or after they leave so you have a direct line to the person you’re trying to reach. You’d be surprised how many people you get through to.
And if you do catch the gatekeeper, don’t sound like every other salesperson. Try a couple things to mix it up:
Use the shortened version of the decision maker’s name (I.e. “is John there?” Not “is Mr. Smith or Johnathan in?”)
When they ask who’s calling say things like “It’s John just calling him back.” You have called before so you’re trying again, it’s not a lie, just mix the words around to sound more casual
Use their name and get to be friendly with them. You’d be surprised how many gatekeepers might just put you on the decision maker’s calendar if you ask after they get to know you
Ask when a good time to call back would be
You’ve got more potential than you may think and a small accomplishment now may have huge benefits down the road. One person has a TON of potential!
When was the last time you remembered a random fact? Yea, exactly. But when was the last time you remember a good story that made you laugh, cry, or get EMOTIONAL? Probably a little easier to draw upon the second scenario.
Use stories to help illustrate your point and get your prospect to REMEMBER YOU AND YOUR PRODUCT/SERVICE well after you leave.