Use different tones when cold calling so you don't sound like everyone else. You want to be different, be unlike anyone they heard today, be MEMORABLE.
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
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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!
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!”
Even though we all try to keep things simple and not make it too complicated for the prospect to buy from us, sometimes you can't help it when things slip out of your control. Here's what you do to take control back and simplify the sale.
You have to constantly be growing in life, no matter what it is. Your mind, your body, your career, your bank account - EVERYTHING in this world is either growing, or dying. This isn’t my opinion, it’s a scientific FACT. Even something as small as a plant, if it’s not growing and getting stronger it’s shrinking and dying.
So never be complete, never be satisfied, always strive for more. More knowledge, more skills, more money, better career, better health and constantly be looking for ways to step out of your comfort zone and GROW.
I like to start my day working out, and here's why a morning ritual is important to me:
Starts your day on a positive step
You'll continue the positive momentum throughout the day
Accomplishing one task in the morning, no matter how big or small, will leave you with a sense of accomplishment that you'll want to keep up as the day goes on
When you think you look good (because you worked out ;) ) you tend to feel good and others will recognize the positive vibes you put off
Working out releases endorphins which puts you in a good mood
When you wake up and do something you feel like you're getting ahead of others, which is something you should always be striving to do!
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.
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.