Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks - in L.A. and Oakland - it rained! My wife tells me I can no longer say it doesn't rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale.
Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.
Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. As soon as you can, find a way to record and download your recordings for playback and critique. The sooner you do, the sooner you'll leapfrog over your competition!
Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether. Try using the techniques and scripts above during your upcoming week of pitching your product or sale. You'll be amazed by how much easier your sale becomes - and how many more deals you'll get.
Last week, I wrote an article on the first characteristic of making a commitment to do whatever it takes to be a top sales producer. For those of you who are committed, you'll find your sales and confidence will instantly go up when you practice the next characteristic...
If you're reading this article right now, then chances are you want to perform better in your sales career. It shows that you're willing to take the time to search out tips and techniques that will give you an edge over your competition. That's a good thing. If you will commit this one characteristic, then you will be able to live, have, enjoy and do the things that most sales people will never be able to have, enjoy and do.
Expert Author: Eva Jonson
If you’ve been in the field of sales or marketing for any amount of time, you’ve likely heard the phrase “Sell the sizzle, not the steak.” But what does it really mean? It means sell according to the thoughts & requirements of the client by assuming that this is what motivates him to purchase & benefits his business.
Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let's look at the final two: Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That's why Coke-a-Cola still buys millions of dollars of ads every year.
The point of all these tips is that you have to connect with your "C" level exec and meet them on their level. You can't just go into your pitch at your own speed and expect them to politely listen. They won't. But if you follow these techniques, you'll have the best chance of actually connecting with them and having a chance to get your value statement across.
Everyone loves to be heard; loves to be listened to. Most sales people are distrusted and disliked because they are pushy and make it seem as if it's all about them. You can immediately reverse this by becoming a great listener. That's right, remaining silent after asking a qualifying question or using a tie down or a trial close, or - and this is especially difficult for most sales reps - when the prospect gives an objection (because a prospect will often explain his or her reasoning), and so remaining silent at these moments actually is your most powerful tool.