Got a great success story to share? How about a sales disaster that no one should have to live through again? Got a new idea or a question on cold calling, closing, communication, finding prospects, overcoming objections, developing leads, improving customer service, honing your management skills, improving your creativity, or getting a better attitude? Well, this is your moment to shine, get some feedback, and to check out what everybody else is up to.
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Jenny
Schedulign a sales call
Posted 6:19 AM on 02/05/10 -
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Here's my situation: A couple of interested potetial customers (school district department directors) have said, "Let's meet! I just need to find time in my schedule," or something along those lines. However, it is taking them weeks and weeks to get back to me. How often should I contact them about getting a meeting without being pushy?
Dave
Set a date even if it a few weeks out
Posted 2:59 PM on 02/07/10 -
Reply to this postMy technique is to set a date for the meeting even if it is a few weeks away. If they won't do that then I would touch base via phone every week for a month or so, then once a month for several months.
Dave
http://www.SolomonRK.com
Dave O.
Referrals/emails
Posted 4:50 PM on 02/03/10 -
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I just have a question regarding the emails we send out every day to customers.Is it ok to ask for referrals as a P.S.?Something like PS.If we are doing a good job for you,is there anyone you know who might enjoy our services?If not any suggestions?
Dave
Be more specific what you are looking for
Posted 3:04 PM on 02/07/10 -
Reply to this postYou can do that but it will be ignored. If you want referrals, the first thing you need to do is to figure out what your perfect referral is "We're looking for new customers who just recently bought a new house", for example.
Then have a real-time conversation with your existing customers and say, "We're looking for new customers who just recently bought a new house and could use our widget. Do you know anyone like that?"
Dave
http://www.SolomonRK.com
Brian Bontomase
HERE'S AN IDEA
Posted 7:09 AM on 02/02/10 -
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When your customer is asking you to give the best price this is what you can say to them...First of all, when people ask me this question they are generaly interested in 3 things. They are 1. what value is your company and product providing for them? 2. Are we competitive? 3. And is it affordable? Mr. Smith let me share something with you. When I first started with this company I tried to sell our services strictly on price. Now I have discovered that value is way more important! The reason being, we are both in business to make a profit. If I undercut my prices for you to "earn your business" than I don't make any money and therefore won't be able to serve you as well in the future. In order for us to do business today this has to be a win win situation for both of us. Otherwise lets just walk away. Would you agree with this? The second reason people ask this question is they want to shop around and get "the best deal." Let me ask you this, "Are you willing to sacrifice value for price?" Great! So if we can provide you with incredible value, excellent service, at an affordable price that will increase your profitablity. If we can also honor your timeline and budget would I be able to earn your business today? Is there anything else that would be keeping you from making us your first choice for this project?
Try this out and give me your feedback. I am confident that this will work and I'm interested in hearing how it helped any of you as well! May the sales be with you!
Race Coach
Sales Administrator (yes or no?)
Posted 7:03 AM on 02/02/10 -
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What are the thoughts on the use of Sales Administrators? Many organizations find that their sales reps are burdened by excessive internal work that prevents them from getting out and selling. Some may argue that the reps are hiding inside, during work hours when they should be out selling, and that they should do the internal work outside these hours. Others may sympathize because they recognize that putting together quotes, entering CRM data and writing up orders just takes too much time out of the day. Should a Sales Admin be used to take over these duties for the rep?
Dave
Yes
Posted 3:08 PM on 02/07/10 -
Reply to this postGood sales people want to sell and hate to do everything else. If you are making good hi-producing sales people fill out reports and do data entry you are wasting your company's most valuable asset. And because they hate to do the admin stuff, they are not going to do a good job of it. Yes. Set them free to sell and hire an admin to do the donkey work for them
Dave
http://www.SolomonRK.com
Brian Bontomase
Humor
Posted 7:30 PM on 01/31/10 -
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Here's something for each of you to try...Go to Dunkin Donuts each morning and buy a half dozen donuts for every one of your sales appointments. Give them to your potential clients. Thank them for the appointment with them. Tell them a quick funny story about those donuts. For example, I say, "I am also looking forward to the day that I get pulled over by a cop. When he asks me why I think he pulled me over I'll grab a box and say, because you can smell them!" This usually gets them busting up laughing and opens a conversation! And who knows, it may come in handy some day!
Brian Bontomase
No Soliciting
Posted 7:20 PM on 01/31/10 -
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Hi Jeffrey,
I work as a Regional Sales Manager for Crescent Processing Center. We help businesses with accepting credit cards and other forms of payment. Ever since I was introduced to you by Success Magazine, I have been visiting your sites, reading your books, I also applied for trainone and have started the courses. I have been hooked ever since the beginning!!! Your techniques have really been helping me with my own sales strategy and have given me so much more confidence than I had before!!!! I am now starting to become more consistent and I feel I can make a sale almost anywhere. My question to you is...How do you get through the door that has a no soliciting sign on it?
Dave
Respect the sign
Posted 3:10 PM on 02/07/10 -
Reply to this postIf you knock on the door that has a no soliciting sign on it then from the homeowners perspective yu cannot be trusted. You have blown it. Respect the sign.
Dave
http://www.SolomonRK.com
bwilbanks
Unfair Sales Practice
Posted 2:21 PM on 01/28/10 -
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My product is the only one of it's kind made 100% in the USA, and my two competitors' products are made in Canada and Mexico. The new ARRA stimulus funding requires purchase of US-made goods, and I have encountered a town that is going to use their Stimulus money to buy from the Canadian firm because they are low bidder, even though they have been using my product, were satisfied with it, and they have had no personal contact with the Canadian bidder in order to establish a relationship. I have reported this to their state ARRA watchdog committee. When questioned by the watchdog committee, the Canadian firm claimed to manufacture in the USA, but I know this is not true and have sent on-line evidence and pdf's of their literature to prove it. I do not want to force any town to buy from us, but I can't afford to have this Canadian competitor set a precedent and tell all cities in the USA they can use their stimulus money to buy cheap foreign goods. Am I doing the right thing?
Dave
Yes
Posted 7:00 PM on 01/30/10 -
Reply to this postYes. Share this with your Congressional delegation and ask for their help.
Adeeb
what could it be???
Posted 8:41 PM on 01/26/10 -
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hi, from this week's sale rant, i could not get it 'if the customer says, i am not sure' we should reply as 'what could it be', Can you please explain 'what could it be' ? Thanks everyone.
Adeeb
first time closed
Posted 8:26 PM on 01/26/10 -
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hi my dear friends, i got my first sale last night. It was mainly because i followed Mr jeffery sales tips. Most of time i was listening about them and showing my concern to thier endavours. This time a bit different i did, i didnt go in details, i kept the details about causes and presentation kicks and bags very short, and i began talking about them after presentation also, i did not really push them to close. It closed by on its own actually, i just had to put sale order form before them and pen to sign. I was very excited.
Please tell me 'emotional questions' which can i ask from customers, like where did you grow up etc. Thankyou.
