SusanSales leads Posted 10:56 PM on 03/09/14 - Reply to this post
How can you get the names and contact info of expired listings in Manhattan ?
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How can you get the names and contact info of expired listings in Manhattan ?
I've worked in sales for an old and reputable company for many years, and a few years ago a new startup took over our industry. They had new technology and lots of funding to take out expensive ads and huge tradeshow booths, landed a big client or two, stole a few of their competitor's salespeople, and they were off. Our owner at the time was thinking about retirement and was very tight with the purse strings when it came to new developments and advertising. He passed away last year and his son is now leading our "catch-up", but it's painfully slow and I just keep seeing our industry being swallowed up by this (now) giant. I feel like we're trying to introduce a flip-phone so we can compete with the iPhone. I've heard our customer service and our people are still the best, but our customers see this new product going in all around them and it's hard not to "go with the flow". I'm no quitter, but I'm accustomed to working for the leader in our industry, and I feel I'm in limbo until I have something new and better to sell. I also feel that if I jump ship, it will be the straw that breaks the camel's back.
HI, I am new to sales and I work in Ag Business(selling seed, fertilizer, and crop protection products). I was wondering how to do sales calls with a prospective customer that I have never had contact with before. I am also wondering if it would be a good idea to advertise on facebook and use a Natural Resources office to distribute my name and information to prospective customers.
Any thoughts on which book would be the best source of info on how to sell to a board of directors? This would involve live presentation.
How do I write a introduction email that someone will read?
Hi Sheri D, ensure you put yourself in their shoes. I mean take some time to meet a couple different people in the same position as your trying to contact. Do they have any benefit of meeting new people? Are people constantly attempting to contact them? The more they are bothered the tougher it will be to make contact. Ensure your able to offer these people something of value and ensure your original.
1. Here's what NOT to do: use those canned emails sales presenters still focusing on the copying business tell you to send 100 of every day. 2. Research First: How will this introduction create value for your prospect? What’s the shortest number of words that you can use, to explain what that is? 3. Inject a bit of your personal style in the body, but use clean type font, signature, and contact information for recipient to reach you. 4. Get rid of logos; many use tablets or encrypted email systems that are frustrating at best. Believe me, I learned the hard way. 5. How did you find the prospect? If they posted a question in a forum, for example you can solve, state that in the subject line. Don't use Intro Request or it will go to the bottom of the pile. 6. Be ready to back up your "value add" with your reputation. Can you give an example? Perhaps industry, prospect, what you're selling or is it a request to meet?
I starting listening to the little red book of sales on my way to work. WOW has it helped me, and in turn I was able to help a co-worker with an opportunity. We are personal auto consultants, we help people buy CARS through an on-line process. She came to me with an opportunity on a price objection. The customer had 2 bids in hand and we were higher. I started brain storming with her using some of the tips I wrote down from the book. I said let's take the price out of the equation, forget the price. What is left, what value do we have to offer the customer that the other dealership can't. We talked for about 10 minutes, and wrote down our value. My co worker then put together a presentation that she shared with me, we worked out a couple of bits that sounded to me like she was trying to sell. After that was done she got on the phone, provide the value we offer, without saying one word about the price, and the deal was OURS!!!!! AWESOME!!!!!
My company is Zursun Idaho Heirloom Beans. We originate, process, package and distribute Heirloom Beans,Lentils and Grains, all dry products. We have a contracted outside salesperson who we pay 10% of the invoiced monthly sales of the customers/distributors she takes care of. This only amounts to about $2500 currently. She is requesting a minimum of $3500 until such time as her commissions will support that number. She used to represent other clients and products but no longer does. She says she needs a "living" wage until she can grown the sales. We feel she is pressuring us to make up the difference from the loss of her other clients. She does a good job for us and has helped create our brand and website and artwork. We pay her hourly rates for that work. She does almost all of her work over the phone. We do not pay for any expenses. Please share any thoughts or opinions of how we should handle this. Neither of us want to end our relationship but it's stressful with this current arrangement. Thank you very much. Jim Soran
The prospect has a good long standing relationship with my competitor. However, I too have built a good relationship with him (1 year). He purchased items from me 6 months ago and is slow to proceed with other items even though my pricing is good. He is responsible for multiple locations and is very busy. It seems like the path of least resistance is the way he works. When I call, the appointment is always 2 to 3 weeks out. It appears that pricing is the issue (commodity type products). I continue to follow up and build trust, which is how I have succeeded in sales since 1987. I am open to ideas, comments, and suggestions!
In a similar situation. I stay in touch via email, phone call, and/or text if appropriate. Sometimes just to ask how things are going, if he believes the market is coming back and other times to see if there is anything that he needs or new product information I can share. Next, I call on his competitors....religiously. Same approach. In my industry, it is very small and everyone knows/talks about everyone. In just under 18 months, in a new industry for me, my reputation is growing. I go the extra mile and provide valued information to my customers. I've picked up several of his competitors and just got his call for a meeting to see if there we can do some business. It takes time....so, have patience and stay positive. Price just has to be competative. In my business, .04/sf sends them in the other direction. Learn your market and, in my case, get it closer to .015/sf difference = the benefit of the doubt.
I was on a call with a colleague who is newer to the business and I found that he brought up "price" much more than the customer did. During the fact find, the salesman kept referring to how affordable this solution is (which it was more cost effective than what the customer currently had). However the customer did not buy into the solution since the conversation was geared towards price, rather than the value of the solution. It made me think that we are all guilty of reverting to price faster than our customer in order to win the deal. However what we forget is that the customer does not see the entire value of the solution. The price is really irreverent until the customer has been shown enough value that even if it was a premium solution, they will still buy into it because of what it offers them in return.
Wow! Michael this message really got me thinking and your absolutely right! The value sales itself that's what separates a good salesperson from a GREAT salesperson.
How to make customers act now? We sell energysavings in watersavings and lighting. we call to book our meetings with our clients and we attend to meeting and prospects seems to be intrested, When we call back to the prospect after a week 10 days we have to listen to all the things they have to do with their facilitys, new windows, new heating, plumming etc, things that only cost them money, not saving any. how can we make this energysaving more attractive to the prospect so they act on it faster? this is not just me having this problems all of the sellers in the them is experiencing the same thing. Sorry for bad gramma and my english, it´s not my first language....