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.
Supplychick
success with email reminders
Posted 5:31 PM on 07/02/09 -
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For few years now I have sent "email reminders" to my customer base on certain delivery days. I've always kept them brief and professional, with always a mention of of a special sale. As I listened to Jeffery, I was relieved to hear humor is OK in sales. I am naturally pretty goofy so I started putting some humor into my once dry email reminders. It has worked wonders. My responses have doubled and customers now tell me they look forward to my "entertaining" emails. Here's an sample: "GOOD MORNIN! ...HEY?? Where did summer go? I was just gettin into wearing sandals and capris (clothing that shows ANY part of me freaks me out) and now I'm back to socks and jackets. *groan*. At least my feet are warm today. (insert eye-roll here)
OK..enough about my feet. Here's your delivery reminder and a DEAL..." Thanks Jeffery! I look forward to more of your lessons!
Owen Schmidt
Creative Voice Mail Greeting
Posted 10:59 AM on 06/29/09 -
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Jeffrey,
Not too long ago, I had the opportunity to read and study your “Little Red Book of Selling” with a couple of my colleagues. Every week, we would get together and discuss the chapters that we had read the week before. When we covered the chapter on creativity, one of the useful bits of information that we were able to put into practice immediately was the piece on creative voicemail messages. Previously, we all had very generic voicemail greetings so each of us went back to the office that day and drastically changed our greetings.
It just so happens that I am getting married and I thought I could incorporate that into my voicemail somehow. My greeting turned out to be, “Hello, you have reached the voicemail of Owen Schmidt. Thanks so much for calling. I am working hard trying to earn some money for my wedding so if you could, please leave a message or better yet leave an order so my fiancé can have the wedding she really wants. Thanks!” Immediately I noticed a difference. Rarely would I get a customer that didn’t comment on the greeting. It became a bit of a trademark of mine for a while and it never got old hearing my customers laugh for the first five seconds of their message.
The message recently paid off in a competitive situation. A customer of mine had recently purchased a piece of competitive equipment over mine. However, I received a call from him just the other day stating that he would like to help with my wedding and give me this order because I did not get the last one. The greeting had stuck in head from our previous conversations and he remembered me by it. He did not even call my competitor this time around and I received a PO that same day.
Thanks so much for the advice! It really does work.
Kindly,
Owen
ASB
Prospecting
Posted 4:07 PM on 06/23/09 -
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Good Afternoon. I have been a loan officer in the mortgage industry for the past 9 years. Needless to say, I have been through some turbulent times these past few years. I have realized through my trials that I only planned for success and didn't have a back up plan. I have worked for companies that provide leads and have never had to prospect or build a referral network. I truly feel that I have just relived my 1st year in the business 9 times. I now understand that in order to have longevity in this field, I must take matters into my own hands and devise a long term plan to build my own source of business. I want to attack the purchase market and build business-to-business relationships. I would like to cater to high producing brokerage firms that don't have their own lending institutions.. The problem I'm encountering is that many of them already have long-standing relationships with other lenders... Any creative ideas or strategies on how to get my foot in the door?
Agnessa
How do I get them?
Posted 11:59 AM on 06/23/09 -
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We are selling websites that are turnkey and complete with text and photos in 2 weeks. All I need is 30 min with biz owner and I can take it from there and price/lease2own is to sell. Once people hear it the love it, but I'm straggling with something that will want business owner on the phone to meet with me.
I see dozens of benefits but I need only one (benefit, gift, review, etc.). Please help!
Eric H.
How Do I Get Them?
Posted 1:46 PM on 06/26/09 -
Reply to this postCall call call. Number, numbers numbers. It's a numbers game when cold calling. Count on 150 cals a day or more. I hit on two, sometimes three open, "all ears" prospects per 100-150 calls daily selling telecom. It's all about persistence and numbers. Dont get discouraged.
trickyD
Cold calling is dead
Posted 4:41 AM on 06/30/09 -
Reply to this postCold calling all about the numbers????? Cold calling is dead and gone!
Focus on the the type of business that has already benefitted from you services, contact other people in the geographical area/ business sector etc and show them the benefits by sending e-zines, video testemonial etc.
No busy business owner or professional buyer likes to recieve a cold call, but they do want to hear from someone who can help them reduce costs or increase profits! Your product is irrelevant unless you can explain to them that you a selling a product aimed at increasing their market share/profit/access to markets etc....
Good luck but dont realy on numbers, rely on quality contacts
FFEJ
Document Shredding Industry
Posted 10:57 PM on 06/22/09 -
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I am considering a new sales career in the document shredding industry as a territory sales rep. The sales would consist of selling consoles to businesses, on a monthly basis a large truck would come a remove and destroy the documents, The sale is more of a service than actual physical equipment. Does any one have any experience in this industry. I am considering a move from a office technology business that has high turn over and a 90 - 120 day sales cycle that is extremely painful mentally and financially. The Shredding business sounds more transactional and is providing me with a much larger territory. There are only 2 shredding company's in my sales area which limits the competition.
Open to suggestions and comments.
Allan Ellis
How to get through the I suck at selling phase?
Posted 10:04 PM on 06/16/09 -
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I have gone through one week of in house training and one and a half weeks in the field.
I am selling preneed funeral arraingments. I get 4 to 6 appointments a day by calling on the phone. I have seen about 10 buyers. I realize I am still learning but I haven earned a sale yet. I understand the product better every day and am getting more at ease with families. But I I think I should have closed at least one by now. My biggest problem, I really must make some serious money soon. Although a small sale is about 100-300 commission and that would start me on the way. How do I get through the I really suck phase?
Matthew
getting the ball rolling
Posted 1:42 AM on 06/19/09 -
Reply to this postAllan,
My name is Matthew I have some 15 years in the sales field, mostly in medical supplies. In my experience the familiar situation you describe has one main remedy and that is PERSISTENCE. This can be difficult when the bills are piling up and the income is non-existent but try to stick at it, always looking for ways to improve but not letting anxiety overide your personality. Once you get the ball rolling you'll find that momentum will carry you over the line and then you simply keep up the pedalling so as the bike doesn't fall over. Sorry for the mixed metaphors, hope this has been of some assistance. Best Wishes...Matthew
Ryan A
sales
Posted 12:03 PM on 06/19/09 -
Reply to this postHi Allan,
Persistence is right, are you calling the customer back a week or two later with something valuable to offer? Or to just check in to make sure they are doing ok and thank them for their time? Like a good car salesman would do. You never know they might refer you to someone else cause you took a little extra time.
Once you make a sale it will start to be easier cause you'll notice what you did different with them that you can roll into more sales. It takes awhile to find your pitch
Allan ellis
PERSISTENCE
Posted 11:23 PM on 07/02/09 -
Reply to this postPERSISTENCE you are so right. I talked with the president of my company and explained the cash flow was the issue. We handed me some in house design work. That corrected the cash flow. He went the extra mile and took me out on some calls. My sales manager also took me out on some calls. The president helped me make a sale. Actually he closed it and gave the entire commission to me. And low and behold I have made two solo sales this week. What a rush and joy. So what do I do now? I do it all over again. Thank You.
Allan Ellis
PERSISTENCE
Posted 11:27 PM on 07/02/09 -
Reply to this postPERSISTENCE After some personal help from both my sales manager and the president of my company I have made 2 solo sales this week. What a blast and now I simply repeat and get better. Thank you
Brent Burnett
What if they have sent the RFP?
Posted 11:35 AM on 06/16/09 -
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I am in the printing business a lot of which is produced on a RFP basis. For those of you unfamiliar with RFP's, an RFP is sent to several vendors for quoting. Usually the lowest bid is chosen, then a meeting is set with the chosen vendor. After that, samples are sent and the work is given. Have any of you had success getting through all of this if it is already done? I have gotten this answer a few times a wanted to know a great strategy for it.
Rob
What Went Wrong Here?
Posted 3:12 PM on 06/11/09 -
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Hello,
I am in the wholesale distributon business to the deep discount stores like Big Lots, Tuesday Morning, Variety Wholesale and cess Cargo to name a few. I primarily broker discontinued or closeout goods to these types of stores. Here is a recent exchange. Please tell me what I did wrong!
Hello Wendy,
Is this something you would consider?
Thanks!
Rob
--
R&I, Inc
MW-30
30 pc Imperial Plastic Food Storage Set
470 g/set
Includes – 5 Square Shallow Dish (750 ml), 5 Round Dish (950 ml), 5 Round Bowl (750 ml)
***Passed FDA and OU certificate, can be used in microwave and freezer.***
Your Cost: $3.75 (F.O.B. Torrance, CA)
Case Quantity: 12 pcs / case
Quantity: 7,080 pcs (590 cases)
UPC: 6 44473 00030 9
Walmart carries this exact piece for $17.99!!!!!! This a great value to your customers!
Hi Rob.
This may be of interest. How many are on a pallet.
Thanks,
Wendy
Hi Wendy,
There are 18 cases to a six foot pallet and the case pack is 12. Let me know if you need anything else.
Rob
Hi Rob,
I sell something similar here in the $7.99 to $9.99 range. This is similar to the GLAD food storage items right?
Wendy
Hi Wendy,
Yes, exactly! They are just like the GLAD items. At $7.99 to $9.99 your customer would be getting an incredible value!
Thanks,
Rob
Hi Rob,
At $3.75 I just don't see it. Can you get to $2.50?
Thanks,
Wendy
Okay folks, my true cost on this piece is $2.40 so there is no way I can do $2.50 unless I have her write the po to my customer directly and work on a small commision. So I said:
Hello Wendy,
I can get to $3.25 for the 7,000 units. Again you would make a great margin and your customers would get a great value.
Thanks,
Rob
Hi Rob,
I just relaized that I can direct import something similar for LESS than $2.50 so I am going to pass on this deal. Besides I would have to pay a 6.5% duty (She is in Canada) on your prouct.
So there you have it. She WAS interested. WHAT DID I DO WRONG
