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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Hi, I would like to record some hair stylists talking with clients chairside, as part of an effort to improve their selling performance. Does anyone have any recommendations on how to record floor staff, clear audio at the minimum? I know I could make them all wear audio recorders but I do not believe this will go over well with them, so a more subtle approach is preferred.
Question: I Need someone for the office to help with scheduling etc. But I know they will have down time. How can I utilize their time to help increase sales. Do I have them set up appointments for me to call on, Phone blitz a market or segment, etc or would those do more harm than good? HELP!
I'm 63 yrs.,a sales trainer with my own company focusing on SME's in a disaster economy in Europe - GDP drop of over 30%.I've been hanging on with a few consulting clients (which I have since lost) and moving to a an office at home to reduce expenses. My mistake was focusing on once-only seminars all these years with no follow up and clients.I am totally discouraged and feel that nobody wants to hear about sales training. What should I do? I'm too old to start fresh. Moving to another country is not easy? Should I give up?
Peter, I can understand your discouragement. Being in your situation is no fun. I have been trying to get a business off the ground ever since I retired and every time I feel like quitting I remember that I am too stubborn, too opinionated and too passionate about wanting to help others succeed to quit. You don't have to go it alone. There are a great many good blogs that can give a fresh insight to old problems. There are successful friends that will give good, pertinent advice on fresh marketing perspectives. And within you, you have a wealth of information that can be put to good use. Are you presently writing a book? Are you targeting 1 industry that you really are good at training and becoming specialized? Are you adapting your marketing practices to reach the present audiences for your product? Take time to re-evaluate your potentials and possibilities and pick just one thing to start with. Then, go gettem tiger!!
As a parent of 6 boys and a manager of 20+ employees, I have developed the following title of my "to be released" management self-help book: "You can't spank you employees and you can't fire your kids!"
I made a sale call to a potential client, (in person, its the only way to reach this contact), he said he was very interested, and he would telephone me. No response. I went back one week later and apologized saying he had been out of town. He asked me to explain about my services (photography) and said he consult with his staff regarding a date for photos. I returned a week later, and he said " we do need to set a date", however I have no time to talk now. Can you call me between 12-3 pm. I said ok, no problem. After calling a few times, only to get voice mail, I sent an email, reminding him of my services, how he can benefit, I suggested a possible date for photography, and thanked him for his time. That was a week ago. I went by his business today, but he was not in. He is only in a few hours a week, very hard to reach. This is typical of this type of business. It is a martial arts school, and they are only open a few hours weekdays. I have always had trouble booking these schools, because the owner is so difficult to reach. So... any ideas when I should go back? Its been one week since the email. Was it wrong to suggest a possible date? Any help appreciated. BA
Bunny, every industry has those very hard to reach customers. I will share some thoughts as to how I approach this situation: 1- Take a look at this particular difficult person/business to follow up with and ask yourself just how important this potential customer will be? If very important then develop a plan going forward, but if not that important move on to other endeavors that will pay off. 2- Find out what this person does for outside interest, business functions, community service, etc., and make yourself available for meeting and discussing how your services will benefit them. Get involved with this outside function to get together with your potential customer. A huge side benefit is the ability to meet other potential business prospects. 3- If you have done photo shoots with other similar businesses you can email/mail a few photos to them with some positive comments about improving business, marketing, communication, etc. Then just simply say, "You can get these benefits from this photo shoot too" and ask what day and time would be good to meet.
I am thinking of starting a Customer Advisory Board with a few key customers to obtain feedback on existing products and also to better understand the challenges they face and how this information may lead to new product ideas. Any advice from folks who have had success with this approach? PeggyMac
Our Company holds a Kick Off Meeting each year with our Managers and B2B Sales Teams in Two Divisions. This past year we had a panel of six Customers attend the meeting and we had a panel discussion about THEM. Who are they as a Company, What are their Objectives, What are their Strategies to acheive those objectives, and What Issues stand in the way to acheive those objectives? We had a mixture of small, medium and large firms that we do business with. It was a great learning experience and nearly all of our 100+ employees who attended thought that the Customer Panel was the best thing. It really centered our Group to hear honest, direct feedback from key Customers about us and strengthened our Relationship with the Customers because they knew we held THEM above US. Good luck!
I work in capital equipment sales. There is really no customer loyalty in this industry as those that we interact with in the sales cycle aren't always the decision makers. While the decision makers loyalty is solely to the $. If their decision is in the end faulty the blame rests on the product, or the people that operate the product, rather than the fact they bought something unsuitable for the purpose. To top it all off the VP of Sales at my employer sees my product only as a tool to sell more expensive and profitable products and has directly stated he hates selling the product I have responsibility for. I am in such a quandry as to where to direct the shared sales force to look for prospects as their commisions are lower selling my product line than others even though the commision is at parity with the industry and possibly better.
I am a sales rep, but am looking for another second source of income. I'd like to know how to break in the aircraft sales field to do as a side job. Any suggestions?
Jeff: I have been in the insurance industry for over 20 years, mostly in the Home and Auto area, but lately have taken a position as a Commercial Lines Agent. I enjoy this area and the opportunity which I have, but found out that I really suck at trying to get new clients. I have read some of your books and am trying to fine tune my sales pitch, but it all appears for naught! My prospects are receptive to speak with me and I am able to review their business coverage, but when it comes down to closing, they either hesitate or tell me that they got a better price. I know that this is not always the case, but it appears that I am unable to get them to commit. I am running out of ideas as to how to help my clients, but to also get the sale. Twitter, Facebook, Linkedin are all being used, along with the dreaded cold-call, emails, and snail mail. Any suggestions on how to get a customer to commit? Thanks
A question... I am a sales rep and have been out of a direct selling role for 2 years now in a non-selling position. I just got laid off of my current job due to a work slow down and contract renewal from my company. Not sure I am waiting around for the call back, I am job searching. Getting calls for insurance sales and a lot of other sales jobs from my internet job board post. I am a relationship developer type of rep, not a one-call closer. Just had an interview (lucky me!) and they want a one-call closer. What is the thougt from the crowd here? How do you one call close? Does it work without building any rolationshio? It just isn't my style. Any suggestions?
Go with your strength, find a company you want to work for and with. I shy away from slamming type companies as they usually have as high as a turn over of customers as they do employees. At some point in time, they run out of both.
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