Sales Chat, Stories, Shared Ideas. This is Your Page - Go For It!

Everyday Joe

One Salesman's Idea Posted 11:43 AM on 01/10/12 - Reply to this post

It really all depends on what your budget is. Of course the most common things are Facebook,linkedin,twitter, ect. But than you can move on to something more. I use to work for a promotional products company and we contacted all of our customers to let them know we were doing a presentation. Barelly anyone showed up. So a few months down the line we tried again. But this time we sent something in the mail instead of calling. It was a package with a personalized card to just them and of all our main promotional products we give away at trade shows, pens, stationary, bouncing balls ( big hit if anyone is looking for a good promo item ) and fun other little do-dads. In one month we had a full house in our meeting room. It doesn't take a lot to get someone's attention, you just need to give it first to receive it. Hope this helps. Everyday Joe

heavyd

blow up my company? Posted 10:41 PM on 01/07/12 - 

Hi All , as usual this time of year with all of the resolution discussion I was thinking about making changes with my co. I have been open since 2008 with my current name , logo , website which I am not crazy about. What i would like to do is change the direction of the company. The company is just me , so I am just talking about changing the name and marketing direction . Is it stupid to blow up a company that has nothing wrong with it except that I dont like it? I feel that due to changes in the technology of the business that I am in , it is better for the long haul. Any thoughts here will be appreciated.

Pat

Cold Call Help!! Posted 11:29 AM on 01/05/12 - 

My previous sales experience was pretty much destination; the customers found me. Even when I went out into the field, the prospects heard of my company and knew of us and who we were. After changing careers for a couple years, I'm back in the sales game in a straight up commission gig. And I'm in a new market where no one knows of us or what we do. Sure it's wide open, but I've gotta do cold calling. Corporate recommends face-to-face, and I know I'm better at it, but until I get some money in my wallet, I can't afford to get out there; I don't have the gas and I can't buy the materials. So I've gotta work the phone, and it's out of my comfort zone. Is it just a numbers thing? Do I just keep calling until I hit pay dirt? How can I tweek things to make it more effective? I've changed the phone script to focus on the client rather than my company, but I'm still having trouble setting meetings. How do I change the odds?? I need help!! And quick!!

Average Joe

One Salesman's Idea Posted 5:19 PM on 01/11/12 - Reply to this post

Pat, i was in the exact same situation you are now. Now we all know Jeffrey doesn’t believe in cold calling but sometimes we have to do it because of our situation. Now i don’t know how gitomer.com feels about promoting someone else's work on his site, but a book that really helped me was "Cold Calling Techniques" by Stephan Schiffman. In a nut shell he walks you through what not to say and different approaches that work for your situation. My current standing being making cold calls, would i rather be working with referrals? Of course, who wouldn’t, but like you said being a new company with a new market product makes its hard. And yes it’s a number game, but you control ratio, with your attitude, your persuasion, and your ability to turn a cold call into a warm call. Everyone hates getting a sales call, so try not to make it one. You have to get in the mindset that you are not yourself; i pretend i make 2 million a year, drive a Mercedes, etc., you get the idea. And i try to make it like i don’t need this potential customers business, I’m just trying to show them value with my product and that it’s really all about them and not yourself. Most people don’t realize that if you’re after an appointment, just ask for one. Ex. Good afternoon, my name is Average Joe, I’m with XYZ company and we provide services that no one else does on the market right now. I’d like to sit down and talk with you about our services. How does tomorrow at 3:00 sound? Now this can go a lot of different ways. If they say yes that’s fantastic, but most times they no, or not interested, and if they say no thanks where already working with someone, you can reply with "that’s fantastic, is it abc company?" 9 times out 10 they will correct you, customers love to correct you, trust me. Than whatever company they name off you reply with "that’s even better because we can accommodate with those services. Let’s sit down and talk about it, how does tomorrow at 3:00 sound?" Hope this helps,

Doug

Cold Calls Posted 10:42 PM on 01/30/12 - Reply to this post

Hey there! I have made cold calls over the last 15 years. You really need to find away to get gas and get out there...Your a shark you need to keep swimming. IF you have to use that phone I suggest forget a script and talk like you are talking to a friend. If you don't talk like a real person no one will listen. Have some notes in front of you but use a tape recorder to help you out! But you need to make in person calls....

Adam

Selling the Tough Decision Maker Posted 5:00 PM on 01/04/12 - 

I have scheduled a sales call to meet with a potential new customer. This is a large construction firm that our company has been trying to gain their business for many years with no sucess. This will be my first attempt at gaining their business. In talking with some of my existing customers that also service this company, they tell me the decision maker is a very tough sell. He is a no BS, no name dropping kind of person. Keep in mind he knows who we are as a company and has even been referred to us by these existing customers. My question is how do I approach this person if it doesn't fit into my selling style? I try to let my personality sell itself but he is a no personality, "what can you do for me" type of person. Do I just match no BS, with a no BS approach and stick to our value and service? Or do I just be my usual self and see where the meeting goes from there?

Barry $k

Selling the tough decisions maker Posted 6:58 AM on 01/31/12 - Reply to this post

Adam my suggestion would be to do some intensive pre-call planning. What's important to him etc. then on first visit establish some common ground and talking points relative to his areas of concern. I would then conclude the visit after getting a second meeting set up where you can come back with further information on the "key points of interest". The second meet should be focused on the benefits and solutions you and your firm provide regarding the items of importance. Perhaps foreseeing additional factors that could come into play. Pointing these out will create "value added" selling. At this point, iF you've been able to effectively address these points and develop some rapport with your prospect then I'd start a close by stating "now here's what I can do for you" by adding value and providing a solution otherwise unavailable you should have a good shot a succesful close. This is how I always approach even the toughest of prospects, the ones who just want to be bottom lined. Good luck, go get that new business.

David

Not a clue on what to do Posted 12:07 PM on 01/04/12 - 

I'm a new sales rep for a web design and project management applications. I just started and i am having troubles with the script. i feel more comfortable just winging it, but without the script i usually miss some important details that should have been mentioned. When i use the script i get extremely nervous and i start stuttering, i need assistance on getting over this fear. any ideas? Thanks

Mat

Not a clue Posted 5:05 PM on 01/31/12 - Reply to this post

David, I hear you loud and clear. I am new to sales as well, only been in the game since Jan 2nd 2012. I had the same problem...well still not perfect, but much better now. What I did was took the script that I wrote and turned it into point form notes and I keep it in front of me for each call. I then shortened my script to about 3 sentences and take it from their. Tape yourself when you call, play it back after the call and you will notice the flaws in each call...if you have any.

Geddy

Addressing a Drop in Sales with Customer Posted 1:26 PM on 12/25/11 - 

Hi all, I am fairly new to sales, and would appreciate any advice on how to address a drop in purchases with a customer, in the most diplomatic and effective way possible. Briefly, the company I work for has a customer which purchased one of our products frequently, and in the past two months we've noticed their sales completely drop off. I suspect that they have switched to a competitor. I will be speaking with their purchasing agent next week, who is a pretty mercurial sort, and I want to address this sales drop without sounding accusatory. Any advice would be appreciated

Barry $k

Addressing a drop in sales with a customer Posted 7:14 AM on 01/31/12 - Reply to this post

Teddy my approach would be straight forward. I would mention that they are a valued long time customer but you've noticed their purchaes declining. I would ask why. You can overcome their objections and the reason for their drop off if you don't understand it. Good luck.

tcprdr321

Competitor Telling Lies to Clients Posted 8:16 PM on 12/14/11 - 

My team has started running across a very interesting scenario, and I need some advice on how to handle it. We have learned that a certain competitor is telling lies to potential clients. We have known for some time that this competitor was spreading lies about our company, and we have handled that simply with integrity and the best customer service possible; however we have now learned that this competitor is actively selling a product that our company has exclusive rights to. Several of my team members have had sales meetings in recent weeks with potential new clients -- only to be told they "are mistaken" about being exclusive with the product. One girl was flat out called a liar in her meeting. We have checked with the product's company, and they have confirmed we do have an exclusive contract. In fact they have sued our competitor in the past over business issues and refuse to do any kind of business with them. I have inquired about being given an official letter from the product manufacturer to show potential clients, but other than that I am not sure how else we can handle this. It is one thing to persuade and influence a client's decision -- it is sales after all, but countering direct lies are new to me. Any ideas?

A.J. Schweda

New Business Posted 3:32 PM on 12/14/11 - 

I just started a new business and I am looking for the best way to let al of my customers know about the company. Is it a email blast or what other way would be best?

Sales Zombie

New Business Posted 1:58 AM on 12/24/11 - Reply to this post

A.J. That really depends on several factors. In reality, your best bet is to let everyone know through your social networking fave (linkedin, facebook, etc). Though if you already have a designated mailing list and periodically send out newsletters to your previous clients, go for it...as long as you aren't going to be breaking any contractual agreements by doing so.

 

310 Arlington Ave. - Office Loft 329 - Charlotte NC 28203 - phone 704-333-1112 - fax 704-333-1011

Copyright © Buy Gitomer, Inc. All Rights Reserved.