Ryan
Help me close a sale!
Posted 1:34 PM on 10/02/08 -
Reply to this postMary,
I am not sure how many cold calls you are doing a day but if you are reading a script word for word it may be getting stale towards the end of your day. What really helped me was having bullet points laid out in front of me and going with the flow of the conversation. What also helped was trying not to come across as a salesman instead as someone who believes in thier product and wants to help spread the word.
Bryan
help for Mary
Posted 8:54 PM on 10/21/08 -
Reply to this postMary,
One thing I have learned is to put it in a story. That way no one can refute that its not actually true.
"Yes Mr. Customer, I understand your fear of change...I ran into this situation when I first started. With a customer in similar situation you are Mr. Customer. He told me that he feared change, which I later found out he feared it because he had been doing business with Company X for So Many years. After we both sat down and discussed a mutually beneficial plan we found out that I could save him X amount of dollars raising his profits by decreasing his costs and the final customer wouldn't see a change in amount he charged."
Also helps to ask for the sale...I know its basic but I have been around many salespeople who don't ask
Josh
help for mary
Posted 9:50 PM on 11/07/08 -
Reply to this postTry this: find a customer with whom you have established a relationship. If that person is close to your office, ask if you can spend a day with them in their office. Just tell them that you promise not to needle them for business, but that you are working to understand those concerns for a change. 2 things will most likely happen (if they let you in the door): First, you will see why they are worried about change. They are EFFICIENT right now, and can't imagine a temporary draw back for a small reward. Second, you will see ways that your product can significantly change their business.
Then, be true to your word. Call your other prospects first. Use the story idea that Bryan mentions above, but make it about them. "You know, I see your concerns. I spent a day with a customer who had similar concerns to yours. What I noticed is ..." Wait- you spent a day with a customer- Please work with us!
Then, go back to the original, thank them for working with you, and show them how you helped someone in their situation.
FFEJ
Approach
Posted 7:25 PM on 08/27/08 -
Reply to this post
I work for a Fortune 500 international company and the majority of my day consists of cold calling business to business selling office equipment, mailing systems and software solutions for shipping and receiving. I am struggling with a door opening approach that will get me different response than "we have everything we need and are not in the market right now". I am looking for a way to determine a need or pain to focus on and provide a solution. I know the gatekeeper is not the person I need to speak with, but when I do find out who the decision maker is, I have a hard time providing a reason him/her to agree to an appointment.
Suggestions??
Mary Martinez
Gatekeeper's are important!
Posted 10:11 AM on 08/29/08 -
Reply to this postFirst and foremost, I find that speaking with the gatekeeper and getting him/her on your side is very important! I have made it a point that if the gatekeeper is my way to the decision maker, I want that person to know who I am and like me! Once you have the gatekeeper on your side, you might get more information on what their need or pain truly is. Once you engage the gatekeeper and get info. from him/her, you can let her know you have a solution that will make life easier for her and if you could make an appointment with the decision maker a little easier because now you are fighting for your new friend.
Bryan
Approach
Posted 9:21 PM on 10/21/08 -
Reply to this postFFEJ- In the event of getting an appointment.. You might want to find something (a service) that your company does that all of the other office equipment companies don't do. It has to be a big value to the customer, then ask them a question like...
So when your office supply company told you about their "24 hour response on all repair issues warranty" what did that sound like?
that will help create a "gap" as they say...giving you an opportunity to probe further and increasing your chances of an appointment just to see if you can offer more to this particular customer.
Josh
approach
Posted 9:55 PM on 11/07/08 -
Reply to this postFor the gatekeeper (or the decision maker): "Guess what? This is a sales call.". People will usually chuckle a little at first, and it really breaks the ice. I will ask a gate keeper to help me. Just tell them (in 10 seconds or less) what you are looking to do. They will often tell you who to contact and dump you in voice mail. But now you have a lead.
For a meeting, tell the decision maker that most products are not used as effectively as possible because employees are often only partially trained on their use. Offer training on equipment use as a way to improve efficiency and cut costs. Also, offer to give every single employee your contact information so they can ask you questions personally when they have an issue. Just imagine, the boss won't have to deal with the problems anymore. How much more efficient can he or she be in their job?
J
Sales Coach
Posted 3:34 PM on 08/27/08 -
Reply to this post
Where can one find a good sales coach? Jeffrey talks about getting a sales coach as being one of the best methods to increase your sales, yet, I am having a hard time locating one.
davev
Sales Coach
Posted 1:37 PM on 08/28/08 -
Reply to this postYou probably want to match your coach to the kind of selling you do. Can you provide a little more information about the kind of sale you're involved in and what you hope to achieve through a coaching relationship? I may be able to help you find someone.
L
Finding a and Different Types of Sales Coaches
Posted 3:28 PM on 08/29/08 -
Reply to this postJ - typically coaches fall into two categories - life coach or success/career coach, you can google either and come up with plenty of choices. Most coaching is done over the phone so you can schedule according to your time. However, I will say interview whomever you choose and see if they have a free 30 min session so you can verify that the two of you get along before you sign up. Some coaches are better at marketing than at coaching and some that are excellent coaches are terrible at marketing. Check out the international coaching federations website you can submit what you are looking for and they have a database of coaches to which they will refer you.
rich34232
sales coach
Posted 9:39 PM on 08/29/08 -
Reply to this postJ what are you wanting from a sales coach? Selling is selling.The basics are the same between large and small,tangible or intangible items products. I am sure you can find a sales coach or mentor to help guide you.I prefer a round table style of conversations where you can have a few invovled in discussions. I have found within the round table discussion an idea wil be presented and tohers can add this or thatg to the idea where the idea becomes a fantastic tool for you to use.
Davev
Sales coaches matched to type of sellling
Posted 12:35 PM on 09/01/08 -
Reply to this postRich,
With all due respect, I think selling is very different for large sales and small sales, consumer sales and B2B sales. Selling a computer system to a large company is not at all the same as selling an insurance policy to the head of a household. The skills and strategies are entirely different, and many of the sales techniques that work well for smaller sales will cause you to crash and burn in larger ones. This is why I suggest finding a coach who is well matched to the kind of selling you do.
rich34232
sales coaches matched to types to selling
Posted 7:08 PM on 09/04/08 -
Reply to this post I agree with matching a coach to help you in the specialized field you are in, hence the first question. However I must disagree with your second statement. You still need to build a relationship, you still need to drive the want, need, afford, and can use. You must guide your client to the right decision. The questions in sales are consistent how, who, what, why, where, when. You must deliver on your promise, you can not make falsehoods on the product and what it does for the client. You must have product knowledge, benefits, features, and value. There is nothing different between large and small scale sales as far as techniques are concerned.
You must prepare, learn as much about your business, this will always be never ending. You must know your clients. The fundamentals are the same. The ego that drives us will be the difference.
J
Referrals/Testimonials
Posted 2:58 PM on 08/27/08 -
Reply to this post
I am in a business where people like to "guard their territory." They want to be the only people in their area that have access to, and use our products. We sell all direct, with technical support/sales throughout the country. My customers love me, however want to keep me and our product to themselves. When one is in this sort of situation, is there any good way to get referrals and testimonials?
