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

Brian Bontomase

HERE'S AN IDEA Posted 7:09 AM on 02/02/10 - 

When your customer is asking you to give the best price this is what you can say to them...First of all, when people ask me this question they are generaly interested in 3 things. They are 1. what value is your company and product providing for them? 2. Are we competitive? 3. And is it affordable? Mr. Smith let me share something with you. When I first started with this company I tried to sell our services strictly on price. Now I have discovered that value is way more important! The reason being, we are both in business to make a profit. If I undercut my prices for you to "earn your business" than I don't make any money and therefore won't be able to serve you as well in the future. In order for us to do business today this has to be a win win situation for both of us. Otherwise lets just walk away. Would you agree with this? The second reason people ask this question is they want to shop around and get "the best deal." Let me ask you this, "Are you willing to sacrifice value for price?" Great! So if we can provide you with incredible value, excellent service, at an affordable price that will increase your profitablity. If we can also honor your timeline and budget would I be able to earn your business today? Is there anything else that would be keeping you from making us your first choice for this project? Try this out and give me your feedback. I am confident that this will work and I'm interested in hearing how it helped any of you as well! May the sales be with you!

Race Coach

Sales Administrator (yes or no?) Posted 7:03 AM on 02/02/10 - 

What are the thoughts on the use of Sales Administrators? Many organizations find that their sales reps are burdened by excessive internal work that prevents them from getting out and selling. Some may argue that the reps are hiding inside, during work hours when they should be out selling, and that they should do the internal work outside these hours. Others may sympathize because they recognize that putting together quotes, entering CRM data and writing up orders just takes too much time out of the day. Should a Sales Admin be used to take over these duties for the rep?

Dave

Yes Posted 3:08 PM on 02/07/10 - Reply to this post

Good sales people want to sell and hate to do everything else. If you are making good hi-producing sales people fill out reports and do data entry you are wasting your company's most valuable asset. And because they hate to do the admin stuff, they are not going to do a good job of it. Yes. Set them free to sell and hire an admin to do the donkey work for them Dave http://www.SolomonRK.com

Brian Bontomase

Humor Posted 7:30 PM on 01/31/10 - 

Here's something for each of you to try...Go to Dunkin Donuts each morning and buy a half dozen donuts for every one of your sales appointments. Give them to your potential clients. Thank them for the appointment with them. Tell them a quick funny story about those donuts. For example, I say, "I am also looking forward to the day that I get pulled over by a cop. When he asks me why I think he pulled me over I'll grab a box and say, because you can smell them!" This usually gets them busting up laughing and opens a conversation! And who knows, it may come in handy some day!

Brian Bontomase

No Soliciting Posted 7:20 PM on 01/31/10 - 

Hi Jeffrey, I work as a Regional Sales Manager for Crescent Processing Center. We help businesses with accepting credit cards and other forms of payment. Ever since I was introduced to you by Success Magazine, I have been visiting your sites, reading your books, I also applied for trainone and have started the courses. I have been hooked ever since the beginning!!! Your techniques have really been helping me with my own sales strategy and have given me so much more confidence than I had before!!!! I am now starting to become more consistent and I feel I can make a sale almost anywhere. My question to you is...How do you get through the door that has a no soliciting sign on it?

Dave

Respect the sign Posted 3:10 PM on 02/07/10 - Reply to this post

If you knock on the door that has a no soliciting sign on it then from the homeowners perspective yu cannot be trusted. You have blown it. Respect the sign. Dave http://www.SolomonRK.com

Brian Bontomase

No Soliciting Posted 10:00 PM on 02/11/10 - Reply to this post

I have an idea...what if I would come in and pose as a customer just browsing. I wouldn't say anything about my business or what I do unless of course they ask. If this happened I would keep it short and sweet!!! Mainly I would just try to build a relationship. Talk about them (they're business). See if maybe they have a certain something that I am looking for that nobody else has or that I am having trouble finding. Who knows I may want to do business with them as well. My guess is that if they gain you as a customer first they are more likely to listen to what you have to say. But, only after a relationship is built first. What's your suggestion?

MakeItHappen

Signs are not the same as people. Posted 10:34 AM on 02/17/10 - Reply to this post

No soliciting signs are all over the place. In my experience, pressing through them will yield just as good of a closing percentage as doors that don't have them. If someone is seriously not interested in talking to you, they will give you the same harsh no with or without the no soliciting sign. If you are sincerely helping your customers save money on their credit card processing, or offering them a new way to do business, it won't come across as soliciting. Bring value to the table, get to the actual decision maker, and let them throw you out and tell you that there is no soliciting allowed. Just my .02 as a door to door marketer

Vitaliy Golovin

YES! Posted 2:11 PM on 03/23/10 - Reply to this post

I agree with MakeItHappen. I've done few years of door to door sales and when you have something that brings value/savings there is no sign unless they ask you to leave. Few time the customer told me they had "no soliciting" sign because of annoying salesman. Go in, find interest/need and how you can fill that need and you'll do great!! -Vitaliy

Tony Cortes

GO THRU THE DOOR!!! Posted 9:51 PM on 04/15/10 - Reply to this post

You're DEAD ON, Vitaliy. I worked as a "beef guy" for a couple of years B to B, and the majority of my businesses were small to medium. A HUGE percentage had the "No Soliciting" sign on the door and I was concerned at first, until one of the guys that initially trained me convinced me that I'd lose the 'mental edge' if I let things like that affect my decision to go through a door, and he was right!! I closed MANY a deal with that insignificant sign on the door, but I was engaging and energetic right from the the first words out of my mouth, and my pitch was solid. They usually WANTED to see more ;-) Have the right attitude, pitch and energy, and the sales will usually flow!

hayward

no soliciting Posted 10:52 PM on 06/10/10 - Reply to this post

you best know something in great value about that company you are about to cold call on. if they are cold to you when you walk in, i would be fast to the point and direct, something like, "i though the no soliciting sign was for a person who can not gain you market share or the new electrical account you are aiming for" so please may i have a business card of mr jones, next time i am in the area, i can take 5 minutes out and go over a very creative idea i have so you can get that account," i sure hope you can join us also"! this works for me,

Glen

No Soliciting Posted 11:26 PM on 06/03/11 - Reply to this post

MakeItHappen probably makes it happen every day. I've been walking past "NO SOLICITING" signs for years. Over 20 years - 10's of thousands of doors - only a couple negative reactions. Just smile, be friendly, personable, and respectful of the individual at the front desk. And, get their name & thank them for their help. You'll likely be calling them back or stopping by again & knowing their name will grab traction and help you get to the decision maker. Good luck & good selling!

bwilbanks

Unfair Sales Practice Posted 2:21 PM on 01/28/10 - 

My product is the only one of it's kind made 100% in the USA, and my two competitors' products are made in Canada and Mexico. The new ARRA stimulus funding requires purchase of US-made goods, and I have encountered a town that is going to use their Stimulus money to buy from the Canadian firm because they are low bidder, even though they have been using my product, were satisfied with it, and they have had no personal contact with the Canadian bidder in order to establish a relationship. I have reported this to their state ARRA watchdog committee. When questioned by the watchdog committee, the Canadian firm claimed to manufacture in the USA, but I know this is not true and have sent on-line evidence and pdf's of their literature to prove it. I do not want to force any town to buy from us, but I can't afford to have this Canadian competitor set a precedent and tell all cities in the USA they can use their stimulus money to buy cheap foreign goods. Am I doing the right thing?

Dave

Yes Posted 7:00 PM on 01/30/10 - Reply to this post

Yes. Share this with your Congressional delegation and ask for their help.

 

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

Copyright © Buy Gitomer, Inc. All Rights Reserved.