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mitar.pesic@delight.rs

Hello from Serbia Posted 9:09 AM on 12/22/09 - Reply to this post

Dear Rayan,I am also new in buisiness,and i read Jefreys books on and on.I am trying to be best i can be.U mentioned that u want to leave a "good impresion" to the client,first dont try to let him know that u are better,dont try too much,he will notice that if u are trully devoted to him,please try to do what is best for him and in that case he will know the different.Let him know that he have a choice but u need to be prepared to give him the best of u and best solutions for him.Take care

Meg Markovic - Service Link Trans., Wood Dale, IL

Cold calling Posted 1:18 PM on 12/08/09 - 

I am fairly new to sales and need some help in acquiring new accounts. My past sales have always been through "word of mouth" mainly - however - given the current economy - I need to improve my numbers. What is the best way to approach a prospective client? I have tried cold calling and either encounter a voice mail or a hang up. What's is the best way to get the appointment???

Mike Crkvenac

Cold Calling Posted 9:14 PM on 12/14/09 - Reply to this post

Meg, acquiring new accounts is the "heavy lifting" required of any salesperson determined to succeed. I do a lot of cold appointment setting. I've written my own script and as close to the beginning of the call as possible (2nd or 3rd sentence) I give the listener a value statement relating his/her business to mine. Even if I get the gatekeeper and even when I get passed on to "the right person" I say it again. I follow this up with an opened ended question to see if they will start talking to me. I'm always listening for a match between what they say they need and what I have to offer. Once I feel the timing is right I ask for an appointment by asking if their calendar is open in front of them. Good luck!!

Dave

Cold Calling is a Learned Skill Posted 1:25 PM on 12/26/09 - Reply to this post

Cold Calling can be very effective but it is a learned skill. The first few seconds must be focused on three elements: trust, credibility, and interest. Trust: GIve them permission to say 'No' with something like "I'm not sure if this is of interest and if not just let me know". Interest: You must covey value. "My product can bring you 100 new customers every week." Credibility: use a testimonial or success story, "Just like I've done for your competitor down the street."

Mike Crkvenac

Cold Calling Posted 7:53 PM on 12/29/09 - Reply to this post

Dave, I like this response. You've quickly laid out key elements. I'm going to give this a try.

hayward

cold calling Posted 11:27 PM on 01/06/10 - Reply to this post

go in person and be quick and direct to the point. be friendly with a big natural smile. ask a question that will make them really think of in terms of profit and market share. be polit. i say something short and funny that may be out of sequence. so when that happens, many people laugh. when they laugh, they will listen to you. i do it and my success rate is very good

Jamie Williams - CIO Services, St. Louis, MO

To Tell or Not To Tell Posted 1:00 PM on 12/07/09 - 

First Appointment with a client Question - So you meet with a prospect for the first time at a coffee shop early Monday morning. When you walk in the prospect (we will call her Sue to hide the guilty) is standing there waiting to greet you. You can tell right away from your DISC profile training that Sue has a very high dominant personality. She firmly shakes your hand and begins to talk about her needs/pain. As she is standing there, she takes off her coat and you notice her zipper is down. It is not just down but it is down and I think I catch a glimpse of her underwear. So here's the question....do you tell her? If so, how? Normally I am a very "candid" person and would tell a person in a minute however this was different. We are both women and both very dominant women at that. I was torn and decided to not tell her. I have been thinking about this all morning now and wanted to know what you would have done.

Jason

Don't Tell Posted 4:07 PM on 12/15/09 - Reply to this post

Keeping it short: Don't tell them. Especially if its your first appointment...reason being...you don't want to embarrass them. Stay focused on what you're there to do, earn their business. If you're more focused on etiquette, get into a business that sells that. Just make sure to hold yourself to a higher standard than your prospect in that regard so they respect you. Besides, what if they notice and make a joke of the matter?

M.S.

Response to "Tell or Not To Tell" Posted 6:53 PM on 12/22/09 - Reply to this post

Think about it this way..... You've been stressing over this all morning. She, on the other hand, will be stressing out on this for weeks. You were her first appointment, and she is more than likely playing the entire morning, from leaving her residence through to the point where someone DID tell her. What do you think she is saying in her own head about all the people that could have helped her out of an embarrassing situation, but didn't. Perhaps she was notified at a morbidly embarrassing moment? We'll never know. My suggestion: Put yourself into play by reiterating an embarrassing moment for yourself, then immediately follow with "that's why I'm letting you know now.... and state your observations so that the other person may be spared. The other person WILL appreciate it! Greatly!!

Jack Frost

stepping in .... Posted 11:34 AM on 12/04/09 - 

I was cutting it tight for a meeting and when i stepped out of the car into a bunch of leaves I realized one foot had landed in a pile of stuff left by a dog. it was all over the bottom of my shoe. So now I am late, my shoe is covered in crap and I have no way of cleaning it. What is the best way to handle it? simple you take off your shoe outside walk in and dont say a word until someone asks why you only have one shoe on, you explain that they really didnt want me to walk in with two shoes on. I got the deal.

Pocahontas

Re: stepping in... Posted 1:48 PM on 12/22/09 - Reply to this post

Yes, the empathy factor helps sometimes. I flew into a major beach city once for a meeting the next day. I took the opportunity to walk on the beach and see the ocean before it got dark, and a bit of surf splashed into my right eye. The next morning, I had conjuctivitis in that eye and had to meet with my prospect with one eye beet red and watering. I explained what happened, and he showed me a jar from his shelf that had his gall bladder in it. He was later on a committee that picked my product, and it was the biggest contract I ever landed. Go figure.

Vanessa V.

Care AFTER the sale! Posted 10:43 AM on 12/01/09 - 

Hello! I work for a company as a National Sales "Trainer" but I really visit local properties that we own and spend a week or two on 4 legged sales calls. My pay structure and schedule while visiting a property is that of a sales person, not of a trainer and the pressure to sell is evident. Here's my question: How do I ensure a good experience for the customer when I am responsible to close the sale and then move on to the next property? The local rep is left to service the customer which takes the relationship out of my control. I supply the rep with sales material, best practices and my contact info for questions and concerns but even with my follow up, they rarely contact me. Before you know it, the customer is wanting to cancel! HELP!!!! Thanks, Jeffery. I appreciate you! Vanessa

kelly

Stationery telesales Posted 4:32 PM on 11/30/09 - 

Hi I am working for a well established company, two months ago they expanded and opened a new department "General office stationery" We sell everything from pens and pencils to office furniture, this is my first month and I smashed the target! I am chuffed I love to sell and am very pleased with my start..The goals are due to go up and quick we need to sell half a million pounds next year to still have a department. I was just wonderig of anyone has any great ideas to get the snowball moving quicker than it is now?

Anthony

Help Selling Advertising Posted 12:42 PM on 11/25/09 - 

Hello super salespeople! I just opened a business where I sell advertising space in restrooms in restaurants, movie theaters, athletic clubs etc. I put boards in front of people when they have to "go" so they have something to read (cleverly designed ads). I am trying to secure locations for my boards by offering free advertising (I know this works because of all the other successful business like this all over the country). However, I am making cold calls to restaraunts and I'm hitting some road blocks. I am trying to follow all of Jeffrey's advice in his Sales Bible but no luck so far. Here is my problem - I call and say I need help and if they could tell me who takes care of the advertising. Sometimes I get voicemail or the decision maker. It seems as if I'm getting turned down because A. They use the objection that corporate controls what advertising goes into their restaurant and B. That it sounds too good to be true. I explain to them that they get free ads all year in exchange for placing billboards in their restrooms. No luck! Do you think cold calling is an effective way to go about this? Or should I just try to talk to managers in person by showing up and asking for them? Thank you for your help! I know I can be successful I just need some advice and guidance

 

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