pmills17
cold calls
Posted 9:13 PM on 08/08/08 -
Reply to this postI too have been having difficulty with cold calls. I asked my supervisor for help. She told me to first make friends with the your phone. Remember what you are really scared of is the rejection -- not the phone. She even e-mailed me a funny picture to post near my phone that says, "I love my phone! The success of my business depends on the amount and effectiveness of my time on the phone. My phone is my friend"
The second advice I got was to make 10 calls. Only ten calls. Then if you are feeling down, do something to get motivated again. Then do another ten calls.
Third, keep a call blot out sheet to track your calls and responses.
Fourth, get excited over getting a No. Make a goal to get 20-50 or whatever number no's per day. If you reach that goal -- give yourself a prize!
Best wishes for success.
kat
selling
Posted 8:18 PM on 04/06/08 -
Reply to this post
Hi My name is Kat. I like sales and learning. Have new ideas for starting a business.The problems I have are money management and budgeting. I am on welfare.
CYA
Puck
Get started
Posted 9:29 PM on 04/07/08 -
Reply to this postIf you haven't already, look up the Small Business Administration (SBA) online. Sometimes they direct you to quailty people and orginizations that can show you how to budget will almost nothing and still be able to start up your business, and they always have links other sites that can offer more advise. If at possible though, I strongly encourage you use as much of your own money as possible. Do Not get a loan to start a business unless you have the means in which to pay it back other than the hope the business will do well.
SarahTaylor dot com
Is HUMILITY Something You Should Use in Sales?
Posted 10:46 AM on 04/02/08 -
Reply to this post
I receive a newsletter from Kim Dickey - who is a Sales Advice person for Real Estate Agents (kimdickey.com). I got the newsletter this morning and the advice that she's quoting doesn't sit well with me. I'm wondering what other Gitomerites feel about this advice. It's from the book "Secrets of Question Based Selling" by Thomas Freese.
The part that she was quoting was about asking humbling questions. - now before I past it here, I've read some communication books and my thoughts are that if you are being humble, it could be perceived as indecisive - which is not a good quality. Here is what the piece states:
Humbling Disclaimers:
Using humbling disclaimers is another way to get prospects to openly share. Humility is a very attractive human quality. Humbling disclaimers also give prospects in the conversation a chance to rescue you before you deliver the question.
Sales Person Examples:
“I’m not sure how to ask this, but…”
“Without being too forward, can I ask about…”
“At the risk of getting myself in trouble, would you mind if…”
“I don’t want to ask the wrong thing, but…”
“I don’t mean to push, but can I ask about the status of your mortgage?”
----End - so what do you think? I don't think I like this "Humility is a very attractive human quality." I don't agree - I think maybe empathy is attractive - but not humility.
Shad M
BE humble, dont USE humble
Posted 5:25 PM on 04/02/08 -
Reply to this postBeing humble and "using humility" are two different things entirely. I believe "being humble" is essential to any successful person. "using" it seems like cheap parlor tricks. I think the worst part about the above examples is they could make you sound as though you haven't done your homework about your prospect. Gitomer has a whole section on asking smart questions, you can search "smart questions" in the git bit box from the home page on this site and get an example. I'd do that and BE HUMBLE before I would try and "use humility". My 2 bucks worth....
Tonyafm
Humbling Disclaimers are too general
Posted 10:05 AM on 04/17/08 -
Reply to this postAs a banker, I have found that it would depend on the whole conversation and the timber of the dialogue. I frequently have to ask questions of my clients that, if handled improperly can put the client on the defensive. I tend to view them as "neutral position" questions, where the tone puts me on the same level as the client rather than over or under them.
"Mr. Jones, I would very much like to help you to (insert objective), but as I can well attest, managing finances can be rather difficult. May I ask you a few questions to see where we can work together to help you out?"
This approach allows me to recognize a situation, such as poor credit, delinquent payments, etc. and puts me on the same eye level as the client. It needs to be more than empathy or humility. It needs to be understanding, from both a mental and emotional state.
Hemant
Approach for First step in the door
Posted 11:41 AM on 04/01/08 -
Reply to this post
I have a small IT Consulting company, I am a consultant myself and now I am doing the sales part as well. I've got an opportunity to meet one of the big account executives tomorrow and I was wondering how should I position myself and my company to him. Can someone share with me what should be the approach for the first meeting? What should I focus on? Should I pitch my company for work or focus more on understanding their needs etc. Any suggestions, ideas and questions in this regard are appreciated.
Ken Jordan
Approach for First step in the door
Posted 6:21 AM on 04/08/08 -
Reply to this postI am beginning to understand that the most important first step is to learn what the potential purchaser is looking for and the second step is to show them how you will help them satisfy that need. Otherwise you may spend precious face-to-face time telling them about something that is of great interest to YOU but of little or no interest to THEM.
Megan
Past due follow-ups
Posted 5:12 PM on 03/28/08 -
Reply to this post
Okay, so I'm in a town that's currently booming. Needless some prospects (due to my lack of organizational powers at the time - I've since invested in appropriate prospect management technology) slipped through the cracks while I was making sales with new clients. Now, the phones have slowed down a little and I need to get back in touch with the clients in the cracks... any advice on how to repair potentially bruised relationships in the past due follow-ups?
Kate
Past due follow-ups
Posted 8:49 PM on 03/29/08 -
Reply to this postLets agree that having a follow up system will do wonders for you, and help keep you out of this predicament in the future, so use it!! All those "should be clients" can still and need to be contacted, how about do it with a more personal touch, a "pop by" where you drop in and give a small gift of some sort, come along with your calendar open to schedule a time and date to meet once again. If you are going after new sales, good job sounds like you were doing the right thing, and chances are those should be clients have had a lot going on, you just need to catch up and see where they are in the process, and determine what NEEDS to be done NOW to move them forward.
Don
motivation
Posted 11:15 PM on 03/25/08 -
Reply to this post
I am the owner of a small home remodeling firm, a two man operation. My portion of the business is finance, marketing, administration and sales. Our business was started with very little working capital. In an effort to keep our overhead down and profit margins larger I find myself spread thin. I find myself alone for 95% of the time except when meeting with my next opportunity. I was used to working among a sales force that was very competitive, highly motivated and rewarded greatly. This environment made me thrive and excel to levels I never thought possible. Being absent from this environment, I find it very hard to keep myself motivated, and on the same level I was accustomed to, even after setting small goals for myself. I am looking for help in motivating a one man sales force.
Jeff Blair
Motivation
Posted 5:50 PM on 03/27/08 -
Reply to this postDon,
we could change the name on your e-mail and the story would mirror mine exactly. I am now in the 4th year of a start up that had many of the same hurdles that you talked about. There were plenty of days when it was quiet, lonely, and depressing I questioned my sanity for doing this many times during those days. What did I do? I got positive and I simply made up my mind that I was going to plow ahead no matter what. That alone gave me a boost and I began making plans as if I had a full boat staff, unlimited capital, and a hungry market place. I got very creative and started talking with everyone who would listen to me. The business started to turn around and now my office is filled with an awesome team. I'm a people person so this has been the biggest change for me personally. Since you suffer from lack of funds, (as I did) I would also share some of the creativity I used to get things going;
Exchange products and or services - barter!
Use sales reps to increase sales staff. They will work for comm.
Warehouse help came from a young, energetic guy who needed more money to raise his family. He has a good full time job so I set him up to start after he's finished there.
Sales - I sent samples with invoicing that saids they could return if they wanted. Most didn't and paid.
Don't just hang in there. Start making plans as if you were already there!
Kate
Motivation
Posted 8:44 PM on 03/29/08 -
Reply to this postSomething like this sounds like a blessing in disguise, you have nothing and nobody standing in your way, if you are in the valley, all you can do it look up. Don sounds very resourceful so take a tip from him, realize what environment you need to thrive and create it. Read books, go to seminars, join a local chamber of commerce and unite with a bigger group of people that can send you on your way to success. Stay around those positive people and your business will grow and motivation will be built in!
Ken Jordan
motivation
Posted 6:26 AM on 04/08/08 -
Reply to this postGet a copy of the e-Myth Revisited by Michael Gerber (CD or hard copy is available) and start focusing your time on developing the systems to allow you to grow and streamline your business. There is no better motivator than developing a plan of action and taking charge of your environment.
