Jeff Rosten
BlackBerry helps me sell
Posted 7:27 PM on 03/18/08 -
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I recently was issued a BlackBerry by my company to keep my day organized. At first I hated it. I couldn't understand how this was going to make me sell more and be more productive. However, recently I attended an online BlackBerry training seminar from KnowledgeAir that changed my whole outlook on my device. I learned to make my device work for me instead of the other way around. Before I took this course, I had no idea how to use my device. Now I am selling more and my days are much more organized. I would suggest taking this seminar.
http://knowledgeair.com/knowledgeair-news/1-latest/94-live-online-blackberry-training.html
BT
New sales blogging / social network site
Posted 4:37 PM on 03/18/08 -
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I was surfing looking for some good sales blogs and found a cool site called salesmanagement20.com (Sales Management 2.0) and thought others may be interested. It is a blogging community for sales people... It's worth a look.
mike2bc
Limited Success
Posted 12:56 PM on 03/18/08 -
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I am in car sales and never have been that successful. I make a good living but not a great living. I want to get better but I really don't know how. I am presently working in an area where the only people I know are the people I work with. Networking is hard for me because I do not know how to successfully do it. Books are not really helping!
Nick
Get out and do it
Posted 11:34 PM on 03/23/08 -
Reply to this postBooks don't help you network. Networking helps you network. Get out, and do it, period. If you feel the need to read, some good books (I imagine some will find some irony in my previous commentary alongside the fact that I read a lot) are Git's Black book and Never eat alone. Attend chamber of commerce events (most have breakfasts before you're likely to be at work, lunches, evening events, and even weekend ones), go to events with your friends sponsored by their workplaces, and so on. The more people you meet, the more you'll meet who need what you have or who have a friend that does.
DCS
No Excuses
Posted 8:13 PM on 04/09/08 -
Reply to this postMike, do you know how to introduce yourself? Get yourself in front of people. Develop an "elevator pitch". Keep your business cards handy and just go out and strike up a conversation with someone. When they ask you what you do (and they ALWAYS will), hand them your business card. Networking is as simple as that. Follow up with your current/past customers and ASK for referrals. It is not that the books are not helping, it is because you are probably not DOING what the books are saying (I am saying this because the majority of people don't). Don't stay in the dealership expecting "UP's" to come your way - that never creates any real success in car sales. Take a demo or the latest brand new model to events that you attend like Chamber of Commerce events. New cars always attract people. Don't use the excuse that you don't know anyone - go out and meet people!!
Lynn "Red" Skelton
Selling value beyond decision maker!
Posted 11:46 AM on 03/18/08 -
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Jeffrey's article, "The biggest fear of salespeople is NOT…fear itself!" was very good and clarified even more the real issue when it comes value versus price. But some would say, "Well, I made sure to talk with the decision maker, sold them on the value of doing business with our company and they assured me they would go with us. But we still lost the sale because when it got to purchasing, purchasing shopped the product around, found it cheaper and bought from the competition. What went wrong?"
Answer: You didn't realize that in some companies, there are little fiefdoms...IT Fiefdom, Purchasing Fiefdom, & etc...who also have a hand in where a product/service is purchased AFTER the "main" decision was made and will override the "King's/Queen's" decision at times to purchase a product/service from your company.
What do you do to cut down on the possibility of this happening? Make alliances with the "rulers" of these departments by including them in on the meeting so they can be sold on the value of doing business with you as well. This also allows you the opportunity to start building a relationship with them and makes it harder for them to say "We will purchase elsewhere" when the King/Queen is there saying to them, "We are going to purchase from ABC company". If including them on that meeting is not possible, at least try to get the "King/Queen" to introduce you after your meeting to the managers of the other departments that will be involved with some aspect of the purchasing and use of your product/service. That way the "King/Queen" can help you get these fiefdom rulers on your side and cut down on the probability of the sale going haywire after you leave. Also, by doing this, you can show even greater value by being able to answer any of their questions that they may have, thus making them a part of the decision making process.
So, when selling value, remember, many times it has to be sold to fiefdom rulers in a company and not just the King/Queen.
Cold Calling Newbie
How to start a cold call conversation
Posted 9:37 AM on 03/17/08 -
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I just started a sales job. When I get someone on the phone, I introduce my name, and then say something like: I hope you are doing well today or how are you today. Then after their response I usually say good or great because I have been getting responses like good, fine, etc. My question is: I hate the way I start a cold call but I feel I should say 'Hello, I am so and so with company x and we blah blah blah. Any ideas on how to approach this cold call dilemma I have?
paulos
never ask how are you today
Posted 4:45 PM on 03/17/08 -
Reply to this postSomething I learned - never ask "how are you today". The person you are calling doesn't know who you are and will get on the defensive straight away. I always send out brochures before cold calling - then after introducing myself I tell them I am just following up on a brochure we sent you. Did you receive it ? A lot of them say no so I then go into a quick summary of what my company does and end with 2 key benefits that may trigger something with the lead.
Shad M
Be more creative.....
Posted 2:44 PM on 03/25/08 -
Reply to this postHi Newbie. Welcome to the beginning of realizing that cold calling sucks! You have to come up with a script (although I hate them) that will create dialogue and not give someone an easy out. If I ask you "do you like funnel cake" you can easily say "no". Not much I can do from that point is there? But if I asked "When is the last time you ate funnel cake" you can't just give me a "yes" or "no" (unless you want to sound stupid). I disagree with feeling like you have to say who you are right away. Case in point, I recently had to call 300 companies to get the names of the IT Managers. I didn't need to talk to the receptionist and they don't care anything about me. I simply said "can you give me the name of the IT manager?". 70% of the time they gave me what I needed. When the other 30% would say "what is this regarding" I'd just tell them why, but at least they ASKED me to tell them. Get it? Now I don't advocate using this method all the time, but in my case ALL I wanted was a name. But the point is, don't be painted into a box that says you have to do cold calling this way. Hint: When you say, "Hi I'm so and so with XYZ company, how are you today?" the person on the other end is going "oh brother, another salesman". Engage them, figure out what would make YOU want to stay on the line if you were being called. Ever have someone call your house and say "I'm Paul with AT&T, How are you?" Did you hang up on Paul? I do. Try this: "Hi, I was hoping you can help me out. I've been doing some research on (insert your industry here, oh and do the research) and would like some feedback." Then go from there. I promise you 10 times more success. Let me know if it works.
Kate
Be More Creative
Posted 9:01 PM on 03/29/08 -
Reply to this postThat is great advice Shad, and would like to try it myself...what do you mention when you ask that you would like some feedback, feedback on their current product or service, like, how is your current such and such system fitting your needs...something along those lines?
Shad M
Creative Examples
Posted 10:53 AM on 04/02/08 -
Reply to this postNot feedback on their current product or service as that would sound salesy and most people will just say "my current system or service works fine". Now you are back where you started. I ask them for feedback on my new idea I found by doing research. For instance, I sell commercial VoIP (voice over IP) telephone systems. I did some research on a non-profit organization I wanted as a customer online. I found that they had a huge need for volunteers to answer phones for them (read ALL their website to finally get one tidbit I could use). So I called the Executive Director and said "What if you could allow volunteers to answer the phone from the comfort of their own home even if they lived in Alaska?" Do you think he said "no". I then asked him to lunch for some more "feedback". We went to lunch and I am working on finishing the deal now. This was obviously an ideal situation as thier need fit my product offering.
If you didn't have this dream scenario you could also say "I did some research and found that most non-profit companies have problems getting volunteers to help, what is your experience?" See how I asked for them to engage me by telling me what THEY know. That is key. Notice, I don't even have to say what I sell or why I called to start this conversation. It doesn't work 100% (what does) but it is far better than "I am calling about your phone needs". Good Luck!
Kate
Creative and Knowledgeable on Client Contact
Posted 11:06 PM on 04/13/08 -
Reply to this postSome of the most successful (smart sellers!) I know do a tremendous amount of research before contacting their company of DESIRE,,,I will definitely work this approach and see if I can engage them a bit more in depth, that is key. I will let you know if I get further and how this helps oil up the communication process. Thank you SHAD!
Kate
The Board of Directors Situation
Posted 4:34 PM on 03/15/08 -
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Has anyone met with a company that utilizes a Board of Directors in their review process of bringing in new services or vendor into their organization? If so, how have you found the most successful way of providing them what they need, or setting the course and chain of events up in the beginning, so you can positively work to provide that company your services. I find that it is initially a manager or director whom one meets with, then in must go before the directors. What is the best way to manage this process and close the sale!!!
Kate
An Employer Meeting
Posted 12:33 PM on 03/15/08 -
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I have recently heard from a successful sales rep that he conducts his meetings with decision makers, and secures his accounts largely by devleoping rapport, only talks for about 5 minutes max on his offering to the company. Does anyone else do this, and does it work well for you? I am trying to learn more about how to ask good questions that show the potential client the light that they will benefit from what I have to offer them, essentially by them closing themselves. Does anyone else do this to? And how do you compose great questions that will lead them to this realization?!!
