Maneder
SandF Printers
Posted 5:14 PM on 02/05/08 -
Reply to this postMy advice? Get out of printing! I am in the same boat, brother, and it is sinking!
Selling Print, Sucks!
Don
Tighten your offer
Posted 9:10 AM on 02/19/08 -
Reply to this postSandF, people aren't dumb just because they don't want what you're offering. They're coming from a perspective that you have little to no knowledge of, so first off I would say you need to adopt at least a neutral attitude about your prospects. As for your offer, don't apologize for taking their time - yours is probably more valuable than theirs. Also, you don't want to help their budget - you want to make a sale, and they know that too. So start with an honest approach. "This is XXXX with ABC Printing. We're a locally owned print shop that specializes in YYYYY. We offer project turnaround time in 72 hours or less, and our prices are typically 10% less than our competitors. Is that something you want." Prospect answers, "No, I've been working with the same printer for 20 years." You answer, "Does that mean you're not open to working with someone new?" "Yes" "Okay, good-bye" Obviously, I made up the features in the offer because I don't know anything about your company, but you can substitute whatever your company does that makes you unique in your market, price, process, quantifiable quality, etc. Be careful, however, to avoid using hyperbole. Saying things like "Our service is excellent", "Our quality is the best", etc., are claims, not facts. Stick to facts. Good Luck.
Jeff G
Followup Tips?
Posted 9:28 AM on 01/30/08 -
Reply to this post
The weakest link in my process right now is the follow up. I can get the contact information for the "head honcho" and I can send or drop off literature, but what's next? Once I get them into a rolling dialog, I can feel it out and do fine, but it's that initial follow up. Jeffrey rightfully tells us that calling "to make sure you got that" is a waste. I don't really care for the "I called to explain it" line as that implies that either my material or my prospective client is too dense. Any ideas?
Shad M
Tips......
Posted 2:18 PM on 01/31/08 -
Reply to this postI always use Jeffrey's mantra of "Give Value First". So every time I "follow up" with a potential prospect (or even an existing client) I add something I think they will find valuable. For instance, if the prospect is a banker, I might do some internet searches and find out what is going on in banking and copy the article in an email. Then you don't even mention your stuff, you just say "thought you might find this helpful". You could also send them a real lead for their business. But by not mentioning what you sent you jump from "salesperson" into "valuable source" and someone who is interested in truly helping. It doesn't always make the sale, but it beats the traditional methods and you sow good seeds that you will reap later.
Brent Wz
Print & Web Sales Position
Posted 10:48 PM on 01/29/08 -
Reply to this post
G'day everyone from Oz.
We have a top-notch tourism-based "micro-business" (2-person) on the Sunshine Coast of Queensland, Australia with lots of opportunity to grow. We're seeking a positive, capable, sales-oriented person locally to join our team. I'm primarily responsible for Sales. You would become Super Salesperson No. 2 with Global Village Promotions. If you're reading these forums, live & work In Australia, & are keen, maybe it's time to come aboard!
We respect initiative, so do some research 1st via the Internet...starting with our original Destination Website www.BuderimVillage.com.au, our printed "The Buderim Guide & Map" & anything else you can glean through the Internet. Prefer to phone? you'll find a phone number on one of our websites' Contact Pages.
Are you good enough? Then contact us soon.
Oh, by the way, we love Gitomer.
Ben A
I don't need it
Posted 11:20 PM on 01/26/08 -
Reply to this post
I work in video game sales and we sell warranties with just about all of our products. However, while we meet our targets, I believe we can do better in getting past objections, especially the one 'I don't need a warranty' or 'I haven't had a problem before, why would I need a warranty now? Is your product inferior?'. Our products definitely aren't inferior, but the warranty sales ensure we get paid our bonus & commissions. Any thoughts on how to get past this one?
Aaorn F
Product sales
Posted 2:59 PM on 01/27/08 -
Reply to this postI have worked along time in auto sales where it is vital to sell extended warranties to make money. The idea is to present the warranty in such a fashion that they ask you how much. If they don't ask the price you didn't show value in the warranty. When some asks if my car is inferior I explain that even $250,000 cars have warranties on them.
Shad M
Video is the answer
Posted 5:49 PM on 01/29/08 -
Reply to this postI don't agree with extended warranties for the reason mentioned by the auto sales remark. It's how they make "real" money and as such the customer usually gets nothing for his or her money. If they did it wouldn't be a source of "real" money. Having said that, here is a great way to get past those objections. Spend some money getting video testimonials of your current warranty clients talking about how great it is and why they bought it. Something like "I didn't think I needed it either, but boy am I glad I bought it and here is why" Do about 2-3 per objection listed above and play them for prospects who give you those objections. I promise it'll make a huge difference. Read the testimonial section of Gitomer's Little Red Book of Selling to get more ideas on video. I just did one last week and it is AWESOME! Cost about $300, worth every penny.
Jeff G
Show Them The Money
Posted 10:13 AM on 01/30/08 -
Reply to this postIf they say they don't need it, you have to be able to help them understand why they do. If you truly believe they do, you can look them in the eye and say, "I really recommend you think about that." Then relate a story in which the warranty really helped somebody. Your story has to be one where the owner did the right thing, but unforeseen circumstances caused an equipment failure and luckily the warranty saved them over $x dollars in repairs.
Another good angle for warranties and insurance is "return on investment." You can tell the customer "If you spend $x on this warranty and the machine breaks in the next y months, you'll come out ahead $z. Sure it's no guarantee, but those are better odds than you'll get on Wall Street right now." If they actually get to use it and insurance policy or warranty is the best investment a person can make. The only downside is that it's a bet that it won't get used. If you can explain it that way, it puts a new perspective on what a warranty is and how it can be used and may help you sell more of them.
Hope that helps!
Don
It's not the objection, it's the offer
Posted 9:23 AM on 02/19/08 -
Reply to this postLook at your comments, Ben: "Our products definitely aren't inferior, but the warranty sales ensure we get paid our bonus & commissions. Any thoughts on how to get past this one?" Your client really doesn't care whether or not you get paid bonuses and commissions. The objections you listed are valid, particularly the first one. The issue isn't how to address the objections, it's how to properly present the warranty in the first place. For example, "Even though the product you're buying has an excellent service record, many of our customers have chosen to buy the extended warranty anyhow because in the unlikely event you experience any problems, the cost savings are really significant. Do you want to add the warranty."
Sam
Publishing sales
Posted 3:37 PM on 01/26/08 -
Reply to this post
Good day to you all!!
I have recently stepped into Publishing side of the business and I will be taking over the main sales. It is a big duty and responsibility that I do not want to this role to be taken away from me because I am excited and confident with this new role, and if I have the right help, then I am sure I will be able to get along well.
My questions are :
1) How do you approach your prospect (e.g. bank or financial institutions) to sell your published books?
2) Is there a way to make the sales to happen? Instead of them immediately cutting you off?
3) I believe that meeting the Sales Director of a prospect's company is the best way to get things going...but making appointment seem to be done through cold calling right? What is the successful chance rate for this method and are they any list of Dos and Donts and even a list of right questions?
4) Would breaking the ice in the first meeting ideal? (To show them sale is not my main concern at the moment but to know more about you i.e. Network/Connection)
4) Are there any Dos and Donts list for publishing sales?
My main concern is that I need to know How? bit now, as I have already learned the Why? bit through educating myself.
Some questions may be already covered in one of Jeffrey's book, in that case, can you please recommend me the book??
I will look forward to hear from the experts!
Many thanks in advance.
Sam
Anonymous
Dark Confession
Posted 6:11 PM on 01/25/08 -
Reply to this post
I have a confession to make, and I'm hoping some of you geniuses can help.
I've got call reluctance. Before I got into sales I was in a technical support department and spent years on the phone 8 hours a day, so maybe that's why. For whatever reason, I have trouble picking up the phone, now. I almost dread when it rings and I have trouble picking it up and dialing out. Sometimes the list of calls I have to return is a little longer than it should be because I just can't make myself do it. I know this is ridiculous and a salesman that can't dial a phone is a mess. Fortunately, once I'm on the phone I'm very good and if I'm in a face-to-face meeting I'm even better - but picking up the phone to make the follow up call or something like that is very very difficult for me.
Have I lost my mind? I feel like a fool just for going through this, and even worse for not being able to deal with it. "Just do it" is my usual solution for moments like these, but I can't seem to "just do it." Little help?!
Melissa
hope this helps!
Posted 3:56 PM on 01/27/08 -
Reply to this postI think that if every sales rep was honest they would all tell you that no matter where they are at in their career they suffer from the "100 pound phone" nightmare at some level. The trick is to prepare for it to happen. The minute you feel the anxiety starting to build, pick up the phone. Call your most dreaded account. (of course be prepared!) It's all mental garbage that gets built up from outside negative influences. It's up to you to empty the trash, so to speak. Go for a jog, re-read The Little Red Book of Selling, something that is going to clear your head. Even getting up from your desk and going for a walk around the building. Don't worry, it will pass. Just DON'T QUIT! :)
solarsales
Your not the only one with a secret.
Posted 4:29 AM on 01/28/08 -
Reply to this postHi, Quite funny really, as I was just about to write a similar post to this one...so you not alone (sorry not much help really.)
I have just started a new sales role where I am the only sales person, and I seemed to have developed a phobia about calling anyone. Face to Face, networking meetings I really enjoy, but just turn into a jabbering wreck on the phone. I have come from a sales support role, and this seemed to be the right step to take in moving my career forward.
I have a meeting with my bosses this week and now I am SLIGHTLY scared!! I need to get over this or I can see this being a short lived sales career.
