Most of us ( who earn a living as a professional salesperson ) know and respect the value of cold calling. Yes, there are sales gurus who tell you that it doesn't work well and you don't need to do it anymore. They have alternatives for you and I respect some of those alternatives as long as they are a part of your bundle of methods for getting new business. Cold calling does work ! Is it harder now than ever for various reasons like voice mail, etc.? Yes, it is ! But, as you have heard from others as well as myself, PEOPLE still buy PEOPLE ! And part of my judgement ( as a buyer ) of you as a professional salesperson ( right or wrong ) is hearing your voice and your ability to articulate your desire to have me as a customer plus your ability to detail what you want from me - I'm busy !
Many believe that those of us who have convinced ourselves to do cold calling and be good at it are to be questioned about our mental status. I respectfully disagree. Cold calling is very similar to other selling skills. It requires practice and the more you do the better you get. Here's a perfect place to do role playing ( everyone's favorite thing ). When my clients ask - How did you learn to say that, ask that question, or make that comment ? Experience and role playing - not because I'm smarter than anyone else ( for sure ).
In addition to what you say and do when doing cold calling; there are other crucial issues. One of the most important is calling the right person. That requires a lot of other calls and research,etc. Another very significant factor in cold calling ( assuming you are good at it ) is the time you call. Most buyers will tell you that they don't answer the phone after 8 AM, before 11:30 AM, after 1:30 PM or before 4 PM. WHY ? Because salespeople don't make calls ( phone or in person ) before 8 AM ( not early go-getters ), from 11:30 AM till 1:30 PM ( salesperson's long lunch period ), or after 4 PM ( end of their day ). YOU LAUGH ! It's true. I've made ( and convinced certain clients ) some of my most successful selling relationships by calling @ 7 AM or before, at lunchtime, and after 5 PM. WHY ? Because the person I needed to speak answered the phone. A couple have even made comments about how shocked they were that a salesperson called at that time. This was also true when I left voice mails at the off hours ( so to speak ).
How's your cold calling expertise ?
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
Sunday, August 23, 2009
COMPETITION - PRICING ISSUES - HEARD IT B4 !
How goes the battle ? You know, the battle for more sales !
Well, it can't be easy. I know because I hear about it everyday from multiple clients. The price mongers rule the world ! And I'm sure that is reality. I know it is ( there's only four million sales coaches like me now - two million came onboard within the last week LOL ) and you can't ignore the situation. But griping about it and lamenting it isn't the answer either.
There's an old sales cliche "price is what you pay; value is what you get". What does that mean to you ? It means that you and your TEAM have to find ways to bring greater value to the Customer's benefit. I don't mean sales puffery. I mean measurable value. Brainstorm, analyze, debate, reevaluate as an individual sales pro and as a sales organization. What can you do differently than has ever been done before to increase the value for your potential or existing customer. What can you add, take away, change or understand better what the customer needs. Challenge yourself ( I know I use that word a lot ) to find a way to kick the competition's behind without trying to win the price game.
This can work; it isn't easy. You have to want to win and succeed to a higher level than the "others"
It's pretty hard to find any product or service that isn't dealing with a very competitive ( pricewise ) market. Then, why do some succeed where others fail ? Think about it ! Look around you , almost every major marketplace has businesses going under while competitors of theirs are doing OK or better. Why ! Each situation and the answer would have a different set of facts. But, there are usually multiple reasons for why one organization is succeeding where others are failing.
While trying to assist clients with this direction, it becomes very obvious that many are not very analytical nor willing to change the sales process as they have known it; let alone figuring out how to bring increased value to the customer. And it's not because their without the mental capability. It's because some of us are better at this than others. Some of us have very limited vision; especially some of us older ones ( LOL ). But, a lot of us don't see the value nor believe that you really can bring increased value to the customer. Well, you can and I have never seen a selling situation, product and/or service, that I couldn't bring increased measurable value to the customer. Does the salesperson or the organization want to support it once determined ? That can be an issue for sure. Think about it !
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
Well, it can't be easy. I know because I hear about it everyday from multiple clients. The price mongers rule the world ! And I'm sure that is reality. I know it is ( there's only four million sales coaches like me now - two million came onboard within the last week LOL ) and you can't ignore the situation. But griping about it and lamenting it isn't the answer either.
There's an old sales cliche "price is what you pay; value is what you get". What does that mean to you ? It means that you and your TEAM have to find ways to bring greater value to the Customer's benefit. I don't mean sales puffery. I mean measurable value. Brainstorm, analyze, debate, reevaluate as an individual sales pro and as a sales organization. What can you do differently than has ever been done before to increase the value for your potential or existing customer. What can you add, take away, change or understand better what the customer needs. Challenge yourself ( I know I use that word a lot ) to find a way to kick the competition's behind without trying to win the price game.
This can work; it isn't easy. You have to want to win and succeed to a higher level than the "others"
It's pretty hard to find any product or service that isn't dealing with a very competitive ( pricewise ) market. Then, why do some succeed where others fail ? Think about it ! Look around you , almost every major marketplace has businesses going under while competitors of theirs are doing OK or better. Why ! Each situation and the answer would have a different set of facts. But, there are usually multiple reasons for why one organization is succeeding where others are failing.
While trying to assist clients with this direction, it becomes very obvious that many are not very analytical nor willing to change the sales process as they have known it; let alone figuring out how to bring increased value to the customer. And it's not because their without the mental capability. It's because some of us are better at this than others. Some of us have very limited vision; especially some of us older ones ( LOL ). But, a lot of us don't see the value nor believe that you really can bring increased value to the customer. Well, you can and I have never seen a selling situation, product and/or service, that I couldn't bring increased measurable value to the customer. Does the salesperson or the organization want to support it once determined ? That can be an issue for sure. Think about it !
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
Sunday, August 9, 2009
GETTING ACKNOWLEDGEMENT OF BENEFITS
I sincerely hope you are seeing signs of improvement in your selling success ! I hear from a few clients that there is increased activity. Hopefully, it's headed your way as well.
I haven't spoke to this topic in a while so let's go for it ! First and foremost, the traditional well-worn question. Are you selling features or benefits or both ? You need to sell both with emphasis on the benefit value ! So many of us get caught up in the features of our particular product or service that we lose sight of the benefit value and making sure the Customer fully understands all of the benefits. I hear so many sales pros say " Oh Yeah, I'm selling both". Excuuuuse me, let's look at your materials / presentation and listen to your verbiage. You are not selling the benefits as much as you think you are. You assume that the client understands the value and you don't want to insult their intelligence. Then ask questions to make sure they understand the value.
Let's take this selling situation one step further; are you getting acknowledgement of your features and benefits ? Look my fellow sales professionals; YOU HAVEN'T SOLD THE CUSTOMER ANYTHING IF YOU DON'T GET ACKNOWLEDGEMENT !!!. What do I mean ? If I'm the Customer and I just listen to your presentation, have you sold me anything ? NO ! And a nod of the head is not the big A. You must have at least 10 quick questions ( as a part of your standard patter ) which support the decision in your favor ( the big A ). Examples: (1) Do you see how that would benefit your challenge ?, (2) How do you feel about that benefit ?, (3) Does that make sense to you ?, (4) Do you agree with me on that point ?. When you ask these big A questions, then you have to shut up and let them answer ( don't answer for them - most of us can't stand the silence and insert another comment ).
The major fear that inhibits our ability to get the big A: What happens if they won't acknowledge ? Then you probe to find out why they are likely to shine you on and not give you the sale. What's the worst that's going to happen by being so professionally assertive ? Do you have the sale now ?
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
I haven't spoke to this topic in a while so let's go for it ! First and foremost, the traditional well-worn question. Are you selling features or benefits or both ? You need to sell both with emphasis on the benefit value ! So many of us get caught up in the features of our particular product or service that we lose sight of the benefit value and making sure the Customer fully understands all of the benefits. I hear so many sales pros say " Oh Yeah, I'm selling both". Excuuuuse me, let's look at your materials / presentation and listen to your verbiage. You are not selling the benefits as much as you think you are. You assume that the client understands the value and you don't want to insult their intelligence. Then ask questions to make sure they understand the value.
Let's take this selling situation one step further; are you getting acknowledgement of your features and benefits ? Look my fellow sales professionals; YOU HAVEN'T SOLD THE CUSTOMER ANYTHING IF YOU DON'T GET ACKNOWLEDGEMENT !!!. What do I mean ? If I'm the Customer and I just listen to your presentation, have you sold me anything ? NO ! And a nod of the head is not the big A. You must have at least 10 quick questions ( as a part of your standard patter ) which support the decision in your favor ( the big A ). Examples: (1) Do you see how that would benefit your challenge ?, (2) How do you feel about that benefit ?, (3) Does that make sense to you ?, (4) Do you agree with me on that point ?. When you ask these big A questions, then you have to shut up and let them answer ( don't answer for them - most of us can't stand the silence and insert another comment ).
The major fear that inhibits our ability to get the big A: What happens if they won't acknowledge ? Then you probe to find out why they are likely to shine you on and not give you the sale. What's the worst that's going to happen by being so professionally assertive ? Do you have the sale now ?
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
Sunday, August 2, 2009
CAN YOU EVER ASK ENOUGH QUESTIONS ?
August ? Unbelievable ?
Here's the essence of my topic. In a selling situation (especially face to face) can you ever ask enough questions ? Some sales professionals seem to have a problem with asking questions. Their tendency is to focus on the "telling side" and not on the "listening side". And don't tell me this is the first time you heard such an observation. In focus groups of buyers we hear all the time that many salespeople do a poor job of listening. The direct correlation to poor listening skills is the fact that many of us have not done the pre-call planning and detailed exactly what questions we could ask to learn more about the opportunity, enhance the relationship ( buyers feel a need to let you know their reality ), create credibility, and score points by being unique.
The "GUNSLINGER" in all of us can be a deficit in the selling / buying process. Do yourself a favor and do some pre-call planning. Even write down your questions and take them with you ( it's not a sign of weakness ) !
Here's what I do with many of my clients. They have an appointment with either an existing customer or a potential customer; they call me a few days before and I play the client - we roleplay the situation over the phone. It's dynamite. It works. Each and every time they are impressed with how much better they felt going into the appointment and then how much better it went. Big difference in the results.
Phone sales and cold calling can suffer from the same lack of preparation defined above. Just because you may work off of a telemarketing script; that doesn't mean that you asked enough questions or the right questions - when you actually get to a customer.
So, what's the answer to my original question ? Sure, you could ask to many questions. The issue is not the quantity but the quality of the questions and their value to the selling process. But, let's start with the cold, hard facts - most sales professionals don't ask enough questions.
Think about it - where are you in this perspective ?Thanks for taking the time to read this week's Perspective.
Good Luck and Good Selling !
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOES !
Here's the essence of my topic. In a selling situation (especially face to face) can you ever ask enough questions ? Some sales professionals seem to have a problem with asking questions. Their tendency is to focus on the "telling side" and not on the "listening side". And don't tell me this is the first time you heard such an observation. In focus groups of buyers we hear all the time that many salespeople do a poor job of listening. The direct correlation to poor listening skills is the fact that many of us have not done the pre-call planning and detailed exactly what questions we could ask to learn more about the opportunity, enhance the relationship ( buyers feel a need to let you know their reality ), create credibility, and score points by being unique.
The "GUNSLINGER" in all of us can be a deficit in the selling / buying process. Do yourself a favor and do some pre-call planning. Even write down your questions and take them with you ( it's not a sign of weakness ) !
Here's what I do with many of my clients. They have an appointment with either an existing customer or a potential customer; they call me a few days before and I play the client - we roleplay the situation over the phone. It's dynamite. It works. Each and every time they are impressed with how much better they felt going into the appointment and then how much better it went. Big difference in the results.
Phone sales and cold calling can suffer from the same lack of preparation defined above. Just because you may work off of a telemarketing script; that doesn't mean that you asked enough questions or the right questions - when you actually get to a customer.
So, what's the answer to my original question ? Sure, you could ask to many questions. The issue is not the quantity but the quality of the questions and their value to the selling process. But, let's start with the cold, hard facts - most sales professionals don't ask enough questions.
Think about it - where are you in this perspective ?Thanks for taking the time to read this week's Perspective.
Good Luck and Good Selling !
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOES !
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