You're Going To Be Great At This!

I mention in my book that referrals are always a great way to grow your business, and I also prefer networking events because I can actually meet someone and let them know I'm credible. But one of the most tragic things I've seen over the years is people buying leads and then complaining about how horrible they were. Let's take a look at why buying leads is a bad move. It's almost a cold call . It's tough to explain to someone who you are, how you got their name and number, and make an appointment. The person you are contacting may have simply clicked a box indicating interest in a product, not expecting a phone call from a salesperson. I have had too many frustrated people on the other end of a call on these occasions.  You really don't know where the leads are coming from . Are they verified? Are they leads or just names from phone book? (Yes, this happens). I worked in an office years ago where sales people were complaining that some of the leads were

We often get a business card from someone at a networking meeting with the intention of calling the person, only to put the card in our pocket and not following up. Maybe you lost the card or you put it on a desk with a pile of other cards. For whatever reason, the follow up never happens. This is why we need a sales system. There are all kinds of systems out there, from expensive CRM's to spreadsheets to filing cards. There are basic elements to all of them so try a few out and see what works for you. In the meantime, here's what you need to know. Sales is a process . You don't typically meet someone and sell them something immediately. You'll need to aggregate your prospects and move them through the process. If you have lots of prospects (and I hope you do), they'll eventually be at different stages. You'll be trying to just get appointments with some while others will be ready to close. Much like juggling, keeping track of all of your prospects and c

Those of us in the business have heard lots of sales adages and proverbs. Some are relevant and some are just obvious. Below are a few of my favorites. Never discuss religion or politics with a client .  Not only do I agree with this, but I wish more people on social media would heed this advice as well. There's nothing more awkward than finally sitting with that whale of a client and going straight into the buzzsaw of "And which church do you attend?" I attend church, but I'm not here to talk to you about my beliefs, religious or political. I just want to get down to business! Stack 'em high and watch 'em fly. (retail) Back in my mall days, we would fill a table full of merchandise and "watch 'em fly". You've probably seen this technique at your local Wal-Mart, especially near the electronics department. Bins full of DVD's or other stuff are designed that way to get your attention. If it wasn't for people it would be the eas

Everyday a dozens of people take the plunge into a career in sales. Unfortunately, a large majority of them will not make it past their first year. My book, "You're Going To Be Great At This!" is billed as being the book you'll wish you read before you started selling, and if you haven't read it yet, I encourage you to go to Amazon and get a few for Christmas (stocking stuffers, lol). In the meantime, here are a few mistakes that I see when I watch salespeople. If you can catch yourself doing any of these, you can always make the adjustment. Listen more, talk less . We all know the saying that you have two ears and one mouth. It's true. Ask open-ended questions instead of "yes/no" questions, you and your prospect will have a discussion instead of a survey. For instance, "What do you like about ______?" or "How do you feel when ______?". These questions create a dialog that helps you tap into what your client really wants.  

Starting off in outside sales can be daunting for those who don't have a built-in warm market. As a result, new sales people have to work extra hard at networking, asking for referrals, and worst of all, cold calling. In my book, "You're Going To Be Great At This!" , I discuss cold calling and give some examples of good and bad sales calls as well as dealing with gatekeepers. A gatekeeper will usually be a receptionist or a secretary who can help or prevent you from meeting with a decision maker. My experience with these people is that, just like everyone else, they have good days and bad days. They are busy, usually under a lot of pressure and the last thing they want to deal with is a salesperson. Empathy is your best weapon in these cases. Put yourself in the shoes of the gatekeeper when you walk in. My objective when walking into an office or business is to get an appointment. Rarely will you walk in without an appointment and talk to the decision maker, unles