Waste your time making sales calls

There are some 'gig's in business that are more appealing than others. Small business owners 'love' networking, love sending emails and are becoming more in love with Social Media applications as the modern entrepreneur evolves to meet the demands of the modern marketing mix. Other activities, like making sales calls, go straight to the bottom of the pile for a variety of reasons.

A fruit cake is not a fruit cake without fruit as we know. For centuries, people have been following proven recipes that have yielded 'results' and enabled people at the dinner table to enjoy what was cooked up for them. More recently, some have chosen to ignore or change the formula of the recipe and something close gets produced.

I'd bet a fair amount of money that a lot of businesses out there would jump at the chance of doing business with a large company, one with turnover in the millions, one with 'large contracts' on offer, one that has sales in its culture and uses the telephone to generate relationships with its clients. So how do you 'get into these businesses?' Answer - use the telephone.

The trick to making good sales calls requires the following:

1 - Do your research. Find out a bout the clients business and get 5 core pieces of information about the business so if asked 'what do you know about us?' you can answer positively.

2 - Have an objective. Your objective is solely to get an appointment at this stage, not to make a sale.

3 - Create a solid business purpose statement. People buy emotions - concentrate on building a powerful opening statement that demonstrates the clear business benefits of your product or service.

4 - What questions might get asked and how will you handle them? If you were the person on the other end of the line, what might you ask about you and how would you handle that question?

5 - Appreciate that not all people will be free to talk when you call. Not everyone will want to speak with you and some will want to rearrange. Don't take lack of availability personally.

6 -Be resilient.


One of the common fears of making calls is fear of rejection. To put this in perspective, have you ever called a travel agent to hook a holiday and they didn't have what you ere looking for? What did you do? Just stop looking for a holiday? No! You called another, and another - until you got what you wanted.

Sales calls is no different

It's called the marketing mix for a reason and that reason is because it contains ALL the ingredients you need to market your business. Play with the above recipe and bake a decent cake. But don't expect it to contain any fruit if you didn't put any in the bowl in the first place!

Connecting with people by PACING.

Pacing is a powerful way of creating connections with people by using language.

By using statements and language that is true, current, cannot be disagreed with promotes a series of non-verbal 'YES' or acceptance responses in the listener.

Enjoy.

Getting prepared for sales meetings

Going to a sales meeting can be a daunting experience, especially if you are either new to sales, have not had and 'training' or just don't 'find it easy' when you come into sales presentation situations.

Naturally, we want to put on a performance. We want to convince the client or prospect that we are 'suitable' to take the order and deliver in alignment with their expecations of us a provider of products or services.

Below are '5 essential tips' that will assist you in 'getting prepared' and should you want to choose to take on board the information you'll see a significant improvement in 'confidence' and results.

Tip 1 - Do your homework
Before the meeting, research the client. WHO are they, WHAT do they specialise in, WHERE are they based/operate, WHEN did they start in business, WHY they do what they do or the 'solution' they provide to clients.

This research is essential. Why? In case you are asked, "What do you know about us?"
Do you think a person who knew would have an advantage over someone who doesn't?

Tip 2 - Plan for possibilities!
I'm sure you've been to numerous meetings and had 'questions' fired at you about you and your service. How did you answer them last time? What response did you get? Could you have changed the way you said something that would have meant different outcome?

Think about what might happen, what might be said, plan for it and you can be sure to handle it appropriately when it comes up next time round!

Tip 3 - Frame the meeting
Framing refers to setting the scene. Agree a course of events for the meeting, understand what the expectations are of those attending. Getting 'shared agreement' on the format and structure of the meeting means that everyone knows what's happening and where the meeting is going.

Tip 4 - Understand the difference between 'features, advantages and benefits'
Too often, sales people sell 'features' and we don't buy features. People buy emotional benefits, that is, 'what I get once I have bought and benefitted from having your product or service'.

Think about your clients, what they 'get/experience' after they have had what you offer. This will define what you 'really do' for them.

Tip 5 - Install confidence in your client.
Language is so powerful. Use it to install 'states and emotions' in your prospects!

"I want you to feel confident that we are able to deliver this solution in the time frame you want"

How do you want the prospect to feel about you, your service or product? Tell them!!


Happy sales presenting!

Nick

Emotional Value

I go networking and www.4networking.biz is one of the places I play! This video was shot for the benefit of 4Ners and those who go networking and have to do a short presentation or 'pitch'.

Too many times, many networkers concentrate on communicating the 'features' of their service. This short video tip concentrates on explaining how you, the sales person, networker or business owner, can learn how to communicate the 'emotional value' associated with your proposition.

Enjoy!

Nick