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12 Ways To Improve Sales Performance

“Oh Gosh”, I hear you cry, “it’s the end of the financial year again. What am I going to need to do to improve sales performance in the next financial year?” You could start by asking yourself 2 profound questions like:-

“Which of my behaviours must I change to become a better salesperson?”

“Which of our company’s sales strategies need to change to get more business?”

Well, if you don’t know the answer to either of those you could get me to come in and review your current strategies online and offline to come up with a plan for you. Have a free 15 minute chat with me on 02 9427 3479 this week. Afternoons are best to reach me this week.

12 Ways to Improve Sales Performance

Give yourself a mark out of 10  for each of these statements:

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Motivation For Sales People – Complimentary Gift For Your Success in 2017

“Motivating Your Mind, Inspiring Your Spirit” is a very special e-book that has been compiled from the generosity of nearly 80 Australian, New Zealand, European, South African, Canadian, American, Asian and United Arab Emirates based authors, industry experts, Company Directors and business owners – including me!
I am on page 20.

Download it here

The 2017 e-book contributors have over 1800 years of business experience and 3000 years of people experience. Some younger, others more experienced, yet all are exceptionally talented, intelligent and gifted in their areas of expertise. This is the third year I have been invited to contribute and you will find my chapter on page

Contributors are invited based on their immeasurable value as topic experts and character attributes that have been on display over many years.

I know you will deeply appreciate their knowledge, their spirit of collegiality and time they have invested in this excellent e-book.

This e-book was created for the authors’ combined global readers to enjoy. We trust the stories, tips, insights and case studies can benefit you in your business, professional or personal education level.

You can share it with colleagues, business contacts, friends or those you feel will enjoy the IQ and EQ stories to enhance their 2017.

You can send it via e-mail, through your social media posts or blogs from your mobile device.

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Better Words For Sales Conversations

1. Never use the word “BUT” to counter an objection in Sales Conversations

This one little word is often used when responding to an objection and it can spoil everything else you say. “But” negates everything you say before it so disagreement is all the customer hears in sales conversations.

If a customer comes up with an objection, acknowledge it and follow with the word “and” not “but“.

Customer: This software sounds like it would take a long time to install.

Salesperson: Yes, it does take a long time to install and that challenge is taken care of by our own expert consultants who set the whole thing up for you as part of the service.

Customer: It’s very expensive

Salesperson: I understand you thinking that and that’s why I would like to include a free service contract in the price for you for 5 years. How does that sound?

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Great Questions On A Telephone Sales Call

Great Questions On A Telephone Sales Call

Why Ask Questions?

It is important to ask great questions on a telephone sales call to build rapport early. That way  you find out people’s needs before you start telling them what you have to offer.  Ideally they should begin with What, Why, Where, When, How, Which and Who so that the customer has to expand on what they want and they cannot answer “no”. They should create pain with the customer or give them pleasure because those are the two reasons people want your services.

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Calling Inactive Customers Creates Sales

Inactive customers are people who may have bought only once from you or placed a small order. Never think they are not worth calling. It is a vital sales strategy to stay in touch with these customers as well as with your existing customers because you will be able to make more sales from them. Here’s how …

Maybe at the moment inactive customers might not justify a face to face call but you can certainly pick up a phone to stay in touch. You might be afraid to call them because they might tell you that they have gone to another supplier or they had a bad experience with you.

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How To Overcome Call Reluctance

I would like to invite you to download a free e-book “Motivating Your Mind, Inspiring Your Spirit”  and check out page 25 for my tips on “How to Overcome Call Reluctance”.

The E-book is the brainchild of one of my long term colleagues, Rob Salisbury, who has invited a number of speakers and trainers in our community to contribute.  There are some great articles for salespeople in here so don’t keep it to yourself, pass it on to your colleagues and enjoy your own read.

JENNY CARTWRIGHT – Motivating your Mind – Inspiring your Spirit for 2015-Jan2015 (2)

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Sales Etiquette

Managers are worried that their sales and telesales team is forgetting basic sales/telesales etiquette and using language that is too casual. In case you are guilty of this, here are some alternative words you can try using instead.

Sales and Telesales Etiquette

1. Calling customers “Mate”.
If you are calling people and they call you mate first, then it is okay but some people take this to extreme and use the word every sentence. Whenever you think of saying “mate”, simply use the person’s name. It is more professional and builds rapport.

2. Yep, Yep – “Yes” is more professional!

3. Someone asks you how you are, you say “Not Bad”. Instead be more positive and say “Fantastic” or “Excellent” . It sounds much more enthusiastic.

4. “Cheers” – say “Thank you for your call” or “Good-bye.”

5. “No worries” – “That’s okay”,”That’s great”, “That’s fine”, “Excellent”, “Brilliant”, “That’s good”. Remember we only use positive words in sales.

6. “Bear with me” say “Would you mind holding for a moment?” (Wait for the customer’s answer).

7. “I have a good deal for you.” – a good offer is more professional.

Remember you only get 15 seconds to make a first good impression on the phone. Let it be a positive one.

Sales Etiquette For Face to Face Sales People

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Online Telesales Course – Become a Telesales Superstar

“The Most Practical Online Telesales Course Ever Written”

I promise that every salesperson who undertakes this 12 week course online will be making more sales by the end than ever before.

Yes, it is my 20 years of research and practical experience in one course  I leave this legacy for you.

There are 6 modules which I recommend you do over 12 weeks. Each module has quizzes and tasks so you implement what you just learnt. You will be required to get all the quizzes right before you can move on to the next section. It covers how to make every type of call – outbound, inbound, follow -up calls to inactive customers, existing customers, sales made, quotes and mail-outs.  The call scripts you generate will be marked by me personally.

Check out the content details on the link below

Online Telesales Course Details

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How Not Building Rapport Loses You Sales

Last week I went to a new dentist. I had never met him before so I told him very clearly what I wanted to achieve from the visit.  I needed to replace a filling which had dropped out and I would like a clean and polish too, nothing more.

At this point he promptly tried to sell me on the idea of having x rays (He said that it was advisable to have x rays every 2 years) and he wanted to do a check-up too. There was a possibility (he said) I might have an infection in the gum above my crown.  (I knew I had not got an infection as I had recently checked this). He would not stop talking for 12 minutes and then said he would not have time at this appointment to do anything more than the filling so I would have to come back for the clean and polish and pay for a second appointment.

The point of the story is, if he had  just listened to what I wanted, he would have achieved the 2 tasks in the half hour appointment. I would then have trusted him, seen he could do a good job, and then I would have been happy to order more services that he suggested.  Because he started selling at me the minute I arrived, he built zero rapport and trust with me.

Make sure you build trust and rapport on the phone and face to face before you ever start your sales pitch. Use open-ended questions and establish the customer’s needs, demonstrate listening skills and then you can customise your sales presentation to the customer.

Perhaps dentists should incorporate sales training in their apprenticeships do you think?

 

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How To Engage A Prospect In A Conversation

As the leader in telesales training in Australia I am constantly looking for more effective ways to do cold calling and telephone sales generally.  I was blown away by the information I learnt from a speaker called Sam Richter at the National Speakers Association  conference in San Diego which I attended a couple of weeks ago. I can’t wait to share this with you as it can relate so well to sales.

1. You know, if you have read any of my newsletters,  that  I advocate finding out something about the prospect before calling so you can make a cold call a warm call. Well, now it’s easy to find out about a company or a person by using google filters.
For example search in google for a company name like “Trend Micro”.  If you write it in inverted commas it will come up top and save you time going through all the irrelevant searches that come up.  Then click on “News” at the top, then click on “Search Tools” at the top for most recent news and all the latest articles written about the company or by the company will appear.  You can then start your call with “I just did a google search on your company and saw your latest article about _____.  That’s really interesting.  I’m curious, how did that affect you?”  or “What happened exactly?” Often the prospect has not even seen the article himself and will be asking you more about the content. You are then engaged in a conversation about them which is just what you want to build rapport.

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