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Sales Coaching Gets Your Challenges Resolved Fast

Why Do Sales Coaching?

Sales Coaching with a professional expert can accelerate your sales much faster than you doing the job alone.

As some of my clients are overseas and interstate, many of the sessions are done online on zoom from my office.  60% of people I attract are already working for companies and pay for themselves because they want to become better at what they do.  That means they are already self-motivated which is such a vital quality to have in sales.

A Recent Sales Coaching Client Scenario

My newest sales coaching clent is 23 year old Mary from Queensland.  Mary is trying to get members for a gym by following up people she met in shopping centre promotions and offering them a free trial session.

On her first session with me, we developed a compelling  script .After a week trialing it, she reported
“I have applied the script we created and my call to appointment rate SHOT UP!”

Below you will find the issues she wanted resolved on our second session.   Maybe you have similar issues and will be able to use my answers.

Mary’s Questions and My Answers on our second call

Mary:  “What do I do when the lead never picks up the phone? Do I text them?”

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Some Words Are Better To Use In The Sales Conversation

Some words are better to use in the sales conversation than others.  On the phone, words have 25% importance so avoid words that cause resistance. Below are a few common mistakes.

1. Never use the word ‘BUT’ to counter an objection

This one little word, ‘but’, is often used when responding to an objection and it can spoil everything else you say. ‘But’ negates everything you say before it, therefore disagreement is all the customer hears.

If a customer raises an objection, acknowledge it and follow with the word ‘and’ as opposed to ‘but’.

An example would be:
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 consultants who set the whole thing up for you as part of the service.’
Customer: ‘It’s very expensive.’
Salesperson: ‘I understand that you think that and that’s why I would like to include a service contract in the price for you for three years at no cost. How does that sound?’

2. Change ‘WHY’ questions to ‘HOW’ questions

Sometimes ‘why’ makes prospects feel defensive and it can sound interrogating or demanding. Research results show that you can increase the amount of information you get from your customer if you begin your questions with ‘how’.

When the customer feels uncomfortable with you (which they might do with ‘why’) they will not buy from you. They will only buy when they feel comfortable with you. ‘How’ will be less challenging for them and less interrogating.

For example:
Salesperson: ‘Why did you buy from Grace Brothers?’
Could be changed to:
Salesperson:How did you make a decision to purchase from Grace Brothers?’

Salesperson:
‘Why aren’t you interested?’
Could be changed to:
Salesperson: How specifically could we make this of more interest to you?’

3. Avoid starting with  “I am just calling about…”

‘Just’ minimises what you are about to say in this context and makes your message less important. Simply say, ‘I’m calling you about …’  Never start a cold call with ‘How are you?’ if you have never spoken to the person before. They will immediately suspect a sales call and want to get rid of you.

4. Avoid closing conversations with negative, casual language

Avoid closing conversations with ‘Not a problem’ and ‘No worries’. These expressions leave customers feeling you are leaving them on a negative note. Say, ‘That’s fine’ and ‘Thank you for your business’.

Find Alternatives

The following words will create resistance so it is recommended you choose the alternatives in the right column.

Deal Opportunity, offer
Problem Challenge
Cost Investment, Price
Change Amend, Improve
No worries mate It was good to talk to you

Use Positive and exciting words like:

New, Unique, Magnificent, lSpecial, Great, Amazing, Beautiful, Easy

So you see, some words are better to use in the sales conversation than others.

Many more tips like these can be found  here

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Find Phone Numbers and Email

How do you find phone numbers and email addresses for prospects easily? Prospecting has never been easier than it is now.  You can find anyone’s email and phone number using some very simple techniques that you may not have even realised..

I hear people bemoaning the fact that they cannot call someone on LinkedIn until they agree to connect with them .  My question to them is “Why wait to connect?” It could take days to get a reply if you get one at all.

1. Search on LinkedIn

First find a person you want to connect with on LinkedIn, then put their name in inverted commas into google, their state and (the words) phone number.  Up pops their phone number and if they have their own website, you can find their email address on the website.  If not you can search the person again plus the words  “ëmail address” instead of phone number. Then if you know how to do a telephone sales call professionally, you can save time and call straight away.

Sometimes you can enter a direct phone number into google and it will bring up the email or website too.

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Winning Sales Techniques

How To Win More Sales Immediately – Three Easy Techniques

I do hope you had a lovely break and are busy building your sales pipeline and plan for 2019. My intention is to give you some quick and easy ideas each month to win more sales to keep you motivated and active. Remember I will never suggest you do anything that I do not do myself.  That way you know it works.

1.  To Win More Sales – Call all the people you did quotes for last year that you never heard back from .

(Note I said “Call” not email)  This may sound scary because you may think they rejected you or your proposal but you will be surprised to know that 50% of the people never took action or bought anything from a competitor and they are usually open to starting a conversation with you again. I find I can convert 25% of these, i.e. 1 in 4 calls , to do business with me this year. You can say something like ” Hi _____ We did a quote for you last year for ____ and I am curious to know whether the solution (or the product/service) you found has worked out for you. What did you like about it (if they bought elsewhere)? What stopped you from going ahead when you already felt you needed _____? “Just get into a conversation with open-ended questions. “How much has not taking action cost you, do you think?”
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Sales Techniques In China

My husband and I have just returned from a 7 night tour to China

The Sales Techniques Common To Each Place Visited Were:-

  1. We were only taken to government- owned centres so we could be confident that  their goods were authentic.We were told the prices were fixed, so there was no need to bargain.
  2. They had excellent English speakers as guides who were interesting, credible and they educated us first before selling.
  3. They all used the same selling technique of creating fear of what would happen to you if you did not  purchase their offer. They knew they had a target market of over 60s who would be interested in preventing death, heart attack, high cholesterol, arthritis  etc. Therefore they customised their message to their market well.


The Visit To The Silk Factory China – Best Sales Experience Ever!

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How To Close A Sale

How To Close A Sale – Try these ideas

After you give your Sales presentation, it’s too soon to ask a closed question “Do you want to go ahead?” You can reassure the prospect with:-

“In the event you decide to give this a try, then I am confident you will thank me later“” or

“When you do a trial with us, I promise you won’t be disappointed

What most people do is ……….  e.g. order the middle option to start and then they increase the order when they need to.” (The prospect is reassured knowing what “most people” do.

Never ask what the prospect would like to do – you tell them ” What happens next ….” (as if there is no doubt they will proceed in ordering)

When The Prospect Deliberates

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Real estate selling techniques

Real Estate Selling Techniques

My husband and I have two investment units we want to sell in Auckland, New Zealand, one this financial year, and one next. My husband asked my advice which agent to go with and I said,“Well, who has impressed you with their real estate selling techniques? Who has been chasing you on email or phone for your business consistently in the last 3 years? Who has been sending you useful information over the years to stay in touch?” He had two agents who immediately sprang to mind so we contacted them both for their sales propositions to sell our unit.

They both had the same commission rate so nothing to differentiate  their real estate selling techniques one from another but then we were going to New Zealand in February for my Global Speakers Conference  and wanted to set up an appointment to meet with each one of them .  Unfortunately Ben, the subject of this newsletter was going away for 4 weeks on holiday and would not be there.  Therefore we met with Deborah, the other agent. She was intelligent, experienced and had proof that she had sold more units in our building than anyone else. She also had good rapport with the owner of the building so she had easy access to the building whenever she needed. We were quite happy to go ahead with her and signed the contract.

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Closing The Sale Too Early

Closing The Sale Too Early

Do you ever stop after each sales call or phone call to reflect on what went wrong that made the customer refuse your offer? Sometimes it can be because you did your presentation and straight afterwards, you tried closing the sale with “So would you like to go ahead then?”That is a closed question that can get a “Yes” or “Nö”.

It is important to remember that while you are talking through your presentation, the customer is thinking up objections which need to be handled before you ask them to buy.  A better question after the presentation is called a trial close.  It must not be a closed question that could get “No””so it needs to be an open-ended question begining with What, Why, Where, Which, Who, When to test the ground or it can be a question that gets them inspired to buy so they  say “Yes”.

Before Closing The Sale Do These Trial Closes (All start with Open-Ended Questions)

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Questions for sales

Questions For Sales

Questions for sales must be strategic. Maybe you do not ask any because you fear you are being too nosy? Well let me reassure you that a customer would much rather be asked something about himself and have a salesperson take an interest in him than receive a salesperson who just talks about what he has to offer. It’s exactly the same in real life when talking to friends or strangers.

I have created my list of most used questions to use in the sales process and would love to share them with you.  Adapt each one to your own situation and have them up in front of you when talking to clients so you can keep the conversation going.

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Call reluctance

How To Coach Yourself To Make Telephone Sales Calls

 

How to Coach Yourself To Make Telephone Sales Calls is very similar to how to coach yourself to do exercise.

I am very disciplined about doing some form of exercise every day of my life but this morning I really did not feel like it.  Thoughts ran through my head like “Have a day off”, “You deserve a rest”, “One day off won’t matter”.

Then the self motivational voice kicked in with the reasons why I should go to the gym even if I did not feel like it. “You know you will have much more energy after going”,   “You will feel so good,” “Your brain will function so much better and you will get twice as much done when you get back.” I listened to that voice and I am so glad I went. That’s what inspired me to write these tips to you straight afterwards.

The process of self coaching is  not too different when selling.  It’s easier to sit back and send a few emails instead of picking up a phone to talk to someone. To get yourself to make the calls you will need to give yourself a few reasons why you would do that.

Ask your self motivational voice to come forward and remind you of the reasons why you would make the calls rather than send emails. It could be :-

“I know that making the calls is the one thing that eventuates in sales more than anything”

“Making the calls keeps me in a job because it gets results”

“I know connecting with people in a two way conversation is going to develop a relationship far better than  pushing my stuff at them in an email.

“Once I get going, set myself a goal of how long I am going to call for, how many sales I want and keep focused, I will be rewarded”.

If you are more motivated by fear, then you might choose to think
“I must prospect every day or my business will die”

Remember self discipline is very important if you want to be a great sales person.  If the above self motivational thoughts don’t fit for you, start working on your own and bring them into your life when you don’t feel like making those calls.

You can find many more sales and telesales tips on call reluctance on this link.

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