Public Workshops now on the zoom online platform
Watch out for public workshops “Telephone, Email and Prospecting Skills To Triple Your Sales” on the zoom online meeting platform. These are designed for salespeople worldwide who want to save time travelling to a live venue. They are conducted in two 2 hour sessions one week apart.
Check dates here Homework tasks are given in between the sessions to reinforce the learning and phone scripts are developed during the course.
Customisation for your sales team can be created and conducted on your date choices.
Monthly Group Mentoring
Group mentoring one hour a month to increase your motivation and sales results – Yes, for results everyone needs a coach, It’s your chance to get all your personal challenges answered Book Here
Video workshops of famous public training “How To Triple Your Sales Using The Phone” can be delivered in 4 one hour sessons. and can be viewed at your chosen time. This would accommodate individuals who may be regionally based or simply those who prefer an accessible learning option for when they can make their own time to do it. $197 per person. Order Here
One to One Coaching
One on one coaching is, as always, available on zoom online meetings. Order Here
When You Need To Write Good Email Sales Copy
Sadly many inexperienced salespeople are choosing to write cold emails rather than picking up a phone to connect with a prospect. They write long paragraphs about their product or service and send an attachment with the result that only the first 2 lines get read and the email is deleted. It is better to put a link in the body of the email if you want the attachment opened. If the prospect were to read further than 2 lines, they might even find spelling and grammar mistakes which for sure loses them credibility. My advice is to go on a copywriting course so you can inspire people to buy with your powerful words, do a spell check and learn how to do a good layout so the email can be scanned through and read in full easily.
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?”
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.
My husband and I have just returned from a 7 night tour to China
The Sales Techniques Common To Each Place Visited Were:-
- 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.
- They had excellent English speakers as guides who were interesting, credible and they educated us first before selling.
- 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!
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
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)
“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:
“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.
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.
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?