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.
“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:
Why do some Appointments no-show? I have had a couple of interesting in-house consulting and training jobs just recently. In both, the telephone sales team were cold calling to make appointments for the salesperson. The first company were making appointments for a face to face sales presentation and the second were making appointments for a teleconference by phone.
In the first scenario, the telemarketers were saying they wanted to make an appointment for a sales consultant to say “Hi and drop off some samples”. Was that a compelling reason for anyone to feel they had to keep an appointment? If the prospect had something important to do at the time set, I am sure they would have felt it unnecessary to keep the appointment. After all, the sales consultant could just leave samples at reception.
In the second scenario, the prospect was not turning up for the teleconference call,. I believe this was because the telemarketer, on the initial cold call,had not given enough compelling reasons for the prospect to make sure he kept the appointment; He had not created enough pain for them telling them what they were missing out on if they did not attend. In some cases, he had not reconfirmed the appointment the day before or even given the prospect a number they could call in case they had to reschedule. There is considerable cost in having salespeople scheduled to do presentations to prospects. It is beyond my comprehension why Managers are not watching what is going on with their telesales team. Perhaps the telesales team needs to be rewarded for making the appointment only when the appointment shows up?
Today I had a call from someone wanting to make an appointment with me to help me with my IT. He told me he wanted an appointment so he could spend just 15 minutes telling me what his company could do for small business owners. What the heck would I waste 15 minutes of my time when I already have IT help? He never told me once what he could do for me which was all I was interested in . He just talked about him and his company without asking me a single question. Then at the end,to add insult to injury, he asked me what the name of my company was! Didn’t he know whom he was calling? Why do Managers waste their time employing people like this without training them?
Ten Ways To Ensure Appointments Show Up
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.
In order not to miss out on sales, it is important to change our strategies from time to time, particularly strategies to retain existing customers
I remember in the recession, when the training side of my business slowed down, I realised how important it was to retain existing customers. I made the decision to call some of my past in-house training clients to give them ideas of what they could be doing to get more sales at that time.
As a result of asking them good strategic questions, (And not just “How are you going?”) they realized what they were not doing and should be doing. Recognizing the extent of my experience in sales and marketing many hired me to review their marketing material, write their sales systems and strategy, (something they had never documented before) create their inbound and outbound call scripts, document the tasks of each salesperson’s role and create a training manual so that anyone new starting the role could start training themselves. The number of consulting jobs that resulted from this exercise replaced the reduction in training jobs I was experiencing at the time.
Making sales by phone requires skill. One of the main reasons some staff (particularly new staff) fail at prospecting is that they do not sound confident . Well, if you are new, understandably you may not feel confident so you might need to be trained in some simple techniques how to sound confident. You might have to fake it till you make it. This is so important as no-one is going to buy from someone who is not sounding confident in themselves or their product or service. Your job is to generate such confidence in your product or service and transfer your energy to the prospect on the other end of the phone.
When making sales by phone, here are 5 simple techniques to sound confident
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
In the last two weeks, I seem to have had a series of bad sales experiences and, honestly, if you have people in your team doing this, they will be losing you business big time. They need to be trained (or fired), whichever way you think best. But if you are a Manager, maybe you are not aware … Read more
I m honoured to be invited to write monthly for “Sold” which is a wonderful digital sales magazine with a circulation of 100,000 salespeople in the USA. Here is the link to my page so you get this month’s article “How to Qualify Leads” and access to the whole magazine. It’s free so you can go there … Read more
Happy New Year! I hope you made some good New Year’s resolutions.
One of my major messages to people I train is “Never delete people off your database”. You see, you never know when people are going to be ready to buy from you in the future. Their situations change and they are going to do business with the salesperson who keeps in touch with them, the salesperson who shows they care about them, the salesperson who demonstrates consistency so they know they can rely up them.
Let’s look at the idea of a telesales person selling new cars calling 10 people. Probably only one person is interested in looking for a new car right now and the other 9 are not. However if this person were to call the same people in 6 months time, they might get another person interested out of the remaining 9. If they were to call again in 12 months time, yet another person might be interested. It is worth keeping all these people on the database then isn’t it? That’s how telemarketing works. My favourite saying is “No” means “No, not now, not forever”.
When I was working in the seminar industry promoting Tony Robbins, Brian Tracy, Tom Hopkins and Jim Rohn I worked in a team of 10. Everyone except me used to delete people off the database if they said “No, not interested” on the first call. I was aware that they might not want to see the speaker I was calling about but I realised that there would be other speakers to offer them in the future that might interest them. I was in business for the long term so why delete people with whom you have already started to build rapport? You can put your initial “Nos” into a separate folder in your database to be brought out for the next time you have something to offer.