How To Sell By Phone

How To sell by phone – well you need great communication skills, persistence and focus. Here are some of the common problems my sales coaching clients are experiencing.There has been a bit of a pattern lately. “People are hard to reach because they are working from home” “There is a trend that prospects with whom … Read more

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?”

Read moreSales Coaching Gets Your Challenges Resolved Fast

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 … Read more

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.

Read moreReal Estate Selling Techniques

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)

Read moreClosing The Sale Too Early

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 … Read more

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:

Read more12 Ways To Improve Sales Performance

Cold Calling – How Do You Make It Work?

Cold Calling Is Dead?

Cold calling – “Is it really dead?” I am frequently asked this question, and my answer is a resounding “NO”. However, processes have changed and cold calling is simply practiced in a slightly different way than it used to be.

My trainings have always advocated techniques to make a cold call a warm call by starting with :

  • A referral
  • Something you know about them, e.g.  I understand you have ……. is that correct?
  • Commenting on an action they made that you saw
  • Noticing a comment they made on social media
  • Having a connection with them on linked in
  • Commenting on an article they wrote in Google News

There is so much information about companies now online, that there is no excuse not to find out something of interest about your prospect before you call.

What Is The Most Popular Way To Get Leads Nowadays?

Read moreCold Calling – How Do You Make It Work?

Building Rapport Technique For Sales Success

This building rapport technique requires you to listen for your customer’s language patterns. This is a challenging skill to acquire but if you can start to be aware of your own communication style and that of others, you will quickly become a great rapport builder. When we use our customer’s preferred language style, we become like them, and we all know that people buy from people they know like and trust.

We communicate in 3 ways but we generally have a preference for one or a combination of 2 of the following ways.

1. Building Rapport Technique with Auditory People

These people communicate through their ears.  They use  language like “I hear what you are saying, Tell me more about it”, “Explain to me how it works”, “It sounds good”, “That rings a bell, “I hear what you are saying”.

2. Building Rapport Technique with Visual People

These people communicate through their eyes. They use language like “I see what you mean”“Can you show me how to do that”, “It looks like I will be going ahead with that appointment” , “I see what you mean”.

3. Building Rapport Technique with Kinaesthetic People

These people communicate through their feelings. They use language like,  “I get the feeling this is not the right product for us”, “I would have to experience it to get to grips with what it is about”, “I need to grasp the concept”,  “How do you feel about that?”.

Read moreBuilding Rapport Technique For Sales Success

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.

Read moreCalling Inactive Customers Creates Sales

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