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?”

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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 … Read more

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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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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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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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?

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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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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?”.

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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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