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

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?”

Read moreHow To Win More Sales Immediately – Three Easy Techniques

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?

Read moreBetter Words For Sales Conversations

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

Tone on the Phone Or Sales Skills?

I like to go to other Sales Trainer’s seminars occasionally to hear what they are teaching. My curiosity got the better of me when I actually went to hear Jordan Belfont, (from the movie “The Wolf of Wall Street”), now turned sales trainer after a stint in jail. Personally I felt very uncomfortable in his … Read more

Sales Etiquette

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

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Nobody Wants to Sell anymore – Is this really happening?

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

A Christmas Gift for my Telesales blog readers

Best Wishes for a Happy Holiday Season and New Year I wanted to take a moment to wish you all a very happy and safe holiday season and give you 2 gifts.  You can download the Telemarketing Tips App for FREE for the next 4 weeks and have on the go inspiration from me on … Read more

Words To Avoid When Selling

 I was in Adelaide last week training the awesome sales team at Positive Lending Solutions for 2 days and in Toowoomba this week training the dedicated sales team at Australian Events. In both places I observed that casual language like “No worries” was said repeatedly in telesales conversations with customers.  This is what I call … Read more

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