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In today's business climate, virtually every company has more competition than they did a few years ago. And many of these competitors are beating at YOUR customers' door in an effort to get their business. Some of these competitors will be more aggressive than you are and will succeed in getting your client's attention. If that happens, there's a good chance you could lose that customer.
However, if you are proactive in differentiating yourself from your competition you may be able to...
•How to Create Compelling Sales Presentations with PowerPoint
Virtually everyone has sat through dull, boring and unimaginative PowerPoint presentations. Although this piece of software is very easy to use many sales people make a variety of mistakes that actually detract from their message and their presentation. Here are 11 ways to ensure your next PowerPoint presentation keeps your prospect's attention.
Limit the amount of information. Too many sales reps expect their PowerPoint slides to convey all the information in their presentation. However,...
•11 Webinar Blunders That Cost You Sales
Webinars have become a low-cost way for people and companies to promote their products and services. I have certainly used them and attended many webinars on a variety of topics. However, I have noticed that many webinar organizers, hosts and panelists, create a variety of mistakes that reduce the effectiveness of their program.
1. Requiring too much information. I don't mind giving my name, email address, and company name when registering for a webinar. However, I don't like giving my...
•What Are You Neglecting?
? Earlier this year, My wife and I moved to a brand new subdivision. We had lived in a very mature area and what we missed most this summer was a backyard with a patio and lots of grass. Fortunately, a few weeks ago the sod people arrived and covered the dull brown dirt with bright green grass.
The builder issued instructions to water our grass for approximately 2 hours every day for the first couple of weeks to ensure that the sod could take hold and thrive. However, several homeowners have...
•Why Sales 2.0 Is NOT the Magic Answer
In today's Sales 2.0 world it is easy to start relying on social media for sales and lead generation. But, this "new" sales methodology is not the magic answer, a quick fix, or simple cure. However, there are several essential concepts, that when consistently applied, will ensure sales success.
Here are four time-tested strategies that have always worked and will continue to be effective regardless of technology.
Networking. Networking is still a great way to build your business and increase...
•Don't Be a Quitter
You are likely goping to disagree with my next statement.
You quit too early.
I don't mean the time you punch out or stop calling customers and prospects or head home. I'm talking about how much time and effort you invest when incorporating a new sales strategy into your routine. You see, most people fail to spend enough time to incorporate a new concept into their sales routine and often give up before that concept has been fully integrated into their approach. They give up because they...
•How To Accelerate Your Sales
During my sales training programs, people invariably ask me for one or two ideas that will help them improve their sales results. Here is what I share with them:
Do a post-sales call analysis.
Every top performing sales athlete watches video-tapes of their performance after a game or competition. While it may not be feasible to videotape a sales call you can use this concept to help you improve your results. Here's how.
After every sales call or meeting ask yourself these three questions....
•What Hollywood Blockbusters Taught Me About Selling
Great movies intrigue me and not just because they are entertaining to watch. The best movies can teach you a lot about selling and how to improve your sales results. Here are five sales lessons learned from Hollywood blockbusters.
They capture your attentionFAST. The best movies manage to capture your attention right away. They don't waste time identifying the key characters and the problem or situation. They get right into the plot. I'm constantly amazed how much information can be...
•Infomercials—The Best Sales Pitches in the World
InfomercialsThe Best Sales Pitches in the World Decades ago, infomercials were about the only thing on television in the wee hours of the morning. What once began as a time-filler in late-night TV has now become a major revenue generator during prime time.
Here's why.
The producers of these ads use a systematic process to sell their wares. It doesn't matter if they're selling a set of knives, a juicer, lawn care equipment or hearing aids. They all use the same proven formula.
Here are...
•7 Reasons You Should Upgrade Your Selling Skills
Today's business world has changed significantly. Buying decisions that used to take a few days can now take weeks, sometimes months. Decision makers and buyers have changed the way they manage their operations. And business has become more complex. This all means that it is critical that you upgrade your selling skills if you want to achieve long-term success in your sales career. Here are seven reasons you need to upgrade your selling skills.
1. The business climate has changed. In the last...
•10 Ways to Create a Sales Proposal That Doesn't Suck
Before I started my sales training business I worked in a corporate environment and during that time had the opportunity to review many sales proposals for a variety of products and services. Since then, I have had the good fortune (or misfortune in most cases) to read dozens more and I'm still under-whelmed by most of them. Most of the proposals I read make the same fundamental mistakes. Here are ten strategies you can use to ensure that your proposal stands out from your competitors.
1....
•10 Fatal Sales Networking Blunders That Cost You Money
Networking is a critical skill sales people; after all, the more people you connect with the more you sales opportunities you create. However, many sales people make a variety of mistakes that prevent them from maximizing the power of networking. Here are ten blunders and mistakes you need to avoid.
1. Attending the wrong networking events. When I first started my business I attended as many local networking events as I could fit into my schedule. However, I quickly noticed that I encountered...
•Liars, Cheats and Charlatans
Since the beginning of time people have had to deal with liars, cheats and charlatans. One of the most famous was Charles Ponzi, who in the early 1900's, invented the "Ponzi scheme" which is a scam that relies on a pyramid of investors who contribute money to a fraudulent program. The most recent, high profile cheat was Bernie Madoff who bilked almost 65 billion (yes, billion!) dollars from investors over a period of twenty plus years.
A charlatan is the ultimate sales person although they...
•Why Price is Seldom the Reason Behind a Prospect's Buying Decision
Price is a factor in every sale. However, it is seldom the primary reason people make a buying decision. If that were the case, luxury vehicles wouldn't exist, designer clothes would remain unsold, and everyone would shop at discount stores. Here are seven reasons why price is the not the real reason behind your prospects buying decision.
1. Low priced products often fail to deliver. 2. Prospect have been burned by the best price. 3. Prospects often want the best solution for their problems....
•Where's the Value?
? It's a safe bet that you have read that it's important to show prospects the value of your product or service. However, I would also suggest that you may be presenting value incorrectly. Do you ever discuss these?
- We offer 24/7 customer support. - We have been in business for 28 years. - We have convenient locations to serve you. - Our employees are knowledgeable. - We offer seamless integration. - We are number one in the industry. - Our service is the best in the industry. - Our products...
•"Call Me Next Week"
You finally connect with a prospect and the end of your conversation goes something like this, "I'll get that information to you by tomorrow and I'll call you early next week to discuss it with you." But when you call the following week, you get your prospect's voice mail. After repeated failed attempts to connect with your contact, you move on to another opportunity.
Sound familiar?
Here's how you can prevent this situation from happening. Pinpoint and nail down a specific day and time...
•16 Killer Negotiating Mistakes You Need to Avoid
Most sales people are required to negotiate with their prospects and customers. But let's face it, today's consumer and corporate buyer is much more aggressive when negotiating the terms of a sale. Unfortunately, many sales people lack the same level of sophistication when negotiating with savvy purchasers. Here are sixteen fatal mistakes that many sales people make when they negotiate.
1. Believing that price is the primary reason why people make a buying decision. Although price is a factor...
•Welcome to the Sales Jungle
5:45 PM. Rick Johnston, VP Business Development, sank into his office chair, dialed his voice mail pass code and heard, "You have seven new messages."
"Hi this is Sean Preston from HiTech Corporation. We're providers of customized software solutions that help companies like yours streamline their ordering processes. I'd like to..." Rick pressed the delete button and started listening to the next message.
"Mr. Johnston, Susan Meyers from Analytic Metrics. I'd like to schedule a short meeting...
•Don't Ruin the Sale with a Lousy Dessert
After great deliberation you finally made the decision to dine at a new restaurant that recently received rave reviews. The initial greeting was impressive and the server was friendly and professional and seemed very knowledgeable. Your first course was tasty, your main course was cooked to perfection and both were presented in a visually appealing manner. However, as the meal progressed, the waiter dropped the ball. He seemed too busy and began to neglect your table. When you finally ordered...
•15 Mistakes Sales Managers Make When Hiring New Sales Reps
Let's face it. Hiring a new sales rep is less than a perfect art or science. And many sales people simply don't work out or perform as expected. This is largely due to the fact that many sales managers make a variety of mistakes when hiring sales reps. Here are 15 of the most common mistakes sales managers make when hiring new sales reps.
1. They conduct low quality interviews. Most sales managers have never learned how to conduct a high-quality interview. This isn't their fault; it's just...
•9 Reasons Why Prospects Don't Return Your Calls
Some cold calling experts suggest that you leave a message when you receive a prospect's voice mail. Unfortunately, many sales people feel that this is an exercise in futility because most of the time their prospect does not call them back. If that sounds familiar, here are nine reasons why your prospects don't return your calls.
1. Your voice mail message is too long. The majority of voice mail messages decision makers receive are far too long. Decision makers are too busy to listen to a...
•16 Excuses Sales People Need to Stop Using
Sales people make a number of excuses why they can't reach their sales targets or why prospects and customer don't buy. Here are just a few:
1. Our prices are too high. This is one of the most common excuses that sales people use and even when companies reduce their price, those sales reps still often fail to reach their targets.
2. The competition is cheaper. While there will always be companies who sell the same or similar product as you, very seldom is the competition as cheap as you...
•47 Ways to Improve Your Sales Presentations
The ability to deliver a great sales presentation can make the difference between hearing, "Thanks, we'll think about it" or "Sounds great, let's get started!" Here are 47 strategies that will help you improve your sales presentations and close more sales.
1. Before your presentation ask, "What's changed since the last time we spoke?"
2. Start your presentation by summarizing your understanding of their situation.
3. Adapt your presentation to the customer's natural personality style...
•7 Reasons Why Decision-Makers Won't Take Your Calls
Prospecting by telephone is still an effective method of generating new business and many organizations are requiring their sales people to make more calls in an effort to maintain their sales level. However, getting a decision maker to take your call is becoming increasingly more difficult. Here's why.
1. You sound like every other sales person who calls. Virtually every sales person who calls a high-level decision maker sounds identical. In fact, it almost sounds like most sales people have...
•The Power of Partnering
The Power of Partnering by Kelley Robertson“Get the sale at any cost.”“Make more calls.”“Tell them what they want to hear.”Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But this approach does not create trust with customers and does not encourage repeat business or a lasting relationship. A more effective approach is to develop a...
•Voice Mail That Sells
Voice Mail That Sells by Kelley RobertsonAs a business owner, I receive my share of sales calls in a given month. More often than not, I’m away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you can correct them.Mistake #1 – The message lacks focus or clarity. You are more likely to receive voice mail today than actually connect with the person you are...
•Assumptions – The Hidden Sales Killer
Assumptions – The Hidden Sales Killer by Kelley RobertsonAssumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of a situation that occurred in a department store he worked in many years ago. “I was the 'young kid' who had...
•The Top 7 Sales Blunders
The Top 7 Sales Blunders by Kelley RobertsonThe Top 7 Sales BlundersWe all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them.1.Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning...
•Listen Your Way To Sales Success!
Listen Your Way To Sales Success! by Kelley RobertsonYou have permission to publish this article in your ezine or on your web site, free of charge, as long as the bylines are included. A courtesy copy of your publication would be appreciated."Listen Your Way to Sales Success"There are many factors and variables that affect our sales on any given day. There is however, one key skill that will increase help you increase your sales immediately. Listen to your customer!That's it! That's all it...
•Why Should I Buy From You?
Why Should I Buy From You? by Kelley RobertsonVirtually every person who enters your business has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. This article will explore a few strategies that will help you differentiate yourself from your competition.First, it’s important to understand that people make their buying decision on two levels – logical and emotional. The logical aspect revolves around the product or...
•Two Mistakes That Will Cost You Money
Two Mistakes That Will Cost You Money by Kelley RobertsonYou’ve met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You’ve presented your information in an engaging manner and the prospective customer appears interested. Many salespeople now make one or two very fatal mistakes that cost them the sale.1.They don’t ask for the sale.2.They talk the customer out of the sale.You may scoff and think these don’t happen....
•Bullet-Proof Your Business
Bullet-Proof Your Business
by: Kelley Robertson
Today’s business environment isn’t getting any easier, nor will it get easier anytime in the future. I’m not psychic but I have learned that business NEVER gets simpler. More competition, shrinking profit margins, increases in fixed and operating costs are just a few of the issues we deal with everyday. You can lament this fact or, you can take proactive measures to bullet-proof your business. Here are few strategies that can help:
Clearly...
•Focus on a Trade - Not a Discount
Focus on a Trade - Not a Discount
by: Kelley Robertson
Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.
However, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value...
•Maintaining Your Motivation
Maintaining Your Motivation
by: Kelley Robertson
I recently spoke to a group of sales professionals at the end of their training conference. The attendees had participated in many learning sessions over a two day period – most of which were product related. I was scheduled to speak after dinner and I was somewhat concerned how attentive they would be by this time.
Fortunately, in the days preceding, the company had structured the entire program to create energy, excitement and to foster a...
•Achieve More in 2004
Achieve More in 2004
by: Kelley Robertson
Another year is upon us and if you are like most people you have hit the floor running without planning a clear objective for the upcoming year. However, top performing sales people make the time to establish clear targets. Setting goals is not a complicated process nor does it take a lot of time. Use the techniques listed below to help you achieve your targets.
Ensure each of your goals follows the SMART concept: Specific, Motivational,...
•Creating a Powerful Sales Presentation
Creating a Powerful Sales Presentation
by: Kelley Robertson
The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Here are seven strategies that will help you create a presentation that will differentiate you from your competition.
1. Make the presentation relevant...
•Attracting New Business on a Shoestring Budget
Attracting New Business on a Shoestring Budget
by: Kelley Robertson
In a recent marketing workshop I attended, I discovered that most business owners rely on just two or three strategies to attract new business. Even well-established companies tend to rely on one or two strategies. However, there is a multitude of ways to drive new business to your door. Here are a few:
Networking. Perhaps the most commonly used approach by small business owners. However, it is often poorly executed. Many...
•Selling the Dr. Seuss Way
Selling the Dr. Seuss Way
by: Kelley Robertson
“I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?”
I think most people have read this Dr. Seuss tale either as kids or to their children. What is interesting is the relevance this story has to selling. First of all, Sam is selling a product and although his prospect is not initially interested, Sam doesn’t let that deter him from asking....
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