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A recent conversation with a salesperson horrified me when they alleged the direction they were getting from the sales manager was to sell one service and focus on it completely. This brought me back to memories when I was selling copiers and our product line was very limited. In my case we had no choice since we only had one product to sell. However, today’s businesses often have a suite of services to sell and can’t afford to adopt this strategy.

This “one solution strategy” would be like a doctor prescribing one pill for every ailment regardless of what the patient complained about. What would you do if you had a migraine and your doctor prescribed you one pill, the same pill and dosage for everyone was his cure. It might be his only remedy for migraines, high blood pressure or arthritis and anything else you have a problem with. You would run from that doctor like everyone else.

On one hand it is great to highlight a specific product during one day of the week or during a special promotion to generate specific sales. We simply should not turn a blind eye to all the other services a client needs when they are in need.

Don’t prescribe unless you know the pain

A Doctor shouldn’t prescribe medicine unless they know what causes the pain and salespeople shouldn’t offer a solution when we don’t have enough or any information. Sending a salesperson out to sell only one solution equals malpractice in my eyes.

It is one thing when a customer walks in our door and an order taker or customer service person responds to their request and specific needs. After all, most Customer Sales Representatives will develop the “order taker” response if they aren’t careful. It is another thing to send out salespeople with the idea that they sell one thing. What will happen to the other services, who will sell them if the salesperson doesn’t. When we sell a suite services, it requires us to maintain a sales strategy that asks questions identifying an opportunity matching to our services. If we offer many services, we need to ask a lot of questions first.

Baskins and Robbins 31 flavors of services

The founders, Burt Baskin and Irv Robbins believed that people should have choices, so they offered 31 flavors, one for every day of the month. They believed that people should be able to try different flavors without cost, until they found the perfect one for that moment. How many times would you go to the one flavor ice cream shop instead of 31 flavors for ice cream? We might go there once, maybe. Probably when they had the flavor we wanted.

Although some businesses might not offer 31 services, many are getting close. This requires us to know a little bit about each service so we will know when a customer will benefit from one of our services. This raises a question, what are we doing to learn about a service and its benefits each day. If we have 21 business day, and 21 services we then have one service to learn each day. If we learn how each service can benefit our customers, we will be in a better position to assist our customers. We should have better questions to ask our customers and know when to package a few services together for our clients to take advantage of.

Focusing on target markets is a good start

Just so we are clear on this topic of a new salesperson, focusing on a few profitable target markets is a good sales strategy. Unfortunately trying to sell our services to all markets through a shot gun approach is not a wise strategy. For any new salesperson, learning about all the different industries and markets takes a long time. There are just too many variables to learn with each different market and it will become overwhelming. When a new salesperson begins their career it is helpful to guide them toward an industry they are most familiar with and have them begin there. This is not the same as suggesting they sell only one solution.

The experience of learning one industry and then another is like learning how to speak one language fluently and then leverage this knowledge toward the next language. Each new language will get easier. It is the same with selling different industries. If we learn all about the sales opportunities and benefits of the hotel and resort markets and enjoy success with them, we can transfer this experience to a new market of our choice. We will learn there are more opportunities than at first glance and gain the benefit of references and referrals within one specific market. My recommendation is to focus on three strategic markets at a time, yet always be willing to accept business from any market.

Experience tells us that when we understand the benefits to a market or industry of our suite of service, we are more likely to suggest them to our clients. What are you doing this month to expand your knowledge of your suite of services? Are you asking enough questions about how a job or order will be used?

Submitted by Steve Martinez, Founder of Selling Magic, a company focused on improving sales using technology and Automated Sales Process Management (ASPM). Get more sales tips at our website http://www.sellingmagic.com.

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Whenever decision-makers are willing to meet with you, you have reached a favorable juncture of circumstances. If you are then prepared to take advantage of this opportunity by building a level of trust with these individuals, there is a good chance that they will tell you enough about themselves so that you can easily recommend the appropriate package of your products and/or services that will meet their express needs.

Many top sales representatives feel that the sale is as good as closed if they can just obtain an appointment or meeting with a decision-maker. Their feeling is that their prospective customer must need their products or services or they would not be willing to set an appointment in the first place. The following checklist has been developed to help you make the most of a favorable juncture of circumstances and build the trust levels that are vital to your overall sales success:

Smile! No matter what kind of day you are having, if you will smile it will give those people you contact a feeling of acceptance. It will also help you feel better about your day. Tape a smiley-face or the word “smile” on your desk or telephone to remind you of the importance of a smile on your face and in your voice. Top sales professionals use the technique of thinking of a funny story or the latest joke they have heard just before meeting a prospective customer. Thinking about the story or joke almost assures them of having a smile on their face as they meet a decision-maker for the first time. Make sure you are smiling as you call for appointments or are conducting a sales presentation.

Shake your client’s or prospect’s hand. A warm, firm, friendly handshake goes a long way in building a trusting relationship. It tells your clients or prospects that you are a friendly person and that you are glad to see them. If your handshake is limp it can leave a negative impression. It can be equally as bad to grip someone’s hand too hard. Remember you only have one chance to make a great first impression.

Ask an open-ended personal question. (Open-ended questions require an explanation and can rarely be answered with a “yes” or “no”). Psychologists tell us that when a person reveals something personal about themselves, it builds trust.

It’s vital for you to practice using open-ended questions to create a short period of small talk (the prospect doing 80% of the talking), at the outset of your presentation. Remember, people buy from people that they trust. When people start to talk about themselves, they start to build a trusting relationship with you so that later, as you discuss your products and/or services, the things you say will be believed.

Research shows that people decide whether to follow the advice and buy from a sales professional in the first two minutes of the conversation. By following the track outlined above, you can make the most of your initial contact and truly turn each meeting of transaction into a favorable juncture of circumstances (a sales opportunity).

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Thompson Learning.
Virden has also authored a Self-Directed Learning series of sales, coaching, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden’s new manuals, 101 Sales Myths, A Realtors Success Formula and Organizing For Sales Success, just click on either of the titles above.
Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marr

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Cupcakes and candy are a delicious treat for everyone! The great thing about decorating cupcakes is that they don’t involve a recipe at all. You can even use a store-bought cake mix and it works just fine and will save time. Read on for tips on decorating your own Christmas cupcakes.

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Selling isn’t something you do to people, it’s something you do for them. If you feel as though you’re being pushy or twisting arms when you are interacting with prospective customers or clients, you might be doing just that. To be successful in sales, you do need to be in control of the sales process and you do need to ask important questions, but you don’t have to be obnoxious, overbearing or demanding.

Look at selling as an opportunity to create value for prospects. A good salesperson uncovers needs that his customers or clients haveneeds they might not be aware of on a conscious level–and helps them meet those needs or find solutions to problems or potential problems. When you sell in this way, you are providing a valuable service to your customers and prospects that they might not be able to find elsewhere. Why shouldn’t they value a professional provider of products or services as much as, or more than, they value an investment broker, an accountant, attorney or financial planner?

Psychologists teach that when you are unhappy about the circumstances of your life, your job, or your relationships; you can make changes that will reduce or eliminate these negative feelings. You can accomplish this not by expecting other people to change or the circumstances that affect you to somehow be altered, but by changing what you can controlyourself and your attitudes. If negative attitudes are blocking your sales or personal success, you need to ask yourself the following questions:

1. What new attitudes or ways of thinking must I develop to reach my sales objectives?

2. What negative attitudes must I convert to more positive views?

3. How should I look at myself and my present situation or assignment with my company or firm?

Formulate honest answers and write them down. This exercise in self-examination can be painful since your ego may feel discomfort at being questioned. Unless you are willing to ask these questions and honestly explore the answers, your old attitudes will continue to block your professional progress and enjoyment.

Once you determine what your new attitudes will be, you need to write them in the form of a positive, present tense affirmation. (EXAMPLE: “I look forward to finding products that will meet my customer’s needs.”) Then you must read them aloud at least twice a day preferably in the morning and before bed at night. Repeating this process on a daily basis will help you reprogram your subconscious mind until the new attitudes become an integral part of your values and self-image. To receive detailed instructions on how to program your mind for sales success, check out my new manual at:

http://www.TheSellingEdge.com/Organizing.htm

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. an Ohio consulting firm specializing in sales and sales management training, personal coaching, advisory services and publishing. Clients have included Sears Optical, Eastman Kodak, IBM, Service Linen Supply, Bank One, Jefferson Wells International, and Wal-Mart to name a few. Virden is the author of the “best selling” Building & Closing the Sale, Prospecting: The Key To Sales Success and Close That Sale, a video/audio tape series published by Crisp Publications a division of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching, telemarketing, and personal productivity manuals. To obtain a substantial discount on two of Virden’s latest books, 101 Sales Myths or Organizing For Sales Success, go to: http://www.TheSellingEdge.com/book1.htm.

NOTE: You can contact Virden at: virden@TheSellingEdge.com or check out his detailed biography at: http://www.TheSellingEdge.com/bio.htm

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It’s no secret that the US economy has slowed down, but the stock market does appear to be on the rebound. Thousands of companies however, are still struggling, and are being forced to cut costs, decrease benefits, and even lay off employees. Many of those who lost their jobs, will try their hand at doing business on the Internet.

It seems however, that lately I’ve been hearing a great deal about the difficulty of doing business online. Put aside the talk about the hype and the scams. They existed from the first day the Internet was commercialized. They are becoming more sophisticated with their promises of earning millions, but as people become more experienced, they quickly see through them. Fake email addresses, spam and broken dreams will continue to abound until either legislation forces them to do business ethically, or the well of suckers dries up.

Sounds pretty negative doesn’t it. Under other circumstances, it would be enough to put someone off trying to do business on the net. But let’s look at the positive side. I don’t know about you, but I’ve met some pretty fine people on the web. They are honest, hard working and a pleasure to do business with. While there are a few “bad apples” (and aren’t there offline as well), it’s amazing how many friendly, helpful people there are out there.

In the early nineties, before the entrepreneurial invasion of the Internet, the only game in town was the proprietary bulletin boards such as run by Prodigy. Anyone who “dared” become commercial was summarily banned from the boards, and “blacklists of offenders” were actually shared between the board moderators. But, as commercialism crept in, and the old bulletin boards joined the ranks of the dinosaurs, a whole new strategy started to evolve.

People have learned that you don’t have to create something new or re-invent the wheel to make money online. You can join an affiliate program to get started with a minimum of capital outlay, and a decent income can be made. But the old saying “there’s no such thing as a free lunch” is even truer today.

Sure, you can advertise online for free, but except for isolated instances, there is a catch. Forget the FFA (Free For All) sites where you can post a free ad for your business. They get thousands of submissions hourly, and most only keep the latest hundred or so current, so your ad has a life measured in seconds.

How about the free ads you find in newsletters? If the newsletter has content and a decent subscriber base, they are a great deal. However, many times the only subscribers who receive it are those placing the free ads, and once they check to see if their ad is there, they “click away” and don’t even see anything else.

While you might not immediately learn how to advertise your business, you quickly learn how not to. Email spamvertising is simply a waste of time and money. If it is annoying to you, and the ads are summarily deleted without being read, why waste your money on a similar campaign.

Those who want to do business on the web, and are succeeding, are evolving into a whole new breed of entrepreneurs. They learned from the mistakes that are being made, and have developed a business plan that is working.

So, what is the secret. It really isn’t a secret, and it is as obvious as the nose on your face. People are not stupid, inexperienced maybe.- but not stupid. Treat them with the same courtesy and respect you would like to receive, and you will be amazed at the results.

Unfortunately, many would be entrepreneurs don’t take their business seriously, and will fail. This is not something you can do when bored, and there is nothing good on TV that night. If your bottom line is to succeed, you must take your online business seriously, and the returns you receive will be in proportion to the effort you exert.

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Interviewer – Jan Howard

[Jan] Terry, I know that you have some very strong views on the need for salespeople to modify their sales techniques to cope with a changing market. How would you summarise this?

[Terry] OK Jan, first let me ask you one quick question and then I’ll give you an answer. Can you think of anything at all that hasn’t changed a lot in the last 10 years or so?

[J] No, I can’t.

[T] Right! My first point is that selling has changed a lot as well. And yet, many sellers seem to refuse to accept this. They plod on with selling techniques that they were taught 5, 10 or even 20 years ago. They are so “off-beam” with what they are doing, that it’s no wonder that their results have continued to decline. Of course, many will justify this decline by reasoning that there’s more competition, the economy is in poor shape etc

Smokescreen excuses for sure – the problem lies very squarely with the seller and his way of selling ie his methodology. He must change to adapt to the changes in the market and the changes in the buyers. He must realise that, for many direct sales businesses, the market has changed dramatically in the last few years, let alone the last 10 or 20! Mr Prospect is now very well informed. He has “Watchdog” and “Salesmen from Hell” type programmes on the TV. He has consumer reports from magazines such as “Which?” and he has built up an armoury of information provided by trade journals, the internet and his friends and neighbours.

[J] Are you implying that it’s changed for the worse?

[T] No, but I’m saying that Mr Prospect is a changed man. He will eat salespeople alive given half a chance. Long gone are the days of the tough sellers taking candy from a baby. Today’s buyers have teeth!

And it’s these teeth which have scared many a salesperson and nudged them into giving up and returning to a regular 9 to 5 without the stress they were getting in the sales arena. In fact, around 60% of those who take on a direct sales position will quit within 6 months!

[J] So, is direct selling today still a worthwhile career?

[T] That’s a 100% YES. For sure it’s a tough job and is not for those who freak out when they hear the word “No”. But, it’s a wonderful career with very high rewards for those who get their act together.

[J] You’ve said that the buyers today are now much tougher and much more informed – so what is it that stops the seller being better informed and tougher?

[T] Nothing at all! But the problem is that many still expect to carry on with the knowledge bank of 10 years ago, with old hat techniques and a tendency to work with crossed fingers!

[J] What is it that gives salespeople the most problems?

[T] The part of the sales process that creates the most problems is the “close” – the bit where the seller says “OK, let’s get this going Mr Buyer” and Mr Buyer tries to wriggle away from making a decision! It’s eyeball to eyeball psychological warfare. The seller must get the order to earn his commission. The buyer wants to be 200% sure he’s doing the right thing…..

[J] But, surely closing has always been a problem area for most sellers?

[T] That’s true, but what I’m saying is that 10 years ago you might have gotten away with sloppy technique, but today you just cannot. In fact, most folk who’ve left the direct sales arena, would invariably tell you that the actual job was fine, the product was great, the company was marvellous but they just couldn’t get on with THE CLOSE! That horrible little monster that consumes salespeople!

[J] Do salespeople actually admit this to you?

[T] Too right! If I’ve heard this tale once, I’ve heard it a thousand times!

[J] Are you laying the blame at the foot of the seller?

[T] Not really. Many times it’s not his fault. He may have been trained by his well-meaning sales manager who was trained by his sales manager who was trained by his sales manager, and so on…. You could be talking of technique and methodology that’s 30 years old here! And the poor seller is sent out in the tough markets of today and told “Go for it!”

[J] Understood!

[T] Just to reinforce my thoughts on change, just think about this…..Years ago the Pony Express took 18 days to get a message from east coast to west. If our email takes 18 seconds today, we’re calling tech support to find out what’s wrong! Times have changed dramatically in all areas and selling is no exception.

[J] Is there one particular method or technique that you find is still in common use in many businesses, which should not be used in today’s marketplace.

[T] There are lots, but there is one particular methodology which I hear about all too frequently and is worth “putting it to bed” right now. It’s a very tired old idea which you may have heard of or some may even be working…heaven forbid!

It goes like this: The sales process is split into three main areas: Warm up, presentation of the product, then close.

In other words, the seller “warms up” the buyer with a little friendly chat about the weather, golf, holidays etc. He then moves on to demonstrate his product, showing the features and benefits and why the buyer should choose this product over any other one in the marketplace.

The buyer then moves on to the “tough bit” (the close) and normally the conversation goes from being pleasant and open to one with both parties twitching and getting more tense by the minute.

[J] I hate to admit this Terry, but I’ve seen this method taught recently at a seminar I attended!

[T] I know it still goes on and in a way I’m glad you’ve seen this. It’s old hand-me-down stuff. But, without question, in this day and age, this form of selling is nonsense. Let’s put these tired old ideas to bed quickly by asking you to think back to your schooldays…..

[J] Just a few years ago!

[T] Me too! At breakfast, your Mum gave you your bowl of cereal and sprinkled a spoonful of wheatgerm flakes on top. You didn’t notice the wheatgerm and you never questioned your Mum as to why she added these flakes. Just think, if Mum had let you finish your cereal and then popped a spoonful of dry flakes in your mouth! You’d have coughed, choked and spluttered and Mum would not have been the most favourite person on the block!

So it is with professional closing. If you separate the “closing” part, the buyer will choke. Make it a little more palatable for him. Just a little closing sprinkled throughout the presentation and he’ll not even notice!

[J] Wow, that’s a powerful analogy – I like that!

[T] Conversational, matter-of-fact closing throughout the meeting is a technique that’s invisible to the buyer. It’s methodology for today’s markets.

[J] So, that’s how the top salesmen do it?

[T] It is, but I bet if you asked a top salesman how he closes business, he’d scratch his head and probably be unable to give you a precise answer. I guarantee though, that his methodology was so rock solid that there was probably no need to “close the sale”. It was a “done deal” part way through.

[J] So, the message for the salesperson is “get updated” then?

[T] What I’d say is this, Jan, if you don’t know how to sprinkle the wheatgerm on your cereal, or you don’t automatically integrate your closing, then you must be on “happy pills” to keep smiling after all those rejections!

[J] If they weren’t before, they may be now! Well, Terry, It’s been a real eye-opener speaking to you. Thanks for your time.

[T] Just a thought to finish our discussion, Jan. For your next appointment……….. Why not use a “which would you prefer” question early on in the meeting?

Like, “Nice to see you, Mr Jones. May I ask…would you like your wheatgerm sprinkled so you’ll hardly notice it, or would you prefer me to give it to you at the end, all in one mouthful, so that you cough and choke for ten minutes?”

Only a joke. Honest!

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Sales. I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mate wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player and so the list went on.

I have yet to meet anyone who knew when they were young that they were going to be a salesman or woman. So where do we learn our trade? Most of it will be through mentoring, reading and actually learning ‘on the job.’ Here are a few tips to help you continue to grow your wealth and personal happiness through your sales efforts.

1.When cold calling sell yourself and the appointment. Do not even try to sell your product or service. Your purpose for the call is to find out if there is a need for you product or service. If it seems likely there is then make an appointment to introduce your product or service to your prospect.

2.You have two ears and one mouth. Selling is about solving problems. Solving problem is easy if you listen. Rule of thumb: listen at least twice as long as you talk.

3.Your prospect is more interested in themselves and there problems. Most really do not care too much about you and what you have done. Give your prospect time to talk about them and you will have ample opportunity to find out the real problems, needs and wants and what you need to do to make your prospect desire you, your service or product.

4.At your first appointment find out if the prospect can make a buying decision. A simple question like “is there anyone else involved in the decision making process”? Works great If there is, ask if they can be included in this and further meetings. Doing this one thing at every appointment will save you hours of wasted time selling to someone who can’t buy!

5.Dig, dig, dig. Find out what the real needs and wants are. Never ever invent one, you will have a reluctant buyer and a difficult client for the life of the product or service. You will also start to make a name for yourself and company as hard or pressure sellers. This is now treated like a contagious disease in the business world. Once tagged with this label you need to find another career or move on.

6.Ask for the order. So many times sales people have the order and then talk them selves right out of it. Once you have asked for the order and they say yes. SHUT UP. Stop selling. Enjoy the feeling of success and use those positive energies in providing the best possible after sales service you can.

These are a few of the many ideas in a huge toolbox of strategies, actions methods and tactics, called “selling your way to success” Why not visit my web site www.totalmanager.net and have a look. You will even be able to download even more in an extract of the book for FREE!

Enjoy the day and if selling really is your destiny, the journey will be wild, amazing and very very profitable Read, learn and reap the rewards!

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“Most people never run far enough on their first wind to find out they’ve got a second.” William James This article is specifically aimed at those selling “behind the counter”, but is of relevance to all sellers, irrespective of their sector or type of selling. Much research is continually being conducted on selling and buyer behaviour. I have recently had the opportunity to view two such survey outcomes in connection with my sales training work. Both surveys, coincidentally, were conducted on behalf of retail outlet chains. One chain operates in the home entertainment sector, the other is a major home computer retailer.

Traditionally, retail sellers hold a deep internal belief that price is the key factor that determines sales success or failure. Despite repeated training, this internal belief exists in many retail sellers- my own experience backs this.

The surveys to which I have referred were virtually identical in their outcomes. Slightly different wordings, but the same truths. And the findings of both backup the findings of previous similar research.

Buyers purchase on the following criteria from outlet sellers (in order of importance): qHelpfulness and Friendliness ( Customer Service), qProduct and Technical Knowledge, qConvenience, qValue for money, qReputation.

Even among professional buyers money is not the most important issue. In a survey conducted by the Marketing Institute of Ireland in March 2001, professional buyers ranked Price/Value at number three behind Quality and Service.

Does it surprise you that Value is still only ranked number four, even in tighter economic times? Price is the amount you pay, Value is what you get for the money. But the human values of help and friendliness still rule.

And I believe that if the research had been carried out among buyers exposed to a tele-sales or “external” selling environment, that the results would not vary to any great extent.

Time perhaps, if you feel you work in a price sensitive sector, to re-evaluate how you are delivering on the real criteria that your buyers are applying to their purchasing decisions.

And Keep Selling With Integrity.

Maitiu

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10 Shocking Ways To Energize Your Sales by: William R. Nabaza of http://www.Nabaza.com

1. Start your own internet radio station. It could be related to the theme of your web site and you could advertise your products over the station.

2. Turn your banner ad into a trivia question. Post the question on the banner and tell readers they can win a prize if they answer the question at your site.

3. Motivate people to buy your product. Tell them a lot of positive things like “You can now reach your goals and change your life if you buy our product”.

4. Get your sales letters and web site evaluated for free. Visit business discussion boards and ask other discussion participants to evaluated them.

5. Get your products or services evaluated for free. You can give your product for free in exchange for evaluations and even testimonials.

6. Keep your loyal customers happy because they are your future profits. Give them discounts and free gifts as often as possible.

7. Clone your advertisements all over the internet by allowing your visitors to give your online freebies away. Just include your ad somewhere inside it.

8. Make it easy for your affiliates to make sales. Give them proven ads to use, make it easy for prospects to order and provide helpful affiliate stats.

9. Persuade e-zine publishers or webmasters to run your ad for free. Just allow them to join your affiliate program and earn commission on the sales.

10. Make your products sell quickly by adding a ton of bonuses. You could get the free bonuses for little or no cost buy joint venturing with other businesses. —- William Nabaza of http://www.Nabaza.com specializes in domains, webhosting, webmaster’s tools, netpreneur’s articles and resources. Stands out as a freebie provider, business opportunity provider and the like. Visit his site at http://www.nabaza.com or contact him directly at william@nabaza.com http://www.nabaza.com/resources.htm

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When it comes to developing the words to use for prospecting and making cold calls, we often overlook a great resource. Your experience is probably the best resource you have, regardless of how long you have been in sales.

Last week I was making cold calls with a salesman. When I work in the field with sales people, I do the cold calls ( I call them BLITZ CALL®s) myself. (I do this so they can see that cold calling doesn’t require any product knowledge, simply knowing how to make the call. I rely on the sales person to be the resource when the prospect asks questions.)

After a few calls the salesman said he was noticing that I was asking for the opportunity to visit with the prospect right then, on our cold call. When he had been prospecting alone he was simply asking for the name of the person he should call on and then would either stop back or phone.

I suggested that the cold call is simply intended to start the relationship, so let’s keep it to one call if at all possible for the sake of efficiency. He then asked what I would say when the prospect said he was “all set and didn’t need anything.”

I wondered how he knew the prospect would say that. Which hits to the core of the prospecting dilemma. Most sales people look at prospecting and making cold calls as the number one way to be rejected.

The young man I was working with had been in sales for just about a month. So I asked him to fall back on his “experience” and tell me how we should handle the objection. Even though he was new to sales, as we sat down over a cup of coffee he was able to develop a very good response, in about 5 minutes. As we spent more time working on it, he was able to re-word his “BLITZ CALL” so that he will prevent most prospects from using that objection.

One of the greatest resources you can use is your knowledge of the products and services you offer and the benefits they provide. Incorporate that knowledge into your presentations when prospecting as well as when selling.

Most of the people we work with are not able to develop this wording spontaneously when standing in front of a prospect. You don’t have the time to think about it, and most of us don’t have the composure. Therefore, you must prepare the wording prior to making the calls.

Anticipate what the prospect can say. When you think about it, the prospect is pretty well limited in his choices. So you can develop very comfortable, pleasant responses that will help you to achieve your goals.

We were conducting a sales training program for a group of very well educated consultants a few years ago and they said that the objection they received after every presentation was that their price was too high. This caused them to hate to make the presentations because when it was concluded, they knew the prospect would confront them on their fees.

All of the participants agreed. So I simply suggested that they anticipate that objection and revise their presentations to reflect what the fees covered and why the prospect was really getting exactly what they wanted.

The more you think about something, the better you become at handling it. The more you anticipate what people will say or how they will react, the more successful you will be. Also, life will be a lot easier.

Be sure to practice the wording, by saying it aloud. Don’t simply write the words down once and then think you are ready. Rehearse, rehearse, rehearse.

Another great resource can be others in your company. Ask them how they would respond. You probably have a wealth of experience and expertise available, use it. Don’t re-invent the wheel.

When the new salesman and I were debriefing last week, the company president stopped in to see how our day went. We asked him how he would respond to one of the comments made by a prospect, and he gave us a perfect response. Simply because it was one that everyone in that business faces. That young man will do well in sales.

Anticipate and use your resources.

Sell Well and Often

Bill Truax Bill@BlitzCall.com 800-253-1214

© Copyright 2006 WJ Truax

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