The Selling Newsletter for Sales Professionals
SALES QUOTE
“No, no, you’re not thinking, you’re just being logical.”
–-Niels Bohr, physicist (1885-1962)
For Salespeople…
Are you thinking when you sell? You are not thinking like a salesperson if you are simply citing data, facts and information. Why? People think with logic, but act with emotion. If you want your customer to act and to buy, you have to reach them emotionally. You cannnot do that by citing statistics. Instead of telling your customer the features of your product, why not ask questions about your customer’s situation and how it impacts him, his job, his team or company? Problems, needs, desires and wants are all emotional areas and if important to that customer, will get a customer to do something. After all, many customers do not know what they do not know. They are not thinking they need to buy from you. Just because they are not thinking, it does not mean that you can, too.
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THE BLOG S AND OTHER COLUMNS
I’m now writing The Real Deal, a column on women in business for Allbusiness.com Hope you’ll read more ideas so you can achieve your success in business.
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THE SELLING IDEAS FOR THE MONTH TO SELL MORE NOW
You Can Make Calling Easier
Why do salespeople hate to cold call so much? Logically, all you have to do is pick up the phone and talk. How hard is that? Maybe it is the frustration of not being able to reach the people you want to speak with. You could be making your prospecting harder than it needs to be.
When should I stop? Often when you are trying to reach a prospect, you have an idea that the customer could be right for your business. You may have a list of criteria which you use to identify your prospects. Maybe it is the type of industry. Perhaps it is the number of years they are in business. Revenue might determine that they are a fit. You start your sales process by calling with the goal of learning more specifically that the prospect is a fit. You just cannot get past the gatekeeper, despite leaving compelling messages. What should you do? You stop calling.
In this case, I would set a specific number of tries. Face it, after ten tries, that person has heard what you can do and who you are. It is just not the right time for them or they are not the right person. Either you put your follow up on a much less frequent basis, or you simply stop calling.
Who are your prospects? What if you are not using the right (or any) criteria to prospect? That could be why it is so difficult for you to make contact with them. Maybe you are not choosing the best prospects for you. You may be chasing them.
Are you choosing your prospects or chasing them? This is a concept that Steve Straus, Executive Coach, discusses with his clients. Chasing prospects is when you believe there is a scarcity of potential buyers in the market. You blanket the market with sales literature and make frequent cold calls.
Choosing your prospects means you apply a filter to prospects in the marketplace. Instead of thinking you are going to reach everyone, you decide who is best for your business and you. You could use filtering criteria like Straus suggests of profitability, ease, whether you like them, or their ability to refer you. If you cannot think of the criteria to use, think about your business with an abundance of customers. Now pick the ones you enjoy working with. Those criteria should be the ones you use to choose your prospects.
What this means for your selling. Selling from a chasing strategy is a different mindset than one in which you choose. Chasing comes from being desperate. Choosing comes from a position of power. If you do not realize that you can choose your customers and be successful, this should be your first aha moment. Next, you should develop your criteria and be consistent in looking for customers who meet your criteria. Just be sure you can deliver what those prospects need and want to improve their businesses and their lives.
Choosing versus chasing requires patience in a salesperson. When you choose your prospects you will be waiting for your sales success. When you chase, you will be waiting for frustration and you will not have to wait long.
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ACTION ITEMS
1. Decide who you enjoy selling to and who helps you most achieve your sales goals.
2. Check your attitude. Are you confident that you will reach the right prospects or are you chasing them?
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DID YOU KNOW?
Here’s a tip this week for your sales success.
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Programs
You can check for current programs.
::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::: Here are some selling tools to help you sell more now. Click on the photo to find out more!
Monday Morning Sales Tips : A book that has quick ideas for you to be more successful in sales. Real-World Selling: A book with selling skills and strategies that work in the real world of sales. Secrets of Persuasion: Audio CD for the clues to use to speed-read people and close more business.