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Plan Your Calls Like You Do Your Weekend

What are you doing this coming weekend? You probably have some things planned. When I ask that question in training seminars, most people give very detailed answers: going out to dinner, working in the yard, getting dressed upfor a Halloween party or taking the kids out trick-or-treating...personally Im attending the Tennessee-South Carolina football game with a buddy. We plan the stuff thats important. Contrast that with the answers to these questions: On the last telephone call you made to a prospect/customer, what was your specific objective for thecall? Did you have the opening planned so you knew precisely what you were going to say? Did you prepare a voice mail message you were ready to deliver, velvety smooth, without hesitation? Were your questions in order? How prepared were you with your responses to their answers to those questions? What was your contingency plan in case things didnt go as well as youd like? If, without hesitation, you rattl

So You Think You Have A Hot Prospect? Yeah, Right.

Omaha, Nebraska is where my business is based and where I maintain a primary residence. As I travel the country and mention Omaha, I hear a number of comments. Typical lame farmer jokes (this is a metro area of close to a million people), and comments from uninformed elitists who think it is the same place as Oklahoma (hullo, that would be a STATE). Also, many people associate Omaha with, -Omaha Steaks -Mutual of Omaha and Wild Kingdom -Warren Buffet -For sports fans, the College World Series. That is the focus of todays Tip. (Trust me, there is a huge sales point here.) Right now, even though much of the country is still experiencing the frigidness of winter, the college baseball season has begun, and the goal of thousands of players is to get their team to Omaha in June for the national championship. Ive written about the College World Series many times over the years. If you are a sports fan, you really should try to get here to experie

Saving Gas And Selling More

I dont have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you that they dont have the budget, you really believe them, dont you? Well not the Top 20%. Top 20% producers are still making 80% of the sales because they know how to adapt in a changing market like the one were in today. They also know that companies are still buying their products and services, and what they are doing is adjusting how they sell so they can be more efficient with their time and energy. And one of their top priories these days is improving their phone skills. Whether you only prospect and set appointments by phone, or if your entire sales cycle is conducted by phone, learning to use the phone more effectively is going to be crucial to your success in todays economic environment. Here are 5 Secrets of Top 20% producers and 5 critical phone skills you need to master today: Secret #1: Use the phon

How To Steal Business When Your Competitor Goes Through Changes

Has your personal or business bank changed names and ownership within the past couple of years? How about your mortgage company? Has any of that caused you any frustration? The mortgage company that owned my office building loan sold the paper to another company and has caused me so much frustration in the transition with their ineptitude that I am close to simply paying it off. A friend told me his business bank has changed owners and names. Three times. One astute bank sales rep who has been pursuing him manages to contact him after each change while the effects are fresh in his mind. Although he hasnt moved yet, the timely calls combined with the annoyance of the changes are beginning to wear down his resistance. Heres why Im the master of the obvious: Change is inevitable, and happens every day. And the smart sales reps have processes in place to take advantage of it. Some sales points for you: 1. Prospects can be particularly vulner

They Are Impressed When You Know This About Them

Every once and a while, a sales rep, on a follow-up call with me will say, "So hows the barbeque cooking team doing?" "Keeping that golf game sharp?" "Your kids doing well? You have a a daughter still in college, right?" Like most other humans, it makes me feel good when someone takes interest in me and my interests. (If they are sincere, and the situation is appropriate, of course.) It shouldnt be that uncommon when someone does it well. After all, with all of todays technology, CRM, etc., you would think that most sales reps would be all over this powerful aspect of human relations and sales. But most are not. If you are, you have an edge. People buy from people. People they know, like, and trust. Building relationships that build businesses in the process. And for you, that means being truly interested in the people you call, both from a business and personal view will pay big dividends for you. Business information, naturally, is