If not - I'll
negate my own point. Got time to read a 12-page essay on sales
improvement? You want to get back to making sales and money. Let's go
Less time more
have less time and feel more pressure. Just like you, I'm sure. As a
sales professional, you need to be sensitive to this. For your own
good, have a clear, short and concise benefit statement. Don't waste a
prospect's time or yours with lengthy (and boring) introductions.
Observe people who go on and on at networking events when asked what
they do or introducing themselves to the group. Is that you?
to get more done.
increase when you better demonstrate how much 'leverage' your product
provides. Have prepared proof of substantial Return On Investment for
prospects. The best ROI support is customer testimonials containing
real numbers. If you don't have any, use industry data and 3rd party
research, or statistics, and proactively collecting your own. Start
more voice mail.
If you don't
improve your ability for leaving voice mail messages, then you will
continue to face the frustration of not getting your calls returned.
Most salespeople's ability and confidence with voice mail remains poor.
If you can't motivate me to even call you back, how could you possibly
motivate me to buy from you? Again, be brief, concise and clear. The
most glaring weakness is not letting me know the BENEFIT of calling you
back. Get training on how to leave an impactful 30-second message that
can't be ignored and pulls response.
Less paper and
hard to find these days. A client of mine, IBM, wanted to send a
testimonial letter about a sales seminar I gave. My contact couldn't
find letterhead. However, lack of letterhead is no excuse for poor
spelling and curt communication. Build relationships through constant
and meaningful email contact. Make your emails well-written, focused
and brief. You face obstacles, like strict network security and the
poor computer skills of your recipients. Take a course on email
etiquette and copy writing. Don't send an email with large or too many
attachments. Sending paper 'snail-mail' is making a comeback with the
current anti-spam and "too-much-email" sentiment.
presentations and more technology.
budgets have diminished. Teleconferencing and web-based presentations
have grown in their use. Sadly, technology doesn't breed ability.
Listen to me. Using a webinar to read a PowerPoint presentation to me
over the phone will NOT sell me. Again, build your skill set and
improve your presentations or have an expert facilitator do them for
Less talk and
The wisdom of the
ages. Cliché really but still ignored and executed poorly in sales.
Prospects have little time to listen to your 'sales pitch.' Ironically,
they have plenty of time to 'complain.' Perfect. Encourage this and
note their problems. Let THEM sell themselves. Let your prospects talk
themselves into purchasing and stop interrupting them. Give the
occasional prompt and affirmative nod to support their rant. Good
salespeople sell products. Great sales professionals solve problems.
preparation and more action.
fail while perfecting their approach instead of actually making
contacts. Look. Over-preparing makes you sound robotic and impersonal
anyway. It's a procrastinator's crutch and an excuse for those in fear
of rejection. Get on the phone and attend networking events now.
Improve on the fly. Don't worry. We're all human and generally kind.
Enough said. Time
help and advice at www.CustomerCatcherTips.com. Martin Wales helps
you increase your sales and profits with simple, proven tools and
systems that get immediate results. If you want more customers, contact
him at sales@CustomerCatcher.com.