Sales Tips | Sales Manager Tips | Sales Training - 1300 WAYNEBERRY
Would you like to…
Then this video is for you.
Click here to send a free video email to me using eyejot.com
Free 7 Days of Sales Coaching – $945 Value
Click Here for Full Details
If you would like to learn the strategies in this video and be trained by one of our Top Gun Sales Coaches, we are offering for a limited time 7 days of Free Coaching.
All you need to do is give me a call today on 0407 410 408 or Click Here for Full Details
New internet technology is coming at us thick and fast these days and it can be a real challenge to keep up with all of the new developments. One man who does manage to keep up and in fact stays ahead of the game is Terry Brock. I think you’ll find this interview interesting.
Using what Terry and I are discussing here can save you as much as 50% of your time each day, to do the most important things that you need to get done. I can now have up to 9 one hour meetings with clients and prospects every day and not even leave home.
I think you’ll find it valuable and I would suggest that you consider signing up for Terry eNewsletter and Blog.
Last week on Thursday 10th March, I interviewed Australia’s leading copywriter, Scott Bywater in a TOP GUN Webinar.
The Webinar was on “Why Closing The Sale Is Over Rated” where Scott explained how you can generate more sales with less effort and frustration, and close more business without using any of the old pushy closing tactics.
We have had an overwhelming response from clients who watched that Webinar, who have already put some of Scott’s ideas into action and are already getting some great results.
We have also had hundreds of requests from these and other client,s who missed that Webinar, asking if it was recorded. I am pleased to say YES it was recorded. It runs about 60 minutes and there is no cost to you.
I trust you will enjoy and benefit from this Webinar.
Following up by phone
So what do we do when we have made a presentation with a client, but they won’t commit to going ahead? I am often asked this at seminars and I explain that there are basically four reasons.
Reason 1. They don’t yet see the value.
A prospect will determine whether your proposal is value for money or not, by weighing up the benefits they perceive, with the investment you have asked them to pay. It is a real skill to explain the benefits and relate them to the needs of your prospect. It begins with good questioning to uncover their logical and emotional needs. We haven’t the time here now to go into this. I’ll cover this in another Blog, or take a look at our on-line TOP GUN Sales Coaching System.
Reason 2. They have an objection which they have stated or one that is hidden.
Again, it is a very important skill to have to uncover objections and answer them. More on this in another Blog.
Reason 3. There is a condition that stops them from buying.
A condition is different to an objection. It is an unalterable set of circumstances that prevents the sale moving forward. eg. no money and can not borrow it. Leaving the company. etc.
Reason 4. They really do want to think it over or discuss it with another decision maker or influencer.
Some people really do need time to think it over. So how should we follow up on this prospect? More often or not, this is done with a telephone call. So when should we make that call and what should we say? I’d suggest you ask your client this question and gain a commitment as to when they will have made a decision, so you are being told what day and what time you should contact them again. You tell them you are putting it in your diary and will phone them or even better, see them face to face again on that date and time.
Making the follow up call
The first point I’d like to make here, is actually make the call! I know some sales people have call reluctance when it comes to following up, but what I know for sure, is that in many cases…
You are just one phone call away from getting the order.
Haven’t you had this experience yourself? You have spoken with a sales person and you do want a little time to consider your decision and now you’ve decided to go ahead but the sales person doesn’t call you. They were just one phone call away from your order and they didn’t make the call.
So when you have made this follow up call and you are talking with your prospect, what should you say? Firstly be sure that you are in a confident mind-set before you call. Remind yourself of how much you’ll be helping your prospect when they go ahead. Review the benefits in your preparation and be able to discuss them. Consider any objections they might have and be prepared to address these. Now you are ready to speak with your prospect. Be assumptive. That is assume they are going to say yes. Prospects can hear it in your voice if you are expecting a “no”. They may be ready to say yes, but because you don’t seem sure about their purchase, you plant doubt into their mind.
So what do we say?
I’ve got a list of 10 different ways to gain commitment. If you want these drop me an email I’ll give you details or look at our TOP GUN Sales Coaching System. Here’s one way you might do this.
“Hello Mr Prospect, how are you? You told me to call you today so we can take care of the details and move ahead, so you can start to benefit immediately from what I’ve recommended. I’ll get the balling rolling for you today, and to be sure everything is organized properly, I’d like to confirm a few details…”. Then go ahead and go over your check list of details which may include arranging to take a deposit or what your invoice should say and who it should be emailed to, which is the best date for delivery etc.
So what if we can not get them on their phone?
Maybe you suspect they are avoiding your call. It happens. So how many messages should you leave. Certainly leave a message with your name and number. If they do not respond after a reasonable time, leave another message if you can’t get to them, and talk about helping them move forward and again be assumptive. Now here’s another two ways to reach them and follow up on your phone message.
Send them an email or SMS
You’ll find that sometimes it is a time pressure causing them not to return your calls. An email however they can read and respond to after hours. Similarly SMS messages often gets a quick response as many people are conditioned to respond quickly to an SMS. In your SMS or email, tell them you have left a phone message for them and ask them when you can see them face to face (if that’s what you want) or when you can call them. It sometimes takes a phone message followed by an email or SMS to get a response where a phone call alone will not be enough. Have a look at the video here to see some examples of what I suggest you say. Also look at what I say about the way you should leave your telephone number.
That’s all for now. Take these ideas and use them and then let me know your success stories using them.
Some sales professionals and companies will make a fortune during this recession, while some will go broke. Why is that?
The 10 critical skills and attitudes that will make all of the difference.
Click here to discover the 10 key elements that will make all of the difference between success and failure for a sales person or company during this recession.
Fill in your details and I’ll send you your password FREE and you can then open up a module of our TOP GUN Sales Coaching Programme, where you can watch a 45 minute video that will show you exactly how you can thrive during this recession.
My gift to you
Not only will you get the video, but you’ll also be coached by a “live” TOP GUN Sales Coach on how to use these strategies in your business, to beat the competition and close more business than you ever have before.
The normal fee to do this video coaching module is $495, but for you as a subscriber, it is my gift to you, absolutely free. I would also encourage you to forward this TOP GUN Blog to your friends and colleagues whom you feel may also benefit from this video and coaching.
How tough will this recession be?
There is no doubt about it, we are heading into tough times ahead, with Australia already in recession, and a global recession facing us all. There is no precedent to what we are about to experience.
I have seen a number of recessions during my time on this spinning planet. The last big one in Australia was in the early 1990′s where interest rates exceeded 17% and unemployment soared. Companies were going broke every week.
The market for almost every product and service was shrinking daily, as companies and people “tightened their belts” and cut back on their spending. It was in 1991 that we launched a new division of The Wayne Berry Group, and this was our TOP GUN Sales Academy.
During these challenging times though, some sales people will do extraordinarily well, while others will fail miserably.
Why?
In one word – SKILLS.
As I mentioned in the video here, one of our Graduates of our TOP GUN Sales Mentoring Programme, Steve Walton, said something to me last week which I thought was so profound, that it stuck in my head and I thought back to the last big recession. Steve said, during this recession…
Good Sales People will become GREAT Sales People, while the “order takers” will be in big trouble!
So true Steven, and it made me think about our experience in the early 1990′s where we saw this happening every week. The “good sales people” whom we were working with through our 10 week TOP GUN Sales Academy Programme, were indeed becoming GREAT Sales People and highly sort after.
Here’s what happened to Ian Findlay
I remember one of our Graduates, Ian Findlay who was relatively new to sales then, and had come from a Police background. Ian decided to get really serious about being successful in sales. So Ian committed to himself and invested the $s, and 4 hours of training each week, to work with us to develop the skills he needed to achieve his goal.
Ian’s first BMW
Ian became his company’s #1 top sales person nationally. He was selling big contracts to paint commercial buildings. First he started to become very successful in Melbourne, then he went and sold in Sydney too. Overall Ian became the highest performing sales professional in his company and I suspect in his industry.
Think about this…
in the early 1990′s were companies spending money to update the appearance of their buildings? Or were they waiting until the recession was over before spending major dollars like these. Well the truth was...
The market for companies who were using commercial painting contractors was shrinking
Ian decided to go for big orders, despite the shrinking number of companies prepared to spend big dollars. He invested several thousand dollars in himself to develop the skills he needed to…
BEAT THE COMPETITION
He made the commitment to himself to become the very best sales professional he could be. He did our 10 week Sales Academy Programme, and then put the ideas, skills and strategies into ACTION with his prospects. He started winning big contracts in Melbourne and then Sydney. He did this by beating the competition, not by cutting his prices, but by developing a relationship with his prospects, developing high levels of trust and credibility, and by understand their needs, and then Ian sold on VALUE FOR MONEY. It was a winning formula for success and…
This winning formula will work again in this recession
Good sales people will become great sales people, because they will develop better skills to beat the competion and take away their competitor’s market share. They will invest in books, audio programmes and sales workshops to become the very best they can be. And their investment will pay off, big time. The average sales people and companies will do the opposite. They will…
Cut back on spending and will expect sales to go down.
It will become a self-fulfilling prophesy
Ian believed business would be good for him and it was. Ian became a Generation 4 Sales Professional, and then a Generation 5 Sales Professional. His prospects and clients saw him as their “Friend in the business”. There is more on Generation 1, 2 and 3 in the video here. Ian won so much profitable business that his company rewarded him by providing him with a…
Brand New Series 3 BMW
To say his company valued the business he brought in is an understatement. So he was rewarded with this BMW. Over the next 12 months Ian repeated his success during the recession, while his competitors were going broke. His company was so pleased with him that they upgraded him to a..
Brand New Series 5 BMW
Through his participation in our TOP GUN Sales Academy Programme, Ian had discovered the 10 key characteristics of all high performing sale people professionals and committed to himself that he would develop these 10 characteristics. Simple as that, and I’d like to invite you to learn what these 10 characteristcs are.
To watch our 45 minute video on “How To Develop The 10 Characteristics of All High Perfprming Sales People Who Will Thrive During This Recession Click here
