This week I received a voice mail message from a professional sales trainer (at another firm). He wanted me to know that he used my technique for handling a think it over on his four most recent opportunities and it had worked on 3 out of the four. Before we get to the technique or lessons you should know this. It’s never the technique that actually overcomes a think it over, rather, it’s the technique that provides you with a crutch to hang in long enough so that you can learn why your prospect hasn’t made a decision yet. Once you know why, you can ask questions, eliminate obstacles, fears, and misunderstandings, and close again.
Unless you are in a business that is totally insulated from the economic meltdown, you’ve probably begun to hear objections that you aren’t accustomed to hearing; things like spending freezes, hiring freezes, projects put on hold, requests for price reductions, etc.
When an opportunity has an extra zero or two at the end, what do you do differently to earn the business? Are you more polite, respectful cautious, aggressive, intimidated, or observant? Do you ask more questions, better questions, fewer questions? Do you spend your time answering questions, talking about your value proposition, company and expertise?
There has been an ongoing debate about the death of the sales call, the death of the sales force and the eventual death of selling. You can read the latest installment on my Blog, Understanding the Sales Force.
You probably know Jeffrey Gitomer, author of the Little Red Book of Selling and a syndicated columnist in many business journals. In this week’s column, Gitomer presented five internal senses required for having a sense of selling. The great part of writing my own weekly column is that I can disagree with what he writes!
I get many calls and emails asking for help – and that’s good! One of the things I’ve observed over the years is that most salespeople, when they’re struggling some, don’t know why they’re struggling. I thought that today I would share my simple formula for helping salespeople discover where in their selling process the problem is hiding.
What separates sales superstars from the salespeople who simply reach their goals and those who struggle and under achieve? In today’s clip I’ll share both the 21 Sales Competencies as well as some Best Practices.
That’s right. Never miss your goal, target or number again. Today I’ll show you how.
This week, Major League Baseball held its annual Home Run Derby. A fan favorite, this event features some of the mightiest sluggers to play the game. Now a three round affair, it has an amazing similarity to Sales.
I spent much of Saturday and Sunday of this past weekend pitching to our five-year old son, who is just nuts over baseball. He not only wants to improve so he can hit more home runs, but he just plain loves playing.