Category Archives: Sales Strategies

Dare to be different Part 1

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Daretobedifferent By Sandro Forte (2008)

We live in an ever-changing environment and nothing changes more than life itself. To cope with this change and to capitalise on it, we must, above all else, be consistent and persistent.
-> Understand the nature and art of being consistent.

-> Being able to deflect any thought that’s likely to make you stop being consistent.

-> Having “inside” knowledge around the best tools and techniques needed to make being consistent easy to achieve.

-> Having an all-consuming passion to be consistent about your primary goal That is often the number one reason why you are alive.

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You need to have a specific and credible Primary Goal. You need to adopt MindChangers, which is a set of tools emerged from the world’s number one business associated with winning- the World of Sports.

MindChanger tool called Fast Forward

I’d like you to talk to yourself. In a moment, set this book aside and talk to yourself. Talk about what you expect to achieve. Do this now for a couple of minutes before reading on..

This time, I want you to do the same thing but assume it’s a year into the future and you’re looking back, reminding yourself what’s already happened – as if it has. So put the book down and do this again but now talk in the past tense..

If you were to do fast forward regularly – and it’s more fun with someone else- you would start to change your beliefs automatically.

  1. Write down your primary goal
  2. Write down a list of other goals – short, medium and long-term
  3. Commit at least 10 of these goals to Mindchanger flip cards and read them briefly each day. Create one Mindchanger flipcard for each goal.
  4. If you don’t already have one, design an introductory script format which you will use at every first meeting. Learn it by heart.
  5. Make 10 calls using the Dynamic Phone Path and make every third call a social call to a friend, old client or contact.dynamic.jpg

    Step 1 : Apology
    Hello, is that Michael? Michael Turner?
    (Yes)
    Hello.. I’m so very sorry to be ringing you out of the lue like this.
    (Who is it?)
    My name is Sandro, Sandro Forte from the Forte Group. Is this a good time to speak with you?

    Step 2: Promise
    I’ve recently taken on Mary West as a client and your name came up in conversation a couple of times, hence the promise to call to offer you my help, given I make it a professional business practice to work with the friends and families of my clients before anyone else.

    Step 3: The Message – core reason for the call.

    “I am currently helping individuals to improve their personal wealth in ways which realise more disposable income. Would more funds for you to spend or retain as you choose to be useful?” It’s useful to note the phrase ” That’s exactly why I am calling” when faced with any objection.

    Step 4 : “Meeting place” Do you know the Axis Office building? May I suggest we meet there next week so that I may have the opportunity of introducing myself and sharing some beneficial ideas as I have already done with your friend Mary? What time of the day suits you best?

  6. Find out the best credit card, loan and mortgage offers available and carry a few application forms with you. Hand them to your clients where appropriate. Better still, build relationships with a bank manager, lawyer, accountant and the other professionals who could add value by offering discounts on their services, without committing you to any work.
  7. Call your top 20 clients and ask them to help you build your business by introducing you to other people like them.

 

The Little Red Book Part 2

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littleredbook By Jeffrey Gitomer (Part 2)

Part 2 Prospecting for Golden Leads and Making Solid Appointments

1. The objective of a cold call is to make an appointment.
2. You must prepare for cold call.
3. The best way to get the information to a prospect is to make the information a “must read” once it it’s in the door.

4. The key is not to “call the decision maker”. The key is to “have the decision maker call you”

5. I guarantee you that more sales are lost with poor questions and poor salesmanship than are lost to lowest price.

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Part 3 : How to win the sales battle and the sales war

1. My Sales philosophy is :
– I give value first.
– I help other people.
-I strive to do my best at what I love.
-I establish long term relationships with everyone.
-I have fun – and I have fun every day.

2. What are the 2 most killer questions in sales?

A. Mr Jones, when I say (insert your product, your company or anything you want an opinion here), what one word comes to mind?
Example Mr Jones say “Lousy service!” You say, “Mr Jones, that’s two words, I only want 1 word.”

This is most powerful question because it not only gives you top of mind awareness (the customer’s hot button), but it tells you their attitude towards it.

B. Mr Jones, when buying (insert your product here), what are the 3 biggest mistakes that people make?

Fear of loss is greater than desire to gain. People don’t want make mistakes, especially on a large purchase.

There are variations to this question “3 biggest opportunities”, “3 biggest reasons”. The key is to create a deficit between you and the probable purchases. Ask a question that you know the answer to (and they don’t)

 

3. Ask questions if you want to control a phone conversation.

4. Personally I believe the testimonial to be the strongest sales tool you can possess.

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Part 4 : Sales Skill Building .. One Brick at a time

  1. Pose a question and offer an answer about them. Or you can reverse it. Give an answer and pose a question about it. But the key is ABOUT THEM.
  2. My ways of dealing with competition (over or ignore) are the hardest ways – but they work. And the longer you go over them, the more you can ignore them. Ezine, Seminar, Referrals. Build value by building profit etc  are ways to “over” them.
  3. The key to follow-up is being smart and creative.
  4. I put myself in front of people who can say yes to me and I deliver value first.
  5. What are the fatal flaws of selling?A. Being a puppy, puppet or pawn. Send me a brochure, a proposal. Sales people are too happy to oblige.

    Flawless : When you send a brochure, make an appointment at the same time. When you get a request for a proposal, change of some of the terms to favour your selection.

    B. Speaking before listening. Does a doctor tell you where he went medical school? No. How many years of practice? No. He ask “Where does it hurt?”

    Flawless : Ask compelling questions. Ask questions that reveal pain or emotion. Ask questions that your competition doesn’t ask.

    C. Make a verbal agreement for services to be provided. Nothing is more fatal than a prospect thinking there is more to the deal that you do.
    Flawless : Write down and repeat back all promises and terms.

    D. Negatively referring to the competition. ok, they are a bunch of dirty, rotten creeps. What’s your point? When you put them down, you degrade yourself.

    Flawless : Ask refer to the competition as “industry standard” and “my worthy competition”

    E. Following up to see if you got literature and to see if you have any questions. The salesman thinks that he is being seen as “helpful and professional” but actually he is a pest and looks dumb.

    Flawless : Call with ideas and smart questions.

 

 

 

 

 

The Little Red Book of Sales Answers

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littleredbookBy Jeffrey Gitomer (2005) Part 1

This book is very easy to read with cartoons and straight forward language to bring across numerous ideas.

What’s the best way to make a sale?
1. The best way to make a sale is to become friendly before you start.

2. The best way to make a sale is to find some common ground before you begin the selling process.

3. The best way to make a sale is to ask intelligent questions that draw out both needs and motives.

4. The best way to make a sale is to relax throughout the sales conversation.

5. The best way to make a sale is to ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect’s buying process.

6. The best way to make a sale is to create an atmosphere where the other guy wants to buy.

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What I learnt from this book :

Part 1 Personal Improvement that Leads to Personal Growth

1. Work Hard.
2. You need to write down your goal : which is a dream with a plan and a deadline.

3. How do I do my best every day?

  • Wake up early.
  • Love what you do.
  • Dedicate yourself to being a life-long student.
  • Convert anger to resolve.
  • Convert barrier to breakthrough.
  • Take every “no” as “not yet”
  • Watch little or no television
  • Read for 20 minutes every morning.
  • Write for 20 minutes every morning
  • Call people you love -and tell them you love them.
  • Tell yourself you’re the best.

4. How can I improve my humor?
Don’t just go laugh, go to learn. The easiest way to improve your humor is to “think funny” first. If you have humor at the top of your mind – it’ll become a habit that leads to smiles, and those smiles are contagious.

5. Read books such as Michalko’s Thinkertoys and Edward de Bono’s Six thinking hats to be more creative.

6. Writing is a key differentiator. It is the credibility you need to create buyer’s confidence.

Here are a few guidelines to improve writing :
1. Read good writers.
2. Practice every day.
3. Edit a day later.
4. Establish a structure.
5. Find your “voice”
6. Understand that factual, listed content is powerful.
7. Adverbs, prepositional phrases, and “est” are out.
8. Use the right tone. Mine is straight forward, succinct.
9. Use the power of authority in pronouns : first person singular, second person and third person.
10. Use writer’s privilege : writing in vernacular, not grammar. Use incorrect syntax like “ain’t” and “gonna” for emphasis.
11. Research vs knowledge. Proof vs opinion.
I use knowledge and opinion.
12. Use graphic and alliterative word choices like “vomit” and “puke”.
13. Keep paragraphs short.
13. Grab me at the beginning. Start with a question or short statement.
14. Give me meat in the middle. All meat.
15. Make me smile, think or act at the end. End with impact.

 

 

 

 

 

 

 

Sell More, Sell Better (Part 2)

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sellmoresellbetter Sell more, Sell Better! by Dr Andrew Goh (2005)
A customer may buy because the sales person was able to appeal to one of these six buying motives.
1. Profit
2. Utility
3. Pride
4. Emulation
5. Fear
6. Love

In wanting to be of maximum help to the prospect, you may have to be skilful in framing your questions so that they yield useful answers for you.

Example :
“Minister Prospect, all my clients want these financial objectives for their families should they die suddenly :
1. A decent funeral
2. A continual income for their family
3. A debt free home
4. Freedom from creditors
5. A special education fund for their children”

Then his punch line : Are your financial objectives similar? How may I make them possible in the simplest way?

Now, we all know that everyone’s situation is different, so if you can give me some inputs, I can show you how this works specifically for you. Does this sound fair to you?

A first class effective presentation must be done well – Appease the mind first, and Appeal to the heart next.
In short, this means “Sell on the logic, but close on the emotions.”

Planning and practice go together. There is no time to “pull a fast one” one the prospect. Know your sequence inside out.

In presentations, the “three-in-one” refers to getting your points across to your intended audience effectively. Tom Hopkins says it best :
a. Tell them what you’re going to tell them. (this is your introduction)
b. Tell them what you’re there to tell them. (this is your presentation)
c. Tell them what you just told them (this is your summary)

One common mistake made by rank amateurs is to cram too much into the presentation. Better to state the few points well (and reinforced) than to regurgitate an entire dissertation. Quantity cannot make up for quality.

The ability to turn the very objection into the very reason why the prospect ought to buy must surely rank as one of life’s greatest life skills. So the stronger or more vehement the objection, the more it is possible to “tai chi” or send it back gently :
“Your question please me, Mr Prospect, because it gets to the very heart of the matter and since it is what I like to do, it indicates we are on the same plane”

At this stage, your purpose is to build empathy and help the prospect overcome the objection in his mind. By having a positive outlook, you do not communicate dismay or disappointment that the prospect has raised an objection.  Your goal is to reduce and not to remove the objection.

One of the well-tested structured responses is ”

First you say “Obviously you have a reason for saying this, do you mind if I ask what is it?”
Then listen keenly for the prospect’s objection. Once you have ascertained what is the point he is raising (for example, “Too expensive” ) reply with “Just supposing with the moment…, then in your opinion, do you feel… ?”
Just supposing for the moment, it is NOT expensive, then in your opinion do you feel it suits your objective?”

In doing so, you are discriminating between real and imaginary objections. Never try to answer imaginary (non existing) objections. They lead you to no where.

The 4 most common objection types are :

  1. Unasked question
  2. Lack of knowledge
  3. Fear
  4. Doubt created by competitor.

Of all the strangest explanations, finally people buy because they feel you understand them.

Sell More, Sell Better (Part 1)

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sellmoresellbetterSell More, Sell Better !  by Dr Andrew Goh (2005)

I like the way the book is written – simple, direct and easy to read.

Nothing happens until a sale is made. Selling is not easy. But that does not mean it has to be difficult. After all, the process of selling remains the same – regardless whether a person is transacting the purchase of a toothbrush, a home, a multi-million dollar capital intensive machinery etc. Training and learning reduces the “impossible” to more manageable bits, and over time and practice, voila, it’s accomplished! Earning a million dollars through salesmaking is not only fun and fabulous. It is feasible.
Sales people are solution providers and more. Dan Sullivan puts it strongly :” Remember, you don’t even have a product, until the client has a game plan.” You cannot expect any economic opportunity in life until he or she has first created value for someone else. Buying is the pain, owning is the pleasure. Hopkins counselled that the change of mindset is reflected in the choice of vocabulary example,

1.When you have this pattern on your walls, you’ll be delighted with the aura it imparts to your home.

2. If you choose our service, you’ll find that you added an important asset to your company’s net worth.

Fear of making the first move is not unexpected. About 84% of all sales people suffer from call reluctance. As a sales person, you should have a “Short Tell” and a “Long Tell”. A short tell is an attention grabber, to tickle his fancy, open his mind or just something to upset the prospect’s equilibrium. It should arouse the person’s curiosity. The “Long Tell” is your full presentation that can take anything from 20 minutes to a full hour or more.

A simple template of a “Short Tell” :

If I can show you, … (whatever)… are you interested? Are you willing to give me 30 minutes of your time? Are you keen to come and see a demonstration?

Some examples of “whatever” :

  1. If I can show you, how to save 25% of your present budget…
  2. If I can show you, how to reduce your headcount…
  3. If I can show you, how to save time without reducing productivity…
  4. If I can show you, how 5% of your income can protect 95%…
  5. If I can show you, similar companies have cut down their turnaround time..
  6. If I can show you, how your child can improve his IQ by 20 points…

Just make sure you can say what you have in mind within 8 minutes. Because people no longer trust the clichéd ten or fifteen minutes.

According to Herb True of Notre Dame University :
64% ask once, then quit.
24% ask twice, then quit.
14% ask thrice, then quit.
12% ask four times, then quit.

This makes a total of 96%. Yet 60% of all sales are made after the fifth attempt. It is safe to conclude that 4% of the sales people make 60% of all the sales, just by persistence alone.

Here are some tips to get started.
1. “All it will cost you to listen is 10 minutes of your time! – 8 mines
2. Or I have an idea that has proven to be of much value to .. people such as you, architects like you, other home owners etc.

At the start, use the question, “Would you regard yourself as an open minded person? Many people do fancy themselves as open-minded. This paves the way for you to engage the person and commend him for “entertaining the possibility of an alternative.” If the person says “No”, move on to ask him “What makes you such a satisfied user of “X” product?” This allows you to find out what the prospect’s mind and also to keep conversation on track. As long as the person is still in conversation with you, you keep your chances alive.

The good thing about human nature is that people are generally curious or could be made to be interested in something new or different or unusual. The ability to align what you have with he wants is the linchpin.  To be successful, the salesperson has to see things from the customer’s point of view for his benefit; and convince the customer by words and actions that he has done so. Simply, he understands the needs and wants of the customer and is in a good position to help fulfil those needs.

How to get the person from an “inquiry mode” to a “buying mode”?
A person will buy when he sees that your alternative or option or idea is better than the one he has or thinks he has. Have you helped him see the value of your proposition – whether it be cheaper, better, faster, more reliable, more easily recognized, last longer etc?

While agreement or mental assent is important, the prospect must be persuaded to take action. Introduce a little sense of urgency.

Million Dollar Prospecting Techniques

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milliondollar 1999 by the MDRT Center for Productivity

Success in prospecting goes beyond having the right skills and applying best systems. You need to have the following :
1. The right attitude plus activity is a guaranteed formula for success. Experience, knowledge and a market are essential, but without the proper attitude, these attributes mean very little.

2. Authenticity – To sell a product, you must be convinced of its value and able to convince others accordingly. To convince them, you must gain your client’s confidence that you are acting in their best interest.

3. Defending call reluctance – When approaching prospects, you must psyche yourself to succeed. Expect rejections and project victories. They will come.

4. Applying your strengths – Learn as much as you can about prospecting. Learning leads to knowledge, and that knowledge often engenders enthusiasm. The more you know, the more you want to know.

5. Overcoming those fear of rejection – Work hard, practice, and it’s your business. Selling your products and service is your business, and if you’re going to survive and succeed in it, you have to work, practice and continually learn about your business.

Here are 6 point guides for getting more prospecting opportunities, seeing more people and making more sales when everyone seems to be saying no :

  1. Be sure you are competent.
  2. Know your prospect’s business
  3. Be prepared to demonstrate cost savings
  4. Stress quality
  5. Become an educator
  6. Be patient

Sales professionals must have prospects. To assure a continuous stream of “live” prospects, devote a regular amount of time to this effort each day. There are a few suggestions that follow should assist you in the selection, development and maintenance of a qualified list of prospects.

Suggestion 1 : Be keen observer
Suggestion 2 : Tell what you do
Suggestion 3 : Create an endless chain of prospects
Suggestion 4 : Cold canvassing
Suggestion 5 : Advertising and Direct Mail
Suggestion 6 : The Telephone
Suggestion 7 : Company Activities, Exhibits and Demonstrations
Suggestion 8 : Libraries and lists

Education is not about the pursuit of knowledge, it’s about the pursuit of significance. It’s about making a difference with your life. It’s about adding value to your work and those around you. It’s about giving all you can give and maximizing your talents. Knowledge is something you get along the way.

Why People Buy (Part I)

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Why people buy By Guy.E Baker (2000)

Perfect Practice makes Perfect
Working a defined process is the smart way to sell. The advantage to using a repeatable, predictable sales process is the consumer has time to evaluate what he really wants to do and you have the freedom to watch it happen. “On purpose” selling occurs when we use a process – a process that is compassionate, informative and provides added value.

The Truth will set you free
Develop a riskless sales method to eliminate the power of objections.

1. Prospect :  Carefully identify the prospect’s need for your product or service. You need to ascertain whether or not the person you want to approach really needs what you have to offer.

Once you have identified your prospect and establish your credibility, you must accurately and quickly communicate what you have to offer, and why, in your opinion you have the unique ability to help him. You must deal this issue in a non-threatening way which will allow the prospect to decide if he agrees with your assessment.

Does he in fact need your product or service? Is he willing to consider an alternative? Does he believe you can provide him with a path for evaluation? You are asking him to invest in you. Can you deliver?

This stage is the key to the opening interview – gaining access to second interview.

2. Open. If you both agree the customer should look further, then you must accurately gather as much information as you can from him. Be systematic and complete in the fact finding process. You have to climb inside the customer’s skin and think like he thinks.  The sale is made here, in the fact finding process.

Remember he will tell you what he wants to do. You have to develop good listening skills and use the skills to understand the prospect’s needs. Once you totally understand his current position, you can then formulate a plan design to accurately reflect his current situation.

3. Design.  The design/presentation functions are really a negotiation of sorts. You feedback your understanding of his needs and then, he hopefully respond by affirming or denying your understanding. This is an interactive process that continues until he feels you understands his needs and have accurately represented his alternatives. As you hone in on those needs, you begin to move towards a decision. Implementation occurs only when the prospect agrees the solutions you have presented meet his needs.

4. Implementation. This is commonly called the close. If you have done this correctly, the close is automatic.
The salesperson really sell problems, not needs, not solutions. The better we are at defining and communicating the real problems to our prospects and buyers, the better we will be at helping them implement the proper solution.

Sales Process