Skyrocketing Sales Solutions
Edition 12, July 18, 2004
"For those Who Want to Sell, Need to Sell, or Should Sell--to Sell More" July 2004
A special thank you goes out to my Junior Achievement students in the ROTC curriculum at Senn High School in Chicago.
I appreciated the opportunity to have taught you "Success Skills" this past semester. I hope you learned as much from me as I learned from you.
"I want to thank you for volunteering your time and for the outstanding classroom instruction you have given our cadets. It is truly amazing to have someone with your exceptional background and busy schedule, volunteer their time to help our cadets to enhance their interpersonal effectiveness and problem solving strategies. You brought a special skills inventory to the classroom environment that cannot be matched."
James M. O'Rourke, Sr.
Lieutenant Colonel (Retired)
Senior Military Instructor
(Note: To volunteer teach for Junior Achievement, go to www.jachicago.org or call Matt Reuer at (312) 715.1300 x231).
The P.A.L--Much more than an agenda
"Customers do not care how much you know until they know how much you care; Sell how you want to buy."
But showing how much you care goes beyond just asking good questions. To show customers you truly care, you also must show you care about yourself. You must "sell how you want to buy."
People want to do business with confident professionals. Yes, no one likes arrogance, but you and I both respect confidence.
One of the best ways to do this comes down to one word: Agendas.
But I don't mean to just send a run down of what will happen at a meeting, prior to the meeting. I mean taking the agenda concept to a new level.
Use what we call at TBN Sales Solutions, the PAL: Purpose, Agenda and Limit.
The PAL serves three main purposes and not in the order you think.
It confirms an appointment - but with the customer being the one to actually confirm it. It establishes you as a professional who is organized. And it makes it clear you are there to earn business.
1. Confirms an appointment
Here's how the PAL works. Next time you are trying hard for that appointment and the prospect appears to be backing off, say this:
"I'll tell you what, SO AND SO. Let's schedule a tentative meeting for Tuesday at 9 a.m. This is what I will do, because I don't want to waste your time or my time. They are equally valuable.
One day prior to our meeting, at noon, I will send you an e-mail confirming our meeting. But I want to leave the ball in your court. I don't want to be one of those annoying reps always calling to confirm. If anything changes on your part- you change your mind for whatever reason, all I ask is that you call me. However, if I don't hear from you, I will assume no news is good news and you will see my smiling face. Is that fair?"
By using this wording and confirming it in writing, you are establishing yourself as a true consultant, not a salesperson. You are using a version of a "take away close," a powerful tool in sales. In essence, you are challenging prospects to cancel. By almost begging them to call you, you are guaranteeing that if they don't, your appointment will be only because they have a solid interest in what you are offering.
You are giving prospects every chance to cancel the appointment - and they do from time to time frankly- but you also are making it clear that if they do not respond, the appointment is on.
2. Establishes you as a professional
The best sales reps I know value their own time more than the customers. To be treated like a professional, you must act like a professional. Stating an agenda ahead of time does this.
In addition, you are indicating ahead of time how long the meeting will last. The prospect now knows what to budget.
(By the way, always say an hour. Don't play the "20 minutes, 15 minutes game." I hate that. And here's why. Have you ever ran an effective sales meeting in 20 minutes? Of course, not. Be upfront. Be honest. It's the cornerstone to being a consultant, not a salesperson).
3. Makes it clear you are there to earn your business
The agenda itself typically includes the following:
"Review your company's goals."
"Discuss your company's needs in (whatever service you sell) as it relates to these goals)
"Explain my company's programs as it relates to these needs"
And the last step in the agenda is always the same:
"Sign necessary paperwork to convert you to our services."
Whether you earn the business, you are making your intentions clear- in a professional way.
Inexperienced salespeople sometimes say the PAL is too aggressive, that it comes across as you are there to make a sale, versus help the prospect.
There should be no difference.
Todd's book for purchase in huge quantity discounts
As part of Todd's ongoing strategic alliances, Executivebooks.com, owned and operated by legendary speaker Charles "Tremendous" Jones, is now offering copies of "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions at incredible discounts.
Visit Executivebooks.com for terrific savings on bulk purchases.
What the experts say about "I just got a job in sales! Now what?"
"Read this book so you will turbo charge your career in sales. Todd and I believe in the fundamentals and this book is for anyone who wants to be successful in the greatest profession on earth -sales!"
Omar Periu, CEO Omar Periu International, Author of Investigative Selling & From Management to Leadership
"This book should be the first book given to everyone considering a sales career. There is nothing like it. It is tremendous."
Charles "T" Jones, Author "Life is Tremendous"
Book Signing at Ryze on Aug. 3
Todd will sign copies of his book, "I just got a job in sales! Now what?" at the upcoming Ryze networking event on Tuesday, Aug. 3, in Chicago at Butterfield 8 restaurant from 6 to 8 p.m.
Special Ryze pricing will be available for attendees.
This is an incredible chance to come meet Todd, and at the same time network with the best in Chicago. Todd also will be on hand to answer your questions about skyrocketing your sales commissions.
Special Bonus: All attendees will receive a coupon good for a one hour free sales analysis from TBN Sales Solutions.
When? 6 to 8 p.m, Tuesday, Aug. 3
Where? Butterfield 8 , 713 North Wells Street, Chicago Phone: 312-327-0940
Visit www.ryze.com for more details