Skyrocketing Sales Solutions
Edition 13, Aug. 18, 2004
"For those Who Want to Sell, Need to Sell, or Should Sell--to Sell More" Aug. 2004
Toddism of the Month:
"Any time I get down and depressed and think all my work is for not, I think of a stonecutter. He spends his entire life chipping away at a stone, and there is not even so much as a dent. Then one day, he taps the stone and the entire object breaks. But what he must never forget is that were it not for the first five million whacks, the stone never would have broke."
"You can go 60 miles an hour in the car- but you can go 60 miles a minute on the phone."
Selling is about how many times you can get in front of how many potential clients to create how many opportunities to ultimately earn business.
But who says that getting in front of prospects has to be done in person? Sure, there are times when sitting face to face, mono on mono, is productive. However, is it always necessary? Absolutely not.
We live in a day and age where technology has never been more popular, e-mail has never been more productive, and the phone has never been a more useful tool.
Here's my question for you: Do you take full advantage of it? And if not, why not?
"Virtual selling," as we call it, at TBN Sales Solutions, will skyrocket your sales in 1/2 the time- if you follow specific guidelines.
1.Appointments, appointments and more appointments
Firm date, firm time. Never set up a time to speak with someone "around a time." To run a productive phone appointment, you must treat it just like an in-person appointment.
You can't be vague with prospects. When scheduling them, specific "closing wording" must be used - and the prospect must concur. Here's some great suggested wording:
"I'll tell you what, John (Always say their name to personalize it). Let's schedule a phone appointment. We will treat it just like we are both in person.
I certainly don't want to waste your time or my time. They are equally valuable (This puts yourself on the same level as the prospect). So here's what I will do. One day prior to our meeting, by noon, I will e-mail you a confirmation. If anything changes, all I ask is you call me or send me an e-mail for whatever reason. However, if I don't hear from you, I will assume no news is good news and you will hear my smiling voice at that time. Is that fair?
Yes? Great. What is your e-mail one more time? And what phone number should I call at that time?
One more thing: To make the most of our time together, please have internet access.
Does that work for you? Terrific. Then I will speak with you on Tuesday, at 9 a.m."
2. Send a thank you e-mail within two days saying you are looking forward to the "phone appointment."
Remind the prospect in this e-mail you will send an agenda the day prior to the meeting. They will realize you are a true professional and will treat you as such.
This may seem redundant but it's important to ensure your prospect is on the same page as you. With phone appointments, in essence, you want to give the prospect every chance to cancel. This will solidify the seriousness with which you take your job, and in so doing, prospects will share your seriousness.
3. Send a PAL (a purpose, an agenda, and a limit-- as outlined a couple months back).
E-mail that confirmation. But don't just say you will speak with them at a certain day and time. Lay out the specific purpose, agenda and time limit- as agreed upon earlier. Remind the prospect it is a "phone" appointment in the body of the e-mail and the subject line of the e- mail.
This invokes the "KISS" philosophy of sales: Keep It Simple Stupid. You are making it easier for them to remember the phone appointment.
This also establishes you as a professional who values their own time- and in so doing you are valuing your clients.
4. Run the appointment identical to as if you were in person.
Call at the exact time. Don't be late, and don't be early. When you speak with the secretary, don't just ask for whoever you need to speak with. Explain "I have a phone appointment"
In the appointment, set the agenda (reminding the prospect you sent an e-mail confirming) build rapport, probe for needs and ask open-ended questions. Only when you have established the need do you present the solution.
5. Have a great website with an interactive presentation you can go through with the prospect.
To run a "virtual sales appointment" you must be able to "show" the prospect what you are offering, in the form of a presentation.
By having this presentation, you engage the prospect- maybe even more than you would in person. While you can't see it, the prospect will be clicking around with their mouse as their interest develops.
6. You must be able to take credit cards
Sales managers are right in this regard: If you can't "close" a deal over the phone, you can't sell over the phone.
To "virtually sell" you must be able to ask for a credit card. This validates why you don't need to meet in person.
Here are a few recommended services to handle credit cards:
E-mail thank you letters, giving referrals, sending articles of relevance to their industry electronically, and having a monthly e-zine are strong ways to virtually sell.
When prospects get in the mindset of seeing you on the internet, via e-mail and hearing your voice, it becomes easier and easier for them to trust you.
In sales, when you have trust, you have everything.
"Customers do not care how much you know until they know how much you care."
There are many more ways to show you care than meeting in person.
Aug. 31 public workshop
Spots are still left for "How to Triple Your Sales Without Hiring a Soul," a 1/2 day public workshop in Chicago, IL on Tuesday, Aug. 31.
In the program, Todd will teach you a systematic approach to obtaining and maximizing your referral potential.
In this ½ day, in-person workshop, you will learn the top 8 strategies for maximizing referrals:
*1. How to obtain referrals from more than clients
*2. How to turn every prospect into a referral
*3. When to ask for referrals
*4. Who to ask for referrals
*5. How to ask for referrals
*6. How to maximize e-mail in utilizing referrals
*7. Understanding everyone benefits from referrals
*8. How to give referrals so everyone wins
This limited time, in-person event (Yes, TBN clients, you asked for it, you got it- Todd live!) will take place:
Tuesday, Aug. 31 8:30 a.m.-11:30 a.m.
Chicagoland Chamber of Commerce main conference room
330 N. Wabash, Ste. 2800, Chicago, IL
$200/person, Sign up a group of 3 or more and it's $175/person
Call Todd at (773) 755-1306 or e-mail firstname.lastname@example.org with questions.
Can't make the in-person workshop? Buy the recorded CD.
For a mere $79.95 (We will even pay for shipping and handling), take Todd with you. On the road, or on your computer, you will have your own personal sales consultant to guide you through the art of obtaining referrals
"When we started the sales training process together, I was just starting a new job as a commission-only salesperson. I had a belief that success in sales was determined largely by personality type and innate talent, and that I was at a disadvantage because I wasn't a "born salesman". I am glad to say that after completing the training process with you, I now see myself as a professional salesperson, confident in my sales system and my strengths, and aware of what I can do to continue to improve. The foundation you helped me to build, through the teaching of a comprehensive system, is invaluable, and I have no doubt that it will take me wherever I wish to go in the world of sales."
David "Fritz" Fritzmeier
Ft. Lauderdale, FL
Todd's recommended reading
I highly encourage you to pick up a copy of the new book of my friend, Tony Parinello, "Getting the Second Appointment."
The original author of the widely popular, "Selling to Vito," Tony, (whose radio show Selling Across America I appeared on a few months for my own book, "I just got a job in sales! Now what?") will teach you the following:
*How do you close a deal by your second appointment?
*How do you ensure you'll even get a second appointment?
* How do you make the most out of your sales career?
These are ongoing issues to sales people in any environment.
Provided for YOU the definitive answers to these perennial questions,
AND guaranteed that you get out of "SalesHell" forever!!!!
It's all in: "Getting the Second Appointment":How to Close Any Sale in Two Calls!
Visit www.SellingAcrossAmerica.com for a special offer $105 worth of FREEBIES.