Tags |
|
|
Links |
|
|
Added for You - Something Strange Happening in Sales
With our daily time frames accelerating and demographics shifting, the need for businesses to get on top of their game becomes ever more important. For example, while the pizza trend took a couple of decades to get firmly rooted in our culture, consider how quickly the cell phone has become an essential ‘gotta have one’ product. And camera phones, the next stage in positioning the trend, are moving even faster. Introduced four years ago in Japan, 57 million camera phones were sold by 2003, with expected sales of 338 million by 2008. If a non-essential trend product such as camera phones can foste
This interpretation of gatekeeper lingo makes you pause and rethink, doesn’t it?
As you ponder this angle, your next question becomes, “OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?”
Let’s start with what you don’t send.
Do
Many ask the question: 'When should I start the attempt to close the sale?' The simple answer is that the close starts at the beginning of the sales interview. It is the logical result of a well-researched, planned and conducted interview.The inexperienced approach the close with fear, apprehension and uncertainty. This is the bit which they think will turn the prospect against then and sour the rapport they have built up through the interview. The problem is lack of confidence.If you have done your job properly the prospect will want you to close, they will want their problem solve
You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?”
It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change in thinking the very same words bring hope.
All of a sudden instead of rejection and a tightly closed door, these words bring to mind the picture of a wide open door and a fountain spilling over with opportunity.
At least that’s what’s happening in the minds of your colleagues who have enough profitable experience now to wholeheartedly embrace this change in thinking. Those who no longer interpret “Could you send him something in writing” as a semi-polite “thanks, but no thanks!”
Many successful sales professionals now welcome those words as they filter them through a new lens of understanding. These sales pros know that the request for something in writing is “executive assistant shorthand” for …
“I’ve heard enough. You’ve made it past me. Give me something good to give him”
Her thought process goes along these lines, “ I think he very well may be interested in what you have to offer. Having said that, my executive has so much going on in his brain that he needs help getting his brain out of the stratosphere to settle down on one topic, in particular a new topic such as yours! Please, help me, help him by sending something in writing that will give him a good idea of how your products/services will help him resolve his most pressing business issues.”
This interpretation of gatekeeper lingo makes you pause and rethink, doesn’t it?
As you ponder this angle, your next question becomes, “OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?”
Let’s start with what you don’t send.
Do
We may not be aware of it but the simplest of materials we use for covering our food has been around for over centuries. Take a peek inside your pantry and try to see if you can find a milk carton, a carton full of eggs or even a carton of your favorite breakfast cereal.Indeed, this centuries old packaging material is the carton.Carton is often made out of a composite or of materials made out of two or more components. Cartons can be made out of a mixture of paper, pulp, wood or leaves. Its durability and stiffness makes it ideal for packaging heavy materials.The carton has e
All of a sudden instead of rejection and a tightly closed door, these words bring to mind the picture of a wide open door and a fountain spilling over with opportunity.
At least that’s what’s happening in the minds of your colleagues who have enough profitable experience now to wholeheartedly embrace this change in thinking. Those who no longer interpret “Could you send him something in writing” as a semi-polite “thanks, but no thanks!”
Many successful sales professionals now welcome those words as they filter them through a new lens of understanding. These sales pros know that the request for something in writing is “executive assistant shorthand” for …
“I’ve heard enough. You’ve made it past me. Give me something good to give him”
Her thought process goes along these lines, “ I think he very well may be interested in what you have to offer. Having said that, my executive has so much going on in his brain that he needs help getting his brain out of the stratosphere to settle down on one topic, in particular a new topic such as yours! Please, help me, help him by sending something in writing that will give him a good idea of how your products/services will help him resolve his most pressing business issues.”
This interpretation of gatekeeper lingo makes you pause and rethink, doesn’t it?
As you ponder this angle, your next question becomes, “OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?”
Let’s start with what you don’t send.
Do
Providing first-class customer service is the most important thing your business can do. Customers demand more from less and they don't even tell you. It's never been more important to learn this if you want to achieve targets, fend off competitors and nurture a more successful business.If you’re looking for the ultimate competitive advantage, customer service is by far the most consistently successful and the most difficult for competitors to replicate. And who is your competitor? Everyone! Customers don't compare like with like any more. They compare experience with experience. This cou
Many successful sales professionals now welcome those words as they filter them through a new lens of understanding. These sales pros know that the request for something in writing is “executive assistant shorthand” for …
“I’ve heard enough. You’ve made it past me. Give me something good to give him”
Her thought process goes along these lines, “ I think he very well may be interested in what you have to offer. Having said that, my executive has so much going on in his brain that he needs help getting his brain out of the stratosphere to settle down on one topic, in particular a new topic such as yours! Please, help me, help him by sending something in writing that will give him a good idea of how your products/services will help him resolve his most pressing business issues.”
This interpretation of gatekeeper lingo makes you pause and rethink, doesn’t it?
As you ponder this angle, your next question becomes, “OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?”
Let’s start with what you don’t send.
Do
“Target marketing” may be a suitable term for marketers to use among themselves, but consumer groups should never be thought of merely as “targets,” as the ultimate focus of this campaign or that marketing effort. Consumers are people. Living, breathing, emotional people. You’ll be wiser to identify and target the most significant common emotions of the group – their “hot buttons” – than to target consumers as a group.Splitting hairs? Not really. One of the most effective ways to succeed at target marketing is to first develop a single composite image to represent your targeted group.
This interpretation of gatekeeper lingo makes you pause and rethink, doesn’t it?
As you ponder this angle, your next question becomes, “OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?”
Let’s start with what you don’t send.
Do
For the mid career professional, career and job changes have increasingly become a way of life. The Bureau of Labor Statistics reports that over the past 25 years, Baby Boomers have held an average of 10.5 jobs. That’s moving to a new position every 2.5 years! The impact to work/life balance, skills development, managing change and transition is significant. So what does this mean for the mid career professional, in terms of developing and preparing for this shift in job/career management?We are seeing this seismic shift to more knowledge based vs. skills based workers. Today, your skills
This interpretation of gatekeeper lingo makes you pause and rethink, doesn’t it?
As you ponder this angle, your next question becomes, “OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?”
Let’s start with what you don’t send.
Do not send the 4-color glossy brochure packet that talks all about your company, how long it has been in business, and the oh-so-flattering picture of your company president. Your prospect doesn’t care. Nothing in that brochure helps him figure out how to solve his business problems.
Now, here’s what you do send.
Fax a one page, black and white executive summary of results. Preferably in the form of testimonials from other executive clients of yours who articulate what your products and services have contributed to their businesses.
At the top of the sheet, in bold and centered be sure to put your carefully crafted benefit statement. You know, the statement that answers your prospect’s unspoken question … “What will I get out of the deal if I do business with this caller?”
The more specific you can get the more compelling the benefit statement. Here’s an example to which most of us can relate. The phrase “Domino’s Delivers” doesn’t pack nearly the same punch as the phrase “Domino’s Delivers in 30 minutes or Less Guaranteed!”
On the balance of the faxable one-sheet you’ll want to pack in testimonials. Comments from your happy clients that reveal the results they have reaped from doing business with you.
Note: When you say how great you are, the words sound distastefully prideful. But when your clients singing your praises (or the praises of your company) in their own words, The song is sweet to the ears of your prospects who are looking for solutions.
Make sure your testimonials are specific and include numbers.
The secret to powerful testimonials is in the bottom line results descr
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.added4u.com/article/39184/added4u-Something-Strange-Happening-in-Sales.html">Something Strange Happening in Sales</a>
BB link (for phorums):
[url=http://www.added4u.com/article/39184/added4u-Something-Strange-Happening-in-Sales.html]Something Strange Happening in Sales[/url]
Related Articles:
Medical Billing - DME Software Install Options
SSTOP! 5 Steps to Approach Complaining Customers
Bookmark it:
|