Let us create a 3d Digital eBook for you! DigyCat.com
3 Steps To Getting A Sales Meeting
The best way to get a new customer is to clearly identifywho you want to do business with and then get in front of them. They canthen see what you look like, possibly see what your product looks like and alsoexamine any data or statistics you might have. It gives you the idealopportunity to start building a positive working relationship with your potentialcustomer.
Advertising, direct mail, web sites and telesales all havetheir place but nothing beats the face to face interview.The first challenge is, of course, getting to speak to yourprospect and arrange a meeting.
When you phone your prospect's organisation it's highlypossible you won't get through initially even if you havetheir direct number. There's always an assistant, acolleague or voice mail to deal with.
# 1 Deal with the other person
1. Always be pleasant and polite. Use the person's name assoon as you know it but not over familiar.
2. Use your prospects name and your name; say - "Will youplease tell John Smith that Alan Fairweather is on the phonefor him."
3. If you're asked what it's about, say - "It's about thecontents of a letter Mr Smith has received. (More later)Will you tell him that Alan Fairweather is on the phone forhim please!"
4. If you're told that your prospect is in a meeting, findout what time they'll be out of the meeting and ask if it that would be a good timeto call.
5. Thank the person for their help and say - "I'll call backat 3.30 and look forward to speaking to John then. Thanksfor your help Mary."
None of this is easy but persevere and don't be nuisance.Always be friendly, firm and courteous with Mary.
It sometimes helps to send a brief letter to your prospectexplaining that you'll call to arrange a short meeting.(Don't use the word appointment). Briefly state yourproduct or service benefit or even a couple of questions atthe start of the letter.
But don't make it a sales letter and don't encloseliterature. (Your prospect gets enough of the stuff).
# 2 Deal with voice mail:
1. Give your name, business name and phone number. Speakslow and clear, warm, friendly and businesslike.
2. Say what you do - "Were the people who minimiseproduction time and cost on..... I'd appreciate thecourtesy of a return call on ........"
3. You might want to make an appointment to call - "Iappreciate you're very busy Mr Smith, however I have someinteresting information for you. I'll call back at 3pm andwould be pleased if you'd speak to me."
4. Follow up with a fax or email and make it human.
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm andfriendly and that you could be worth talking to, then you'll get call backs.Always keep customer details handy because when prospects call back they say - "Hi Alan,its Fred I'm returning your call."If you made twenty calls that day you may not initially knowwho Fred is, so be prepared.
# 3 Sell the meeting
Once you speak to your prospect on the 'phone you need to doa good selling job to get the meeting. Most of the time they're going to say something like - "I'mnot really interested, we already have a supplier, I'm a bitbusy at present."
Always keep in mind that the majority of prospects arereasonable human beings and they have nothing against youpersonally. There's also a strong possibility that they'llwelcome a visit from you if you sound warm, friendly andbusinesslike.
If you sound like you have some worthwhile information toimpart and you don't sound pushy or manipulative then you'remore likely to get that meeting.
Plan your call carefully and consider the following.
1. Greeting - Speak slowly and clearly using the prospectsname, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit tothe prospect
4. Close - Ask for a short meeting at mutually convenienttime
5. Deal with resistance - Acknowledge what the prospectsays, outweigh with a benefit and close again
6. Don't use the word "appointment"
7. Don't start selling your product/service on the 'phoneonly sell the meeting
8. Don't say you'll send literature, say you'll bring itwith you
9. Don't be pushy, be persistent and pleasant
10. Have a fall-back position. If they won't see you thistime then ask if it would be OK to 'phone at an agreed timein the future - and make sure you do so.
You won't win them all however if you sound professional andpleasant, potential customers are more likely to see you, sodon't give up.
Alan Fairweather is the author of four ebooks in the "Howto get More Sales" series. Lots of practical actions youcan take to build your business and motivate your team -http://www.howtogetmoresales.com
Sales Management - Google News
How to Beat the 80/20 Rule in Sales Performance -- Part 1
Business executives and sales managers frequently bemoan "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results?Certainly there are some sales skills that anyone can learn.
Sales & Marketing Plan Strategies
Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return?These are just a few of the questions that run through our minds in the early stages of planning.
Business Career, Executive Coaching Article - Perfection vs. Excellence
"(Howard) Hughes never learned how to convert his knowledge to practical application. Instead he sought a perfection that assured failure.
Leadership Lessons for Sales Managers
Leadership, like class, is hard to define, but easy to spot.Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.
5 Secrets to Managing Your Sales Manager Productively
Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement.
100% Commission Equals Zero Percent Control
The temptation to use straight (100%) commission plans never goes away: "Let's put our salespeople on 100 percent commission. Then, if they don't perform, we're not out any money.
A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers
As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment.Repeat business is the life-blood of any business worth its salt.
Is Sales Process & CRM Stopping Sales?
Standard metrics and KPI's (Key Performance Indicators) are created usually between The Sales Director, The Financial Director and The Managing Director. These KPI's tell the sales teams what they should be doing.
Sales Plan? Whats a Sales Plan?
In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details.
14 Top Lead Generation Tactics
According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong.Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm's low profile or they feel pressure because their efforts are not generating enough new client leads.
Rotten to the Core: The Story of How the Best and Brightest can be Ruined
The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering preferential treatment, money, privileges, promotions, verbal praise, or complements.
Run a Productive Business From Your Car-Office
The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises.
Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.
10 Things to Help Your Business When Sales Are Slow During the Holidays
Twiddling your thumbs and waiting for some business to come in? Why not use this downtime to set yourself up for greater success in the new year? Here are my 10 picks, but you don't have to do them all. Even doing just one will get you another rung higher on your business ladder.
Sacking Clients: Brand Power Wheel
Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired.Well, now we're going to have a think about what might happen if you realise you have some of the desperate or curious people as your clients.
Set Yourself up for Trade Show Success
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started.
To Increase Your Sales and Revenue Make Sure To Add Value
What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that provides training to other companies:Terry Trainer will develop and deliver from scratch a one-time 4-hour workshop on teamwork.
Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts
As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?Forecasting is vital for any business - well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations.
Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition
Business can be like war sometimes.You may have to fight hard to survive.
How to Beat the 80/20 Rule in Sales Performance -- Part 2
Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it:What are resumes? They are an individual's subjective portrayal of their capabilities and experiences.
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us
© www.List4Sale.biz 2012