Check out this scenario:
I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and they asked about by sales team and he eventually was trying to sell me. I told him I was not the sales manager, but one of the sales reps of the organization. From that point on, he got nervous and practically didn’t know what to do. He asked me if he could email the details to me so I could send it over to my boss and see if they’re interested. And I said yes.
Do you think I really sent that email over to my boss? Heck no!
Do you think what the sales rep did was a good case of cold calling? Double heck no!
So, here are the top 3 things you need to remember and apply when doing cold calls:
Do some research and look up the company. Look at LinkedIn and see if you can look at your prospect’s information and see his/her role within the organization.
Just chill. Relax before you start getting all panicky. Use a script to help you get those words out and have them become your own language so they become a part of you. Internalize the script. Change it according to your particular situation.
Recognize that you’re going to have objections. Recognize that you may not speak to the manager all the time. What are you going to do when you confront these challenges? What questions are you going to ask? What alternatives are you going to take?
Taking rejection is not easy! But what do you do? You will always have to face rejection at certain points in your life and you just have to learn how to deal with it if you want to succeed in sales.
In today’s great episode, we’re hearing from Angel as we talk about overcoming rejection. Angel was a proponent in helping me get training when I first started off; early in my selling career. Angel and her company gave us above and beyond training.
Here are the highlights of my conversation with Angel:
How to Overcome Your Fear of Rejection:
“No” may just actually mean:
“You have to be able to take that “no” and just move on. That’s what really separates the average salesperson from being the best salesperson.” – Angel
Some people can’t handle that they can get adversity. Their persistence goes away and they stop doing the behaviors they need to do to be successful.
The worst thing is when you think you know a lot and then you ask a question and the prospect says it’s not pertinent information. When that happens – Just dive in!
“People are humans and human nature is what is going to make us better salespeople – understanding human interaction.” – Angel
The I.R. (Identity Role) Theory:
Parent, Adult, Child philosophy: I’m OK, You’re OK by Thomas Harris – the platform for transactional analysis
The attitudes and beliefs of a salesperson are an integral component in their success
What makes you, YOU: your self-esteem, how you view life, self-image, self-awareness, and self-talk. Our Identity needs to be strong for us to be effective
How to practice this:
“Salespeople that are good, reward themselves.” – Angel
Should you take it personal when you get rejected?
It’s not taking it personal but you’re just in the learning stage.
Taking it personal will kill you in sales. Instead, determine:
How long will it take to reach that level of confidence?
If you don’t have a hard time thinking you’re an “Identity 10,” then it’s going to be quicker. If you always look at the negative side, it’s going to take longer.
It’s up to you on how quickly you want to accept that you’re going to hear “no” and just move on.
Angel’s Major Takeaway:
“Make a list of every negative thought that is in your head and put it on a sheet of paper. Take that piece of paper, rip it up into little pieces, light it on fire and bury it. Then you can start.”
“When you go out today, remember you’re a 10! When you were born, somebody was ecstatic and happy about you and you made their world. You changed somebody’s world on your birthday and you’re awesome! You’re in sales and sales is fun! It’s the only job you can give yourself a raise everyday. Enjoy what you do. Go out and have fun with it! Make big money and don’t let anybody put your identity down.”
Connect with Angel through email@example.com or reach her through her phone number 954-675-3790.
1.Set an over-arching, measurable goal for your sales success
2.Break that goal down to quarterly, monthly, weekly, and daily figures
3.Develop “key indicators” or activities that are going to help you accomplish your weekly, monthly, quarterly, and ultimately your annual goals
Once you have these set key indicators, you can start to track your performance for improvements. You can then focus on areas you need to tweak and so forth.
Below is an example of what I used as an inside sales representative. If you desire an electronic copy of your own, send me an email at Donald@thesalesevangelist.com
As we go through this episode, Tom and I discuss one of his other programs, “Close Like a Beast”. Now, to “Close Like a Beast” is a life style and a way. Tom took this concept and implemented it in the course he has created to help sellers gain greater confidence in closing sales. Tom believes, “you’re never too old to learn and you’re never too old to get better.”
Here are some of the take away from our conversation.
Best way to stay in contact with Tom:
Twitter: @Tom Ricciuti
Video Series: TomTalk
In this episode, I had the honor of interviewing one of our Sales Evangelizers! Martin Clay applied a sales presentation method he learned from one of our guests, Patricia Fripp (TSE 020), and was able to see remarkable success in the first application.
MUSIC PROVIDED BY FREESFX
Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities.
I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips and insights every salesperson should know in order to help advance a career in sales. Anthony is an entrepreneur, writer, speaker, coach, and sales leader.
Today, we will dive deep into a blog post Anthony has written back in 2014 about the 10 Mistakes that Kill Sales Opportunities. Due to time constraint, we can’t discuss each one of them but we will delve into the most important ones.
Here are the highlights of my conversation with Anthony:
10 Mistakes that Kill Sales Opportunities
If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal.
You have a great product? Great! But until you get the customer to agree that they’re unhappy in their current state, they’re not going to move forward with you because they’re not yet compelled to do that.
How you can push somebody to recognize that change:
They have to recognize it personally, but you can nudge them along the path so they can recognize it.
Give them a vision of:
How to earn the right to ask for a close?
Why is this important? It’s a violation of trust
What sellers can do to create a compelling reason for their customers to buy:
Don’t try to make up something compelling. Find out what’s already compelling.
Getting this information before sitting down with a decision-maker about it:
Why sellers have a tough time building the consensus:
Current projects Anthony is working on:
Book: 17 Elements: 9 Success Elements and 8 Sales Goals
Connect with Anthony via thesalesblog.com
Join the newsletter every Sunday
Scroll down in his site and sign up to get each post in your email everyday.
Anthony’s Major Takeaway:
Put the relationship above the transactions if you want to have lifetime relationships, if you want to be a trusted adviser, and if you want to stake out that position where you own all the opportunities.
If you put the transaction above the relationship, just being transactional makes you transactional. Your customer is going to treat you that way too because you set the standard.
Anthony’s blog on the 10 Mistakes that Kill Sales Opportunities
In the real world, long emails suck! No one’s going to have time to read your novel. The key is to keep your email SHORT and CONCISE. Simply put yourself in the shoes of the reader.
Why do you need to keep it short and concise?
Use a short, concise, and catchy subject that will prompt them to open the email.
Be creative with your email.
Example: Provide a video. Not just a link, but take a screenshot of that video on your computer and put a little “Play Button” sticker (which you can copy online) and link it back to your video. Tell them it’s a 1 or 2 minute video and how they’ll be able to benefit from that video. It’s that simple!
Don’t try to kill it right away.
Less is more. The less you have, the more likely they will listen.
Write something that can grab their attention within the first 10 to 20 seconds. If they’re interested, they will respond automatically.
You basically have to HAVE a process and go through each part of that process. PATIENCE is key.
Your first email works to just grab their attention. So don’t try to kill it on the first one. Again, be patient.
The second email is where you give more meat and girth.
Don’t have a process? Send me an email at firstname.lastname@example.org and we’ll help design a process for you.
Want to learn more about how to get into talking to more executives and decision-makers?
This is another great episode where we invite entrepreneur and executive, Stu Draper. Stu is an entrepreneur at heart. He started getfoundfirst.com in 2008 and stukent.com in 2013. In over a year and a half, they went from helping one university to helping 225 universities. They have an astounding rate of 25 new universities a month with 40% close rate. Their company works to help teach internet marketing by providing a digital textbook each semester. They also take pride in the world’s first internet marketing simulation.
Stu is the perfect person for this episode because he shares advice on how we can better position ourselves to get connected with busy executives. It’s about being very strategic on how you approach an individual. It’s about taking time to build a relationship.
Here are the highlights of my conversation with Stu:
What makes a great sales approach or sales pitch:
A great pitch depends on the:
Calling a client at a bad time:
Should you ask the client if it’s a good time to call?
The importance of coming prepared for every call:
Take time to know things about and better understand your client.
First call should be:
How to best approach that, “I’m not friends with you” on LinkedIn:
Example: “I heard you speak at this conference. It touched me and changed the way I think. Thanks! I’d like to connect with you.”
On leaving voice mails:
Short and concise
On sending emails:
Strategies to grab their attention:
Putting creativity in your approach:
What is pricing to an executive?
Stu’s main challenges with sales:
Current projects Stu is working on:
Stu’s Major Takeaway:
“Creativity will get you in the door, but product and pricing will help you close the deal.”
Executives appreciate when you bug them a little bit. CEO’s are busy people and they juggle so many balls in the air at the same time. It’s not that they’re ignoring you, they just don’t have the time. When they do have time, they’re waiting for you to connect with them. When they can, they’re going to respond and take time for you.
With the rise of social selling, LinkedIn has become a powerhouse online for sales professionals to find potential business opportunities, and grow their network. However, with such an overwhelming sea of profiles, how do you distinguished yourself so that opportunities can come to you as well? During in this episode I share why LinkedIn recommendations are so important and how to get them.
Here are few reasons why you need to have them:
Just like with emails or blog post, it’s important to grab the attention of you readers right away! You want them to read your recommendation and not just pass over it right? Well, have an amazing attention grabbing one-liner at the start of your recommendation.
Say something like….“Talented is an understatement when talking about Jim’s work.”
or “One of the best designers I ever worked with”
2. Identify who you are and establish your credibility:
Think like the reader, they are reading your recommendations to evaluate the person you are recommending. Since they may not know the individual you are writing the recommendation for, it’s important for them to know you are a credible source right off the top. What qualifies you to write this recommendation? Here are a couple examples:
“I had the honor of working for John while he was managing the North American division of Global IT”
“For 7 years, David served as our account executive, while his company was contracted as our IT vendor”
3. State a specific reasons why you are recommending the person. Support that recommendation with a reason (stats) that tells a story (people love stories)
There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland without the suitable points of recommendations. To avoid this with the recommendations you write for your friends and colleagues, make sure to incorporate the following:
Here is example you can refer to
“David is a genius when it comes to photography! I hired David two years ago to take some pictures for our companies new website, but I had no clue what exactly to do to pull off a professional modern feel. He understood our dilemma, sat with us, listened to what we wanted, shared some ideas and came back with more some awesome concepts. We went with some photo concepts he recommended based on our desires and saw amazing success! Our home page is now more eye-catching, our conversion rate has increased 30% and we receive compliments daily from clients and visitors. David’s creativity and his keen ability to exceed his clients expectation separates him as a photography genius in my book. If you are looking to for a high quality creative, professional photographer for your business, I would highly recommend you use David, hands down the best.”
4. Encourage them to take actions on what you recommended them this person for.
The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember this is not a sales pitch just an simple one sentence encouragement would do. Here are a few examples:
“I thoroughly recommend that if you think Barbara might be able to help you or your business, that you pick-up the phone sooner rather than later-you will not be disappointed.”
“I would recommend her to anyone looking to have a professional website created.”
“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”
Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations and increase your social selling factor. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.
We are joined today by our guest co-host Todd Ervin. Todd lives in Wilmington, Ohio (just north of Cincinnati) with his wife and 2 sons. He works as a Regional Sales Manager for Crouzet Motors, a French electro-mechanical company, covering the eastern half of North America. He enjoys waterskiing, boating, softball and anything else outdoors. (See image to the left)
Today’s special guest is Jim Jacobus, who is a very knowledgeable when it comes to DISC profiling, our main topic for today’s show, as well as its importance in the realm of selling.
Jim has 17 years of experience as a major account rep. In the last 22 years, he has been a consultant, speaker, and trainer in a broad variety of fields, primarily in the sales field, designing large-scale sales training programs for clients like Halliburton, Price Waterhouse Coopers, ExxonMobil , Mercedez-Benz, and Cadillac to name a few. When properly done, Jim believes that sales is the most honorable profession on the planet.
Jim also manages a website called The Sales Gladiators, a content marketing site that provides an armory of resources which salespeople need so they become better equipped in the sales arena.
Here are the highlights of our conversation with Jim:
The Sales Gladiator’s four primary buckets:
How to take advantage of the knowledge of the personality styles:
D above the midpoint: Handles problems head on; my way or the highway; risk-taker
D below the midpoint: More cautious and reserved; let problems work their way out; consensus type of person
I above the midpoint: More outgoing personality to influence people
I below the midpoint: Influence people; backs figures, data, logic
S above the midpoint: More cautious, slower to do things
S below the midpoint: C’mon, c’mon, c’mon! Let’s go, let’s go, let’s go!
C above the midpoint: High attention to detail; high compliance with rules
C below the midpoint: Less attention to detail
This is important for you to learn how to deliver the things about your product or service they’re most interested in.
DISC profiling as manipulative:
Personalities having harder or easier time in the sales world:
How understanding DISC profile can help you make more money as an entrepreneur/seller:
On a management standpoint: Your job is to sell your employees on doing what’s in their best interest first. What’s in the company’s best interest comes second.
Take whatever your finite territory is and create a multiplier of four when it comes to your ability to effectively connect with and sell to that client.
Learn to speak these four different languages (meaning, understanding these four primary categories) primarily because you care about the client and you want to serve them as effectively as possible.
How a manager can use DISC in hiring:
Behaviors do not predict performance.
Current projects Jim is working on:
Marriage retreat and upcoming podcast
The Sales Gladiators – monthly sales training and webinars, coaching call, podcast, blogs, etc.
Jim’s Major Takeaway:
Accept people how they are created. We are all created phenomenally, to do phenomenal things, not the same things, not the same way. Embrace how you are created and start to figure out how to get the most out of that. Embrace who you are created to be.
Jim’s podcast: In The Sales Arena
To inquire more about DISC and get a hand of these resources, send Jim an email at email@example.com
Best way to stay in touch with Todd:
Email him at firstname.lastname@example.org