Monthly Archives: April 2013

Improve Sales Calls

Improve Sales Calls
7 Tips

Preparation is a major part of the sales process and you should not overlook it. Preparation gives you a reserve power to have informed discussions with your prospective clients. A person who is prepared is more confident and effective during the sales process. Take these steps to prepare for your next sales call.
One
Get the information
Research key information about the industry, company, and people. This research should yield specific key issues and needs that your prospective client is facing. Go through the company website to find annual reports and current information on a company’s unique issues and challenges. Research their competitors, suppliers, and vendors for more insights and referrals or to add credibility to your knowledge of their industry.

Two
Compile evidence
Research your own company. Has your company done business with a company in the prospect’s industry? Do some of their issues match? How will you communicate this to a new prospect? Do they use a competency model, and if so, how does your model relate to theirs? Have they or others in their industry been in the news lately? If so, was it positive or negative press? How did that press affect their company?

Three
Find a contact
Look through your client list, social networking links, or list of colleagues and friends to see if you can make a connection through them to any of your prospects. Contacts can help you more easily navigate past gatekeepers and get you talking to decision makers. Begin to develop champions in industries and businesses who will help you build stronger connections in those fields.

Four
Set specific call objectives – Know what you want to accomplish during the call. Do you want a prospect to request more information? Do you want them to set up an appointment? Having a plan makes your approach more professional. You may need to use a multi-tiered approach of building rapport, credibility, and visibility to break into a prospect’s company.

Five
Know how you want to open the call – Have a clear and compelling opening statement. Remember, you want to be concise, clear and persuasive. The “fish on the wall” comment won’t cut it in today’s professional selling environment. Credibility is the key.

Six
Be prepared to ask relevant and insightful questions – Use those questions to show your knowledge of the organization and the industry and to draw out information. The answers to the best questions will help you identify a useful solution that will get you in the door to support their strategic intent as an organization.

Seven
Don’t focus on the quick sale – Don’t be tempted to try to “close” too soon or without a full understanding of the client’s needs for the bigger picture. The short-term sale of an enrollment, class, or product may help a small number of people, but not the organization as a whole. Instead, focus on aligning yourselves and your sale with the organization’s strategic intent.

Get on the path to win.

Get on the path to win.
Learn it. Apply it. Fundamentals always get you there when consistent and applied.

In any business, profession, or occupation, there comes a time when you have to deliver. You may fake it for a time, pretending that you’re giving an honest effort, but eventually you will be measured by your deeds, not by your words. If you are more of a talker than a doer, make a vow today — right now — to change your behavior. You may be able to drift through life if you never do more than you are required to do, but you will never know what you might have achieved if you had only been willing to give a little more. The greatest opportunities always go to those who have an affinity for hard work, not an allergy to it.

The most interesting thing about a postage stamp

The most interesting thing about a postage stamp is the persistence with which it sticks to its job.

The tiny, insignificant postage stamp is a good example of what it is possible to achieve if you stick with the job until it is finished. It provides the impetus to keep moving until the entire packet reaches its destination. The influence you may have upon your company, your church, your family, or any organization is incalculable if you have the persistence to pursue your goal until you achieve it. It is an absolute certainty that you will encounter obstacles in any worthwhile endeavor. When you do, remember the inconsequential little postage stamp and stick to it until it is finished.

A set of 15 insider tips for increasing

A set of 15 insider tips for increasing self-confidence and building connections wherever you are on your journey.

First the basics:
Set your mind and energy toward your goals. Fight distraction. Surround yourself with kindred spirits. Stay positive. Stay focused. Communicate vision and update people on progress and talent contribution ( or lack). Never engage in battles you do not need to win. Then apply tips.

Here goes:

Listen to your inner voice and take note of the things that ignite your zest for life.
Focus: keep your eyes on the prize, however you define it.
Keep learning and challenging yourself.
Create your own tomorrows: don’t wait for someone to tap you on the shoulder. Ask for what you want.
Celebrate your successes.
Push through your fears.
View failures as a springboard to propel you even further.
Always look ahead, behind, up, down and sideways: you never know where the next opportunity will come from.
Reflect rather than react, strategize rather than “stew.”
Network, network, network – and then network some more: inside your organization, within your industry, across your community, etc.
Always hire people smarter than you.
Never apologize for your greatness.
Don’t take things personally and let go of the negative swirl.
Feel free to change your mind – often.
Have a Plan B, C and D: don’t let life catch you unprepared.