Less is More in Sales

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!).

This is a problem.

And that’s because when your mouth is open, your ears are closed.

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.

The solution is simple:

  • Cut your pitch in half (or a quarter)
  • Learn to use current, non-salesy tie downs
  • Ask questions frequently of your prospect
  • Find and use the MUTE button to fully listen to their responses

Also, learn to use layering questions when you get answers you either don’t fully understand, or when you get an answer that makes you want to know more about their process, decision making, budget, etc.

Why do sales reps talk so much? Many reasons: nervousness, not wanting to hear no, lack of training, etc.,

What’s the solution? A good, tight, non-salesy script.

And not only a script—but one that you and your team adheres to.

A good script—and script playbook—changes companies and careers.

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking.

In sales, less talking and more questioning and more listening is the key to success.

This week, look at the script your company gave you when you began working there.

Rewrite it.

Shorten it.

Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Doing so will not only make your job easier, but it will make you more successful as well.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Qualifying: Before or After Your Presentation?

I was working with a new client this week, and I listened to a recording of their presentation and it went like this:

  1. Hello, how are you doing—brief rapport building
  2. Deep dive into their presentation—including features and benefits
  3. Qualifying to see what the client was most interested in.

How does this sound to you?

Is this the way your presentations go?

After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation.

Here’s why:

  1. By knowing the buying motives before your pitch, you’ll be in a much better position to “speak to those buying motives” during your presentation.
  2. While tailoring your pitch to your prospect’s specific buying motives, you’ll also be able to stop after making a point, and, using tie-downs, check in to see how your presentation is going.
  3. Near the end of your presentation—right before discussing pricing—you’ll be able to use a trial close to see if your prospect is bought in. Something along the lines of: “So, based on what you’ve seen so far, does this sound like the solution you’ve been looking for?”

If you want to immediately improve your conversion rates, then make sure you understand—in advance—what your prospect’s buying motives (and potential objections) are.

Then, spend your presentation targeting those needs, and checking in often to see if you’re meeting them!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

How to Be a Leader

A boss says, “Go!”

A leader says, “Let’s Go!”

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job.

In sales, this means leading by example.

When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.

I enjoyed it!

And over the years, I found that this was the best way to train my reps—by modeling the closing skills and behaviors I wanted them to learn and practice.

What’s interesting in my training these days is that there are a good number of sales managers who resist this idea. They tell me that now they’re in management, they don’t “get on the phones” anymore.

Or, they tell me that it’s the job of the sales rep to make the calls—not them.

That’s a serious error.

Now, don’t get me wrong: I’m not suggesting you do their work for them (they’d become dependent on you if you did), but rather, it’s important to show them how it’s done.

If you take over a call they are struggling with or start a call they think will be difficult (and you record it), then you will be able to provide them with an example of the right way to handle that situation.

And they’ll learn how to do it right going forward.

In addition, by not shying away from picking up the phone, you will be viewed as a leader—rather than a boss.

And that means people will respect you and want to follow you.

And this is what a leader does.

There are many other reasons for getting on the phone as well:

  • You’ll keep your skills sharp.
  • You’ll get the wonderful feeling that comes from closing a sale.
  • You’ll earn the respect from your reps.
  • You’ll help the company, and your team, make their numbers.

And many more.

So, ask yourself: How often do you pick up the phone and show your team how to do it?

If the answer is, “I can’t remember,” or “That’s not my job,” I urge you to think again.

Get on the phones, make a sale, and start leading your team to greatness.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Would You Spend $10.99 to Double Your Income This Year?

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this.

And this particular one is called TapeACall Pro.

As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.)

So how can a recording app help you double your income?

If you use it regularly, you’ll begin hearing where you need to improve, and you’ll be able to implement new skills and techniques that can dramatically affect your results.

I know, because this is how I tripled my income one year!

As a sales trainer, I use this almost exclusively to help sales team improve their skills and double their sales as well.

Now there is one down side to this: that you won’t do it. It’s a simple technique, yes, but it only works if you’re willing to work it.

It’s a sad truth, but the majority of sales reps simply won’t take the time to do it regularly. They think it’s a hassle, or they don’t want to disclose they are recording, or it takes too much time out of their busy days or lives, etc.

And that’s too bad. Because it is the easy, proven, and most inexpensive way for you to truly improve.

If you’re committed to getting better and making a lot more sales this year, then try it for a week or two. Invest $10.99 in yourself and see what you find.

The results might be career changing…

(Disclaimer: Many states require that you disclose you’re on a recorded line (check your state’s regulations and follow them!). It’s a simple thing to do. Just say, “This is _____ _______ with XYZ on a recorded line—can you hear me OK?” (or follow your company’s required wording).


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Pitch Your Product in Two Sentences

Less is more.

Instead of opening your calls like:

“Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see how we can help save you money and time as well. Would you be available next Wednesday at 2pm or would Thursday at 4pm be better?”

I was worn out after the first sentence!

Rather than break down what’s wrong with this opening (how about everything?), I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. 

Here are the two rules:

  1. Make it brief – one sentence is best, two short ones if absolutely necessary.
  2. Focus on the direct benefits to your specific type of customer.

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Try working with the examples below:

Elevator pitch example #1:

“ ________, we help small business owners save on average 20% on their shipping costs while also increasing their efficiency and tracking. To see how we can help you, I’d like to schedule a brief, 10-minute meeting next week…”

Elevator pitch example #2:

“ __________, we make inside sales teams as much as 33% more productive by providing them with a best practice approach that helps them cold call more effectively and close more qualified prospects. This means an immediate bump in revenue and profits often within the first 30 days…”

Elevator pitch example #3:

“ _______, the ABC company gives homeowners complete peace of mind by eliminating routine maintenance costs and insuring against unexpected expenses. I’ve got just two questions to see which of our plans might work for you….”

Elevator pitch example #4:

“ ________, our motto is: “A guaranteed comfortable night’s sleep or your money back.” Now, have you ever tried this luxury brand of mattress before?”

Elevator pitch example #5:

“ _________, at Tracks Advertising, our small business clients get the most comprehensive online exposure, the certified highest traffic and the most qualified leads in the industry—all at the guaranteed lowest rates. Where are you currently advertising online now?”

As you can see by the above elevator pitches, not only are they short and focused on the benefits to a specific customer “small business owner” or “homeowner,” but they often end with a qualifying question, “have you ever tried,” and “where are you currently advertising online now?”

By ending with a qualifying question, you are not only engaging your prospect, but you’re also learning about their buying motives and uncovering their level of interest as well.

Take some time now to develop your own, concise and compelling elevator pitch and then replace your monologue with a more effective opening. Your customers (and your bank account) will thank you for it!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Is Sales Really Just a Numbers Game?

The answer is yes.

And no.

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., are just a few of the other factors that influence sales.

Next the yes part: Regardless of the above factors, if you’re not “rolling enough numbers,” then it will be hard to increase your sales.

All top producers I know of not only have the best skills in their office, but they also work the hardest as well.

They spend more time in the office working.

They make more prospecting calls.

They make more upsell calls.

They make more closing calls.

The key word here is “more.”

Bottom line: Once you’ve perfected your skill set, then the quickest way to make more sales is to be in more selling situations.

And you’ll get there if you’re creating more opportunities, and that means making more calls.

In other words: Rolling more numbers.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

How to Successfully Deal with the Gatekeeper

Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” keep you up at night, then you need to watch this video and use the proven techniques in it.

And if you’re a sales manager, you need to send this out to all of the reps on your team!

Entrepreneurs: 3 Best Practices for Building an Inside Sales Team

If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin. Watch this short video, and I’ll tell you exactly what they are:

Closing Sales is Like First and Goal

closing sales, overcoming objections, sales tips,

Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles. How they went for it on 4th down with 56 seconds left—and scored the winning touchdown.

That reminded me of what I was taught when I was new on the phone: that the sale doesn’t start until the fourth or fifth no. My manager used to tell me that it’s a like football:

He said that driving the ball down to the red zone was the same as giving your presentation. And that as soon as you asked for the sale at the end, you were now in the red zone.

He told me that if the client said “no,” then it was up to me to use a close and ask for the sale again. This was like running the first play in the red zone.

If the prospect was still willing to engage with me but still said no, then all that meant was that I didn’t get into the end zone on that play, but I had three more tries. So, I’d read another close and ask for the sale again.

If I got another no, then it was just third down. Time to deliver yet another close and ask for the sale again.

Same thing on fourth down: Run another play and try to get into the endzone.

Same thing in sales: If you’ve received three or four no’s, it’s time to try for it again, to read another close.

Think about the Eagles game. Did they give up after they ran first down and didn’t get into the endzone? Of course not.

What they did was they ran two more plays and then they went for it on fourth down. And they scored and won.

Now a couple of quick lessons:

1) You’re not always going to score on the first or second or even third closing attempt, but you must keep running plays—ask for the sale all four times.

2) Sometimes you get a penalty on the defense and get another set of downs—more times to ask for the sale!

3) Sometimes you can kick a field goal (drop close) and still come away with some points—or a partial sale.

The bottom line is that you don’t give up when the prospect says no—instead, just look at it like a fresh set of downs in the red zone—four new attempts to deliver a close, overcome an objection, and keep asking for the sale.

That’s how I dealt with objections (I kept running plays—using closes), and that’s how I made hundreds of thousands of dollars every year selling over the phone.

And it’s how you will, too, IF you keep closing and running plays in the red zone.

The Best Goal Setting Technique

Happy New Year!

If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you?

If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all.

I’ve been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I’m going to accomplish and all the changes I’m going to make, what I’ve learned is that there is only so much time.

It’s still true that if you want to know how much goal accomplishment gets done, just drive by your local gym’s parking lot during the first week of January and then compare it to the first week in March.

I once heard Brian Tracy talk about setting goals, and he recommended a technique that not only made a lot of sense, but that turns out to be so powerful, it is life changing…

He said the way to get the most out of your goals is to make a list of your top ten goals for the year. Think about what’s most important to you in the different areas of your life and write down ten things.

Next, prioritize that list so that the most important goal is number one. The way to determine which goal is number one is to ask yourself which of the ten things you’ve listed would have the most impact on your life if you actually accomplished it.

Once you have your list prioritized, throw away the other nine goals and make a commitment to making that number one goal a reality in the next twelve months.

And once you’ve made that commitment, ask yourself what one action you can take today, right now, to begin reaching that goal. And once you have identified that, do it.

Before you go to sleep tonight, identify the one action you’re going to take tomorrow, and then commit to taking it.

And then do this each and every day until you have accomplished that one most important goal.

When I heard this, my first thought was, “Yeah, but what about the other nine goals? What about balance and all that?”

And that’s when he explained that despite our best intentions, most goal setting starts strong, but by March slows down, and by the summer most—if not all—have been abandoned.

That’s why identifying one goal, the most important and most impactful goal, is a better way to go.

In thinking about this one goal, think about how much your life will change (and the lives of your family members) if you reach this number one, most important goal.

If your goal is to become a top producer in your industry and double or triple your income, think about the impact that will have on your family. Think about buying that new home, or providing for your parents, or allowing your wife or spouse to stay home.

If your goal is to finally write that novel, think about how your life will change when you finally accomplish that this year! Think about the weight off your shoulders now that it is a reality rather than just another dream.

If your goal is to lose weight, get in shape, and get off your medication and live a longer, healthier life for yourself and your family, think about the long-term rewards achieving that goal will bring you! (And think of the consequence if you don’t.)

Whether or not you agree with Brian, I’m here to tell you that it’s more impactful for you to hit the most important goal in your life than it is to set ten and not hit many of them…

And, hey, if you reach your number one goal by July, you can get to goal number two!

If you’ve set goals for years and not been very successful at following through, then why not take the pressure off yourself and try this method?

How good would it be if you actually reached your most important goal in 2019?