Posts Tagged ‘audio sales tips’
In recent weeks in working with a number of clients, there is a tendency to see similar issues between them. Much of what I experience concerns the sales force. The larger issue is that many organizations do not invest in their sales teams. Ironic since the notion of every business is to retain and acquire clients.
To assist organizations to operate more efficiently here are a few thoughts to remember:
Selling professionals are in the marketing business. Spend one to two hours per day creating information that increases marketing. Use resources stemming from IMC to assist you and the organization to attract consumers. Creating an array of activity lessens labor and helps to increase brand.
Use testimonials to build brand. Ensure that your customers and alliances can reiterate your value proposition and articulate it to others. Consumers that trust you and enjoy your value will be tickled to inform others.
Maintain customer contact. Those that invest in customer relationships are always top of mind. Consumers not only conduct business with whom they trust- but also remember!
Sellers and their business are dependent on customers. Ensure that all calls are returned timely. I use a 90 minute rule! If not return all calls and emails by day’s end. Additionally, any and all staff should be well versed in customer service culture.
Eschew the folly of trends. Refrain from the bromide trends of “casual day”. Always be prepared to visit a customer. Buy good clothes and resources (i.e. Wallet, brief case and yes a pen) to emulate the part. Have good vocabulary and become well versed to speak with economic buyers.
©2010. Drew Stevens Ph.D All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.
Why is it that individuals are so negligent to things that make a difference? As a business professional I find it vital to be attentive to nuances that aid relationships. These include graciousness, name recognition and simply being attentive.
Psychologists have studied the use of the Primary/Recency Effect, known for an individual’s ability to recall the first and last things they see or hear. If the cliché holds that people judge a book by its cover, then many will be ignored.
Business today requires being in the moment, and attentive to all things. Misspelling names, forgetting appointments, etc, do not gain accolades. If you want to leave a lasting impression and gain better relationships follow the simple suggestions:
- Follow the Dale Carnegie Rule. In 1983, I read “How to Win Friends and Influence People”. The first rule, “a person’s first name is the sweetest sound they will ever hear. If you do not recall, write it down. If you cannot pronoun it ask the person. Stop being lazy and make a better first impression.
- Cold Call Failure. Cold calling today is repulsive. Too many agents obtaining lists and calling prospects without preparation just provocation. If there is no want or need, there is no conceptual agreement. Stop calling people from a list and target a microcosm that might have a better need for your service.
- Email Etiquette. As the Internet developed positive and negative rules of engagement developed to help with email use. However many today continually send emails without a subject message. Unless you desire a lack of a reply, be more attentive to the subject and actions you want your receiver to take.
- Email Responsiveness. The purpose of email is to allow receivers to reply to email when they have a spare moment. However, what incites many is the general lack of a reply by receivers. People in all businesses are busy, yet this does not allow receivers to negate replies. Unresponsiveness to emails is as insulting as not saying “hello” to familiar faces on the street. No one is that busy.
- Responsiveness to Voice Mail. Similar to emails, stop hiding behind procrastination and return calls.
- Delegation without personalization. In the last few weeks I have sent correspondence to executives related to certain business matters. I realize the information will get read but delegated to a subordinate. However delegation might denote arrogance. Handwriting a simple note communicating the receipt of the letter, the importance of the query and the need for delegation is in the best interest of customer service. Arrogance and laziness trump customer service.
- Follow Up. Return calls when you say you will, send emails when you say you will and offer feedback when promised.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on business development and sales thought leadership. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.drewstevensconsulting.com.
During a recent analysis of a selling organization, I conducted a mystery-shopping excursion to determine the best practices and limitations of the sales group. What I found is common in most organizations.
How often do you listen to your voice mail? How often do you change it? How often do you obtain specificity in the message?
Voice mail services two purposes: 1) to enable your caller to leave a specific message for you and 2) for you to leave specificity on your return call. However individuals will not leave specifics if you do not disclaim how. For example during my mystery excursion the following message was left [name changed to protect the guilty] “Hello this is Rhonda please leave a message at the tone.” The last time I heard this was 15 years ago when voice mail was introduced.
Proper business voice mail should stipulate your name, the firm name, what you want your caller to do and the actions you will take upon receipt of the message. I tell callers to leave a brief message, the best telephone number and time to ring them and that I return their call in 90 minutes. Action is required otherwise your message becomes driftwood in a sea of eternity.
Your voice message must depict your professionalism, your ethics and your responsibility.
The second common selling issue is the identity of the firm when calling a main switchboard. During recent client analysis I ring up the reception area only to have been immediately placed on hold or immediately transferred to another party. Emergency responders take more time to diagnose my issue!
Reception is the first line of organizational identity. Rushing parties off the line, placing them on hold, using mechanistic approaches are methods that destroy prospective client interactions. 45% of every customer interaction involves some level of customer service. Do not allow prospective customers to judge a book by its cover, make a good first impression and treat ‘em right!
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on business development and customer satisfaction. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit hime at www.stevensconsultinggroup.com
I recently read an online blog post which was about the so called sales recession. It talked about how you can still sell, going through one, and how you can thrive even when others are not.
That said, over the course of 2009, I talked to a lot of business owners, value added resellers, partners, and even personal consultants. As many as there were going through actual “downs” in the recession, there were just as many company’s that had experienced “ups” and remained profitable and some even attained growth.
The experiences and opinions based around the recession were all different for whoever I talked to. I cannot think of any one conversation that was close to the next, or the last one. Even so, the topic was “sales recession.” Most of their success had to do with them actually getting out to find new ways to sell into a market that looked like it wasn’t buying. The truth in their success was that the market was still buying, but it was doing it in different ways then before.
“It doesn’t matter what happens to the economy — if you keep selling value, you’ll do just fine.” — Mark von Rosing and his post on April 6th 2009 – http://b2bsalesgroup.blogspot.com/2009/04/making-money-during-recession.html
Well, he’s right. I agree, because that’s what each and every one of The Sales Corner discussions did and also experienced profitability, and growth.
We were able to move people away from the idea that consumers were not buying. How? Because they didn’t change what they sold, they changed HOW they sold. In turn, adding value to their sales technique.
Adding and keeping value in your customer base is what will keep you thriving in times when others are struggling to make their mark. If you have a value add, it can only be competed with, not replaced. The best overall value will likely close deals. I’ve witnessed this time and time again.
When someone is buying, they are looking at, Price compared to Performance, ROI (Return on Investment), and Total Value of Solution. Those are your points that will often make or break a sale.
The Sales Corner supplies it’s members with new value every single day. If we are introducing new Marketing and Advertising for your product or business, or a daily Twitter tweet or Facebook post. Maybe it’s writing a review of your product or your book. Bringing better SEO to your website, or creating content for your blog to drive traffic. Even if it’s just you getting on our phone asking us a question, and walking away feeling like we helped you….those are all great values.
The recession has been the talk of the town since it started. Ask any sales department that grew during the recession, and they’ll probably tell you that a ‘recession’ is the perfect time to find new customers.”
For every five losers in 2009, one shining star emerged. The proof is in the communications had with other sales professionals in the fourth quarter of last year. “They had all made more money in 2009 than ever before.” Maybe that’s why they were still standing at the end of the year, unlike their counterparts who lost their jobs and maybe their business because of antiquated sales techniques and marketing management.
The Sales Corner has the experience to propel your business into the next generation. “That’s right, the NEXT generation.” We understand the marketplace and the consumer inside your store. Be it when the economy is good, or when it is bad, “Your business is our business.” We interact and engage the huge pool of prospective clients you are not reaching. We organize and deliver the interactions that lead to sales. We follow-up and resell to existing customers. “We understand that when one market is slumping, another is booming.” You are able to take advantage of these skills when others cannot or are unable to understand the reality of business. “Reality changes business, business does not change reality.”
Regards — TSC
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”
Jules Renard quotes (French Writer, 1864-1910)
As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.
The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.
If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
In an attempt to increase morale and productivity, organizations will attempt anything. I recently read an article in The Wall Street Journal (http://tinyurl.com/yc76a6g) about how to liven boring meetings. Leaders allowed crayons and water pistols for creating productivity. Such rote behavior is meant for recess not productivity.
The problem with organizations today is with leaders that cannot lead and workers that have little passion. Rather than repair the issue, leaders place band-aids on surgical incisions. Fix the problem.
1. Got Talent. Talent is innate. Skills cannot be taught and organizations constantly place the wrong people in the wrong positions. There are denizens of selling professionals enacting as sales managers that should be fired. Place individuals where they will succeed and aligned with talents. Eradicate the sloths.
2. Conflict. Supervisors and managers fear conflict in the workplace. Managers fail to hold those accountable because they fear conflict. The inability to confront subordinates about poor seriously undermines productivity.
3. Accountability. Everyone has a job and must do it. Time frames and tasks must be upheld. Those that do not comply should be dealt with.
4. Observed behavior. Review it constantly and ensure it upholds the mission, vision and values of the organization.
5. Stop the Circus. Save the ridiculous animal tricks, the flying canons, poster board and crayons for recess and kindergartners. Treat adults as such. If John and Peter do not like each other, one hour of mountain bike riding with a case of beer only ensures one of them will not return. This does nothing for productivity and wastes needed income.
6. The Last Supper. Allow all to eat at the table. End the aristocracy and allow democracy. Innovation flourishes from those closest to their customers. The concept is difficult to grasp but fruitful since all organizations exist for one reason – the customer!
Productivity begins with candid relationships between employer and employee. It is imperative to note that individuals do not leave companies – they leave poor managers.
To dilute the productivity impact, take time to build relationships with employees through personal interaction. Employees need candid feedback to increase morale, productivity and ultimately accountability.
There are 7 techniques that impact employee performance. email me today for the FREE Report. Ask about our Free 30 Minutes “Business Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.