This is from the JustSell.com crew – it is a description of things salespeople do to upset prospects. I found it quite comprehensive: They (Ed.-prospects) don’t like it when… we’re pushy we call too much we’re “just checking in” we’re unprepared we’re disrespectful of their time we keep calling if they say they’re not interested we don’t respond fast enough we appear not to understand them, their industry, their situations, and their challenges we don’t work in their interest we don’t listen we don’t know about our own products/ services we’re rude, arrogant, or inattentive we’re vague or unclear they’re made to feel like they’re interrupting us we seem like… Read More
Continue ReadingQ Is For Qualifying Questions
I come across this often – a company wants to hire a superstar salesperson and the hiring manager’s first instinct is to find a loquacious talker. Perhaps you have seen this approach too? Clearly no readers of the Hire Sense would administer this approach in their hiring. Right? Ok, maybe not. The point is that smooth talkers are not categorically the best salespeople. I am appreciative of good communicators, but being good at talking is the lesser part of communication. Being an active listener is more important. This fact is often overlooked in sales hiring. The reason this ability is important is that is supports the foundation of successful selling… Read More
Continue ReadingStupid Sales Moves
Funny article from Saleshq.com: While working my way through college, I sold vacuum cleaners. Trying to close a sales call, I asked the prospects if I could use their phone to call my boss and see if I could get them a better price. Of course, I already knew what I could sell it for. So instead of dialing the whole number and bothering the boss, I only dialed six numbers. After a few minutes of acting like I was talking to my boss, the phone started making that really loud beeping noise that lets you know the phone is off the hook. They asked me to leave. R-O-O-K-I-E. I… Read More
Continue ReadingBite-Sized Selling
I have come across many articles recently that promote selling tips in this recession. One common thread runs through all of them – chase smaller deals. Here is an example from Inc.com – 5 Tips for Selling a Service Now: “The big change for us in 2009 is that we are more flexible on minimum amount of an engagement that we’ll pursue,” says Gay Gaddis, the founder and CEO of T3, an Austin-based advertising and marketing agency that specializes in digital media. In years past, her firm only went after client engagements that were worth between $1.5 million and $2 million. Now, “some larger clients are breaking RFPs into smaller… Read More
Continue ReadingWhat Sells In A Recession
Here is an interesting story from abcnews.com – What Do iPhones and Designer Jeans Have in Common? The answer is found in the subheading – They Keep Selling, Even in Recession. Here is a list from the article in regards to hot-selling products during this recession: The iPhone Designer jeans Wal-Mart and Costco McDonald’s Internet access High-definition TV sets An odd list, wouldn’t you say? The low-price options are logical, the other ones not-so-much. The explanation from the article: “Even in down times,” said Michael Gartenberg, vice president for strategy and analysis at Interpret LLC, “people still have some discretionary income. What happens is that they spend it more carefully.”… Read More
Continue ReadingStorytellers
This sales-focused article from the Salesopedia.com website discusses the power of telling stories when selling: Think about it: If you were in the audience for another sales person’s sales presentation, which kind would you rather listen to: one in which the presenter simply recited a list of features and benefits, facts and statistics, or one that included a stimulating, engaging, riveting, or inspiring story about how you helped another customer solve a problem similar to the one with which you’ve been wrestling, or achieved an outcome you’re looking to achieve? Which would move you, and which would bore you? Which would be memorable, and which would be forgettable? Stories are… Read More
Continue ReadingAn Awful Approach
I receive many email approaches each day which often leads to studying each one’s strategy. Here is the opening line from one I received today: WANT TO GROW YOUR BUSINESS? Lazy. Insulting. Those are the first two words that come to mind when I read that opening. I suspect the author’s belief is that everyone will agree to the opening question so it will be effective. It isn’t. The opening approach needs to warrant the reader’s attention, but don’t do it in an insulting manner. The question has a subtle intimation that the person doesn’t know how to do it…but you do. That is a bad position in which to… Read More
Continue ReadingDown 25%
That is the number I continue to hear from salespeople in a variety of markets when I ask them how are sales? That is a staggering number when you think about it. Unfortunately, those are the times we live in for now. I continue to believe that the best method for offsetting this decrease is to go take business from your competition. Who are their top customers? Those accounts must always be your top prospects in any economy. In today’s economy, I believe it will be difficult to persuade companies to invest in new purchases. However, if they are currently buying from a competitor, salespeople need to unhook the business. … Read More
Continue ReadingSales Hobble
Great title from Justsell.com, don’t you think? From their monthly newsletter (sorry, no link): Top 3 activities that can hobble a sales day… 1. Talking with people who can’t move the sales process along 2. Unnecessary research activities What’s too much? There’s really no definitive answer. It’s particular to your sales world. Many people start to get a gut feel for when they should move on. The key is to act on it and make the call (rather than making sure every little thing is known before the call – fine line, of course). You might be surprised what you can learn by asking a straightforward question of the person… Read More
Continue ReadingLevers
A lever is “an inducing or compelling force.” Selling in a down economy is best handled through the use of levers. I recently discovered a lever with a material that has certain properties and uses that are not offered by the market leader in this space. The market leader has such a dominant position that most prospects are unaware of the alternate option. In talking to customers and prospects, the lever became quite obvious. Of course, discovering a lever is one thing, defining it within the marketplace is another. The work that now must occur is to translate the lever into the prospect’s world. Brevity is key. Real-world application is… Read More
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