Three Costly Mistakes that Kill Sales & Waste Time

caution-sign-muted-redIf you have ever heard a salesperson making these three mistakes, you know why they are killing sales and wasting time.

1.) Boring prospects by doing too much talking

You know your services and products inside out.

You could talk for hours about your product features or benefits.

Don’t.

You have just 7 seconds to get their attention and make a good impression.

Whether you call a prospect or they call you, use the call to learn what they want and need.

Ask the right kind of questions, and then –

Let them do the talking so you can get the information you need.

2.) Wasting time with people who aren’t buyers

No matter how good your system is for qualifying leads, you will sometimes end up on the phone with people who can’t afford your services or won’t benefit from your products.

Conversations like these can take up way too much of your time.

And I know this is true because I spent my first year in sales doing exactly this – wasting time with people who were not buyers.

It was a costly lesson.

What I learned after that first painful year:

Use qualifying questions and their responses to discover within the first 3 minutes of a conversation whether or not the person you’re talking with is a promising prospect.

If not, thank them for their time and move on to your next call.

3.) Losing sales by quoting price too soon

When prospects call, one of the first questions they ask is about pricing.

If you tell them right away, you risk ending the conversation and losing the sale.

Not stating the price immediately takes practice.

Dollar figures by themselves are meaningless.

When a prospect asks what you charge, don’t tell them until you’ve had a chance to learn what they want.

Then put the price in the context of the value and quality solutions you provide

Are you tired of making calls that don’t get the results you want?

You are invited to start getting positive results by joining me for my once a week 4-week coaching and sales-training e-class which begins on Wednesday.

During this private one-to-one coaching I will work with you, personally, to provide positive motivation plus new marketing ideas and wording that can convince prospects to WANT to become your raving fans and paying customers.

To register or learn how you can increase your sales with my coaching and your commitment, send me a message  and I’ll get back to you as soon as possible.

I look forward to helping you achieve your goals!

Ann
P.S. – You can use your BTA Educational Discount for this e-Course!

One Question Gets an Honest Answer and Here’s Why

girl-head-in-hands

You know how most third graders (and 4th and 5th graders) don’t like to hear one particular question?

Aunts, uncles and grandparents all seem to ask the same question.

(Note:  this article also applies to sales and is not just about children.)

The question

“How’s school?”

Usual answer: “Fine” or “It’s okay.”

So there is really no way to get a thoughtful answer with that vague question..

Unless the child is loving school and getting all “A”s in every subject.

Then there is the more specific question third graders (or any children in school) are asked:

“What’s your favorite subject?”

This is a good question because it implies interest.  Sounds like the aunt or uncle or family friend really wants to know the answer.

Some children being asked this question stop to think: “How should I answer? What would my mom want me to say?”

True Story

Mary Kate is the smart and beloved grandchild of a friend of mine.

We were visitors in her home when she was in third grade and were having a conversation.

I asked: “What’s your favorite subject?”

She answered: “I don’t have a favorite.”

I thought for a minute and then asked: “If you DID have a favorite subject, what do you think it would be?”

After a few seconds, she answered firmly: “Math.”

Later we learned Mary Kate earns top grades in math.  (Yaaay for girl power!)

The question “if you DID have a favorite subject, what do you think it would be” caused her to stop and think and answer thoughtfully.

Anyone involved in sales asks questions to find out what is most important to prospects and clients.

One question gets an honest answer

In a sales situation, a question similar to the question I asked Mary Kate could be:

“If you could make changes in the office equipment you use, what changes do you feel you would you want?”

Specific and open-ended questions are the best types of questions to ask if you’re in sales, or in any business where an honest answer will let you know how you can best help the customer.

Learn more about authentic and effective questions to ask – plus much more -when you join my sales training e-Course.

And you will:

  • Learn how to create your own unique opening statement which will motivate the prospect to become more interested and end up in more sales for you.
  • Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale.”
  • Find out exactly how to create trust during the first call.
  • Discover specific questions to ask the prospect that will motivate her to think and share important information you need to move forward with the sale.

To Find out How this e-Course Fits with Your Situation

1.) Send a message to me with your name, company name + email address. Ask anything on your mind and I’ll respond to you within 24 hours.

2.) We will schedule a time for a phone conversation to talk about your situation, challenges and goals.

I look forward to talking with you soon!

- Ann
PS:  You can use your BTA Educational Discount for this e-Course!

Are You Tired of Making Calls that Don’t Get Positive Results?

man-unhappyDo you ever feel like your voice mail messages are being ignored?

Millions of folks just like you make calls every day, worry about meeting quota, and wonder how they can improve their numbers.

But unless you spend your time working on ways to boost your sales, you’re never going to build the kind of business you need to be successful.

Are You Tired of Getting Rejected by Prospects?

Do you wish you knew how to make your calls and voice mails truly resonate with your prospective clients?

What if I told you there’s a better way?

What if I told you the calls you make could help you attract the right customers and get profitable results?

Successful sales people know the fastest way they can increase sales is by getting outside help from someone who knows how all of this works together.

Someone who will work personally with you to help you build trust with new prospects and earn the sales and profits you deserve.

Lots of account managers and sales reps face these struggles, but the ones who succeed get help – they hire the right coach.

There is a solution.

Join my one-to-one 4-week e-Course and you will learn how to get positive results starting with Week One.

This note arrived from a business development manager who recently completed the e-Course:

“I believe this course has helped me tremendously in how I present material to the customers,
how I frame my intended conversations, and how I respond to their objections.”

Byl Beasley, Business Development Manager
Repro Products, Smyrna, Georgia

There are very effective methods I can teach you, so you can increase your effectiveness and build your business.

To Find out How this e-Course Fits with Your Situation

1.) Send a message to me with your name, company name + email address and I’ll respond to you within 24 hours.

2.) We will schedule a time for a phone conversation to talk about your situation, challenges and goals.

How to Keep More Prospects Interested

“My introduction on my cold calls has been helped by Ann Barr’s e-Course. I can now keep more people on the phone and interested in what I have to offer. As soon as I started using the information from Ann’s class I signed up two new accounts!”

Hugo Garcia, Houston, Texas


You
Can Get Better Responses from Prospects

“After taking part in Ann Barr’s four-week e-Course, I’ve been more comfortable making calls and I’m getting better response from prospects during the calls.
Thank you, Ann!”

Jonathan Thacker,
Indiana Business Equipment, Terre Haute, Indiana

See more feedback on this page.

Because this course includes 4 weeks of once-a-week private sales training & coaching where I will work personally with you, the course is limited to the first 10 who register.

When you join me in this one-to-one Sales Success e-Course,

You Will:

  • Learn how to create your own unique opening statement which will motivate the prospect to become more interested and end up in more sales for you.
  • Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale.”
  • Find out exactly how to create trust during the first call.
  • Discover specific questions to ask the prospect that will motivate her to think and share important information you need to move forward with the sale.

IMPORTANT: You do not need to be in front of your computer at a specific time for this e-Course.  You choose the time when it is most convenient for you and I will set that time aside for you each week for four weeks.

To register and/or to have a conversation about your goals, send me a message and I’ll get back to you as soon as possible because the course begins next Wednesday.

Here’s wishing you a joyful and productive day!

- Ann

PS: You can use your BTA Educational Discount for this course!

 

 

 

Are They Listening to You?

woman-listening-with-ear-phonesIt is often just a part of the job.

Making call after call.

Wondering if people are really listening.

Do they want to hear what you have to say?

It may depend on what kind of day they are having.

Are they under pressure?

Do they not feel well?

It also depends on how YOU are feeling.

Your tone of voice and the words you are using make a big difference.

Are you comfortable calling people who don’t know you?

If you aren’t feeling comfortable, the listener knows.

Think about this:

Whenever you pick up the phone, you have an opportunity to brighten someone’s day.

You may be calling about a product or service they really want or need.

4 Guidelines for Making Calls that People Actually want to Listen to and Remember

1.) Before you start making cold calls, read the positive comments and testimonials customers have written for your company’s products or services because this will help you feel more confident and you can:

2.) Approach your calls with the knowledge that you are helping people because you have a product or service that will make their lives better or easier.

3.) Spend time with positive friends and stay away from negative people.

4.) Register for my 4-week private e-Course because I will teach you how to make a positive difference – and feel more comfortable – in the way you approach prospects by phone. And this leads to a better response and an increase in your sales.

Last week, after completing my most recent e-Course, Jonathan Thacker said:

“As a result of taking part in your four-week e-Course, I’ve been more comfortable making calls and I’m getting better response from prospects during the calls. Thank you, Ann!”

- Jonathan Thacker, Sales Representative, Indiana Business Equipment,
Terre Haute, Indiana

During this e-Course you will:

• Learn how to create your own unique opening statement which will motivate the prospect to become more interested and will end up in more sales for you.

• Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale.”

• Find out exactly how to create trust during the first call.

• Discover specific questions to ask the prospect that will prompt her to think and share important information you need to move forward.

How it Works

As soon as you register, we will schedule a time to talk so you can describe your situation. I will let you know how the course works and answer any questions you may have.

Then I’ll send you the Week One workbook in a pdf document and assignment pages in a Word document.

After you review the workbook and complete the assignment pages, email your completed assignment pages to me.

I’ll review your assignments and send you an email to set up a date and time to talk and give you my ideas and suggestions and answer any questions you may have.

And we do this once a week for four weeks – while you are achieving your goals.

Click here to see feedback.

To register or to have a conversation about your goals, send me a message

I look forward to hearing from you!

Ann
P.S. – BTA Member discounts apply for this e-Course.

How to Get Better Results when Responding to Objections

woman-talking-cell-phoneYou or someone you know can probably relate to this:

When I first began working in a sales job, the thought of responding to objections was scary.

Very scary.

But with practice and experience – lots of experience – it became less scary.

And after a while, I figured it out.

So . . . if you never hear objections (lucky you!) you can stop reading now because . . .

. . . this post is all about how to get better results when you respond to objections..

Still reading?

A Question for you:

Wouldn’t it be nice if – when you place a cold call – the person answering said:

“I am so glad you called. Your product is exactly what I need today!”

Unfortunately, that does not usually happen.

What sales reps usually hear:

* “We already have a vendor,” or

* “We have a supplier that we are very happy with.”

Or:

* “We’re all set.”

Sometimes you may hear the dreaded “price objection.”

(Click here to see a really effective answer to “I can get it at a lower price.”

And check out 3 ways to avoid getting caught in the “price quote trap.

The Automatic Objection

These are either true objections or automatic responses – an effort to get you off the phone quickly.

But if you know the prospect uses or may have a need for your products or services, it is not being pushy to use one of the responses below.

First, use a “cushion” statement like “I understand,” or “I see.”

Reason:

These statements let the prospect know you are not going to argue.

Then ask a question to get the prospect involved in a conversation.

Three Ways to Respond to an Automatic Objection and Start a Conversation

1.) “I understand. Which [products] are you buying now?”

Or, after hearing: “we are currently buying from the XYZ Company and so we’re all set.”

2.) “I understand. So you are the person who does the purchasing?”

Reason: It’s important to know if you are talking with the decision maker.

Another way to respond to “we’re all set.” –

3.) “That’s great!

“That gives you time to evaluate other resources so you can have a second source for [your products or services] when your current vendor is back ordered.

“Is it okay if I send you our monthly sale [or product] announcements?”

If the answer is “yes,” the door is open for future calls.

Do They Mean What They Say?

The late financier J.P. Morgan once said: “People have two reasons for what they do – the reason they tell you and the real reason.”

This is true with objections your prospects raise. You can’t always take the objections at face value. For example, when they say:

  • “We’re happy with our current vendor,” or
  • “We’re all set,” or
  • “Just send me your information.”

These could be real objections – or automatic responses to end the call . . .

Or –

These objections may be smoke screens, hiding the REAL objection.

They could really be thinking:

  • “Why should I change?”
  • “Will the quality be the same as what I’m getting now?”
  • “Is this company reliable?

Click here to find out the real reason for a hidden objection.

Objections are often a value test.

It’s as if the prospect is saying to you: “Do you believe in what you’re selling? Would you buy it?”

How to Get Past the Smokescreen

Before you make your next call, write down the objections you hear most often.

Next to these objections, write down what the prospect may be thinking, based on the examples listed above.

Then, write down your response to what you feel the prospect may really be thinking.

You’ll find that the answers you write for what they may be thinking will also work for the answers they give you.

When you hear “I’m happy with my current vendor,” Imagine they are saying “Why should I change?” and prepare your reasons why other prospects have switched over to your company and the benefits they have found after becoming one of your customers.

Click here and see 4 tips to handle unexpected objections.

And – for ideas on answering specific objections, plus much more, join my e-Course!