This May Surprise You

beci-harmony-jEmHVzBUTSI-unsplash“Self-confidence can be learned, practiced and mastered. Once you master it, everything in your life will change for the better.”
Barrie Davenport, author


Want proof?

Read this:

“This e-Course has given me a sense of confidence to outwardly ask questions that in the past made me feel uncomfortable. I am now able to gain information I previously would have let fall through the cracks. Thanks, Ann!”

Emily Turcan, Statistical Sales Analyst,
ACT 3D Equipment and Sales,
Cromwell, CT

and

“This program is really great! I’ve learned how to personalize the message for the prospect and have been able to find companies who are looking to buy within the next year. As a result of this course I am a lot more confident than I was. Thanks for all of your help, Ann!”

Chad Hale, Business Development Director,
Superior Document Systems,
Deluth, GA

What you can do now:

Join me in my next one-to-one e-Course at https://annbarr.com/work-with-ann/ and learn how to confidently create opening statements that get attention instead of resistance.

Questions? Send me an email annbarr@annbarr.com and I’ll get back to you as soon as possible.

Thanks for reading – here’s wishing you a spectacular day!

Ann
PS – You can see more info about the e-Course here: https://www.bta.org/page/TelesalesTraining

 

 

 

5 Reasons They Would Love to Hear from You

element5-digital-OBbliBNuJlk-unsplashThere are some reps who feel uneasy about making that next call – maybe not you, but someone you know. If you DO know someone who dreads making sales calls, please forward this message to that person.
When you think about it, there are buyers who want to hear from you and buy from you!
Why?
 5 reasons they would LOVE to hear from you:

1. They are annoyed at having a difficult time reaching their current salesperson, or

2. They need a new __________ and are open to hearing about what you have to offer, or

3. Their sales rep vanishes, leaving them ready to listen to the next salesperson who calls, or

4. A vendor is back-ordered on a product you have in stock, creating an opening for you, or

5. A  buyer would rather deal with someone who wants to help and is not always focusing on just “making the sale.”

Not feeling confident about making that call?

Join me in my next e-Course and find out how to create opening statements that get attention instead of resistance!

Thanks for reading – here’s wishing you a beautiful day!

Ann

PS:  Looking for creative ways to boost your sales? Join my e-Course!

PPS: – Good news: Your BTA educational discounts qualify for this course!

Feedback from successful e-Course students:

“This program is really great!  I’ve learned how to personalize the message for the prospect and have been able to find companies who are looking to buy within the next year. The worksheets very naturally drag out ideas for me. As a result of this course, I am a lot more confident than I was. Thanks for all of your help, Ann.”

Chad Hale, Business Development Director
Superior Document Solutions, Duluth, Georgia

 

“Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”

Marie Grace Dace, Account Executive
Maunakea Integrated Solutions
Honolulu, Hawaii

Questions?  Please email annbarr@annbarr.com. I look forward to answering any questions you may have.

8 Compelling Words

ashley-whitlatch-MGKGuMP9nLY-unsplash (1)If you have ever gotten a phone call from an angry or annoyed client, this message is for you.
-
The call-
It was a rainy Tuesday morning when the call came through to Brenda in Dallas. The receptionist said an angry customer had a complaint. Brenda was told to try and help solve this problem. On that day I was teaching a sales training and customer service class at Brenda’s company.

The course was divided in half so customers could be taken care of during the class.

On Tuesday Brenda was in the “taking care of customers” half of the group.

We found out later how Brenda calmed the angry customer.  It was good that this had been part of our roll play the day before.

What Brenda said was perfect.

She waited until the very upset customer stopped venting – the best thing to do because when someone is angry about bad service or no service, s/he needs to vent.

When the customer paused and took a breath, Brenda used eight words to let the customer know she was sympathetic.

The Eight Compelling and Most Helpful Words

“I am so glad you called us today.”

The customer was relieved.

Brenda said she could help and asked her to please explain what happened.

The customer relaxed and told Brenda what had happened. Brenda said she understood why the customer was upset.

After the conversation, Brenda took steps to resolve the problem and then phoned the customer to let her know what would happen next.

This is what we all want, isn’t it?  Understanding and kindness plus a resolution of the situation.

What Not to Say

The temptation may be to be defensive when a customer complains. Or to interrupt and try to explain the reason for the problem.

But that only makes it worse.

After the problem has been resolved

Writing a letter of apology will go a long way towards repairing and/or creating customer loyalty.

You can get a pre-written letter of apology in my e-book with 63 different pre-written business and marketing letters.

Customer Service and Sales Solutions

You will find out more about how to respond to objections and unhappy clients – 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 new 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 solution.

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

1.) Send an email to annbarr@annbarr.com 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.

Thanks for reading – here’s wishing you a healthy and beautiful day!

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

Stop Being so Polite

brian-wangenheim-5Qhrd6hsZdc-unsplashDon’t make the same mistake I made when I started my first sales job cold calling years ago … with no training.

I mistakenly thought strangers would be happy to hear from me because … why not?  After all, they could buy top quality office products from my company and I was politely phoning to let them know how they could get these necessary products.

The Wrong Way to Begin a Cold Call

Me:  After introducing myself – “How are you today?”

What was the reaction from the listener?

  • 90 percent of the time the listener either immediately hung up, or
  • Transferred me to another extension without saying a word, or
  • Used words I won’t repeat here..
    :-(
    Later I learned that when a stranger calls and immediately asks “how are you today,” most folks KNOW that caller is going to try and sell something. I also learned that there are more effective ways to begin a cold call with someone who does not know you..

    The First Question Matters – and Here’s Why
    -
    Thanks for reading – here’s wishing you a healthy and fun day!
    Ann
    PS – the next one-to-one e-Course begins Wednesday. You can see a description of how the course works on this page.
    -
    Questions about the course?  email me: annbarr@annbarr.com. I’ll get back to you as soon as possible.  You can see the Registration form on this page.
  • -
    PPS – Interesting feedback from recent e-Course students:
    -
    “This program is really great! I’ve learned how to personalize the message for the prospect and have been able to find companies who are looking to buy within the next year. The worksheets very naturally drag out ideas for me. As a result of this course, I am a lot more confident than I was. Thanks for all of your help, Ann.”
    -
    Chad Hale, Business Development Director
    Superior Document Solutions, Duluth, Georgia
    “Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”Marie Grace Dace, Account Executive
    Maunakea Integrated Solutions
    Honolulu, Hawaii 

Returning Your Call

free-to-use-sounds-QwqMtGYyH-0-unsplashOn Thursday when I checked my voice mail messages, this was the first message:

“Hi Ann, this is Janet returning your call. You can reach me today until 5 pm Eastern time at [her phone number].”

What was wrong with this message?

I didn’t call anyone named Janet.

Neither the name, the phone number or the area where she placed the call were familiar.

Some may think this is a clever way to reach a busy person who may have forgotten that she placed the call.

Unfortunately, this wasn’t the first time I had received a message like this.  Trust is destroyed with deceptive calls like this. And can never be rebuilt.

I love this quote from Stephen Covey:

“Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.” –  Stephen R. Covey     

Thanks for reading – here’s wishing you a safe and healthy day!

Ann

PS:  Looking for creative ways to boost your sales? Join my e-Course!
Email annbarr@annbarr.com with any questions you may have. You can see answers to some of your questions plus tuition information here. Convenient payment options are available.   Registration form on this page

Effective voice mail message tips:

What happened to voice mail?   and:

Why bother to leave a voicemail message?  and:

3 reasons why it’s important to leave a voicemail message