Why She is Unforgettable

markus-spiske-1375298-unsplashThe gift of a new Chromebook was an unexpected surprise.

Not being a technical person I didn’t realize how different a Chromebook is from my HP laptop. But… wow… it is very different. Some folks LOVE their Chromebooks. I am not there…yet.

The challenge came when I needed to upload my contacts in Excel to AWeber (an email marketing platform ) using the Chromebook, because I learned that Chromebook does not include Excel. (Yikes!) Instead, there are “Google Sheets.”

To make a long story short, I needed help – really needed help – and support from AWeber. Fortunately, AWeber provides live HUMAN telephone support. And not just ordinary support; knowledgeable and patient support.

This is Why She is Unforgettable

Amanda, the Customer Solutions Specialist at AWeber, stayed on the phone with me for nearly an hour, guiding me through the steps I needed to take to make sure my contacts were in my account at Aweber. (My 8th grade teacher would have said Amanda had the patience of Job.)

I said it before and I’ll say it again: Thank you Amanda!

You May Also be Unforgettable to Your Clients

Doing your job every day, making sales, answering questions, helping your clients solve problems – could be part of your life. You may not realize the real value you bring to your clients, but when you look back at the end of the day, think about what you have accomplished, problems you have solved, and you might have become unforgettable – and valuable – to your clients.

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

Ann
PS – My next one-to-one private sales training and coaching e-Course begins on Wednesday. To find out how this course can fit into your situation, phone me (757) 463-0924 or send an email annbarr@annbarr.com and I’ll get back to you ASAP.

PPS – Good news! Your BTA educational discount applies to this course!

 

He did Not Want This Job

jeshoots-com-219388-unsplashWhy didn’t he want this job?

Maybe it was a dislike of the word “salesman.”

It could have been because he felt he didn’t have the right kind of personality…

… or thought he wouldn’t be good at it.

SURPRISE

He IS good at this job!

For Three Important Reasons

1.) His product knowledge is excellent.

2.) His attitude is friendly and professional.

3.) He WANTS to be good at this job.

I’ve never met Kevin, but after working with him on the phone and by email, we both discovered that he is VERY good at his job.

This is what he wrote after completing the e-Course:

From Kevin

“This whole course has been a HUGE help, as I started off not wanting to do this job role. I have since been working on this more, and really enjoy what I have learnt and seeing the results and rewards pay off. Thanks, Ann!”

Kevin Norton, Alvan Equipment
Seatac, Washington

You may know someone like Kevin who is not completely confident at the beginning of a new sales position. If you do, please forward this post to him or her because it often takes a person outside of the company to help uncover talents and skills that may have been hidden for one reason or another.

Questions?

To find out if my private one-to-one coaching and training fits with your situation, call me at 757.463.0924 or send an email: annbarr@annbarr.com and I’ll get back to you as soon as possible. I look forward to talking with you!

Here’s wishing you a beautiful day!

Ann
PS – Your BTA membership discount applies to this course!

 

 

 

An Easy Way to Add New Clients

marketing-conceptsThis may surprise you … or it may not.

An American Management Association study shows that “only 65 percent of clients buy every year where they bought before.”

So … how do we find new clients to replace the 35 percent lost each year?

Start cold calling?

Actually…

…there is an EASY, no-cost way to add new clients…

…without cold calling.

It is something only 12 percent of salespeople do:

ASK FOR REFERRALS!

How do you ask?

You will get the best answers with this question:

“Who else do you know that could benefit from using our products?”

After asking this question

  • DON’T say a word until they answer.
  • DON’T put words in your customer’s mouth, and
  • DO thank your customer for sharing this valuable information!
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    Not sure who to ask?
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    Think about the clients who LOVE you. (You know who they are.)
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    You CAN do this – easily.

How to Uncover the Hidden Objection

alexandru-zdrobau-84424-unsplashHas this ever happened to you?
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The prospect needs or wants your product or service.
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You’ve made a good presentation and s/he seems interested, but for some reason hasn’t placed the order.
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You think s/he wants to buy, but you sense a hesitation.
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It seems there is a hidden objection you are not aware of.
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This is frustrating because where do you go from here? And are you just wasting your time?
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Specific Questions You Can Ask
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To find out where you stand, ask specific questions to learn what the prospect is really feeling about your products and presentation.
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.I do have an online coaching and training course, but for now, here are the . . .
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 .. . . 4 Best Ways to Uncover & Handle the REAL or Hidden Objection
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1.) Check and see if you’re on the right track by asking an opinion-seeking question.
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The answer will tell you how the prospect feels about what you’ve said, and bring up any concerns s/he may have.
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DO ask:
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“In your opinion, do you feel the Laser Gold Service Program is a good idea for your company?”
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Don’t ask:
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        “Do you think the Laser Gold Service Program is a good idea. . .”
Reason:
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Asking what they “think” will get a logical response.  Not good.
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You can find out more information from an emotional response, which you will get by asking how they “feel” instead of what they think.
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2.)  You can ask:
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        “Are you getting the information you need to make a decision?”
How to Move Them Closer to a Decision
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3.) If you feel the prospect is close to a decision but you’re not quite sure, you can ask:
        “Do we need a purchase order number?”
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The answer to this question will either be “Yes,” or “No,” or “I’m not ready to order yet.”
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The first two answers will give you the sale and if you hear “I’m not ready to order yet,” you can ask:
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        “What questions can I answer for you?”
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4.) Another way to get feedback from the prospect and learn why s/he is hesitating to place the order is:
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        Use an open-ended question like: “How does that sound to you so far?”
IMPORTANT: Don’t say a word until you hear an answer.
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Want more ways to handle objections effectively and move the sale forward?
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After completing my e-Course, this is what Byl Beasley wrote:
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“I believe Ann’s e-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.”
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Byl Beasley, Business Development Manager
Repro Products, Smyrna, Georgia
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- you are invited to . . .
 .
. . . take part in my next one-to-one private 4-week e-Course.
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This course includes 4 weeks of once-a-week private sales training and coaching where I will work personally with you – plus 4 separate sales-building workbooks; one for each week.
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The course is limited to the first 10 people who register, so contact me today and I’ll get back to you as soon as possible.
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If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you achieve your goals.
Questions?  Send me an email: annbarr@annbarr.com and I’ll get back to you ASAP.
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Thanks for reading – here’s wishing you a happy and profitable day!
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Ann

4 Ways to Avoid Rejection during Cold Calls

woman-using-iphoneIf the word “telemarketing” is not one of your favorite words, this message is for you.

It is not a favorite word for many who have been hired for the purpose of making cold calls,

because…

…the fear of rejection is real and painful.

It is the reason many salespeople don’t make cold calls…or make very few calls.

“Connecting with your future loyal clients” is a better way to think about cold calling.

Really.

And you can do it without feeling sleazy.

If you are experiencing rejection on your sales calls, you’ll learn that it may not be your fault.

It could be the fault of the selling approach you are using during cold calls.

4 Ways to Avoid Rejection during Cold Calls

First – and very important – motivate yourself.

1.) Before you start making cold calls, read the positive testimonials customers have written for you or your company’s products or services.

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 people and stay away from negative co-workers.

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.

Feedback

After the first week of the e-Course, Felipe Hernandez wrote:

“Already in the first week of the Ann Barr e-Course I’ve learned a lot about how to approach my work. I am able to walk away from the first week with a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”

-Felipe Hernandez, Sales Consultant,
Zeno Office Solutions, Midland, TX
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Two spaces available

.Because this course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you, the course is limited to the first 10 people who register, and there are just two spaces still available for the course beginning on Wednesday.

You can see a description of the course + tuition investment on this page .

If you would like to register – or have questions – send an email to annbarr@annbarr.com and I’ll get back to you ASAP.

Think about this:

The fear of rejection starts with a lack of self-confidence.

Confidence is a state of mind.

It is something that we do, not something that we are.

It is a way of thinking.

That means it is something everyone can learn.

And it is easier than you think.

I can teach you how to avoid rejection by changing your marketing approach and help you increase your self-confidence.

How do I know this?

Read what Amber Strong wrote after completing my e-Course:

“After completing Ann’s 4-week e-Course, I have experienced less outright rejection and my confidence has increased. Thank you, Ann!”

-Amber Strong, South Coast Copy Systems,
Solana Beach, California
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You can see more recent E-course feedback on this page.
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During this private e-course, you will:

  • Find out the best way to overcome phone fear + build your self-confidence,
  • Brainstorm your attention-getting opening statement so prospects will want to listen to you,
  • Find out which questions to ask prospects to get the information you need,
  • Learn how to connect with prospects and get them involved in a conversation and
  • Pave the way to a successful follow-up call,
  • Discover three effective ways to get through screeners,
  • 7 ways to answer objections – and
  • 10 ways to ask for the order or appointment,
  • Find out which voice mail messages will get your call returned.

If you want to find out exactly how to start increasing your sales right away, I can help you. Phone me at 757.463.0924 or:

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

Good news:  Your BTA educational discount can apply to this e-Course!

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

-  Ann
PS: Take a look at the interesting feedback from a successful e-Course student on this page.