Her Secret to Success

woman-at-sunset-kicking-one-legLily is not a person who would be described  as a “typical” sales person.

(What is “typical,”anyway?  Dictionary.com defines typical as “a person regarded as reflecting or typifying a certain line of work.”)

Not that there is anything wrong with being a “typical sales person” who is professional and knowledgeable.  It is a pleasure working with professional – typical – sales people. 

Lily is both professional and knowledgeable; it’s just that she doesn’t come across as what most people think of as a person who is part of the sales profession.

She isn’t overly aggressive.  She IS assertive – in a friendly way.

(In the interest of privacy, you won’t see her last name or company name here.)

Attitude Matters

Though not immediately outgoing, Lily is a happy, positive person with a genuine interest in helping people.

And because of her positive attitude, prospects are drawn to her and they listen carefully to Lily when she is presenting demonstrations of products or describing facts and benefits on the telephone.

Another important reason prospects listen to her:  She truly believes the products and services she sells are the best available.

In her sales position, Lily is at the top of the chart nearly every month.

She wins cruises to beautiful islands and trips to expensive resorts.

Congratulations, Lily!

Her Secret to Success

In unique ways, Lily is a bit different from most of her co-workers.

How is she different?

Instead of using a direct close, like “would you like to place the order today?” Lily uses an open-ended question that asks for an opinion – not a decision.  It is what is known as a “trial close.”

(Note: Lily has recognized how her strengths and talents contribute to her success and I’m proud to have been a part of the process. She is a true star.)

Why is a trial close so successful?

Because it is an attempt to start getting commitment – before the completion of the selling process.

And it takes away the stress the prospect may be feeling because they are not being asked to make a decision at this point.

Exactly what the word implies, a trial close question is a test to see how near the prospect is to buying. And it may be used any time prior to the close.

Without the risk of a final “NO,” a trial close is like a report card that tells you how the prospect is reacting to your presentation.

Three Examples

1.)  “How does that sound, so far?”

2.) “What do you think?”

3.) “How do you think that would work for you?”

Important

After using a trial close question, listen carefully to the answer and you’ll know how to proceed.

Why a Trial Close Question Works Well

  • Lets you know where you stand
  • Clarifies what the prospect doesn’t understand
  • Takes the prospect’s temperature
  • You don’t risk a “no.”
  • A trial close asks for an opinion, NOT a decision
  • An opinion is much easier to give, than a decision
    .
    Are you looking for creative marketing and sales ideas?  My next one-to-one 4-week e-Course begins two weeks from Wednesday and there are just five spaces still available.
    .
    Interested?
    .
    Send me a message and I’ll get back to you as soon as possible because I would love to work with you and help you achieve your goals. And good news  . . .  BTA educational discounts apply for this course!
    .
    Here’s wishing you a beautiful day!
    .
    Ann

 

This is How She Built Trust

trust-shaking-hands“If building relationships is the key to sales success, then trust is the foundation.”  Entrepreneur.com

I learned the importance of trust when I began my first sales job years ago.

My responsibilities in the new position included purchasing the products we were going to sell.

Vendors called to pitch their products. They sent glitzy faxes and colorful catalogs. One after the other raved about their “superior” products and wonderful services.  They all sounded pretty much alike.

Except for one person – who set herself apart from everyone else. 

This supplier – after learning that I was new at the job, did something different.  She (her name was Rita) offered to help me.  She had been in the business for 20 years and was exceptionally knowledgeable about all the products I needed to purchase.

Rita told me to call her if I had any questions  – even if her company could not supply the products.

What a great sense of relief.   She made my job easier!

Rita was the one person who was willing and able to provide information I needed. No one else had made that offer.

She followed up with her promise to help.  Again and again I called to ask her about products being requested by my customers.  Products I knew nothing about.  She always had the answers, including price and availability.

Result

She built a strong relationship with me and I trusted her completely.

Rita was the first supplier I called when I needed to order.  She had set herself above her competitors by offering to help me, rather than just pitching her products. She DID sell to me by being authentically truthful and believable.

The Importance of Trust

According to a recent survey conducted by Hubspot:

Only 3% Consider Salespeople To Be Trustworthy.  Ouch!

But you can begin building trust during the first call.

Spoiler alert:

The next part of this post is all about the March e-Course.  If this does not interest you, stop reading now. (Though I hope you won’t stop.)

3 Ways to Gain Trust in the First Call 

  1. Remember that the first 9 seconds of a cold call are critical to gain trust and build credibility.

Example:

“Using what I learned in Ann Barr’s e-course, I have actually changed my initial greeting. I really feel like this has helped me gain more trust in the eyes of my prospect and has given me more credibility.”

 Venetta Diesel, Managed Print Services Manager, Millennium Business Systems,
Cincinnati, Ohio

 2. Instead of making every statement about you and nothing about them, talk about how THEY will benefit.

Results:

“In the Ann Barr e-Course I’ve learned a lot about how to approach my work. I now have 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, Zeno Office Solutions, Midland, Texas

  1. Ask questions in a way that gives you the information to help the customer:

Success:

“Ann, your e-Course helped me become more successful as a sales rep because I now know how to acquire the information needed to develop a relationship with potential customers and how to be successful in increasing my personal sales.”

Christina Tolea, First Phase Data, Winnipeg, Manitoba

Here is how YOU can develop a relationship with potential customers and increase your personal sales:

Be one of the first 5 to register for my one-to-one sales success e-Course starting on March 28th.

Why be one of the first 5?  Because I work individually and personally with each person & there are just 5 spaces still remaining.

In this e-Course you can:

  •     Learn how to create your own unique opening statement which will allow the prospect to become more comfortable 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” because we all love to buy, but we hate to be sold.
  •     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 call and the sale.

So what exactly is this e-course?

It is a self-paced study training program that shows you step-by-step how to feel more comfortable making outbound calls in a way that is authentically “you” and irresistible to your prospects.

Click here to see feedback from successful reps who have completed this course.

How will you benefit?

With this 4-week once-a-week one-to-one e-Course you can learn how to write your own scripts and e-mails that sound genuinely like you and motivate people to want to buy what you sell.

Boring and self-promoting wording in a sales call or voice mail message can lead to rejection and is a fully reversible condition. But if left untreated, it can hurt your business.

Get Rejection-Proof Skills

Whether you’re a beginner or polished sales professional, everything you say and write in your emails will become more compelling and effective.

  • Work At Your Own Pace
  • Work on it whenever and wherever you can.
  • Revisit and review as much as you like: The materials are yours to keep for life.

How it Works

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

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.

Click here to see more about this e-Course and how it can work for you.

Interested?

Send me a message and I’ll get back to you as soon as possible because I would love to work with you and help you achieve your goals.

And good news  . . .

. . .  BTA educational discounts apply for this course!

- Ann

PS:  The course begins on Wednesday and there are just five spaces still available.
PPS:  If you’re interested, Send me a message and I’ll get back to you as soon as possible.

 

 

Get Better Answers with This Question

ask-tnIt seems so simple.

Asking questions like:

  • Where did you buy your ____________?
  • How often do you buy ___________?
  • Which brand do you prefer?

The Problem

Prospects lose interest after hearing too many ordinary closed-ended questions.

There is a MUCH better question you can ask – to get the info you need.

The key to getting the best answers:

Keep questions open-ended.

Your initial question can establish rapport, trust and respect.

If they trust and like you they are more likely to buy.

You can get to know their needs and wants better if you ask the right questions.

These would be fact finding – open-ended questions.

Examples – good open-ended questions:

  • “What went into the decision to purchase your copier?”
    (NOT “why did you buy that copier” which puts them on the defensive.)
  • “How are you currently handling back order situations?”
    (NOT “do you have a second source in case you have a back order situation?”)
  • “How would you describe that experience?”

With these questions you can uncover information that will allow you to come back on a follow up appointment and have the information that can motivate them to purchase.

Looking for more ideas on the best questions to ask?

You will learn how to ask questions that get the information you need – in the shortest amount of time, when you are part of my e-course.

In this 4-week one-to-one coaching I will work with you privately to help you create opening statements that can eliminate rejection, create trust and earn new business for you in the next 28 days.

Because this e-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 prospects to become more interested and end up in more sales for you and

• 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.

• Learn the 4 words never to say at the beginning of your outbound phone calls.

• 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.

• And much, much more.

To register and/or have a conversation about your goals, just send me a message.  I’ll get back to you as soon as possible.

 

Here’s wishing you a cool and happy day!

- Ann

 

Don’t Make Another Cold Call …

Brrrr...… until all of your inactive customers have been contacted.

Inactive customers – accounts who purchased something from you in the past – are often forgotten about or neglected.

A True Fact

An encouraging fact about this valuable group of people is that they are (usually) very receptive to your phone calls.

Calls made to these accounts are NOT cold calls.  They are warm calls and sometimes HOT calls.

These businesses know your company’s name.

They trusted you enough to buy from you at least once.

They are the easiest people to sell to.

Ask yourself three questions:

1.  Have all of your inactive customers been contacted during the past three months?

2.  Are all of your current and past customers aware of ALL of the products you have to offer?

3.  Do ALL of your customers buy everything they could possibly buy from you?

If you answered “no” to any of these questions – think about it:

Do you really want to start making cold calls before all of your inactive customers have been contacted?

If your focus is on bringing in new customers by cold calling BEFORE contacting inactive customers, you are leaving money on the table.

Begin Here

You can start contacting inactive (or “lost“) customers by snail mailing or emailing a good re-introductory letter.

There is an excellent win back the lost customer letter in this best-selling e-book containing 63 marketing and business letters you can copy and paste and send immediately.

Cold-calling Tips

After you have contacted all of your inactive customers, there are very effective ways to begin cold calling.

Take a look:

The scariest thing about cold calling

and

Are they listening to you?

and

Solving the gate-keeper dilemma

and

Use these 4 words and your clients will love you

and

How to avoid 3 costly mistakes that kill sales and waste time.

One-to-one Help and Coaching

The next one-to-one sales training e-Course begins on Wednesday. If you have questions or would like to enroll, please send me a message. I’ll get back to you ASAP.  Your BTA educational discount applies to this course!

Does it Always Come Down to Price?

price-writing-tnHas this ever happened to you?

You call a prospect and introduce yourself, your company and your products.

But before you have a chance to ask qualifying questions, the prospect asks:

“What’s your price?”

Important: 

If this prospect is a price shopper, think about this:

Low prices don’t build customer loyalty.

There will ALWAYS be someone who can try and beat your price.

If you want loyal customers, compete on value and not on price.

Don’t Be Shy

If you offer superior service, good product knowledge and excellent products, it is critical to let prospects know this – in every possible way.

When you focus on these positives and anything unique that differentiates you from competitors, you will attract fewer price shoppers.

A Shocking Statistic

According to the findings of a 15-year study conducted by an Atlanta-based sales training organization:

More than 90 percent of all salespeople volunteer a price decrease without being asked!

“More than ever before, customers are choosing to buy from a company not just because it offers a product with a fair price, but also because that company has good values.”
Vanessa Merit Nornberg

3 Ways to avoid the price-quote trap.

 If they ask:  “Can I get a better price?”

One way to answer:

“Yes you can.  When you order two, the item is $59 each. The next price break is at six and instead of $59 each, the price is just $54 each when you order six.  Shall I send you six today?”

When you don’t offer free shipping

If a customer asks for free shipping and your company has a policy of charging for freight, a positive answer works best.  “We’d love to provide free shipping, but we’re simply absorbing our shipping cost and that allows us to give you the low price you’re getting.”

 

Here’s wishing you a happy and productive day!
- Ann

PS:  The next one-to-one sales training e-Course begins on Wednesday. If you have questions or would like to enroll, please send me a message. I’ll get back to you ASAP and –  Your BTA educational discount applies to this course!