4 Easy Ways to Beat the Competition

hannah-busing-ff5K3-kYPHA-unsplashRita called when I was ready to place a large order.

The phones were busy and I was in a hurry.

The fax machines were spitting out tempting advertisements.

But when Rita called I always listened.

Why?

Because when I was very new at the job she always had an answer for any question I asked.

We sold a variety of products, so there was much to learn.

She outsold her competition because of four reasons:

1.) Rita offered to help with any question I had

2.) She was never in a hurry to “get the sale.”

3.) Rita differentiated herself without trashing the competition

4.) She always attached value to her products and service

This is important

Research has found that 82% of salespeople fail to differentiate themselves from competition

Result?

They either:

     * Fail to sell value, or

     * Don’t get their price, or

     * Lose the business

Ask yourself these questions:

  • In what ways is your company different- in  a good way – from your competition?
  • What are your company’s strengths?
  • What does your company offer or provide that your competitors do not?

    When you talk with prospects and clients, let them know what they get (what’s in it for them) when they buy from you (if true) :
     
  • Top quality products
  • Ease of ordering
  • Personal service
  • Product knowledge
  • Fast delivery
  • Locally-owned business

 And don’t forget about you. They get YOU!

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

Ann

PS – you will learn unique ways to outsell your competition in my e-Course
and
PPS – your BTA educational discount applies for this course!

 

This Should Never Happen to You

sad-status-1691593_640 (1)You spent hours working on exactly the right introductory statement, using attention-getting words – even Positive Power Words.

You set aside time to make that first important cold call. You made the call and then – the prospect hung up on you!

The best way to make sure that doesn’t happen again is by being part of our one-to-one e-Course.

Even if you are like Kevin, who thought he was not cut out for sales
(he actually is VERY good at sales) you may have talents and skills
you are not aware of.

Or you may be someone…

… like Marie Grace, who realized she needed more self
confidence. After completing the e-Course she wrote this:

“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

Here’s what to do…

…if you’re interested in the course or have questions, phone me at 757.463.0924 or email annbarr@annbarr.com.

Thanks for reading – here’s wishing you an exceptional day!

- Ann
PS – You can get the (no obligationregistration form for the e-Course on this page

PPS – Good news: Your BTA Educational discount can be applied for this course!

3 Compelling Questions

emily-morter-8xAA0f9yQnE-unsplashYou already know that asking the right questions will uncover needs and help to guide the conversation.

But -

When you’re talking with a prospect who is reluctant to give you the critical information to move forward -

How do you find out what’s REALLY important to your prospect?

Ask a compelling “high-gain” question, like

1.) “What is the ONE thing you would change…”

Or -

2.) “What is your greatest concern…”

This is Important

It might be difficult, but; stay silent until she answers your question.  

Then there is the third compelling high-gain question.

Let’s say the prospect is considering the purchase of a new copy machine.

To get her honest opinion of her current copier, question #3 works. Really works.

Compelling question #3

3.) “On a scale of one to 10 with 10 being the best, how would you rate your current copier?”

After you hear the answer, ask this question:

“What would it take to make the copier a 10?”

(And now it is critical to remain silent until after you hear the answer.)

The answer will let you know how you can earn the sale.

 

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

Ann

PS – You will get more profit-producing ideas for your unique situation in my one-to-one 4 week once-a-week e-Course with personal coaching and sales training.

Interested? Use this registration form and email to me annbarr@annbarr.com when completed.

PPS – Good news: You can apply your BTA Membership discount for this course!

PPPS - If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.

 

Related posts:

Get better answers with this question

One question gets an honest answer and here’s why

How to uncover the hidden objection

 

 

 

When Does Price Really Matter?

calculator-178127_640“Price only matters when nothing else matters.” – Barry Davret, writer, ghostwriter

 This is important:

 When you think about it – and think about people who seem to only care about price – 90 percent of the time there is actually more they DO care about…

… like 

  • Quality products that do what clients NEED them to do, or
  • Outstanding service that makes their work and life better, or
  • Easy ways to get in touch with sales reps, or
  • Knowledgeable experts who can answer your questions, or
  • Fast delivery of products

    The challenge is:

    How do you learn what is more important to prospects than price?

    Answer -

    Ask questions that get the most genuine answers!

    Click here to see effective questions you can ask – to get the answers you need.

And:

Here is a proven successful way you can ask the questions that get honest answers you need to move forward.  (This is a long article, so if you’re in a hurry, scroll halfway down on this page to “One Question gets an Honest Answer.“)

Looking for more good tips and ideas?

You will get additional sales-building ideas – and much more – during my four-week once-a-week e-Course.
Because your situation is unique, this is a one-to-one coaching and sales-training course.
.
Thanks for reading – here’s wishing you a beautiful day!
.
Ann
PS:  Good News: your BTA Educational discount applies to this course!
PPS: If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.

 

What Happened?

iamsherise-1648194-unsplashYou sent a requested proposal – or a sample of your product – to the prospect and never heard back from her.
.
You phoned her to follow up but couldn’t get through.
.
You thought “well that’s okay because she’s probably busy.”
.
You left a voicemail message.
.
She didn’t call back.
.
You left another voicemail message…and then another, with no return call.
(Bad sign.)
.
You are wondering:  WHAT HAPPENED?
.

After awhile it becomes obvious.

Your prospect has either been kidnapped, died, or somehow vanished from the face of the earth, leaving no trace behind.

Or it could be they are procrastinating.

They have put off reading your proposal or trying your product or returning your call.

Or their plans have changed.

Whatever the reason, you need to find out what the situation is, so you can either cross them off your list or continue to follow up.

Now, this is important:
.

What to Do – in Advance of a Disappearing Act

During the first conversation:

  • Get the names of additional contacts within the company.
    .
  • Ask: “In addition to you, who else is involved in the decision-making process?”
    .
    Or: “Who else in your company should I talk to about this?”
    .
  •  Get at least one other name – better yet: two or three names of people you can contact in the future in case your prospect is unreachable when you make your follow-up calls.
    .
    Another Reason Why They Disappear
    .

    You did not get an “action commitment” during the first contact. Before you send anything, whether it’s a proposal or brochure or a product to evaluate, ask for a commitment.
    .
    Here’s how to ask:
    .
    1. “I’ll make a note to follow up with you next week. Or will two weeks be better for you?”Whatever the answer, reconfirm the date. If they say three weeks is better, you can say: “Good! Let’s make plans to talk in three weeks and I’ll call you on July 28th. Okay?”
    .
    End the call by repeating the date and time of your telephone appointment: “I have you on my calendar for a 9:30 a.m. telephone call on July 28th and unless I hear from you otherwise, I will phone you then.”
    .
    Include the date and time for your telephone appointment in the note you send with your proposal or brochure or sample of your product.
    .
    2. “After you review the proposal, what is the next step in the process?” Then use #1 above,  or:
    .
    3. “After you try our product and if it works well for you, when will you be placing your order with us?” Then use #1 above.
    .
    Looking for more sales-building ideas?
    .
    You will get additional specific “action commitments” – and much more – during my  4-week once a week e-Course.
    Because your situation is unique, this is a one-to-one coaching and sales-training course.
    .
    Thanks for reading – here’s wishing you a beautiful day!
    .
    Ann
    PS:  Good News: your BTA Educational discount applies to this course!
    PPS: If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.