Do You Still Sell That?

October 28, 2019 by Ann Barr

dai-ke-GkraTrCYA_0-unsplash One sales rep told me – first day in her new job – she phoned a customer to introduce herself and her products and was asked “Do you still sell that?”

The customer said she had not heard from anyone in the company for over a year, so she had begun to purchase products from another vendor. (Ouch.)

That is a perfect example of why it is critical to keep in touch with customers.

Looking for more reasons to keep in touch?

Four critical reasons to stay in touch with customers

Your prospects forget 90% of what they see and hear within two weeks.
Your competitors are contacting your customers, so….
…you need to talk to your customers on a consistent basis.
When you keep in touch with your customers, you are more likely to be remembered when it’s time to buy.

A Unique Way to Keep in Touch

Write and snail mail an actual letter after your conversation with the customer. A follow-up letter. You will set yourself apart from competitors who are NOT writing letters to customers.

No time to send a letter? Email your follow-up messages.

Want an example?

First follow-up letter or email

from the e-book

Dear [Name of prospect]:

Thank you for speaking with me earlier today about the exciting opportunities available through the use of our [your product/service].

We are extremely excited about this product and all of the different applications it can be used for.

Per your request, I have enclosed a complete informational packet explaining the [product/service].

At your convenience, please review this information and I will call you next week to arrange for a convenient time to demonstrate this exciting new [product/service] to you and your staff.

If you have any questions in the meantime, please call me at [your telephone number].

Thank you for your interest; I look forward to doing business with you!

Sincerely,

[Your name]
[Your title]
[Your phone number]

You can get 63 Copy and paste marketing & business letters/emails you can use today at less than the cost of a McDonald’s Big Mac meal!

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

Ann
PS – Follow me on Twitter for more tips and ideas.

4 Easy Ways to Beat the Competition

August 2, 2019 by Ann Barr

hannah-busing-ff5K3-kYPHA-unsplash Rita 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

Interested? Send me an email: annbarr@annbarr.com and I’ll answer any question you want to ask.
and
PPS – your BTA educational discount applies for this course!

This Should Never Happen to You

July 21, 2019 by Ann Barr

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 obligation) registration form for the e-Course on this page

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

3 Compelling Questions

July 9, 2019 by Ann Barr

emily-morter-8xAA0f9yQnE-unsplash You 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 one of 3 compelling “high-gain” questions, 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. To find out if this course is a good fit for your situation, send me an email: annbarr@annbarr.com and I’ll answer any question you want to ask,

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.

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?

July 6, 2019 by Ann Barr

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.

Questions about the course? Send me an email: annbarr@annbarr.com and I’ll answer any question you want to ask. No strings attached.
.
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.

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