What is the Ann Barr e-Course?

kyle-gregory-devaras-6RTM8EsD1T8-unsplashThanks for asking! (okay, you may not have asked, but you did click, so, thank you!)

The e-Course – What is it?

This is a one-to-one private 4-week once-a-week sales training and coaching e-Course conducted by Ann Barr by telephone and email.

In this e-Course you will:

  • Create opening statements that get attention instead of resistance
  • Find out what to do when a customer’s objection takes you by surprise
  • Learn how to avoid six costly mistakes that can reduce profit
  • Discover three ways to get through gate-keepers and
  • Seven ways to answer objections and
  • 10 ways to ask for the sale
  • Find out which voice mail messages will get your call returned
  • Learn the secrets of closing more sales than ever before

And

  • 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 which 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.
  • You can see the registration form on this page.

Who this e-Course is Perfect for, who it is Not Perfect for and tuition

If Only

any-questionsIf only prospects could just listen to you talk about your amazing products and services and then – place an order : )

That would be sooo nice, and would make your day so much easier.

Too bad it doesn’t usually happen that way.

Depending on your prospect’s needs, situation and budget, there are almost always objections, or . . .

. . . just questions that sound like objections, so:

How Do You Prepare?

It’s easy to say: “Know your product.”

Of course, we need to know our products.

Just as important:

HOW does your product make the prospect’s lives better or easier?

And then:

Think about the best way to ask the questions that will get to the heart of the prospect’s needs or wants.

And how to find out why they are hesitating.

Ask Yourself These Questions

  • Are they afraid to place an order because . . .
  •  . . . they are not sure if the service will be dependable?

or

  • They are not sure if your product will meet their needs?

or

  • Is it fear of changing vendors?

Here’s What to Do

Before you make your next call, write down the objections you hear most often.

Next to these objections, write down what the prospect may be thinking, based on the examples listed above.

Then, write down your response to what you feel the prospect may really be thinking.

You’ll find that the responses you write for what they may be thinking will also work for the objections they give you.

When you hear “I’m happy with my current vendor,” Imagine they are saying “Why should I change?”

Prepare your reasons why other prospects have switched over to your company and the benefits they have found after becoming one of your customers.

You Can “Shorten the Sales Cycle”

     “Ann, after being part of your e-Course, I now have better decision making, better control of meetings and handling objections to shorten the sales cycle. Thank you!”

Norman Deane, Senior Office Solutions Specialist
Repro Products, Smyrna, Georgia

More very nice testimonials on this page.

You are invited to join me for the next private one-to-one e-Course and you can

  • Learn how to create your own unique opening statement that gets attention, interest – and avoids rejection.
  • Use authentic words that will cause the customer to trust you and understand 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 sale.

And much, much more.

The next e-Course begins on Wednesday.

If you are ready to begin reaching more decision makers and closing more sales, drop me a line.  I’d love to hear from you!

Ann

PS: Your BTA member discount applies for this course!

One Thing Makes Cold Calling Easier & More Successful

workplace-meeting-med-tnIf one of your employees is new at sales or looking for ways to feel more confident making outbound cold calls, this story is for you.

Even though it happened years ago, the memory is still vivid.

It was my first sales job.

Before day one on the job I began reading books about sales to learn as much as possible.

Dozens of well-written books by experienced authors were stacked up on my bookshelf with important sentences underlined and Post-it notes on the pages that seemed most helpful.

But the actual experience of making cold calls was a shock.

The rejection was real and hurtful.  (It’s hard not taking rejection personally.)

Not getting positive results from making outbound cold calls was disappointing, to say the least.

It was at that point that I asked myself: “What am I doing wrong? Why can’t I make this work?” 

The Thing That Made the Difference. 

One experience changed everything:

It started with an announcement from the manager:

“We will have role play this afternoon from 1:00 to 4:30!”

(Yikes!)

The Situation

At 1:00 that day, seven other sales reps, plus me, sat in a conference room, around a table – with “an observer.”

The observer was not a manager or a supervisor, but an objective and knowledgeable technician.

He took notes but said nothing until after everyone finished playing the part of sales rep and customer.

We all nervously waited for results.

Would he criticize our mistakes?

Would he comment on our badly worded questions?

Would he ask why someone playing the part of the sales rep did not ask for the sale?

Thankfully, no.

He focused on positive and insightful questions asked by reps playing the part of the sales person.

Whew.  What a relief.

What He Did

  • He offered suggestions on how sales reps could get better answers from prospects and
  • He talked about the importance of listening to the prospects and not interrupting and
  • Suggested “needs-based questions” to ask, to find out how the prospect could benefit from our products and services.

This experience and other role play situations made all the difference in understanding the need to not only ask the right questions, but listening carefully and gaining the prospect’s trust.  And the best ways to ask for the appointment or sale.

You Will Make a Difference

Do this with your employees or co-workers and you will make a positive difference.

If it is you, you will feel more confident and be more successful making outbound cold sales calls.

When I first began presenting on-site seminars for the BTA in 1994, role-plays were incredibly valuable to raise the comfort and confidence level for sales reps making sales calls.  One of the most successful role plays involved three different departments within one company.

How Did This Work and Why Were They So Successful?

I set the rules ahead of time.  No one could interrupt during role play, including me.

And they were successful because:

  • Sales reps learned from watching and listening to each other,
  • They were not critical of each other,
  • They discovered new and effective ways to create opening and introductory statements,
  • They learned how to ask open-ended questions
  • And seamlessly ask for the appointment or order.

Want more ideas about creating a successful role-play situation?

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