This is How She Built Trust

by

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.

 

 

One Question Gets an Honest Answer and Here’s Why

by

girl-head-in-hands

You know how most third graders (and 4th and 5th graders) don’t like to hear one particular question?

Aunts, uncles and grandparents all seem to ask the same question.

(Note:  this article also applies to sales and is not just about children.)

The question

“How’s school?”

Usual answer: “Fine” or “It’s okay.”

So there is really no way to get a thoughtful answer with that vague question..

Unless the child is loving school and getting all “A”s in every subject.

Then there is the more specific question third graders (or any children in school) are asked:

“What’s your favorite subject?”

This is a good question because it implies interest.  Sounds like the aunt or uncle or family friend really wants to know the answer.

Some children being asked this question stop to think: “How should I answer? What would my mom want me to say?”

True Story

Mary Kate is the smart and beloved grandchild of a friend of mine.

We were visitors in her home when she was in third grade and were having a conversation.

I asked: “What’s your favorite subject?”

She answered: “I don’t have a favorite.”

I thought for a minute and then asked: “If you DID have a favorite subject, what do you think it would be?”

After a few seconds, she answered firmly: “Math.”

Later we learned Mary Kate earns top grades in math.  (Yaaay for girl power!)

The question “if you DID have a favorite subject, what do you think it would be” caused her to stop and think and answer thoughtfully.

Anyone involved in sales asks questions to find out what is most important to prospects and clients.

One question gets an honest answer

In a sales situation, a question similar to the question I asked Mary Kate could be:

“If you could make changes in the office equipment you use, what changes do you feel you would you want?”

Specific and open-ended questions are the best types of questions to ask if you’re in sales, or in any business where an honest answer will let you know how you can best help the customer.

Learn more about authentic and effective questions to ask – plus much more -when you join my sales training e-Course.

And you will:

  • Learn how to create your own unique opening statement which will motivate the prospect to become more interested and 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.”
  • 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.

To Find out How this e-Course Fits with Your Situation

1.) Send a message to me with your name, company name + email address. Ask anything on your mind and I’ll respond to you within 24 hours.

2.) We will schedule a time for a phone conversation to talk about your situation, challenges and goals.

I look forward to talking with you soon!

- Ann
PS:  You can use your BTA Educational Discount for this e-Course!

Are They Listening to You?

by

woman-listening-with-ear-phonesIt is often just a part of the job.

Making call after call.

Wondering if people are really listening.

Do they want to hear what you have to say?

It may depend on what kind of day they are having.

Are they under pressure?

Do they not feel well?

It also depends on how YOU are feeling.

Your tone of voice and the words you are using make a big difference.

Are you comfortable calling people who don’t know you?

If you aren’t feeling comfortable, the listener knows.

Think about this:

Whenever you pick up the phone, you have an opportunity to brighten someone’s day.

You may be calling about a product or service they really want or need.

4 Guidelines for Making Calls that People Actually want to Listen to and Remember

1.) Before you start making cold calls, read the positive comments and testimonials customers have written for your company’s products or services because this will help you feel more confident and you can:

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 friends and stay away from negative people.

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. And this leads to a better response and an increase in your sales.

Last week, after completing my most recent e-Course, Jonathan Thacker said:

“As a result of taking part in your four-week e-Course, I’ve been more comfortable making calls and I’m getting better response from prospects during the calls. Thank you, Ann!”

- Jonathan Thacker, Sales Representative, Indiana Business Equipment,
Terre Haute, Indiana

During this e-Course you will:

• Learn how to create your own unique opening statement which will motivate the prospect to become more interested 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.”

• Find out exactly how to create trust during the first call.

• Discover specific questions to ask the prospect that will prompt her to think and share important information you need to move forward.

How it Works

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

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.

And we do this once a week for four weeks – while you are achieving your goals.

Click here to see feedback.

To register or to have a conversation about your goals, send me a message

I look forward to hearing from you!

Ann
P.S. – BTA Member discounts apply for this e-Course.

3 Ways to Avoid the Price Quote Trap

by

desk-laptopHas 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?”

One of the biggest mistakes salespeople make is quoting price too soon.
(I have painful memories of doing exactly that, early in my sales career :(

If you quote a price too quickly, you risk losing the sale.

Instead, focus on the customer’s issues.

Then put the price in the context of the value and quality solutions you provide.

Here’s how to answer the “What’s your price?” question . . .

. . . without quoting your price too soon.

Two (of three) responses to “What’s your price?”

  1. “I can quote the best price for you when I know more about your situation,” or . . .
    . . .
  2. “. . . when you tell me what results you are looking for.”

To go even deeper and get more information:

  1. You: “I’m glad your company is interested in our products and I appreciate your question regarding price… Let me ask you this: Other than price, what else is most important to you?”

The answer to this question will tell you what issues to focus on and how you can be helpful to this prospect.

If they are strictly price shopping, you don’t want their business because as soon as someone else comes along and offers the same products at a dollar less, they are gone. Not a win-win situation.

 

Then there is – how to handle the dreaded unexpected objection

and . . . the best answer to a price objection

 

Best of all . . .

Eliminate objections at the beginning of your call.

How?

Register for my one-to-one private 4-week e-Course. (see feedback from my favorite clients on this page.)

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, so contact me today and I’ll get back to you as soon as possible.

You can see a description of the e-Course + tuition investment on this page or on my blog at http://lovingyoursuccess.com/seminars/

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.

To register – or if you have questions – drop me a line today!

This Statistic will Shock You

by

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

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

In addition, according to the same study, most salespeople do not believe their product or service has enough value – or is actually worth the price they charge.

Wow. This can be damaging to a business.

When salespeople truly understand the value of their products and services, they are better able to communicate a unique and authentic introductory statement.

Your perception and communication of the value you offer affects the customer’s interest in what you have to say.

Take a look at this E-mail received from Hugo Garcia, after he completed my e-Course.

“My introduction on my cold calls has been helped by Ann Barr’s e-Course. I tend to keep more people on the phone and interested in what I have to offer. As soon as I started using the information from Ann’s class I signed up two new accounts!”

- Hugo Garcia, Houston, Texas

When customer service reps and salespeople believe in the value of their products and services, they are better able to effectively respond to customers’ objections

From Claudia Juhrs at POS Supply Solutions in Topsfield, Massachusetts:

“After Ann’s E-class, I definitely became more confident when calling prospects and I am able to handle the customer’s objections much better.”

Because this course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you, this course is limited to the first 10 people who register.

Step-by-step, I’d like to help you,

  • Understand the value you, your company and your products and services provide to customers,
  • Find out the best way to overcome phone fear,
  • Brainstorm your unique 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,
  • Implement 3 critical steps necessary to win back lost customers

One-on-One Coaching and Sales Training

This is a private four week e-Course which includes four weeks of workbooks, one-on-one coaching and once-a-week sales training by telephone and e-mail.

My e-Course makes a substantial difference in the way salespeople approach prospects.

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

 

 You can see more testimonials on this page.

I would love to work with you to begin helping you achieve your goals.

Call me at 757.463.0924 – 0r send me an email today!