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6 Personal Branding Ideas To Boost Your Prospecting
Personal Branding Online Can Make A Difference
Here’s something I overheard one of my inside salespeople say when we ran a call center:
“My prospect won’t even give me the time of day. If he knew more about me and my offering, I’m sure he would be willing to talk.”
The internet gives us an unprecedented opportunity to get out in front of our prospects in a big way.
But as sales reps, you have to show up before someone can ask you to dance.
Try this experiment on Google. Run a search of the name your customers know you by. For example, if your name is Robert Jones, but all of your customers call you Bob, search for Bob Jones. …
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5 Essential Elements to Boost Your Coaching Process
As a sales leader, you will often find your people looking to you for wisdom, direction, and reassurance. Therefore, you need a coaching process that takes time to build up the people who make up your talent pool. We need to look beyond what they can do today and help them realize what’s possible tomorrow. When you invest in building your team members, you are investing in your organization’s future. …
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Sales Presentation Tip – Rehearse and Practice
Sales Presentation Tip 2: Prepare and Rehearse Your Presentation
In a previous post, we reviewed the importance of knowing your audience before designing and delivering your sales presentation.
Here’s another quick tip on preparing and delivering your sales presentation. …
The One Key Ability You Need For Building Rapport
In our programs, when we talk about building rapport, most people think of the NLP process that involves mimicking a person’s behaviors and speech. They think that somehow, doing this will magically give them the upper hand in talking with people.
Don’t get me wrong. That stuff enhances the communication process. However, when we talk about building rapport in the sales process, I want you to focus on one thing. …
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Sales Presentation Tip – Know Your Audience
When putting together a sales presentation, there are certain guidelines you’ll need if you’re creating a first class performance. And make no mistake. You aren’t just educating your prospect, you’re performing for them. Your presentation has to have style, panache, and showmanship.
So when putting together your presentation, it’s best to start at the beginning. …
10 Ideas You Need To Streamline Your Next Sales Meeting
In a previous post, we reviewed some guidelines for conducting an effective meeting. Now, when you consider that most executives spend an average of 23 hours a week in meetings, you want these events to be as efficient as possible. You want to get the most out of your meeting while expending a minimum of resources.
Also, consider the cost of holding a meeting. In order to conduct your meeting, you need a room with presentation resources. So you have the cost of the room and the cost of your time to set it all up and break it down. …
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9 Guidelines for Conducting Effective Meetings
9 Guidelines for Conducting Effective Meetings and Solving Challenges
In reviewing some of my notes from past sessions with clients, I came across these ideas for leading effective meetings.
I’ve used these ideas to lead my team to address specific challenges, problems, and issues we faced as a company. They have kept our meetings on point, focused on the problem, and constantly moving forward to identifying a solution.
However, you can easily use these ideas in a sales meeting with a client to overcome an objection. Or perhaps to help a customer through a post-sales issue with your product. …
Use The Impact Statement In Sales To Show You Mean Business
Get Your Buyer’s Attention by Using the Sales Impact Statement
The impact statement is a tool we recommend our clients use early in the sales process to get a prospect’s attention and to establish credibility.
We recommend that you establish credibility by talking with your prospect or customer about things that of interest to them. But you won’t establish credibility with your prospect by talking about items you find in their office. While commenting on pictures or artifacts found in a prospect’s office was a popular tactic back in the 50’s and 60’s, they won’t give you much traction in today’s business environment.
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Can You See The World From The Prospect’s Perspective?
When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to me. I mean, why would you pick up the phone if you were in a meeting?”
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Voicemail Messages – 3 Secrets To Getting A Response
Here is the question beginning sales reps ask a lot during my sales training sessions:
I’ve left 25 voicemail messages and sent several emails. How do I get a response from my prospect?
After mulling over the question, I have a few questions of my own:
- Are you trying to connect with the right person?
- Is the product/service you are offering a good match for what the company does?
- Are your sales processes and techniques a match for their environment?
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4 Adaptive Selling Tactics for Opening a Sales Call
The Mistake New Sales Reps Make When Opening a Sales Call
In our training sessions, our clients regularly ask about ways of opening a sales call. These questions typically take the form of, “I make 100 cold calls a day and nobody’s buying anything. What am I doing wrong?” or “I leave a voicemail message whenever I don’t reach someone. How come no one ever returns my calls?”
The answer to questions like these can be almost anything, from the type of phone they use to the time of day. However, here is how I usually respond to these questions to insure our discussion has the right focus: …
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4 Objection Tactics in Sports Biz Sales – Tickets / Premium
I’ve spent the last 20+ years working with sales teams in the pro-sports industry. While each market is unique, each team faces its own challenges, and each league is unlike the others, there are four mistakes that are universal across all pro-sports sales.
Here are some thoughts and advice. …
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5 Steps to Buying Sales Training
Around 18 months ago, we published an article on how to purchase sales training. There, we described the three factors you should take into consideration when buying sales training: content, process, and methodology. I began thinking about all this in early 2000 when I met a sharp HR executive who reminded me she bought millions in training each year — and promptly told me how to sell it. …
B2B Sales Lessons From Black Friday
When thinking about Black Friday, your mind probably wanders to long retail lines and slashed prices on consumer goods and services. Not Business to Business sales. But there is a lot we can learn in professional sales from watching the trends we see with consumers and the way retailers are adapting. …
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