SLH SALES SYSTEM SALES TRAINING MORSEL #43

NO HARM, NO FOUL!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

How many of you are tired of non-responsive prospects? We call and leave messages – nothing. Sometimes, we’ll connect and be told to call back in “a couple of days.” More nothing. It’s incredibly unprofessional and unnecessary. Just let me know you’re not interested and I’ll move on – I promise. Unfortunately, it doesn’t happen this way and I just don’t get it.

So, help ‘em out by giving ‘em and out.

When I’ve truly had it, I send a “no harm/no foul” note -- one in which I beg to be let go. This is not a disingenuous trick. It really is meant to bring things to closure and it goes like this:

Steve,

Hello and how are you?

When you have a minute, please let me know what you’re thinking about the Sales Training. I remain excited about working with your Sellers and you. On the other hand, if you choose not to proceed, no harm/no foul – just let me know. If it’s the former, let’s get started. If it’s the latter, I greatly appreciate your interest and time and say “good-by” for now.

How fair is that?

Thanks.  David. 415.455.9955.

You reserve the right to reach out a later date. But, you’ll be amazed how quickly you’ll be able to clear that back-log of indecisive prospects.

Remember, time management is one of a Salesperson’s greatest assets. Stop wasting your time and move on.

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES SYSTEM SALES TRAINING MORSEL #42

DON’T DO IT

QUESTIONS THAT SHOULD NEVER BE ASKED

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Never leave a birdie putt short. Never leave a runner on third with less than 2 outs. Never lead with your chin.

I believe that most Sales questions are good questions and only a limited number of questions should never be asked. Here are my absolute never, ever ask questions:

·        “What can I do to get an order?”

·        “What do you like about your present vendor?”

The former question is asked by the “lazy guy,” one who expects to land business just by showing up. It’s so much about himself and not the Buyer – imagine if it was that easy. What does it say about the possibility of building high-caliber working relationships? How could we ever be secure with our own clients? Instead, go with an “Igniter Protocol” that delves into the real needs of the Buyer. Develop the ten (10) best questions – about them – and go with it.

The latter question – which I call the “death question” -- is as thoughtless as they come. Again, the Selling bar is lowered but the ramifications are greater. Why would any Seller want to hear what a non-client has to say that’s positive about their competitor? Just assume the answer is:

·        “Their service is great, their pricing is super, twice a year they take me to Pebble Beach and the rep is my first (1^st) cousin. What do you want?

Unfortunately, this same thoughtless Seller continues with:

·        “What don’t you like about your current vendor?”

How low is this? Don’t sell negatively – it’s neither nice nor right. It will come back to bite you. Instead go with these:

·        “How satisfied are you with level of service you’re receiving from your present vendor?”

·        “What one (1) thing would you improve about the level of service you’re receiving?”

Stick with the questions that help you identify the Buyers’ needs and you’ll be just fine.

How’s that sound?

Good Selling!

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES SYSTEM SALES TRAINING MORSEL #41

DEALING WITH OBJECTIONS

PART 4

DEAL WITH IT!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Okay, we screwed up – maybe – and it’s now time to “deal with it!”

First, take a step back just to make certain of what happened and to confirm that we’re at fault. Begin with...

·        “What happened?”

And, you did it – or at least someone in our company did. Immediately say – “I’m sorry.” Because it’s true and it’s right. Then:

·        Explain why it happened.

·        Ask – “What needs to be done to make things right?”

After clearly understanding what needs to be done, we “deal with it” by introducing a solution:

·        “This is what we can do and this is how it remedies the situation.”

Be sure to use a Chaser:

·        “How’s that sound?”

It is extremely important that while “dealing with it” and providing a solution that we determine whether there are opportunities to continue doing business (by using the “perfect world” technique) in the future.

·        “When this is behind us, and if you’re completely satisfied with the result, what is the likelihood that we can continue working together?”

To conclude the discussion of dealing with objections, remember that we have options:

·        Ignore it!

·        Remove it!

·        Perfect world it!

·        Deal with it!

Use these methods to remedy problems and to create the strongest possible relationships with our clients.

What do you think?

Good Selling!

BLOG – http://selllikehellsales.blogspot.com

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.