SLH SALES SYSTEM SALES TRAINING MORSEL #27

HELP ME HELP YOU!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

The relationship between Seller and Manager is meant to be symbiotic. Each party benefits from the other. A sales staff can only function and a Manager can only lead when there is a two-way street of information and constructive dialogue between Manager and Seller.

Of course, there are always instances of divergent viewpoints in this relationship. Frequently, Managers must protect and defend margin and say “it’s not going to happen.” Sellers may want a sketchy deal to be approved regardless of how it might affect the company.

As in all sales situations, the ability to communicate clearly and effectively is vital.  Communication – “external” with customers and “internal” with colleagues and Managers – must flow freely. Unfortunately, I have seen many instances where things are not in balance. Managers will micro-manage or don’t pay enough attention to Sellers’ needs. Sellers go “stealth” in order to escape being managed. Or, Sellers run to Management, regardless of the issue or its importance.

In order to inject balance in the Sales world, Managers should consider asking these questions the next time a Seller comes knocking. And, Sellers should be prepared to answers these questions before that visit:

·        WHAT HAPPENED?

·        WHAT DOES THE CLIENT WANT?

·        WHAT DO YOU THINK OUGHT BE DONE?

·        WHAT’S BEST FOR OUR COMPANY?

This way we race to common ground and the most logical course of action. As a result, Sellers will come to Managers not only with problems but with solutions.

What do you think?

Good Selling!

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 #26

SOMETIMES WE SHOULD JUST ZIPIT.COM

I was with a Seller on a late Friday afternoon. There were four (4) of us and, like everyone else – I thought – I was anxious to start the weekend. What ensued just wasn’t right!

This Seller, in an attempt to be “thorough,” proceeded to go into painstaking detail – reading from a technical specs sheet – about how his product not only “was the industry leader,” but how it worked! He explained how this part worked in conjunction with that part. And, it continued for 35 minutes – which is a really long time!

Later, in the parking lot, he asked what I thought of his presentation. I responded by asking his opinion. “Thought it went great,” he said. I asked why he went into such great detail and he responded that “I always do it that way.” He was unaware that the three (3) of us were bored to tears and the Buyers were just too nice to say anything.

I suggested he could have presented a choice for the Buyers:

·        Allow the Buyers to peruse the product information and then respond to their questions.

·        Go into the detail as he had.

Let your Buyers provide an easier way to Sell.

A good rule to follow might be – “don’t answer questions that haven’t been asked.”

What do you think?

Good Selling!

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 #25

FOLLOW-UP

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

It’s one thing to sell something once. It’s quite another to be invited back again and again. Sellers who know how to “follow-up” truly differentiate themselves from the rest. One of the major reasons that Sellers don’t follow-up is that they are concerned something went wrong – which is exactly why we should be pro-active in this regard.

Effective follow-up comes in many shapes and sizes:

1. Following a proposal/bid: Always establish what the next step will be. It is not enough to “give them a couple of days” before the follow-up phone call. Let them know the specific action and the time-frame it will happen.

2. After a service or product is delivered: Always check-in to make certain that what the Buyer purchased arrived intact – confirm it was working effectively and was exactly what was expected. I always make certain that a few days following a Training Session I am on the horn doing that just that.

• Years ago I purchased a big-screen television that, when delivered, clearly required a new and much larger, living room. Following a phone call to the Seller and visit to the store, the right TV was substituted was delivered. A few weeks later, a buddy visited and remarked how nice it was and wanted to know where I bought it. I told him, yet discouraged him from using that Seller and store. Goodness, if I’m the Seller, I make a phone call to confirm that this TV and the living room were perfect for each other. Imagine the potential for a referral when that takes place. 

3. Just checking in: Send a note and let your Buyer know that you will be in touch to see how things are going. Whether on the phone or in-person, being there when you don’t want anything says a lot about you as a person.

• I made a phone call to check-in with a client with whom I hadn’t spoken for about six (6) months. He told me that he “had been thinking about me” and wanted to know my availability for a Training Session. I was. Pretty cool!

4. When you don’t want anything from your client. A phone call or a stop-by is appreciated for all the right reasons. Regular contact that doesn’t always relate to a sales call builds trust between the Buyer and Seller.

Go ahead. Make that call now.

What do you think?

Good Selling!

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 #24

BUT, I HAD AN APPOINTMENT!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

There are few things as cool as having an appointment with a potential Buyer. Whether in-person or on the phone an appointment means that you are expected and the odds of a sale significantly rise. Furthermore, it is really important that we always confirm our appointments.

A few years back, I flew across the country to meet a Seller – who also had to fly into the city – to make a sales call. Be aware that this was a seasoned and very effective Seller.

I asked when was the last time he and the Buyer talked. He responded with “when we set the meeting.” He assured me that the Buyer rarely traveled and “was always in.” Of course, when we arrived for the appointment, we discovered the Buyer had indeed been called away for a business emergency. There was a severe “I told you so” look on my face as we made a quick exit.

There are Sellers and Managers who believe that confirming an appointment gives the Buyer an “out” and we risk a cancellation. I say, “good!” Why would we want to waste our time on a call when the other person has no interest?

I suggest that appointments be confirmed in writing as well as verbally. Let’s protect our time and make certain that we take advantage of a sales opportunity where the Buyer is interested in what we have to say.

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.

SLH SALES SYSTEM SALES TRAINING MORSEL #23

NEXT YEAR IS NOW!

SELLING IN ADVANCE

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

How companies establish their budgets can be mysterious, indeed. What happens when they don’t spend that budget is even more curious. Some companies allow funds to “roll-over” to the next year. Sometimes the balance evaporates into thin air, never to be used.

Some companies belong to trade groups or business groups that make funds available for education, advertising or other uses based on their buying patterns and participation in specific marketing programs. In the advertising business, tons of coop funds go unused each year.

We can actually help our clients -- and perhaps ourselves -- by knowing how these budgets work.

At the end of every fiscal and/or calendar year, reach out to your clients. Ask how satisfied they are with the service you’re providing. Ask what you can do to improve as a vendor to them. We can also inquire as to whether our clients will be using us in the up-coming year. If so, we can offer to take payment now in return for services to be provided in the future (make certain their accounting department is good with this).

How about making that call right now?

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 #22

“THAT IS SO NICE”

THE POWER OF REFERENCES

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Frequently potential clients will want to talk to folks who have used you in the past. There are people who know you, your work and can vouch for you, our highly-prized references. These are people who speak for you and solidify your reputation in the market. Over the years, many super people have helped me build my business through their good words.

Some things to remember while building and maintaining your references:

·        Always ask in advance how they would feel about being used as a reference.

·        Ask how they wish to be contacted – office phone, cell phone, e-mail, fax, etc. Be certain you understand their wishes.

·        Every December give them a chance to “opt out.” Send a nice note thanking them for the past support and asking if want to “take a break” or continue to speak for us.

A couple of weeks back this was carbon-copied to me by a potential client after contacting an existing client:

·        “Had a very positive discussion with (Name of person) with (Company) related to David Rubenstein and his “Sell like Hell” program. (Company) has realized some significant gains throughout their sales efforts as a result of adopting some of Rubenstein’s selling suggestions and principles. One of the biggest gains they have realized was within house accounts which got my attention.”

Let your best clients help build your business.

HTS?

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 #21

“QUESTION STACKING”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Everybody does it and we are rarely aware of it. And, it’s not a good thing.

It’s fantastic when Sellers ask open-ended questions of their Buyers. This is the essence of sales, after all. But, in our zealousness we frequently cause more problems for ourselves.

Working with more than 25,000 Sellers over the years, I have noticed that Sellers share a common malady –“stacking” questions. This is asking more than one (1) question at a time and not waiting for the Buyer to respond. In Training, and when riding with, or “sitting-beside Sellers, I have witnessed “doubling,” “tripling” and even four (4) questions in a row – “quadding!”

Nothing positive results from this action. Buyers can become confused and the Seller can lose control of their part of the sales process. And, worse, the answer we need may never be provided.

Solutions to this problem:

·        Slow down.

·        Know what your going to ask when you get there (see Morsel #17 on Protocols).

·        Listen well and “Follow the Buyer.”

·        Begin audio-taping your end of your phone calls for review.

·        When a Manager rides with you, ask him/her to make note of your question-asking patterns. 

Remember, one (1) question at a time always makes the selling process better and easier.

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.