Let's say you want to contact someone who doesn't know you. You're probably hesitant, because in the past, they didn't return your calls or blew you off pretty quickly. With that background, of course you're not overly thrilled about picking up the phone and calling someone new!
Imagine this scenario instead... Instead of calling to talk about how wonderful you are and why they should hire you, you call to talk about them and to offer them something that will help their business. The dynamics of the conversation will be completely different if your opening line is something like: "Hi, I'm Jenae. I'm calling to see if we can help increase your sales like we have for other companies like yours. I'd also like to share with you a report on how you can XYZ. Is now a good time to chat?"
If the report you're offering is of keen interest to the person you're calling, they should be willing to speak with you. Certainly, your chances are higher than if you say, "I'm calling to see if you're buying (whatever you're selling) right now."
Make your calls all about them, and you'll find Getting In gets easier and easier.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 - Jenae@SalesPowerhouse.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).
Wednesday, December 24, 2008
Tuesday, November 25, 2008
Overcome Overcoming Objections: Cold Calls
I received this question from one of my clients last week: Your great techniques seem to more based on responding to incoming calls. How do you not fall into not talking about yourself with cold calls when they don't know who I am!
It has been said EF Hutton can't cold call. Everyone knows them! Does everyone who should know you know you?
My response? "Nothing changes! Start with Fact Finding - even with new "cold" calls. Always start with fact finding. The trick is to call people who know who you are so you don't need to tell them anything up front." So how do you do this? It's easy for them; they're publishers, so they just have to send a copy of their magazine each month to every prospect. This way, everyone who needs to know them, knows them. So what can you do?
Communicate regularly through an ezine. Remember this... ezines are about them NOT about you! Each month, write a short article about something that will help their business... then later in the ezine, you can write a short blurb about you. They have no reason to want to know about you if they don't see how you can help them. So show them that first.
Every day people sign up for my ezine, and less than a handful opt out each year... because the ezines are about them first.Your database is your prospect list! Spend time putting together the names and email addresses of the people you want to reach... then reach them! "
They didn't opt in, so that's SPAM," you say. "Nope, it's not.... if it doesn't meet four critical rules."
This does not mean I wouldn’t call someone who doesn’t know me at all, but it’s not my preferred method. Make sure everyone in your industry who needs to know who you are, knows who you are.
I AM a BIG fan of calling NEW businesses. The method is the same. Start with Fact Finding. Ask a good opening question to stimulate interest in the conversation. Then go right into fact finding. ALWAYS talk about them… what you have in terms of what it will do for them.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896 - Jenae@SalesPowerhouse.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).
It has been said EF Hutton can't cold call. Everyone knows them! Does everyone who should know you know you?
My response? "Nothing changes! Start with Fact Finding - even with new "cold" calls. Always start with fact finding. The trick is to call people who know who you are so you don't need to tell them anything up front." So how do you do this? It's easy for them; they're publishers, so they just have to send a copy of their magazine each month to every prospect. This way, everyone who needs to know them, knows them. So what can you do?
Communicate regularly through an ezine. Remember this... ezines are about them NOT about you! Each month, write a short article about something that will help their business... then later in the ezine, you can write a short blurb about you. They have no reason to want to know about you if they don't see how you can help them. So show them that first.
Every day people sign up for my ezine, and less than a handful opt out each year... because the ezines are about them first.Your database is your prospect list! Spend time putting together the names and email addresses of the people you want to reach... then reach them! "
They didn't opt in, so that's SPAM," you say. "Nope, it's not.... if it doesn't meet four critical rules."
- Are your From, To and Contact information accurate?
- Does your subject line live up to its content? (Don't deceive)
- Can they opt out easily and obviously.
- Is your physical address included?
This does not mean I wouldn’t call someone who doesn’t know me at all, but it’s not my preferred method. Make sure everyone in your industry who needs to know who you are, knows who you are.
I AM a BIG fan of calling NEW businesses. The method is the same. Start with Fact Finding. Ask a good opening question to stimulate interest in the conversation. Then go right into fact finding. ALWAYS talk about them… what you have in terms of what it will do for them.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896 - Jenae@SalesPowerhouse.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).
Monday, November 3, 2008
Overcome Overcoming Objections: Stop Wondering. Start Selling.
A client just emailed me with this question: "What approach do you suggest for a prospect like this? They come from outside the industry. I don't want to introduce them to our competition if they are not already aware of them, on the other hand if they have since found them I don't want to under-pitch."
My Response:
"Pursue more questions. In addition to missing critical questions, ask, "What other publications are you looking at right now, or are you only interested in the flagship magazines?" In this prospect's instance, they already stated they're using only "flagship magazines" to reach another industry. You can play off her idea of what's important... which you should continue to do... and in her words, "flagship publications."
The problem is, very few were asked in the fact finding stage. Guessing how to respond means you don't have enough information, so go back and arm yourself. Otherwise, you'll spend all your time wondering and not selling.
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896
Jenae@SalesPowerhouse.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).
Tuesday, October 28, 2008
Overcome Overcoming Objections:
Stress-Fre... SellingTM... Eliminate Stress in Sales
A sale is stressful when we approach Prospects with the intention of making a sale and the fear of not making a sale. To compound matters, Prospects are afraid we are going to manipulate them. They are afraid we are going to sell them something. . . something that's not in their best interest. Prospects accept appointments reluctantly (which is why we have difficulty getting them on the phone in the first place) and are pre-armed with a litany of excuses (aka objections) to get rid of you.
It is this dichotomy of goals (you want to make a sale and Prospects want to protect themselves) that creates stress. Imagine if you both want to meet. Imagine if neither feels the other is going to try to force anything on him. Imagine you both feel the only acceptable outcome is the satisfaction of your Prospect's goals. Now you have begun the journey to stress-free sales.
Why are you selling what you are selling? If your goal is to make money, your Prospects will smell that and act accordingly.
People do not do business with you to give you money. They do business with you because of what you can do for them. So it is important they understand what you do for them. This is different from the mundane thoughts you have now about what you do.
For example, you could say I am a speaker, consultant, and trainer. And that would be correct. . . to a point. What I really am is a conduit to help people improve their lives and the lives of others. By showing people how to achieve their goals stress-free, I add to the peace and harmony in the world, one Salesperson, one Client at a time. Who would you rather do business with? A speaker/ consultant/trainer or someone who helps you reach your goals stress-free and create harmonious relationships?
Who are you? What is your foundation?
You want Prospects to want to buy before you talk price! The price is always too high when desire is absent. Price is the major point of contention when there is no desire and when no difference is seen between you and your competitor. If this is the case, what else (other than price) would there be to judge you on? Nothing. So your job is to create desire and demonstrate difference.
Ironically, you do this by Discovering what your Prospect's (or Client's) goals and obstacles are and then showing them how you can help them obtain their goals and overcome their obstacles. So next sales call, ask a kazillion questions. Don't talk about yourself until after you have the answers to all the questions you need. Then use your sales skills to initiate a conversation about how you can partner with them so you become an obvious choice.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896
Jenae@SalesPowerhouse.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).
It is this dichotomy of goals (you want to make a sale and Prospects want to protect themselves) that creates stress. Imagine if you both want to meet. Imagine if neither feels the other is going to try to force anything on him. Imagine you both feel the only acceptable outcome is the satisfaction of your Prospect's goals. Now you have begun the journey to stress-free sales.
Why are you selling what you are selling? If your goal is to make money, your Prospects will smell that and act accordingly.
People do not do business with you to give you money. They do business with you because of what you can do for them. So it is important they understand what you do for them. This is different from the mundane thoughts you have now about what you do.
For example, you could say I am a speaker, consultant, and trainer. And that would be correct. . . to a point. What I really am is a conduit to help people improve their lives and the lives of others. By showing people how to achieve their goals stress-free, I add to the peace and harmony in the world, one Salesperson, one Client at a time. Who would you rather do business with? A speaker/ consultant/trainer or someone who helps you reach your goals stress-free and create harmonious relationships?
Who are you? What is your foundation?
You want Prospects to want to buy before you talk price! The price is always too high when desire is absent. Price is the major point of contention when there is no desire and when no difference is seen between you and your competitor. If this is the case, what else (other than price) would there be to judge you on? Nothing. So your job is to create desire and demonstrate difference.
Ironically, you do this by Discovering what your Prospect's (or Client's) goals and obstacles are and then showing them how you can help them obtain their goals and overcome their obstacles. So next sales call, ask a kazillion questions. Don't talk about yourself until after you have the answers to all the questions you need. Then use your sales skills to initiate a conversation about how you can partner with them so you become an obvious choice.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896
Jenae@SalesPowerhouse.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Presidents & Sales Managers, call for a free consultation (954-290-9896).
Saturday, August 16, 2008
Overcome Overcoming Objections: How to Make it About Them
You've heard a million times by now to make your sales About Them. But how do you do that???? Here's one easy (pardon the pun... you'll see!) way how.
Take a look at a recent letter or proposal you wrote. Count how many times you see "I" or "we." Now count how many times you see "you" and "your." If you're like most people, there are ten times more "I's" and "we's" as there are "you's" and "your's." The easy solution is to reverse that. when you write in "I" terms, you are writing about yourself. When you write about "you," well... I think you get the picture.
I say this is easy because the tactic is. The execution is challenging... until you get it... then it's a snap. Just think about what their goals and obstacles are. Write about helping them achieve goals and overcome challenges. Write about what they are looking for not what you are providing.
Succeed at this challenge, and your letters will be read and you will be chosen... because you fulfill needs. When I work in the magazine publishing industry, I tell my clients, people don't want ink on paper. They want what the ink does for them... bring their stores more traffic, improve their reputation, announce a new product, etc. What do your prospects want from you?
Focus on this, and you'll have the winning formula.
Welcome to Stress-Free Selling (TM),
Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.
Jenae@SalesPowerhouse.com
954-476-0067
Tuesday, August 12, 2008
Overcome Overcoming Objections: What's the Best Way to Convince Buyers to Choose You?
Recently a seminar attendee told me, "Jenae, I'm having trouble convincing people my product is the best. What should I do?"
For starters, stop trying to convince people! When you approach a sale from the vantage point of "convincing others," you are focused on what you need to tell them about you. How many times have you heard, "No one cares about you until they see how you care about them?" Well then, pay attention!
Start the sale by asking a ton of questions and not talking about yourself... at all. Out of this information, identify their obstacles and goals. Show prospects how you can help overcome obstacles and achieve goals. It's truly this simple.
Now record or write out your conversation. I'll guess for every ten times you say "I" or "we," you say "you" or "your" one. Reverse it, and you're talking about them. Learn how to say "you" and "your" for every "I" and "we."
I promise this will change your results. Practice makes perfect. If sales is important to your success, start practicing now!
Welcome to Stress-Free Selling (TM),
Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.
Jenae@SalesPowerhouse.com
954-476-0067
For starters, stop trying to convince people! When you approach a sale from the vantage point of "convincing others," you are focused on what you need to tell them about you. How many times have you heard, "No one cares about you until they see how you care about them?" Well then, pay attention!
Start the sale by asking a ton of questions and not talking about yourself... at all. Out of this information, identify their obstacles and goals. Show prospects how you can help overcome obstacles and achieve goals. It's truly this simple.
Now record or write out your conversation. I'll guess for every ten times you say "I" or "we," you say "you" or "your" one. Reverse it, and you're talking about them. Learn how to say "you" and "your" for every "I" and "we."
I promise this will change your results. Practice makes perfect. If sales is important to your success, start practicing now!
Welcome to Stress-Free Selling (TM),
Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.
Jenae@SalesPowerhouse.com
954-476-0067
Monday, August 11, 2008
Overcome Overcoming Objections: Tough Economy / Tough Competition
On May 15, the New York Times reported that starting this Fall, Turner TV is offering advertisers spots that capitalize on the content of the movies! Hearing this, AMC cable network created Audience Identity Metrics so they can offer packages to advertisers that are tailored to the behavior of the consumers who watch those movies. Contextual online advertising is commonplace, and while online advertising grows, it is changing the way advertisers think about traditional print media. Publishers Information Bureau recently reported consumer magazines ad revenue decreased 1.2% the first quarter 2008 and ad pages sank 6.4%.
This is a brief State of the Advertising Industry. All real estate related businesses are down as are luxury items and many other industries due to our economic environment. You may be surprised to read this in my monthly newsletter as its usually filled with tips. Here's the point, if your continue to sell what you have rather than what you can do for your prospects, you, too, are going to fall into this downward spiral... if you're not already. Some systematically beat the economic trend. When I sold, I always did. How? Make sure your sales approach is other-centered. If you're always talking about yourself, they'll never care.
Remember: if you continue doing what you've always done, you'll get the results you've always gotten. Now, more than ever, it's imperative that you dare to make some changes in your sales strategies and tactics. Go back through my previous newsletters, and select one new idea to implement today. Or buy a CD. Top atheletes practice their skills every day. When was the last time you practiced... and improved... your ground strokes?
Welcome to Stress-Free Selling (TM),Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.Jenae@SalesPowerhouse.com 954-476-0067
This is a brief State of the Advertising Industry. All real estate related businesses are down as are luxury items and many other industries due to our economic environment. You may be surprised to read this in my monthly newsletter as its usually filled with tips. Here's the point, if your continue to sell what you have rather than what you can do for your prospects, you, too, are going to fall into this downward spiral... if you're not already. Some systematically beat the economic trend. When I sold, I always did. How? Make sure your sales approach is other-centered. If you're always talking about yourself, they'll never care.
Remember: if you continue doing what you've always done, you'll get the results you've always gotten. Now, more than ever, it's imperative that you dare to make some changes in your sales strategies and tactics. Go back through my previous newsletters, and select one new idea to implement today. Or buy a CD. Top atheletes practice their skills every day. When was the last time you practiced... and improved... your ground strokes?
Welcome to Stress-Free Selling (TM),Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.Jenae@SalesPowerhouse.com 954-476-0067
Sunday, August 10, 2008
Overcome Overcoming Objections: Should I send a letter, email or call?
I'm periodically asked this question about how to respond to a situation. The answer is simple. . . fortunately!
Is it urgent?
Pick up the phone. You don't know if they're out of town, out ill, on vacation, or just don't check their email that frequently. If you need to communicate now, communicate now!
Is it sensitive?
Pick up the phone! Some people, not you, of course, use email to avoid conflict. Unfortunately, words have many meanings and intonations, and if you are not on the other end of the line to hear the response, you could unintentionally be igniting a flame.
Do you need documentation?
Send an email. This is good proof that you did what you said you were going to do. . . if you think you need it.
How do they like to communicate?
If it's not urgent or sensitive, and you don't need documentation, be client/prospect friendly. YOU may prefer email, but if THEY prefer voice-to-voice, please them. . . not you!
Avoiding problems is just one more way to make new and repeat sales more easily.
Welcome to Stress-Free Sales,
Jenae
If I can help you overcome sales challenges and reach new goals, call or email me.
954-476-0067
Jenae@SalesPowerhouse.com
Tuesday, February 19, 2008
Overcome Overcoming Objections: Insist on Your Customer's Success
"I don’t want your money if you won’t get results." Can you imagine saying that to your potential customers?!
Acting in fear of missing quota, salespeople accept whatever prospects give them. Imagine your customer says, “Ok, I’ll buy from you,” and instead of your saying or thinking “Great,” you say, “I'm glad you're ready to do business with us, but I don’t want your money if you won’t get results.” Now milk this! Continue by telling them, “If it doesn’t work, you will say our product (service) is no good when it’s really that you haven’t purchased the program (product) you need to see results.”
Your biggest fear is losing that one time sale, that you will probably have trouble doing business with again anyway. What will truly happen is by saying something like this, you will lose one sale for every three who come in. If you are selling a lot of ineffective programs, try this. You don’t have much to lose, and the upside is huge.
When you don’t just take their money, they trust that you really care about them. When they trust you, they will do business with you. The reason you get small, ineffective business is they don’t really trust you. If they did, they would buy what they need rather than acquiesing to give you something and get rid of you. Nothing else makes sense!
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
Acting in fear of missing quota, salespeople accept whatever prospects give them. Imagine your customer says, “Ok, I’ll buy from you,” and instead of your saying or thinking “Great,” you say, “I'm glad you're ready to do business with us, but I don’t want your money if you won’t get results.” Now milk this! Continue by telling them, “If it doesn’t work, you will say our product (service) is no good when it’s really that you haven’t purchased the program (product) you need to see results.”
Your biggest fear is losing that one time sale, that you will probably have trouble doing business with again anyway. What will truly happen is by saying something like this, you will lose one sale for every three who come in. If you are selling a lot of ineffective programs, try this. You don’t have much to lose, and the upside is huge.
When you don’t just take their money, they trust that you really care about them. When they trust you, they will do business with you. The reason you get small, ineffective business is they don’t really trust you. If they did, they would buy what they need rather than acquiesing to give you something and get rid of you. Nothing else makes sense!
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
Thursday, January 17, 2008
Overcome Overcoming Objections: Take Advantage of Your Easiest Sales!
If you are like most people I know, you sell half or more of the referrals you get. One of my coaches claims 100% sales of his referrals!
Before I go on, I want to clarify what I mean by referrals. When someone says “SoAndSo should do business with you,” and they don’t know SoAndSo, this is not a referral. This is the same brilliant idea you probably already had. Ok, back to prospecting referrals…
There is a good way and a better way to ask for referrals. Asking if someone knows “anyone” is tantamount to asking for “no one.” “Any one” is too big. Narrow the field to make it easier for people to help find a referral to give you. Here are a few referral tips:
- Give, read or email a list of your top prospects, and ask who they have relationships with on this list that they would be comfortable recommending.
- Ask your customers if they know anyone in a specific geographical area, if that’s appropriate to your business.
- Ask for a referral in a certain business or industry group.
You make it easy for them to help you when you show them a road rather than the globe. When you make it easy, you get referrals. . . which gets you sales. . . easily!
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
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