- It is possible to fail in many ways...while to succeed is possible only in one way.
- Aristotle (384 BC - 322 BC), Nichomachean Ethics
- I don't know the key to success, but the key to failure is trying to please everybody.
- Bill Cosby (1937 - )
- Success isn't permanent, and failure isn't fatal.
- Mike Ditka (1939 - )
-
-
1. One - Communicating the message that it is sound business to trust you
Don't cut corners at the expense of your own credibility-it's one of your most powerful weapons. You're not in the business of attracting suckers; you are in the business of building mutually beneficial long-term partnerships.
2. Two - Asking the right questions
Ease in with simple questions that get the prospect talking about himself, then move on to the Past, the Present, and the Future-complementing each with Why and How. Use "middle-ground" questions where appropriate, but beware of over-reliance on them. You must take the responsibility of keeping the cycle moving forward.
3. Three - Taking the lead
Tell the prospect where you are at any given point in the sales cycle. Don't be afraid to steer the conversation in the direction you want it to go. If there are questions or problems, you'll hear about them - and that's what you want! When in doubt, take the initiative in a calm, professional manner.
4. Four - Engaging the prospect
Don't play ping-pong - work from the unique set of verbal cues your prospect will supply. Discuss that with which you are comfortable and familiar....show care by really caring.
(edited a bit since he assumes you will be meeting the prospect)
5. Five - Finding the key requirements
"Find a need and fill it" has its limits. For most of us, the day of relying exclusively or primarily on first-time customers has passed. Find requirements you can fill among those sought-after, qualified buyers who know full well that the choice is theirs.
6. Six - Converting the leads that "fall into your lap"
The Sale You Deserve? Maybe. But take the time to establish a relationship and find out what's going on. Then ask to set up an appointment. Don't assume you've got a "sure thing!"
7. Seven - Knowing how to make your product or service fit somewhere else
Does what you sell work in only one way? Or can you adjust it, make it serve some new purpose or function? Can you present it in a different light, or to a different group of people?
8. Eight - Pretending you're a consultant (because you are)
Don't improvise. If you need to take time out to come up with a workable solution, do so. Solving problems is the name of the game-and you have to listen before you can come up with a solution.
9. Nine - Asking for the next appointment (while you're on the first visit)
Perhaps the simplest, easiest-to-follow price of advice in this book. Don't make excuses - make appointments.
10. Ten - Taking Notes
Taking notes during your meeting with the prospect helps you listen, puts you in a position of authority, encouraged your prospect to open up, and sends positive signals.
11. Eleven - Creating a plan with each new prospect
It may be route to you, but the prospect has never gone through the sales cycle with you before. Produce a customized, written plan based on your notes from early meetings. Remember, you're the doctor - don't rush the diagnosis!
12. Twelve - Asking for referrals
Don't be shy - you can't afford it. Referrals are the life blood of a successful career in sales....Say :I'm willing to bet there are people in your (industry, area, related businesses) who could benefit form my talking to them about this (product/service). Do you know of five people I could talk to?"
13. Thirteen - Showing enthusiasm
Talk up your company - and remember that there is a difference between enthusiasm and poorly disguised panic. Enthusiasm builds bridges; panic tears them down.
14. Fourteen - Giving yourself approproate credit
Talk about yourself - but be humble. (No, the two are not mutually exclusive.) Convey success, confidence, and flexibility. Highlight past successes, but don't try to one-up the prospect. Try to exhibit the characteristics of a person who makes things happen.
15. Fifteen - Telling the truth (it's much easier to remember)
We tell, on average, 200 lies every day! Well, social conventions and pleasantries are one thing - misleading the prospect about your ability to meet a deadline is quite another. Remember, your credibility is a precious asset; defend it!
16. Sixteen - Selling yourself on yourself
Motivate yourself! Avoid the radio during your morning commute; listen to motivational tapes instead. Be specific with your goals - and your rewards. Get positive reinforcement. Get outside. Leave yourself notes. Keep things in perspective.
17. Seventeen - Starting early
There is a world before 9 AM! You can beat the secretary trap, ease your commute, reduce your aggravation, and improve your attitude by making it in an hour or so before everyone else does. It may sound tough - try it anyway. You'll be a convert before you know it.
18. Eighteen - Reading industry publications (yours and your clients')
Trade journals and newsletters are invaluable date sources; read them. These publications are fertile sources of leads, industry gossip, and all manner of important inside stuff - take advantage of them!
19. Nineteen - Supporting your visit the next day
Call or write your prospect the day after your visit (or in our case - phone call). The vast majority of people who mean to do this never actually get around to it; build this step into your schedule!
20. Twenty - Giving speeches to business and civic groups
You will benefit tremendously form the boost in confidence your receive from being treated as an expert in your field (which you are); in addition, an average of one out of every ten audience members will seek you out to ask about your services.
21. Twenty-one - Passing along opportunity when appropriate
What goes around, comes around. being a part of the "grapevine" is a wise decision - one I've never hard any salesperson regret making.
22. Twenty-two - Taking responsbility for presentation that go haywire
Rejected? Try this: "Mr. Jones, I just don't understand....I must have made a mistake in my presentation for you to decide it this way. I know we can help you. can you help me and show me where things went wrong?"
You may have to put aside the common fixation with being "right" - but, then again would your rather be "right," or close a sale?
23. Twenty-three - Being honest with youself about the nature of the firm you work for
If you have to choose between fighting a losing battle for losing generals and finding another army, find another army. Don't rationalize.
24. Twenty-four - Telling everyone you meet who you work for and what you sell
Why not make a point of broadcasting your profession to anyone and everyone - with pride? This is not the same as subjecting everyone you meet to a sales pitch! Simply pass along your name, profession, and company affiliation to every new person you meet.
25. Twenty-five - Keeping your sense of humor
It can be tough to be a salesperson sometimes - but that's exactly why sales work has to be funny now and then! Lighten up - and remember, success couldn't happen to a nice person.
Here is what I've been working on this past week
- Utilizing Facebook to generate leads and to keep my current customers updated
- I do not mix business with pleasure..what I mean by that is I do not post outrageous things about my personal life along with in-appropriate photos of myself (you get the hint!)
- Leaving Voicemails - I keep it as short as can be: "My name is Marty. I am calling regarding your business. Give me a call at ____." The shorter the better. Google Voice also helps. I cannot stress how valuable this has been. I am getting about 2 call back a day by leaving this short number and then calling people back from my work number. (Just Google it!)
- Utilizing Chamber of Commerce to look up members - for examples I Google: "Small Business Chamber, City State." A lot of the time, the Decision Maker's name and phone number will be posted up there along with what kind of business it is. Use with caution though, sometimes it is outdated (much like BBB).
Stay Tuned - I am about to read my 4th Schiffman Book - "Telesales" and summarize the key points.
