Sales Call Tips

Are you an intelligent optimist?

Are you deeply interested in what you are selling?  We can only be a success in a line which interests us greatly.  If you are bored with what you do, you will be boring to your prospects.  What can you do today to become more optimistic about yourself?

What if you turned off the political noise and started discovering what's right with the world?  No matter what the frightening headline, the gloom and doom TV stories, remember there are always forces at work to mitigate and solve the problem.

Check out the website for Intelligent Optimists! 

http://odewire.com/

Connie Kadansky, Sales Call Reluctane coach helps salespeople get their "ask" in gear.

#1 Complaint about Salespeople: They Don't Listen

Yes, salespeople talk too much and blow their credibility.  A prospect will not listen to you until you have established a certain amount of trust with them.  It takes effort to actively listen.  Here are five simple tips to train yourself to actively listen:

1)    Do not jump to conclusions.

2)    Concentrate.

3)    Choose to listen.

4)    Ask clarifying questions.

5)    Ask a question predicated on your prospect's last statement or question.

By the way, the response  "uh - huh" is not active listening!!

Connie Kadansky, Sales Call Reluctance coach helps salespeople get their "ask" in gear and refine their selling skills.

 

What NOT to do at a networking event!

Today at a professional networking event, a businessman diminished his credibility by giggling coins in his pocket for the entire time he was giving his pitch.  Thirty pairs of eyes were on his right-hand pocket.

When you are standing in front of a group, 100% of communication is taking place:

7% words that you are speaking

38% your tone (voice, inflection, volume, pausing, pitch, pace)

55% your physiology (body language)

Giggling the coins was so distracting, I did not hear what he had to say.

How can you make sure that you present yourself with poise and confidence when you stand up to give your pitch at a networking event?

 

Connie Kadansky, Sales Call Reluctance coach, helps salespeople get their "ask" in gear.  www.exceptionalsales.com or connie@exceptionalsales.com

 

The Worst Prospecting Script Ever!!

Yesterday I got a sales call from my current phone company wanting to upsell me on services.  I am totally open to salespeople calling because I know that it is their job. My clients are salespeople.  I like salespeople!   

However . . . when the sales guy started out with "Tell me about your business," I had to control myself.  I said "You are kidding me!  You expect me to stop what I'm doing and tell you about my business?" 

This is an example of why prospects get so turned off by salespeople.  It is the salesperson's responsbility to do their homework.  Check out the prospect's website.  Create a laser sharp value proposition from the prospect's perspective!  If you need help on your laser sharp value proposition, please email me connie@exceptionalsales.com and we'll email you a worksheet.

If this sales guy would have started out with "In researching your website, it looks like you have been in business quite a few years and that you sell products and services online.   When is the last time you checked to see how fast you connect to the internet?"  He would have got my attention in a more positive way and engaged me in something that is important to me.

Please do the sales profession a favor.  Pre-plan your calls, develop a laser sharp value proposition and develop that engaging question.  Your prospects will be much more open to you.

Connie Kadansky, Sales Call Reluctance Coach, 602-997-1101 or connie@exceptionalsales.com

Sales Call Reluctance: What Causes It and How to Conquer It / LifeHealthPro

In "Sales Call Reluctance:  What Causes It and How to Conquer It"  published April 1 on LifeHealthPro, Connie Kadansky explains what sales call reluctane is, why it is the number one killer of sales and sales-related careers, and how you can overcome it.  Read the article.\

  Become a confident and consistent salesperson who prospects daily.  Connie Kadansky, Sales Call Reluctance Coach, helps salespeople get their "ask" in gear. connie@exceptionalsales.com or 602-997-1101

Success Breeds Success

What would your day be like if you started out with listing five things you are deeply grateful for and ending your day writing down five achievements?  Sandwich your day with positives! 

Research proves that the more positive we are, the more motivated we are.  It is also true that most salespeople neglect to acknowledge their successes, unless it is a home run.  What would happen if you started acknowleding the daily small successes?

I promise you that if you do this exercise daily for one week, you will see an increase in your sales and your success!

Connie Kadansky, Sales Call Reluctance Coach, helps salespeople get their ask in gear.  602-997-1101 or connie@exceptionalsales.com

Are you addicted to "yes?"

Today I listened to a CD from Goforno -- Andrea and Richard are proposing that we shift our mindset and find the word "no" empowering if we are going to succeed in sales.  Richard tells a story that will literally change your perspective on "no."  Highly recommend you check out their website and ponder their concepts.  

When a prospect tells you "no" -- what do you make "no" mean?  Does it mean "not now?"  Do you make it mean that you are in someway unworthy and that your product is worthless. Then you spiral down into self-doubt?

You have the power to shift your mindset! 

 

There is no magical script!

The magic is your delivery.  Only 27% of the communication when you are prospecting are the words that you say.  73% of your communication is your tonality, which includes your volume, speed, tonation, inflection, pausing, and quality of your voice.   

With that said, words are important and I highly recommend that you have a typewritten script.  The script that I have been using for years includes a component of influence.  "We work with several companies similiar to yours, such as X, Y and Z, and our clients tell us that (plug in your laser sharp value proposition.)  Then have an engaging question.

If you need help on your value proposition, please email me at connie@exceptionalsales.com and request our value proposition worksheet.  Your value proposition needs to be as unique as your fingerprint.  If it isn't you have some homework to do!

Sometimes people think that they are experiencing Sales Call Reluctance, however, they are not comfortable prospecting because they do not have a clear-cut, laser sharp value proposition.  Once we help salespeople with their value proposition, they are much more confident prospecting.

Connie Kadansky, 602-997-1101, helps salespeople improve their prospecting skills so that they significantly increase their number of appointments and sell more!

Let your prospect know that you did your homework!

 

 

Yesterday, I got a call from a salesperson who wanted to put a vending machine with "red bull and energy" drinks in my office.  She was upbeat and clear on the purpose of her call!  However, I work out of a small office.  It is obvious that she didn't do her homework. 

Prospects want to know that they are not "just another tick on your call sheet."

If this salesperson would have looked at my website, she would have known that I probably wasn't someone who would be interested in a vending machine with Red Bull.

How do you show your prospects that you have done your homework?

Recommend that you do your homework and make sure that you have a solution to your prospect's problem.

Potential introductions to prove you have done your homework:  "We work with several companies similiar to yours, such as (A, B, C)  -- if you are at liberty to say the name of well-known companies do so.

"In reviewing your website, I note that . . . "

"We work with facilitites mangers who struggle with . . . "

What other ways can you prove you have done your homework?

Connie Kadansky, helps salespeople get their "ask" in gear, connie@exceptionalsales.com or 602-997-1101

Is Sales Call Reluctance costing you BIG Bucks?

Sales Call Reluctance is nothing to be embarrassed about.   Living with it needlessly is.  If you are struggling with Sales Call Reluctance and not prospecting consistently, just know that it is not prospecting that is causing your anxiety.  It is the thought about prospecting that causes your anxiety.  Did you know that there are six mindset habits that will transform your results that are strongly rooted in behavioral science?

If you are experiencing Sales Call Reluctance, you are probably pre-playing your prospecting calls negatively.  You are projecting your fear and negativity onto your prospecting call.  Did you know that with some mental discipline and effort that you can start pre-playing your prospecting calls much differently?  You can use mental visualization and mental preparation and have the prospecting calls unfold for you in detail with the result that you want opposed to what you don't want!

The first step is to identify the negative intruder thoughts that you are projecting onto your call.  For example, someone who is intimidated by prospecting C-level people, may be saying to themselves, "I don't know how to talk to these people."  That negative thought triggers negative emotion (self-doubt) which triggers a behavior (avoid making the call) which results in nothing.

Learn to be aware of the negative intruder thoughts.  Know that you have a choice in that moment to buy into the negative thought.  You always have a choice.  Choose to shift your perspective. 

For example, "I don't know how to talk to these people."  What alternative thought can you choose?  What about:  "C-level people are interested in how much money they can save, how to cut costs, how to get their people to be more productive."  Go to work on your value proposition and scripting.

You have the power within you to challenge your perspectives!

Yes, I am confident in helping salespeople overcome Sales Call Reluctance.  Connie Kadansky

602-997-1101 or connie@exceptionalsales.com

 

Are you worthy of your prospect's confidence?

Two little boys are talking and one says "my daddy is so strong that he can pick up a horse."  The other little boy said "oh, yeah, prove it!"

Your prospects are the same.  You must have logical proof and emotional proof to the value of your product or service.   Recently a lady prospected me for a chocolate that helps you lose weight!  She captured my attention!  She told me that she had lost 35 pounds eating this "chocolate." (emotional proof)  She then proceeded to give me a sample (emotional proof).  It was delicious (emotional proof).  She said eat three of these a day and you will lose weight.  Well. . . I admit I was still a little skeptical.  Then she sent me a link to a website.  There are different studies and a lab has certified their product (logical proof).  I'm not sold yet, but I do believe that it is worthy of my further exploration.

What logical proof and emotional proof are you providing to your prospects to influence them to buy from you?