41 sales tips you can use right now
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41 SALES TIPS YOU
CAN USE RIGHT NOW
Pre-Call Planning
Before Reaching the Decision Maker
Beginning Statements
Questioning
Listening
Proposing a Solution
Asking for Action (Closing)
Working with Objections
Summarizing
Redefine Rejection
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Pre-Call Planning
1. Begin by doing your homework and collectingbackground information about the prospect'scompany and industry.
The main objectives are to understand where
they are now, where do they want to be and howdo they currently plan to get there.
This includes:
The job descriptions for available jobs related to your solutions.
The press releases and the SEC files for the keywords related to your solutions.
A list of customers that are in the same industryas the prospect.
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Pre-Call Planning2. Before you pick up the phone know the purpose of your
call.
Objective 1 - Locate WHO has the authority to evaluate
and buy or the decision-maker(s).Objective 2 - Determine if a need, challenge or problem
exists.
Objective 3 - Find out what the prospect values inthemselves and their business.
Objective 4 - Set up a time and date specific action stepor plan.
. Remember that people don't like to be sold, they like tobuy. Our job is to help them buy the way they want to buywhich may not be the way that we want to sell.
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Pre-Call Planning
3 Prepare questions for your call using your call objective.
You need to understand who is doing what andwhy.
Then you need to determine what theyprospect is trying to achieve and how theyplan to go about doing it.
The idea is to understand how a companydoes business before trying to sell something.
You do this by staying in information modeand staying out of sales mode until you find aneed exists and then your goal becomes topersuade them to take this action.
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4. Remember that people don't like to be sold,
they like to buy.
Our job is to help them buy the way they
want to buy which may not be the way that
we want to sell.
Pre-Call Planning
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Before Reaching the Decision
Maker
5. When speaking with a gatekeeper
[a.k.a. secretary, assistant,
receptionist, screener or blocker] use
the utmost respect and courtesy.
After all, they usually determine who
gets to speak with their boss and whodoes not.
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Before Reaching the Decision Maker
6. As you make your way around an
organization over the phone,collect asmuch information as possible about
who works for whom and how business
situations are handled.
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Before Reaching the Decision Maker
7. Always ask for help by saying, "Maybe youcan help me." Follow this statement with adirect question
such as "How do you currently...? Or "Who isresponsible for ...initiatives?" This enables youto be
prepared before you speak with high-level
decision- makers about what they want to gainor avoid rather
than waste their time asking questions aboutinformation they already know.
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8. Avoid using the word "information." It raises
people's defenses.
For example, "I'm just trying to get some
information.
What is your driver's license number ?
" People are more helpful when they are
not and hand deliver it to their boss, be sure
you clearly explain a few of the potential
benefits without getting into the specifics
about how your products/services actually
work
Before Reaching the Decision Maker
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Before Reaching the Decision Maker
9. When leaving a voice mail, sending a fax or
email or asking a gatekeeper to take a written
message and hand deliver it to their boss, besure you clearly explain a few of the potential
benefits without getting into the specifics about
how your products/services actually work
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Beginning Statements
10. Always ask for permission to speakby asking,
"Is this a good time to speak?"
If someone is busy they won't belistening to what you have to say.
So don't speak with people who don't
want to speak with you,as they won't bylistening to what you have to say.
Either get off the phone or schedule a
brief phone appointment.
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Beginning Statements
11. The most effective beginning statements addresswhatµ called WHIIFMAMC.
This stands for "What's In It for Me and My Company?
" The idea is to create curiosity about what you can do for them
so they ask you more questions about what you offer andit enables you to move into the fact finding/questioningstage.
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Beginning Statements
12. Always confirm you are in fact speaking with thecorrect person who has the authority to make the
decisions.
Use the question "Who is responsible for ...?³
To confirm you are speaking with the right person.
If for some reason you are not, the answer to thatquestion will lead you in the direction of the right person.
13. Use "What if ...occurs?"
(or)"What do you do when...happens?" to uncover potentialproblems and areas of improvements.
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Questioning
14. Understanding comes before selling.How can I sell you anything unless I knowthere is a need to sell something?
You need to ask questions to determinewhether a need exists before explainingwhat you have to offer.
By staying in information mode and askingquestions while staying out of sales modeby presenting everything you have to offer,you'll know what to present and the closewill become a natural conclusion.
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Questioning
15. Use questions to determine which
benefits are important to the prospect.
What you may think is a benefit mayactually be a drawback
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Questioning
16 If you ask more than one
question at a time, people often
become confused and irritated whichare two things you want to avoid at
all costs.
Ask one question at a time
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Questioning
17.After asking a question
.
STOP!
Wait for a complete answer .
If you speak too soon you'll never know what
they would have said that might have been a
crucial piece of information you needed to know
later
Question and then remain silent until they
complete their answer .
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18. After they've finished answering your
question feedback what you heard in your own
words to be sure you have understood them
correctly.
This will prevent costly misunderstandings
further on in the sales process.
Questioning
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Questioning
19. Ask direct questions. Avoid "I was justtrying to find out if you could tell me someinformation"
(or)
"Could you possibly please tell me what you aredoing in the area of ...?" These types of statements demonstrate a lack of self-confidence and will often cause decision-makers to cut a conversation short.
Use direct and concise questions that getdirectly to the point of what you need to know.
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Questioning
.
20. Control the direction of the call usingquestions.
Let's say I ask you a question about Televisions
and you respond with an answer about Radios.
I would say I understand what you are sayingabout Radios.
Let me ask you another question. How do you
currently purchase Televisions?
This way you can redirect the conversation inthe direction you want it to go regardless of
what the other person answers.
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Questioning21
Get people to think in terms of numbers.
Ask questions such as
"What do you think...is costing you?"(or)
"How much time have you allotted for this?"
(or)
"When does that happen?"
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Listening
22. Clear All Distractions by setting aside a specific
amount of phone time each day
(such as two hours per day) for making cold, warm, and
client calls.
Clear your desk of other work or projects.
Close your office door
and
post a "Do Not Disturb" sign.
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Listening
23. Concentrate by giving 100% attention to everythingthe prospect says.
Listen for facts or statements and
record your impressions of what is being said.
Skipping the clarifying and feedback step can cause
costly misunderstandings
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Listening
24. Take thorough notes and do not forget important
details.
Notes come in handy a few days later when you are
developing your proposal.
Taking notes engages your auditory, visual, and
kinesthetic senses and forces your concentration on
listening in order to take notes.
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Listening
25. Paraphrase what the speaker is
saying in your mind.
Repeat your understanding of what you
heard and ask if you understand
correctly.
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Listening
26. Listen for clues revealing specific
challenges an account is facing, rather than
focusing all of your
energy on how one solution will fit the account's
needs.
Discover what the prospect needs, rather than
what you want to sell.
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Listening
27. While keeping track of what was said during
the conversation, circle any important phrases
or words that were repeated.
These phrases and words provide clues as to
what the prospect values or thinks are
important.
These words can become useful if you weave
them into future conversations
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Listening
28. Encourage the speaker to completely
answer each question you ask and
remain silent until they finish speaking.
Pauses enable people to take time to
assimilate information and time to think.
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Listening
29. You will receive more information by
listening, rather than by trying to fill in
the gaps of silence.
If you need to, rest your chin on your
hand and place your finger over your lips
to keep yourself from speaking while the
other person is talking.
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30. Before proposing a solution it is importantthat you establish trust.
Trust is the assured reliance on character,strength, or truth of someone.
When you work over the telephone, the onlyfeedback you receive is the sound of theperson's voice.
People feel comfortable speaking and buyingfrom people they know, like (like means similar)
and trust.
Think about the qualities of those you trust and
develop ways of communicating those qualities
Proposinga Solution
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Proposinga Solution
31. If you have done a good job of questioning
and understanding how an account does
business in your area of expertise, you will
know what to present (and what to avoid).
Concentrate on presenting ideas that are of
value or importance to the prospect.
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Proposing a Solution
32. As a rule of thumb, people valuesecurity, adaptability, cost of ownership,ease of use, efficiency and effectivenessand dependability.
Use questions to discover which one(s)your prospects value the most and thentailor your presentation to address thosevalues in term of positive monetarybenefits.
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Asking for Action (Closing)
33. Closing should be the natural conclusion to
a sales call if you have done your homework,
asked the right questions and presented a
solution that is of value to the prospect.
However you must ask for specific action steps
to be taken. For example, this could be faxing
over a signed Agreement, agreeing on terms of
payment or setting up dates for an event to takeplace in the future.
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Asking for Action (Closing)
34. Within reason, ask for more thanwhat you want.
People can always move down but it is
much harder to get them to move up.Make your suggestion within the reach of the customer without overselling themand possibly placing you and your
company in a bad light for futurebusiness.
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Working with Objections
35. Objections are simply a request for moreinformation.
What the person is saying to you is in a
manner of speaking
"I don't understand what you mean.
Would you please go over that again as it
applies to my situation?³
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Working with Objections
36. Often objections are indicators of what the
real problem is so do not gloss over them.
Feedback your understanding of what was said
to be sure you have it correctly and explain how
your product or service would apply to that
situation.
There is no need to get defensive
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Setting Up a Sales M.A.P.
(Mutually Agreed upon Process)
37. At the end of every call, there needs tobe a time and date specific action step.
Ask them to pull out their calendar andwrite your name and phone number next to
the day you have both agreed upon to
speak next.
Clarify what steps or actions or milestones
will need to take place to bring the sale to a
successful conclusion
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Summarizing
38. Towards the end of your conversation,
summarize what was said and agreed uponand then follow up your call with a letter,
email or faxed summary.
This summary should include the Current
situation,
Needs or Challenges or Problems, Time
frames, Decision maker(s), Evaluator(s) or
Influencers, Evaluation process, Budgetingprocess, Decision making process and the
next action step(s) agreed upon.
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Redefine Rejection
39. You can redefine rejection by turning your calls into puzzles.
If you get one more piece of information than
you knew before you've gotten a result.
If you've gotten a result than you haven't been
rejection.
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Redefine Rejection
40. Remember people are not rejecting you, they arerejecting what you have to offer .
Learn not to define yourself as what you offer .
You are not what you offer .
You are an individual who is constantly developing more
and more talent and skill to present ideas and gain
people's agreement to take actions.
Even if that action is not to take action now, that does not
preclude a prospect needing to take action in the future.
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Redefine Rejection
41. It is always better to receive a yes or a no rather than a
maybe. May be waste your time.
So be confident and ask for a yes or a no.
You'll save both your time and the prospect's time too.
Take it a great day and a successful week!