Do It Now
“The business obituary pages are filled with planners who waited.” – Harry Beckwith
Quick 150-word sales tips from experts that will change the way you do business. New tips every business day.
Tuesday, November 10, 2009 at 3:01AM I mentioned in the last article that my old boss and billionaire Craig McCaw (Clearwire) knew, understood, and used sales’ dirty little secret to his advantage and to the advantage of his salespeople. I also showed how some “Salespeople Wanted Ads” skirted the issue of the secret.
Wednesday, November 4, 2009 at 3:00AM Sales’ dirty little secret. I’ve seen salespeople get threatened because of it. I’ve seen them get fired for it. I’ve seen salespeople quit because of it. I’ve seen sales candidates refuse to take the job because of it. I’ve seen grown women cry because of it. I’ve seen strong men tremble in front of it. I’ve seen the best salespeople succeed because of it.
Monday, November 2, 2009 at 3:00AM Objections are thrown out through all stages of the selling process, not just at closing time. The prospecting stage is no different. Doing sales training with a bank based in Baltimore their bankers were faced with two common objections when cold calling. One: “We’re doing business with another bank already.” Two: “It’s too much of a hassle to change banks.” They get these objections 75% of the time they told me and they are always at a loss for a response.
Monday, October 19, 2009 at 3:00AM When cold calling, anticipate objections. The first objection you’ll hear is, “I’m not interested.” Steal their thunder.
Tuesday, October 13, 2009 at 3:00AM One of our new sales trainees returned to the office after his first morning to solo in the field doing walk-in cold calls. He started clearing out his desk. I asked him what was going on. “I pulled up to the office complex,” he started, “parked the car, set the brake – and sat there in my car for two hours. TWO HOURS! I couldn’t move. I was shaking. I was sweating. I was hyperventilating. I couldn’t move.” “For two hours?” I asked incredulously. “Couldn’t move. I can’t sell if this is what it takes to find new business. It’s just not for me. I’m quitting.” That’s a cold call. You know what I’m talking about.
