July 5th, 2010 by Sales DNA
How To Deal With The Price, Sales Objections
I was just reading the book ’10 steps to sales success’ which you can check out here .
In it I was reminded of an old Zig Ziglar sales objections handling line that has stood the test of time well and still stands strong today as a great way of getting some one to think when they throw an unwarranted price objection at you. Remember, value, value, value…………
“Our company made the decision to explain a higher price once rather than justify poor service and quality several times.” “You only cry once when you pay a higher price.”
Now, check out the video about Sales Objections below:
Continue reading ‘Handling Sales Objections – You are too expensive’
April 15th, 2010 by Sales DNA
Elmer Wheeler’s Sales Training Video
One of the passions i have is hunting down old hard to find sales and business information. This sales training video is absolutely a must see. It is from one of the greatest ever sales trainers, called Elmer Wheeler.
You may have not heard of Elmer, but i can guarantee you have heard of some of his phrases, which you will see in this sales training video. He was instrumental in introducing the following phrases into the English language:
“Don’t Sell the Steak; Sell the Sizzle.”
“Don’t Write: Telegraph.”
“Say it with Flowers.”
“Don’t Ask If, Ask Which.”
Now let’s watch the Sales Training Video
The sales training video is a bit corny at the beginning so you may want to start watching at about 6 minutes. It might seem old and out of date but this guy was a genius of his time and there is not 1 sales person alive today who could could not learn from his work.
Continue reading ‘Sales Training Video – Learn from the Masters – Elmer Wheeler’
April 1st, 2010 by Sales DNA
Sales Prospecting
Below is my latest article on sales prospecting from the Institute of Sales and Marketing Management’s – Winning Edge Magazine.
Hope you like it!
See more about sales training on my other posts. Let me know what you think about
Continue reading ‘Sales Prospecting with blogging’
March 22nd, 2010 by Sales DNA
Why are prospects haggling on price?
Very often when i run sales training courses and in particular telesales training courses, there is always a big debate about the ‘P’ word. That’s right price.
Teach your staff how to deal with prospects haggling on price
It is sometimes challenging to get staff members to see that not only do they have a huge influence on their companies ability to charge higher prices and that it is very often their own words that encourages people to haggle with them.
Let me give you an example:
Continue reading ‘Are you training your clients and customers to haggle on price?’
January 25th, 2010 by Sales DNA
Selling value in Sales
In a volatile business environment, sales has to adapt. It is not just reaction to change that we need, it is anticipation of change. That means that a variety of thinking skills are needed:
- The ability to analyse what is happening to customers and what it means for their suppliers,
- The ability to create new scenarios and solutions for them,
- The ability to reflect and learn from failure and consolidate on success.
Whenever do we get time to think about value in sales?
When times are hard, the pressure is on to do, do, do. But if you are doing the wrong things, that only upsets customers more. Sales management in the 21st century is a great deal about leading and coaching the professional development in salespeople that customers admire.
Productivity is always important, but efficiency comes after effective courses of action have been identified.
Continue reading ‘The DNA of sales – Is it all about value?’
January 22nd, 2010 by Sales DNA
Drip marketing software will revolutionise your sales and marketing process if you take the time to implement it.
Do you sometimes struggle to remember to follow up with important prospects and existing customers and clients because you just get too over whelmed?
It’s natural. We all do it no matter how well planned out our time is.
The reality is we all let sales and marketing activities go through the cracks because we are too busy, get distracted or just plain forget. There was research done (artributed to many organisations) in the 90′s, that showed most people will buy after 7 ‘touches’. More recent research has indicated that with the proliferation of marketing messages and marketing channels available today, that could be more like 12-20 touches.
An effective way to keep ahead of the pack and on top of your game is to leverage technology to work smarter and not harder. One of the best ways of doing this is by using what is referred to as ‘drip marketing’ software.
Continue reading ‘Drip Marketing Software – Pinpoint a great drip marketing software’
November 22nd, 2009 by Sales DNA
My favorite phrase on sales prospects
I have been using the phrase “don’t show up and throw up” on your sales prospects for a long time in my training and have blogged about it previously. I use it to persuade sales people from launching into a canned spiel that is focused on them, their product and their company.
The people you call and meet really don’t care for the “show up and throw up” approach to sales. They want you to be focused on their business, their business goals and their Customer Value Proposition (CVP) -that is how you help them win more business and add value to their customers.
The “origin” of my phrase on sales prospects
I have to be honest and say that I never really thought that I invented the phrase but I could not put my finger on where it came from. Until now that is!
I was just looking over some of my old sales books (which greatly focus on learning about sales prospects) and low and behold came across my source of inspiration in a book called: Knock your socks off prospecting. Continue reading ‘Don’t show up and throw up on your sales prospects!’
November 18th, 2009 by Sales DNA
A great sales blog that has sadly shut it’s doors is sales itch which was run by Ed Mclean. I had chance to have a look at it again today and it made me smile. In particular, I love Ed’s sales bloopers series. In particular blooper number 2 – which starts off like this:
Me : “Good morning, may I speak to Mike Wright please?”
Gatekeeper : “No, I am sorry, Mike doesn’t take calls”
Me : “OK, no problem. Perhaps you can help, I saw that Mike recently made an announcement about the Hertford project. I have been working on a similar project and wanted to make contact. Is Mike in the office at the moment?
Continue reading ‘Sales Calls – Opening Lines – When it all goes wrong!’
November 18th, 2009 by Sales DNA
Wow – Christmas is coming!
It must be because I have just come across the first sales related Christmas poem.
http://blog.meetingtowin.com/2009/11/17/twas-the-recession-before-christmas/
Have a read – its light hearted style hides a great message to all sales people and sales managers in the run up to the end of the year.
November 17th, 2009 by Sales DNA
Handling Sales Meetings
The blogger and author Geoffrey James (one of the best persons on giving tips about sales meetings) recently posted the article :
- 6 Ways to Really Irritate a Customer
which I thought I would share with you because it has some great lessons on sales training for any business to business salesperson.
Continue reading ‘Sales Tips: Great advice to handle a sales meeting’
