Archive for the 'Sales Tips' Category

Are you ready for PRIME TIME?

One of the key concepts of Personal Productivity Principles is the concept of PRIME TIME.

Every time you have a task to do, you have to weigh the time/cost – value equation against your own “productivity expectation” and determine WHEN to do it.

PRIME TIME is best explained with a telemarketing/sales example:

  • PRIME TIME = whenever contact (calls) can be made.
  • NON- PRIME TIME = the rest of the time.

A top gun salesperson (or highly effective business person) only does PRIME TIME TASKS IN PRIME TIME and vice versa.

For example:

  • Reports, time management, scheduling is done early in the morning (NON-PRIME TIME)
  • Calls are made during the day  – maybe even during LUNCH TIME when people have time to talk (PRIME TIME)
  • Paperwork, planning, educational and development tasks are done in the evenings and/or weekends (NON-PRIME TIME)

It’s all pretty SIMPLE to understand – harder to actually do – because most people don’t know what their PRIME TIME tasks/outcomes are.

Once you know your PURPOSE / OUTCOME, everything should fall into place…

But it’s all easier said than done – unless you have a SYSTEMISED approach to time/life management.

Of course, when time permits, NON-PRIME TIME tasks CAN be done in PRIME TIME as long as they don’t interfere with PRIME TIME TASKS.

If you want to learn more about these principles, contact us. These are skills we teach within our Platinum Program.

A sales sin you MUST avoid

Liar Liar MovieSales sins are basic, fundamental things that can instantly kill a sale. Everything is going well and when a sin is committed, everything stops dead in its tracks. The worst part is, it’s preventable.

Yesterday, I was having a conversation with a client who had a qualified, experienced salesperson who committed one of the most common sales sins – believing a prospect’s lie. The salesperson was making appointment setting calls to have a consultant meet with them to present their products and services. The list was my client’s database, the same database he has been using for the past several years to maintain and grow his sales.

The sales approach, which we teach in our Killer Konversations and Killer Kampaigns workshop is to have a multi-touch approach.

In this instance, the first few touches were emails. Their CRM system not only tracks emails opened, but also tracks the specific web pages the prospect visited on their website. Salespeople refer to this as a warm prospect.

The salesperson called and the prospect claimed that her email on file had not been used in more than 7 years.

The salesperson believed the lie, and the sale was lost.*

The primary issue with sales is the need to remain “on message”. Distractions like this white lie or an outright full-blown lie is totally irrelevant to the sale. A competent, experienced salesperson knows this and just ignores it, accepting that it’s part of his/her job to get back “on message” and make the sale.

* Upon further analysis, the CRM system revealed the prospect in question had opened the email several times.

 

 

Ducks Quack – Eagles Soar

No one can make you serve customers well… That’s because great service is a choice.  Harvey Mackay, tells a wonderful story about a cab driver that proved this point.

He was waiting in line for a ride at the airport. When a cab pulled up, the first thing Harvey noticed was that the taxi was polished to a bright shine. Smartly dressed in a white shirt, black tie, and freshly pressed black slacks, the cab driver jumped out and rounded the car to open the back passenger door for Harvey. He handed my friend a laminated card and said: ‘I’m Wally, your driver. While I’m loading your bags in the trunk I’d like you to read my mission statement.’

Taken aback, Harvey read the card.  It said: Wally’s Mission Statement: To get my customers to their destination in the quickest, safest and cheapest way possible in a friendly environment.  This blew Harvey away. Especially when he noticed that the inside of the cab matched the outside. Spotlessly clean!

As he slid behind the wheel, Wally said, ‘Would you like a cup of coffee? I have a thermos of regular and one of decaf.’ My friend said jokingly, ‘No, I’d prefer a soft drink.’ Wally smiled and said, ‘No problem.. I have a cooler up front with regular and Diet Coke, water and orange juice…’ Almost stuttering, Harvey said, ‘I’ll take a Diet Coke.’  Handing him his drink, Wally said, ‘If you’d like something to read, I have The Wall Street Journal, Time, Sports Illustrated and USA Today.’

As they were pulling away, Wally handed my friend another laminated card, ‘These are the stations I get and the music they play, if you’d like to listen to the radio.’  And as if that weren’t enough, Wally told Harvey that he had the air conditioning on and asked if the temperature was comfortable for him. Then he advised Harvey of the best route to his destination for that time of day. He also let him know that he’d be happy to chat and tell him about some of the sights or, if Harvey preferred, to leave him with his own thoughts.

‘Tell me, Wally,’ my amazed friend asked the driver, ‘have you always served customers like this?’

Wally smiled into the rear view mirror. ‘No, not always… In fact, it’s only been in the last two years. My first five years driving, I spent most of my time complaining like all the rest of the cabbies do. Then I heard the personal growth guru, Wayne Dyer, on the radio one day.

He had just written a book called You’ll See It When You Believe It. Dyer said that if you get up in the morning expecting to have a bad day, you’ll rarely disappoint yourself. He said, ‘Stop complaining! Differentiate yourself from your competition. Don’t be a duck. Be an eagle. Ducks quack and complain. Eagles soar above the crowd.’

‘That hit me right between the eyes,’ said Wally. ‘Dyer was really talking about me. I was always quacking and complaining, so I decided to change my attitude and become an eagle. I looked around at the other cabs and their drivers. The cabs were dirty, the drivers were unfriendly, and the customers were unhappy. So I decided to make some changes. I put in a few at a time. When my customers responded well, I did more.’

‘I take it that has paid off for you,’ Harvey said.

‘It sure has,’ Wally replied. ‘My first year as an eagle, I doubled my income from the previous year. This year I’ll probably quadruple it. You were lucky to get me today. I don’t sit at cabstands anymore. My customers call me for appointments on my cell phone or leave a message on my answering machine. If I can’t pick them up myself, I get a reliable cabbie friend to do it and I take a piece of the action.’

Wally was phenomenal. He was running a limo service out of a Yellow Cab. I’ve probably told that story to more than fifty cab drivers over the years, and only two took the idea and ran with it. Whenever I go to their cities, I give them a call. The rest of the drivers quacked like ducks and told me all the reasons they couldn’t do any of what I was suggesting.

Wally the Cab Driver made a different choice. He decided to stop quacking like ducks and start soaring like eagles.

Today’s post was sent to me by Christine Lenghaus – thanks for soaring like an eagle and sharing!

Top Gun Sales Strategies 4 of 4

The last of the Top Gun Sales Strategies is where all the cream is. Getting bigger sales with a higher repeat rate – in other words MORE people buying MORE from you MORE often.

The strategy is to get them to RESOLVE to complete their order – PROPERLY so they get the full value and benefit of their purchase.

There is nothing worse than PAYING for something and not receiving everything that’s included in the purchase. Continue reading ‘Top Gun Sales Strategies 4 of 4′

Top Gun Sales Strategies 3 of 4

Once you have a suspect or prospect who has considered and decided to buy, the next step is to get him or her to commit. Committing means transactionalising the transfer of value from you to him/her.

Guess what?

This is the part where the men are separated from the boys so-to-speak, when the top sales earners earn their big paycheques.

Ask for the order!

This is a must in all sales.

Asking for the order can be subtle:

“Would you like it delivered on Tuesday or Wednesday?”

“Would you like it in blue or black?”

“Will you be paying with Visa or MasterCard?”

“Would you like an extended guarantee with that?”

Committing to a sale it s the simplest of the 4 steps, but it’s the hardest to perfect with elegance and grace. It’s also the #1 most valuable skill that when absent can kill a sales career dead in its tracks.

In the last instalment of this series on Top Gun Sales Strategies, I will reveal why most salespeople lose as much as 10 to 20% of their sales and up to 50% of their repeat sales…

Stay tuned for that next week!

Top Gun Sales Strategies 2 of 4

In my previous blog post, I covered the first Top Gun Sales Strategy, getting a suspect or prospect to consider what you have to offer. Skipping that step is the #1 Sales Sin Salespeople commit. In their eagerness (desperation) to make the sale, they jump right into the ‘sell’… BIG mistake.

You can’t decide something you never considered in the first place.

Continue reading ‘Top Gun Sales Strategies 2 of 4′

Top Gun Sales Strategies 1 of 4

If you’ve attended any of my events, you probably know that I am averse to doing things the way everyone else does. I call it antimimeticisomorphism. One of the ways I was able to win sales awards early on in my career was the systemisation and automation of the sales process. It’s one of the elements I will discuss at a 1-day event I call Top Gun Sales Strategies and is the focus of today’s post.

As a salesperson, you are paid to SELL. Anything that diverts you away from that should be eliminated or reduced as much as possible.

Continue reading ‘Top Gun Sales Strategies 1 of 4′