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The simple way to close a sale (premium)
By Richard White | May 12, 2008
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This is an edited recording of the teleseminar done by Andy Preston where he debunked some of the myths associated with closing the sale and presented a simple approach to closing which will prevent you from having to put any pressure at the end of the sales process.
Highly recommended listing for anyone who is involved in sales.
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Topics: Premium: Audio, Closing the sale, Sales Process, Uncategorized | No Comments »
consultative selling video (premium)
By Richard White | May 12, 2008
Consultative selling is essential for anyone selling business services or solutions. But how do you do it properly? In this consultative selling video mini-course I created through my sales coaching and business development coaching company I explain the basics of consultative selling and a model for approaching the sales meeting. Even if you have some experience in consultative selling, it should provide you with a different perspective. It is just under 14 minutes long.
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Topics: Premium: Video, Sales Process | No Comments »
When free costs dearly
By Richard White | May 9, 2008
There are some people who try and get all their learning for free. They listen to free podcasts, they sign up to any free reports going and come along to free talks or workshops. I have come across some people who have spent £100 travelling to a free seminar but would not pay £100 for a seminar on their doorstep!
Is this behaviour clever or does it really hold someone back? In my experience, people that pay a lot for their training are more likely to take it seriously and actually implement the recommendations. On the other hand, there seems much less of a commitment when access to the information was easy. There is another aspect too. The free content is normally just a taster. The person who never progresses beyond going for the freebies is unlikely to ever get access to the full content.
There is a further aspect of never investing in oneself which is more subtle and more problematic, especially for people in business to provide expertise and learning. Those who never invest in their own development will attract people of a similar mindset. Birds of a feather and all that!
Lets be clear, this is not about people who use free as a way of sampling. There is nothing wrong with going for free reports in order to check out someone’s expertise but if that is all you ever do then you run the risk of holding back your business!! How many hundreds of thousands of pounds in lost business will it take before the penny drops?
The thing that made the difference for me was when I started investing in myself. Of course, I had to budget and prioritise my expenditure but as I started seeing learning in the same way as any other investment then things began to change. These last few weeks I made such an investment and the sum involved made my eyes water and wonder if I was doing the right thing! Yet I have already had a payback and am confident that it will turn out to be my best investment to date.
Free stuff is great but if it holds back your sales and stops you paying the mortgage then it could come at a price you cannot afford.
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Topics: Sales management, Lead Generation: Cold Calling, Featured Articles, Lead Generation: Networking, Closing the sale, Sales Process, Personal Development, Lead Generation: Other, Communication, Weblogs | No Comments »
Increasing confidence in cold calling (premium)
By Richard White | May 9, 2008
We know we should be making cold calls but how do we build up enough confidence to make the calls? and how to we increase the chances that the person we are calling is going to want to take our call?
This video based mini-course is a cut down version of a full workshop and covers the GO FLIRT! system for boosting confidence and contains exercises designed to help you build your confidence in making the calls and also making your calls more effective.
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Topics: Premium: Video, Lead Generation: Cold Calling | No Comments »
Get motivated and stay motivated! (premium)
By Richard White | May 9, 2008
Many accidental sales people struggle to do enough sales activity because they do not understand how to get themselves sufficiently motivated. Other feel motivated from time to time but it is not consistent.
This is a mini-course video with exercises designed to help you set your goals and get motivated.
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Topics: Lead Generation: Networking, Premium: Video, Lead Generation: Cold Calling, Sales management, Lead Generation: Other, Sales Process, Personal Development | 1 Comment »
Counting down to higher performance!
By Richard White | May 8, 2008
I have just finished a coaching call with a sales manager who implemented a simple technique to increase the number of cold calls made by a couple of his team members. He said that by using this technique they doubled the number of calls made and both people felt great in the process. Previously they had found cold calling a bit of a chore to put it mildly!
With this approach they decide how many dials they needed to make and write it down on a piece of paper - for example 60. After each dial they cross out the number and reduced the amount by one. For 60 would become 59, then 58, then 57 and so on. The individual keeps going until they have reduced the number to zero.
Whereas before 60 always seemed like a huge mountain to climb until they got three quarters of the way through, now the mountain got getting smaller and smaller with each dial!
Sometimes little things can make a big difference!
Best wishes
Richard
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Topics: Lead Generation: Cold Calling, Lead Generation: Other | No Comments »
A sales person’s nightmare
By Richard White | May 1, 2008
You spend a lot of time, effort, and money winning a new customer. You treat them well and they come back for more and more, right? Are you sure? My experience this morning with the service department of a prestige car dealer is beyond belief.
We have bought a similar car from them several times over. We are perfectly happy with the car and the sales person is a delight to deal with. He should definitely be nominated for ‘Soft Seller of the year’ prize.
My wife called to book a service and was faced by someone on the service desk who was rather rude to her. My wife queried something mentioned and asked me to call the service manager. I was astonished at how rude the manager was, especially as this was a prestige car brand. Not only was the person on the service desk rude but also the manager too! At the end of the call I made a mental decision not to buy a car from that dealership again. I made a call to the sales person who was good about it and undertook to investigate. Quite rightly he was concerned with a techie upsetting his regular customers. He managed to staying loyal but never getting the car serviced there again.
It got me thinking about all the different parts of a business that can potentially undo the good work of your sales and marketing. The person who answers the phone; the people who deliver the products and services; the accounts department chasing the debts. Any company that values customer service would ensure that all parts of the organisation that interact with the customer help to increase sales and do not to drive them away (pardon the pun!)
It might just be worth checking that all parts of your customer experience is supporting you rather than making your sales job harder!
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Topics: Account Development, Weblogs | 1 Comment »
sales lead generation - 6 key questions to answer
By Richard White | April 29, 2008
These are the six key questions I use when coaching people who are struggling with sales lead generation. You have to answer them all and in sequence.
1. Who is my target audience?
2. Where is their pain?
3. How do I take the pain away?
4. Why buy from me and not someone else?
5. What is my evidence that I can do it?
6. How will my target audience find out about me?
The hardest thing in helping to turn around problems with sales lead generation is to get very specific about target audience. Yet once you have clarity over your target audience then the rest of the sales lead generation questions become much easier to answer.
If you are struggling with sales lead generation then try to answer the above questions for yourself.
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Topics: Lead Generation: Networking, Lead Generation: Cold Calling, Lead Generation: Other | No Comments »
7 habits for highly effective cold calling (premium)
By Richard White | April 27, 2008
In this recording I am interviewing David Festenstein on how to gain appointments with senior executives within large companies. David does this professionally for IT companies and is sharing his his 7 golden secrets which he has developed over many years of experience. On this recording we go into each in some detail but to summarise the 7 secrets:
1. Do your homework
2. Prepare for the call
3. Mentally rehearse the call
4. Get into the right state for the call
5. Seek a short telephone meeting as an initial outcome
6. Turn gate keepers into a gate openers
7. Continually review and improve
What will be very encouraging for accidental sales people is that David is an accidental sales person himself and does not fit the sales stereotype by any stretch of the imagination…….and yet he consistently gets a high level of appointments with senior decision makers for his clients. Listen to this recording and you will get a good appreciation of his approach.
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Topics: Premium: Audio, Lead Generation: Cold Calling | 1 Comment »
Dare to be different
By Richard White | April 24, 2008
On last night’s free sales teleseminar book marketing expert Sue Richardson from Word for Word was explaining to us why a good marketing plan is essential if you want to make writing a business book financially rewarding. Sue cautioned us not to expect to be able retire on the basis of the book sales. The financial spin-off opportunities, however, can be significant as long as you have something different to say.
Sue emphasised that one of the main mistakes authors make is that they just write a book and then hope it will sell rather than thinking through the marketing before they start. They are too focused on the product (the book) rather than the market (the readers).
If you have 10 similar books, each with a similar title and a similar theme, then why should anyone buy one book over another? If all 10 books solve a different problem then maybe the same readers will buy all 10 books! There could be additional readers who would never have bought a book but because yours addresses their specific needs they will buy it just for the knowledge.
One of the things I do regularly with clients is to help them differentiate themselves in the market place and it seems that sales and marketing for books is no different from sales and marketing for a business as a whole. If you have a well differentiated business then writing a well differentiated book should be easy.
Maybe if you are in business to sell your expertise and you are struggling to find a gap in the market then finding a gap in the book market could be a good place to start.
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Topics: Featured Articles, Lead Generation: Other, Weblogs | No Comments »