Friday, July 24, 2009

Pay Attention to These 5 Verbal Clues to Outsell the Competition

One of the skills that you can actively develop when cold calling is your ability to listen to your prospects--being able to gather information, understand that information and apply it to turn your prospects into customers and turn your customers into happy clients.

Here are five things to pay attention to when you are going through your sales process. They are absolutely essential when conducting your sales activities over the phone:

1. Listen to the speed and cadence of your prospect's speech patterns.
You communicate most effectively with your clients when you talk like them. When you speak, match their speed and cadence.
If you want to achieve rapport and communicate as effectively as possible, then exercise your flexibility and talk like your prospect.

2. Listen to their intonation.
Emphasis on one particular word should give you clues on the types of the questions that you'll need to move the process forward.

3. Listen for repeat phrases.
If your client repeatedly asks about something, regardless if they preface it with statements like, "It's not a big thing..." or "I was just curious..." or "It's not important..." you better believe that it is important in their mind. That's an indication that it's time to start drilling down with questions to discover the driving force behind the thing that they claim is not important.

4. Listen to the types of words that they use.
You want to convey a sensory-rich description of your solution to your prospect, employing a variety of sensory descriptions, but first you need to gain rapport and that will entail meeting your prospect where they currently are and talking with them in their terms.

5. Listen for phrases that seem out of place.
The key here is not to listen for the covert messages or hidden meaning in your client's communication. The key here is to be cognizant of the patterns that they use to communicate their challenges to you. If you know how they prefer to communicate, then you can communicate like them on their terms. And if you can communicate like them, then you will establish rapport quicker and maintain it longer. And if you can maintain rapport, then you work your sales process from trust and you'll find yourself closing more deals.


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Thursday, July 9, 2009

10 Traits of the Top Sales Performers

Ever wondered, what it took to become a top performer?

1. They come out of their comfort zone i.e. they are wiling to try things which most people are not until it becomes comfortable, like talking to strangers, making cold calls and going to networking events alone to meet new prospects.

2. They are committed to results. Commitment is doing the things you know you should do long after the mood you said it in has left you.

3. Motivated; they set large specific goals like I am going to earn $15,000 by 31st September.

4. Begin with the end in mind. They ask themselves the regular question; what would the more refined successful, accomplished version of me say to a prospect?

5. They delay gratification. They discipline themselves by doing actions what successful people do so that they can they have what successful people have.

6. Expect a positive result. They always expect the sale and focus on solutions to every situation.

7. They are team players. They understand that they need to have great relationships with all resources and people, i.e. people in the back office, customer services and other areas because you never know when you need a favour to get a sale through.

8. Enthusiasm; if you catch on fire with enthusiasm people will come from miles to watch you burn.

9. Work harder. They start cold calls early when most people are having breakfast or coffee.

10. Single-day action. They take action toward their goals every day whether they feel like it or not because they know it creates a habit of action which translates into results.

Source: Andrew Obrien Cameron,

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Thursday, July 2, 2009

How to Get Cooperation....

'Don't you have much more faith in ideas that you discover for yourself than in dieas that are handed to you on a silver platter? If so, isn't it bad judment to try and ram your opinions down the throats of other people? Isn't it wiser to make suggestions-and let the other person think out the conclusion?

Adolph Seltz of Philadelphia, sales manager in an automobile showroom and a student in one of my courses, suddenly found himself confronted with the necessity of injecting enthusiasm into a discouraged and disorganized group of automobile salespeople. Calling a sales meeting, he urged his people to tell him exactly what they expected from him. As they talked, he wrote their ideas on the blackboard. He then said: "I'll give you all these qualities you expect from me. Now I want you to tell me what I have a right to expect from you." The replies came quick and fast: loyalty, honesty, initiative, optimism, teamwork, eight hours a day of enthusiastic work. The meeting ended with a new courage, a new inspiration-one salesperson volunteered to work fourteen hours a day-and Mr. Seltz reported to me that the increase of sales was phenomenal.

"The people had made a sort of moral bargain with me," said Mr. Seltz, "and as long as I lived up to my part in it, they were determined to live up to theirs. Consulting them about their wishes and desires was just the shot in the arm they needed."

No one likes to feel that he or she is being sold something or told to do a thing. We much prefer to feel that we are buying of our own accord or acting on our own ideas. We like to be consulted about our wishes, our wants, our thoughts.'

Source: How To Win Friends & Influence People by Dale Carnegie