Fresh Sales Strategies Blog

How Would You Address this Interesting Sales Dilemma?

Thu, 31 May 2012 02:36:00 GMT

I was sitting next to Brian, one of my client's customers. The previous day, I'd led a "Selling to Crazy-Busy Buyers" workshop at their annual sales meeting. Today, he was speaking on how to best work with people just like him.

I was delighted my client was bringing the actual "voice of the customer" into their sales meeting. That is, until I asked Brian how he liked to be approached by new salespeople. He was quick to respond - and very emphatic:

"When they call, I ask them to send me a brochure. Then, when we're ready to make a decision, if it's close to what we need, I'll invite them in to learn more."

OMG. Brian's words directly contradicted what I'd told their salespeople to do the day before. Then I realized what he was really saying was this:

"I'm a highly knowledgeable buyer who does significant due diligence before investing time with salespeople. I don't need to waste time getting updated about their latest products or services. When I need information, I'll ask for it."

So what are you supposed to do? Just wait till your prospects are ready? That doesn't work either. Here are three ideas on how to work effectively with the Brians of this world.

Jolt them out of their complacency with the status quo. If your product or service can truly have an impact on their business, make sure you state it loud and clear. Don't hope that they'll somehow figure it out themselves. They're too busy for it.

Show them what's possible. Often times they haven't kept up to date on how others are handling similar challenges to theirs. This is highly valuable information that can help them achieve their goals better. Again, don't pussyfoot around it. Speak up.

Keep educating them. The only reason people buy your product or service is because it makes a difference for their business. So take your focus off of your offering and help your prospect understand the business value - through multiple contacts.

Brian meant what he said. He really truly does want you to send him a brochure. And he does want to do his own research.

But, even more so, Brian has business objective he's expected to achieve. And, if your solution can help him do this, he'll listen - even before he's ready to "make a decision." And to me, what's most amazing is how much this approach can actually shorten that time frame!

YOUR TURN: How do you handle it when a prospect asks you to "send information"?

[Video] 3 Tips to Gain Prospects' Trust Using LinkedIn

Tue, 22 May 2012 04:41:00 GMT

How can you use LinkedIn for sales and increase your own credibility? Lots of ways. And let me say right upfront that it's important to do them because your prospects are checking you out too.

The first thing I'd suggest is that you ask your customers to write recommendations for you. Have them write about the results you've helped them achieve and what you or your company was like to work with.

When your prospects see them, they'll be impressed -- especially since most have never written a recommendation for salespeople before.

Another thing you can do is to join -- and participate -- in LinkedIn groups that are populated by your targeted prospect. For example, I've joined a VP of Sales group online. You'll find groups for every profession and a variety of market segments.

Finally, update your status frequently with business relevant topics. Let people know that you're giving a demo. Tell them that you're reading an interesting article & provide a link. Never sell though. That'll kill you!

You have 100% control of your digital image on LinkedIn. By using it wisely, you'll be seen as the invaluable resource that you are!

YOUR TURN: What do you look for when you are checking people out on LinkedIn? Share below!

Don't do what this guy did at a sales meeting

Mon, 14 May 2012 10:27:00 GMT

I am mortified by what I'm overhearing at the table next to me ...

I don't mean to be eavesdropping. But I couldn't help but listen in when the guy next to me in the coffee shop started selling his consulting services to another businessman. In the past 30 minutes, he's asked maybe two questions. Aargh! That in itself drives me crazy.

Here's just a snippet of what I'm hearing, as well as my commentary on the mistakes he's making.

Establishing Credentials: "I've been president of a company which we took nationwide. I'm also doing lots of consulting and now I'm coaching entrepreneurs just like you. There are so many things people like you don't know."

(Impressive, right? I love how he unwittingly called his prospect dumb. If I were the prospect, I would have much preferred to learn about the results he's delivered for entrepreneurs who have similar businesses to mine. How do you establish credibility upfront?)

Developing a Relationship: "Lots of wives don't understand what you're going through. That's why it's so important to have people like me to talk to. I have lots of tools and techniques you can use with the wife - like how to handle the "honey do" list."

(A botched attempt at bonding! Plus, if it's so important to have people to talk to, why is he doing all the talking?)

Creating Opportunities: "Do you need some writing done? I'm a good writer, not a great one. I write to the best of my ability. But here's how I get people to help me by using Craig's List."

(Clearly the guy needs work. What he doesn't realize is how much his fear and desperation is showing through. He started out as an executive coach and now is trying to do writing for the guy. BTW, Lots of sellers go through their laundry list of products/services hoping their prospect will bite on one of them. Ever done that?)

Building Credibility: "I've read all the great coaches books -- like John Maxwell. I use his strategies. And other people's too. That's my job. To read those books so you don't have to. I read about 3-4 books per month. I've read a lot about blogs and social media. I can advise you on those. The last thing you want to do it go to a web developer. They'll charge your $5000 or more."

(By mentioning what he's read, he's actually distracting from his own credibility. The best way he can turn himself into a trusted advisor is by asking intelligent, business-oriented questions ... but he never did that. Do you plan your questions?)

Closing the Sale: "I'd love to work with you. Perhaps we can meet 1/2 hour each month just to get started. I'd just give you advice for free, till you decide you need a regular consultant. I'd be willing to do that for you.

"If there's anything I can do to help you, just let me know. If you ever want to go through a senior executive planning session, I can help you with that. Tell you what, I'll shoot you an email with all the personal services I can do for you."

(This guy's closing shows his fears. Lots of salespeople, when they know they've blown it will try to do whatever it takes to ignite the opportunity, hoping something will materialize.

You know what's the worst thing? This guy is probably a sharp businessperson. But he's had a bad time recently. He's scared. His fears are driving his behavior and making things even worse for him.

And, he has no idea how he's perceived by his prospects. I see it happen all the time. As sellers, we need to be aware of -- and in control -- of our emotions.

**YOUR TURN: How do you prevent your emotions from screwing up a sales meeting? Comment below**!

[Video] Ask prospects these questions to pique their curiosity

Thu, 10 May 2012 10:27:00 GMT

Why is it important to pique your prospect's curiosity? The answer is simple. It creates an opening for you to establish a relationship at the same time it positions you as an invaluable resource.

So how do you do it? Here are a couple ways:

You can make a statement about the results other companies have realized from working with you. For example, I might say this to the VP of Sales: "One of my recent clients was able to set up meetings with 87% of its targeted national accounts within 2 months." I can assure you that the VP is immediately thinking, "How did she do that? I need to learn more."
You can ask questions that actually get people thinking. For example, when I'm talking to the VP of Sales, I might ask: "What percent of your sales force is prepared to sell effectively in today's volatile economy?" Or, "Have you ever considered that your salespeople's inability to close orders might be a symptom of a much deeper problem?"

These kinds of questions are high value to your prospects. They expand their perspective of their issues and challenges. They stimulate new options and fresh ways of thinking.

So from now on, I want you to think about leveraging your successes, knowledge & expertise to get your prospect to say, "Mmmm. That's interesting. I need to learn more."

YOUR TURN: What questions do you ask that get your prospects' attention? Share with us!

[Video] Why You Must Be a Visible Irritant When Prospecting

Thu, 03 May 2012 10:31:00 GMT

Whenever I do a sales workshop, I get asked, "How often should I contact my prospects?" Salespeople want to know if once a week is too much -- or if they should wait longer before reaching out again. If this is something you're struggling with, here's a fresh perspective for you.

VIDEO TEXT:

If you're like most sellers, you worry about being a pest. You hate bugging a prospect over-and-over again. But I'm here to tell you something very different today.

It's your responsibility to keep bugging them -- especially if your prospect told you that they're interested and really do want to work with you and then disappear into the black hole. The truth is, they've been sidelined by other priorities. They still want to move ahead, but other more urgent matters have popped up.

Let me give you an example. I just went to the dentist the other day. They know I want to get my teeth cleaned on a regular basis. But I can think of gazillion other things that take priority over that.

Fortunately, my dentist's office keeps after me. I get a post card about 3 weeks before I'm supposed to go in again. Then they call, but I don't call them back. Then they call again. Now they're emailing me.

I keep putting it off -- even though I know I need to go. Then I get a message that it's past due -- and they're only trying to help me keep my dental health -- like I requested.

Ultimately, I do what I want to do. But it's only cause they kept after me and focused on why it was important to me.

They didn't just touch base or check to see if anything had change. They just kept reminding me of my priorities. And finally, I set up the meeting.

See what I mean. It's okay to be a visible irritant. It actually helps your prospects.

YOUR TURN: Do you ever feel like a pest when you are prospecting? How do you overcome that feeling? Share with us!

Are You Catching These Prospect Warning Signs?

Mon, 30 Apr 2012 10:52:00 GMT

"Yikes," I exclaimed as a godawful screeching noise filled the car. We were driving downhill on a narrow twisting road in Escalante National Park enjoying the surreal landscape. It was the first day of our long drive home.

"It's the brakes," my husband said calmly. Instantaneously, my eyes widened and my palms started sweating. I looked at the canyonlands far below and immediately realized there were no guardrails on the side of the road.

"It's just a warning sign that they need replacing," he continued. "We'll need to change them when we get back to Minnesota."

I breathed a huge sigh of relief. It was just an alert -- a signal to get our attention that we needed to do something different.

...which got me thinking about all the warning signs our prospects give us.

I'm talking about things like people checking their cell phones during presentations or working on their computer when you're talking to them. Or, even quickly bring up a price objection before they know if you can provide value. These things drive me crazy. They're totally rude.

But, they are also early indicators that our conversation is not resonating with them.

When I recognize that, I now have a choice. I can either continue down the same path -- which ultimately leads to sales disaster. Or, I can change things up to hopefully get a different response. For example, I might:

Ask a thought-provoking question. It's a great way to reengage a prospect who's mentally checked out.

Address the obvious. For the multitasking prospect, I simply say, "You sound really busy right now. Let's reschedule."

Remove the pressure. Anyone who throws up obstacles early hates dealing with product-pushing salespeople. So I might say, "I have no idea if this would be a good fit for you."

These strategies alter the conversation. They provide a jolt. They build trust. And, they're honest responses to the situation.

Your prospect's warning signs are like the screeching car brakes. Pay attention and you won't have any trouble. But keep going down the same path and disaster lies ahead.

YOUR TURN: What are other sales warning signs? And, how do you handle them? Please share!

[Video] Don't Ruin a Prospect Callback by Doing This!

Thu, 26 Apr 2012 11:32:00 GMT

Getting a prospect to return your phone calls these days is a real achievement. When that happens, you need to be at the top of your game, ready to quickly engage them in a relevant conversation.

But what happens when you have no idea who's calling?

VIDEO TEXT: After making a bunch of prospecting calls, have you ever had someone call you back and say, "Hi. This is Mike & I'm returning your call."

And you think, Mike? Mike? Mike who? Your mind goes totally blank. You fumble for words and before you know it, you start sounding like a babbling idiot.

It's happened to me too. That's why I had to figure out a way to deal with it. So what I suggest you do.

The minute you feel that panic button hit, say this, "Mike. Thanks so much for calling me. I'm in the middle of a project right now. I'll be done in about 10 minutes. Can you quick give me your phone number and I'll call you right back?"

In virtually all cases, you'll get the number. Then, you go dig through your files and find all the Mikes you called -- and which one has this particular phone number. At this point, you might want to pop over to his company's website so you can refresh your memory here too.

Then, take a few minutes to figure out what you'll say when you get back on the phone. Remember, you want to be prepared. It's the only way you can be seen as the credible resource that you are. So remember, just say, "Mike. Thanks for calling. I'm in the middle of a project right now. Can I get your number & I'll call you back in 10." Got it?

YOUR TURN: How do you handle callbacks from unknown prospects? Share your story!

Why I Can't Catch a Taxi -- And You Can't Sell

Thu, 19 Apr 2012 11:38:00 GMT

Several weeks ago I was in New York City doing a workshop for a client. I left early to meet with the VP of Sales before the session began. At the front desk of the hotel, when I asked for directions to the coffee shop, I discovered it was almost eight blocks away -- which was a shocker since I thought it was just around the corner.

Dang! Now I was going to be late. So, I called Herb to let him know that I was walking as fast as I could. When I got him on the line, he said, "Get a cab. It'll just take a minute."

"That's okay," I replied. "I like to walk."

But here's the truth. I am a total taxi failure. They never stop for me. I can boldly step out into the street to flag one down just like New Yorkers do -- and they drive right past me like I don't even exist. It's happened so often, that I've given up on it.

Clearly I was not born to be a taxi rider.

Over lunch, I finally fessed up to Herb and his leadership team. They laughed at me -- and then let me in on a dirty little secret. If the lights on top of the taxi were on, they already had a passenger. If they were unlit, they were for hire.

Duh! No one ever told me that before. In Minnesota, where I live, everyone has a car. We've never learned the appropriate taxi-flagging techniques. And, I can assure you that it's not an innate skill.

What does that have to do with sales? Over the years, hundreds (or maybe thousands) of people have said to me, "I just can't sell" or "I'm just not a natural born salesperson."

Here's the deal. Sales is every bit as much of a skill as taxi-flagging. If you're having trouble, it's because you just don't know how -- yet!

If no one ever gets back to you, it's because you don't know how to pique their curiosity.
If you keep hearing the same objections, it's because you don't know how to eliminate them.
If you keep losing to the same competitor, it's because you haven't figured out how to to beat them.
If your prospects stay with the status quo too often, it's because you haven't helped them understand the value of changing.

But once you learn these things, everything changes. I can't wait to go back to NYC with my newfound knowledge. This time, I'm confident I'll catch a taxi.

YOUR TURN: Has anything like this ever happened to you? What did it take to finally figure out that you just weren't doing it right? Please share your story in the space below.

[Video] A Surefire Way to Differentiate From Your Competitors

Mon, 16 Apr 2012 11:00:00 GMT

Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business.

VIDEO SCRIPT: How can you really stand out from your competitors?

The answer lies in knowing that every single time you're interacting with your prospects, they're asking themselves "Is this someone I'd want to work with -- not just now, but in the upcoming years?"

Since that's a key decision point, you need to give them a sense of what it'll be like -- before you get their business. You have to drop your sales mentality and start working with your prospects as if they've already hired you. Let me give you a quickie example.

Usually when you're called in to do a presentation, you do your best job to wow your prospect into thinking how great you and your company are. That's usually what happens & it's really hard to stand out. But here's how I told one of my clients to do in this situation.

I said, "Your job is to go to the meeting and pretend they already gave you the contract. If that happened, what would you do next?"

They said, "We still have lots of unanswered questions. And, we think that there might be a better way to reach their objective."

Knowing that, I told my client that this is what they needed to say when they kicked off their presentation.

"Mr. Prospect, all the information you requested about our company is in this handout. I'll gladly answer any questions you might have about it.

"But what I'd really like to do today is focus more on your challenge and what it's going to take to resolve it. I have some questions that I believe may have an impact on achieving your desired outcome."

With that opening, he caught their undivided attention and they started working together. Working together. Not selling. Yes. He got the business -- and it was easy to do!

YOUR TURN: What strategies do you use to differentiate yourself from the competition? Share your comments below!

3 Things I Learned About Email This Past Week

Thu, 05 Apr 2012 11:30:00 GMT

Last Friday, I sent out an email telling you that I was shutting down my Selling to Big Companies website. Within minutes, my inbox was flooded with hundreds of messages. To say I was surprised by the reaction, is an understatement.

Here are three things I discovered from that deluge -- and what they mean to you.

1. Email subject lines really matter -- much more than you or I think.

My last email generated at least 15 times the number of responses I typically get. That's huge. But I didn't just hope it would happen. I actually worked hard to craft a subject line that would pique your curiosity. When I thought of "I'm calling it quits -- and here's why," I knew it was a winner.

Action Step: If you want your emails to get opened, don't make your subject line an afterthought. Think about it from your prospects' perspective. What would make them overcome their auto-delete reflex and read your message. Brainstorm 5-10 different subject lines, to ensure you find a better option.

2. People seriously scan <don't read> their emails.

The majority of people who wrote to thanked me for my helping them in their career and wished me well on my new endeavors.

But I'm not quitting! I'm just shutting down Selling to Big Companies. Everything has already been ported to JillKonrath.com. I thought I was pretty clear. Clearly I wasn't. I think my message was hidden in too much verbiage. It can easily happen.

Action Step: Be ruthlessly concise in your emails. Get to the point. Use short sentences whenever possible. Of course, that doesn't mean you have to be rude. It just means you need to cut out the unnecessary.

3. Email systems don't like unrecognizable senders.

The last email I sent out came via HubSpot, my new website provider. While the message still came from me, many of your systems flagged it as potential "you know what." In short, the email was never seen by the intended reader.

Action Step: Please add jill@jillkonrath.com to your address book to ensure you keep getting these newsletters.

Action Step: You could easily encounter the same issues. To minimize the chances of this happening, call your prospects first to leave a voicemail message alerting them to look out for your email.

In short, you want your emails to get opened, read and responded to. When you pay attention to the factors that impact this, you're more successful.

QUESTION: What suggestions do you have for getting better results from your emails? Enter them in the comments section below.

I'm Calling it Quits -- and Here's Why

Wed, 04 Apr 2012 16:20:00 GMT

It's been ten years since I first launched my Selling to Big Companies website. I created it because I had a passionate desire to help smaller firms land larger contracts.

And, because my clients are bigger companies, I know what it takes.

I spent months writing ebooks, developing audio programs and creating just-in-time learning for these entrepreneurs. I invested just as much time making sure my website attracted the people I developed it for. Then I finally wrote the book -- and it's been selling like gangbusters since 2006.

Since the launch of Selling to Big Companies, it's been widely heralded as a brilliant branding move that clearly defined my market niche. When people thought of selling to big companies, they thought of me.

So why am I shutting down SellingtoBigCompanies.com on April 6th? A ton of reasons, but here are the primary ones:

Branding limitations: I know it's hard to believe that a good brand can be limiting, but it's the truth. Shortly after my book came out, I discovered that many of my targeted readers thought it was only for salespeople who already sold to big companies. In short, it's preventing me from reaching so many of the people whom I want to impact.

Personal evolution: Over the past decade, my own interests have evolved. When I wrote SNAP Selling, it was because I became fascinated with how to deal effectively with today's crazy-busy prospects. My next book will be on the mindset needed for sales success. And who knows what's coming after that. Ultimately, being branded as Ms. Selling to Big Companies was personally limiting.

Simplifying my life: To cope with my evolving interests, I launched new websites: SalesShebang.com (women in sales), GetBacktoWorkFaster.com (job seekers), SnapSelling.com (book launch), JillKonrath.com (speaking/keynotes), plus a separate Selling to Big Companies blog. Maintaining all these sites was overwhelming. I want to free up my mental energy for more creative projects.

Google search: Today "authority" is used to rank websites. Having my high quality content and inbound links spread out over multiple sites was actually making it more difficult for me to be found online.

Don't worry though. I'm not going out of business. On April 6th, I'm shutting down all my websites except www.JillKonrath.com. I've already ported everything over there. Plus, I have plans to add even more cool sales resources.

Is there a downside to this? As we say in Minnesota, "You betcha!" I'm walking away from my established identity. I'm giving up a popular website destination with tons of good links. It may hurt for awhile, but I'm willing to deal with the consequences in order to better position myself for the next 5-7 years.

My intent is to have an even bigger impact, helping more salespeople and entrepreneurs be successful. It's what I'm here to do. And, I'm committed to doing it well.

Never Write a Sales Proposal Without Asking This First

Fri, 16 Mar 2012 23:27:00 GMT

Dan Markowitz, president of TimeBack Management and author of A Factory of One is always looking for ways to cut out unnecessary work that don't help you achieve your primary goals. That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this...

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A salesperson should never, ever accept a prospect’s request for a proposal without asking, “Why bother?”

In the last six months, this simple question — “Why bother?” — has helped focus my discussions, positioned me as a partner rather than a vendor, earned me respect from the client, and generated business.

In the past, when a prospect asked for time management training to make employees more efficient, I’d say sure, and we’d move to a discussion of program options. No longer. Now I ask, “Why bother?”

The buyer is usually a bit surprised. Being more efficient is good, right? Everyone knows that. But I persist: “Why bother? What will your people be able to do that they can’t do now? Will you be able to move into new territories? Bring products to market faster? Reduce lead time for processing claims? Why bother? How will this benefit your company?"

This question inevitably leads to a discussion of the ultimate objectives of the project, and a clearer understanding of its value.

Most salespeople don’t push the buyer to think about the value, and therefore to understand whether or not the investment is worthwhile. That immediately positions me as someone who really cares about the prospect’s business.

And with the shared understanding as to why my services really matter, I can design a consulting engagement that delivers true value. Alternatively, we’ll find that I can’t help the prospect achieve his objectives, and we can agree not to work together — a short term loss, but surely a long term gain.

To learn more about how Dan can radically improve your productivity and your group's performance, visit TimeBackManagement.com.

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YOUR TURN: When your prospects ask for a proposal, what do you do to increase your chances of getting the business? Share your ideas in the comments section of my blog.

Never Waste a Prospecting Call

Thu, 15 Mar 2012 11:32:00 GMT

Today Kendra Lee, author of Selling Against the Goal and CEO of KLA Group, knows what it takes to rapidly break into new accounts or penetrate new territories. She also works with sales reps all the time who are making this fatal mistake that's hurting their ability to get more sales.

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I get asked all the time, should you or should you not leave a voicemail when you’re prospecting? Among salespeople this is a hot debate and I'm of the opinion that you definitely should.

Why would you take the time to call a prospect and then hang up with you reach voicemail?

The prospect will never know you called. He won’t know that you’re interested in talking with him. He won’t hear that you have a valuable idea to share about a top business challenge he could be facing. He won’t hear your genuine interest in talking with him.

What a waste of your time and the opportunity to make an impact. Of course you want to leave a voicemail.

No, your prospect probably won’t return the first call. But that’s not your objective with voicemail. Your objective is pique the prospect’s interest, build awareness, and entice him to pick up the phone the next time to hear what you have to say.

I recently asked our followers which are the worst voicemail mistakes you can make in prospecting. Here are the Top 5.

Pretending you have called before when you haven't.
Not having planned your message in advance.
Talking about your products, instead of a compelling challenge that matters to your prospect.
Not leaving your name and contact information at the end of the message. Better yet, leave it at the beginning when the prospect is poised to take notes.
Giving up too soon, when most prospects won't return your call until you have tried them more than nine times.

Don’t waste your opportunity to make an impact on your prospects. They may just surprise you and call you back!

Click here to find out how Kendra & KLA Group can help your company shorten time to revenue in the SMB market.

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YOUR TURN: Are you wasting calls? What are you doing to maximize each opportunity?

Add your thoughts about today's post in the comments section of this blog.

Never Forget to Ask Follow-Up Questions

Wed, 14 Mar 2012 11:49:00 GMT

Today Tibor Shanto, CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen.

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When I first started out in sales, like many, I was more ego-driven than knowledge or experience based. Whenever someone said something, I knew exactly what they meant. All they had to do was say one thing and I could picture, in my mind, how the whole conversation would unfold.

This worked well -- until things stopped happening as I pictured them.

One particular instance, I was asked a specific question by a prospect. I "knew exactly" what he wanted to learn about -- and the perfect response that would win me the deal.

I delivered my answer, and was never invited back.

I blamed it on "stupid client." But my manager wouldn't let me off easily. He asked if I followed up with the buyer to clarify where he was coming from, what he was trying to understand, and why he was asking that question.

Of course I didn't. After all "I knew those things." The question my prospect asked was related to whether the service should be hosted or onsite. Rather than drilling down, I delivered what I thought was the right answer.

After losing the deal, I circled back to find out what went wrong, and what I could have done differently. It turned out that they'd had a bad experience with a hosted solution. If I'd drilled down on the spot, I could have learned that right away. And, my response would have been completely different.

Since then I developed a routine of always asking 3 – 5 follow up questions I ask every time no matter how simple or complex the question and related situation is. As an unanticipated added benefit, it has helped put me in the light of an interested partner, rather than a one track vendor.

Click here to learn how Renbor Sales Solutions can help you sell better and achieve sustained growth.

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YOUR TURN: Have you ever been too smart for your own good? What happened? Share your story in the comments section of my blog.

Never Confuse Your Prospects About Your Pricing

Mon, 12 Mar 2012 14:55:00 GMT

Sometimes you're not always as clear as you can be. That's what Barbara Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered when she was pursuing a big opportunity. Even though it cost her the deal, she learned her lesson.

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My team and the prospect's team were sitting in their conference room. Enthusiasm was high and conversation was coming fast from every corner. They wanted to know what outcomes they could expect and how we would work with them.

We talked about our standard implementation for a company like them, and we talked about some additional modules in which they expressed interest. We discussed price. By the end of the meeting, we were setting dates to get started.

Next day, we had a formal proposal to them. Here's what the standard implementation includes, and here is its price. Here's what the additional module includes, and here is its price.

Problem was, they heard us name the price for the standard implementation and did not hear that the "extra" module was not included in that price.

I received a follow-up phone call inquiring about that, and a few days later we received notice that the company was "too busy" right now to implement our solution and wanted to postpone their start date.

Unfortunately, I failed to communicate accurately the pricing that they could expect to see in the proposal. In fact, I didn't even think there was a discrepancy until they called.

What seemed quite apparent to me was a shock to them, and I'm sure in their eyes it looked like a bait-and-switch.

So how can you avoid that kind of fatal failure? A variety of ways would be an improvement:

Think like the buyers. What are they hearing?
Pay close attention to all the details if you are discussing price.
Write it down while you are talking, and use your notes in your proposal.
Don't give numbers in conversation, only in writing.

Just make sure you don't ever confuse your prospects about your pricing!

Click here to learn more about how Barbara's company can help you land whale-sized accounts.

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YOUR TURN: What have you done to ensure that you effectively communicate your price to your prospects? Share your strategies in the comments section of my blog.

Never Go to Work Without Your Trousers

Sun, 11 Mar 2012 11:41:00 GMT

When Jonathan Farrington, creator of TopSalesWorld.com and CEO of Top Sales Associates, wants to make a point, he goes all out. But sometimes, things don't always turn out as expected. Luckily, the unintended consequences don't always have to be disastrous.

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It was an extremely hot summer in the UK. Records were being broken every single day and everyone was complaining. At that time, I was a young sales manager working for a well-known IT company. I'd developed a reputation for being somewhat rebellious and a bit of a crusader.

We were working in a brand new office block, which was all glass from floor to ceiling. And, hard as it is to believe today, it didn't have any air-conditioning. I watched my team wilting, day in and day out. Productivity was declining at an alarming rate.

My prolonged pleas to my sales director achieved nothing, so I decided to bring it up with my Managing Director (MD). However, I was determined to have maximum impact, so I hatched an outrageous plan.

On the morning in question, I left home wearing a blue pinstripe suit, crisp white shirt, polka dot tie, gleaming black shoes … but no trousers. I sported a splendid pair of bright pink boxer shorts, complete with kissing hippos on them.

I arrived at the office at the usual time, knowing that my MD always got in early too. I marched straight into his office – bypassing his assistant, who came chasing after me.

And then, horror. Seated around his conference desk were four board members from my most important prospect, all enjoying a continental breakfast. When they saw me, they didn’t know whether to laugh, choke on their croissants, or simply ignore me.

The meeting with them had originally been agreed for mid-morning that day, but had been rescheduled at their request the previous evening. My MD had left me a message, but I had been so absorbed with my one man protest that I didn't check before leaving for work.

This story does have a happy ending though. After I explained that I was playing a practical joke – not wishing to mention the air-conditioning protest – I was invited to join the meeting, which concluded with us winning a multi-million pound support contract.

And, I remain convinced to this day, that my “escapade” helped me build a very strong relationship with that client – but I do not recommend anyone else to try it!

The air-conditioning? On the strength of that order, my MD signed it off two weeks later. Oh, and I replaced the sales director within three months, so a “win-win-win” all round.

Click here to learn more how Jonathan's consulting can help guide your company to optimum growth.

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YOUR TURN. Have you ever done anything embarrassing our outrageous that turned out okay? What made it successful? Please share your stories in the comments section of my blog.

Never Fudge the Truth When Prospecting

Fri, 09 Mar 2012 13:16:00 GMT

Today Colleen Francis, CEO of Engage Selling, shares a story about a call she recently received from a sales guy who was hoping she'd turn into a hot prospect for his services. Unfortunately, he made a fatal mistake that was impossible to recover from.

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One day while I was working on a sales presentation, I got a call at the office from a company sales rep trying to sell me an updated web site.

I asked the sales rep how he had gotten my name and number. He told me that he had spoken personally with the president of the association I belonged to. Then he told me he'd been given the company permission to call all the members to see if they wanted to upgrade.

Sounds convincing, right? There was just one problem: I happened to have the honor of serving as president of the association that year. And, I had never even heard of this company, let alone given them permission to contact our membership.

My guess is, they had simply gotten our member profiles off of the association web site, and were using this lie to try to sell us their service. A shame that, while they were online, they hadn’t taken the time to note down the president’s name—or gender!

If you fudge the truth when you're prospecting, you lose the opportunity. And, you don't get a second chance.

To learn more about Colleen Francis' sales training programs, visit EngageSelling.com.

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Your Turn: Have you ever stretched the truth yourself? What happened? How about being on the receiving end of the lie? Share your thoughts in the comments section of my blog.

Never Give Away Your Profits

Thu, 08 Mar 2012 12:37:00 GMT

Mark Hunter, author of High-Profit Selling (a hot new book I highly recommend) shares how he learned to deal with a prospect who was continually on his case to cut him a better deal. With a big sale on the line, it's always a challenge to handle these delicate situations.

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I used to hate to call on Mr. Big. Back then, I was working for General Foods, selling consumer goods to Mr. Big's company. Every time I went into his office, my stomach started churning.

“Mark,” he'd say, “You gotta give me a better deal or I'll have to give my business to your competitor.”

Before you know it, I'd be cutting my price, lowering my margins and throwing in extras. The whole time I was doing it, I knew it wasn't smart, but I didn't know what else to do.

Until one day, I decided it was time to say “no.” For several days leading up to my upcoming meeting with “Mr. Big,” I practiced how to say it in a strong, stern voice. I also worked on how to share my rationale for why it couldn't be done.

When the time came, the only thing that I remembered was the word “no.” Worse yet, it was as if I were halfway apologizing to him as I said it.

He responded differently than I expected. I thought he'd immediately throw me out of his office and simultaneously call my competitor. What shocked me is he didn't do any of that. Rather, he responded with a question: “Why?”

Suddenly, I found myself having a discussion with him regarding his business and his needs. It's almost as if a switch had been flipped. I went from being the polite salesperson who rolled over and gave in when the customer asked for a discount to now being the business partner who was working with him to help him achieve his goals.

I learned that you can indeed say “no” to a customer's demand for a lower price.

All of the threats he'd been making to me were just that -- threats. Did I lose some business? Yes, I lost a little volume. It didn't matter, though, because what I gained from selling at full price was profit that exceeded many times over the slight decrease in volume.

Click here to learn more about High-Profit Selling, Mark Hunter's new book that shows you how to win sales without compromising on price.

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Your Turn: How have you dealt with prospects who continually ask you for better deals? Share your ideas in the comments section of my blog.

Never Avoid the Opportunity to Get a No

Wed, 07 Mar 2012 16:25:00 GMT

Today's article is by Andrea Waltz, co-author of Go for No! Yes is the Destination, No is How You Get There. She teaches salespeople how to remove the one major roadblock standing in their way to success -- how they respond to the word NO!

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We’ve all been taught and trained to operate in a world where yes equals success and no equals failure. But what if that failure was actually the secret to success?

Consider the fact that to a large degree, success is a "numbers game." So, the value in increasing your failure rate is to literally improve your "chances at success."

For any salesperson, the mere act of increasing the amount of product you show and services you offer increases both the yesses and no’s you will hear. Show more merchandise = more times you'll hear NO. And the more times you hear NO, the more times you'll hear YES!

It is not only a fool-proof formula, but one of the great undeniable laws of the universe.

The same goes for prospecting calls and following up with prospects who have said ‘no’ or ‘not yet’ in the past. Avoiding ‘no’ is not the answer for achieving what you want.

Starting today, your strategy will be to hear "No" more often.

It's NOT to avoid hearing “No.” Avoiding ‘no’ is actually a recipe that ensures mediocre success and lackluster results over time. "No" is what ultimately gets you to your destination of YES!

Click here to learn more about how Andrea Waltz's strategies can help you respond positively to rejection and ultimately get more business.

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Your Turn! Add your thoughts about today's post in the comment section of this blog.

Never Wing a Cold Call

Mon, 05 Mar 2012 14:02:00 GMT

Today, Nancy Nardin of Smart Selling Tools shares her reaction to a fast-dialing cold caller who was "following up" with her after she'd visited his company's website. She also offers solid advice for what you can do to avoid being deleted or brushed off.

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I spend nearly all of my time sleuthing on the Internet for new and cool, sales productivity software tools. When I discover a jewel, I’ll dig down deeper, which often means I’ll sign-up for a free trial or download an ebook. In short, I'm just like the prospects who visit your site.

What happens next always surprises me.

I’ll receive a phone call from a sales rep who has no idea who I am - and I don’t mean that in the sense of “Don’t you know who I am?!” They have absolutely no idea what Smart Selling Tools does.

They lead with something like, “I’m following up on your interest in our (fill in the word here: software/free trial/report.)

If they had done a modest amount of research before calling (like visiting my site to learn what the heck my business is), they'd know I’m not a typical prospect. Then, they could have come up with a much more interesting introduction – one that might actually engage me in a conversation.

You might believe you have too many cold calls to make. But it is possible (and it should be mandatory) to tailor your introduction to your prospect’s business. Here’s the minimum effort required:

Go to their Website
Determine what they do
Write down a sentence that connects your call to the prospect
Think through how you’ve helped other companies like theirs

Don’t get caught unprepared when your prospect asks if you have any idea what it is they do!

Click here to learn more about Nancy Nardin's Smart Selling Tools.

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Your Turn! Share your Never-Ever Sales Story in the comments section of my blog.

Win a chance to get an autographed copy of SNAP Selling -- now out in paperback. Also, your story may also be selected to be included in my upcoming ebook.

Silence is Complicity: Why I'm Compelled to Speak Out

Sat, 03 Mar 2012 18:07:00 GMT

It's not often I get upset, but there are some things that are just plain wrong. And, to sit silently by is, in essence to be morally complicit in the act itself.

As a woman, I struggled for years to find my voice in every aspect of my life. Virtually every woman I know fights this same battle. Research shows that girls start to lose their voices at around the age of 10.

Even smart, strong girls fall to the societal pressure to be nice and fit in. We want to be liked. We avoid conflict. And, ultimately we lose our voice. Some of us find it again as adults.

The truth is, the workplace and the world needs women to speak up. Our perspectives and experiences are invaluable.

If there's one thing I know for sure, it's that every woman's voice makes a difference.

That's why I can't sit idly by when Rush Limbaugh viciously attacks Sandra Fluke, a young woman who had the guts to share her opinion on birth control in a congressional committee.

“It makes her a slut, right … a prostitute ... Miss Fluke, and the rest of you Feminazis, here's the deal. If we are going to pay for your contraceptives ... we want you to post the videos online so we can all watch.”

This is intimidation, pure-and-simple. Essentially, he's saying to all women: If you don't agree with me, I will destroy you and humiliate you publicly so you won't dare speak out again.

Limbaugh's platform is huge. His influence is great. And he's using his bully pulpit to disparage women who have no platform to defend themselves. What makes it even worse, is that instead of apologizing he's now upped the ante, calling Fluke “a woman who is happily presenting herself as an immoral, baseless, no-purpose-to-her life woman.” Not only has he twisted the facts, but once again he's trying to shame her for publicly for speaking her mind.

Whether you agree with Rush's position or not is irrelevant. His vile attacks are grossly inappropriate.

This woman who's speaking up could be your sister, mother, wife, friend or colleague. Someone you love and respect. Would you want her to be verbally assaulted this way?

If you believe that women's voices matter, please join me in publicly condemning this behavior.

Demand a public apology and suspension. Tell ClearChannel that this hateful rhetoric against women is not acceptable. Tell his advertisers that you won't buy from them.

Because, if we don't speak up, our silence is complicity.

Never Forget the Details: It's Not Over Yet

Thu, 01 Mar 2012 12:39:00 GMT

Today, Dan Waldschmidt, sales strategist and author of the EdgyConversations blog, shares a hard-earned lesson. And, the worst thing was, his own excitement was the cause of this horrible mishap.

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"Let's make it happen…." Standing up from the side of the boardroom table, the General Counsel of a Fortune 100 company reached out his hand for me to shake.

After months of whale hunting, I had managed to land a multi-million dollar project with the client of my dreams. The commission alone would be a million dollars.

I was beyond excited. So excited I missed a very important point. The deal wasn't really done. The client was given me the chance to close the deal. I handed the "deal" off to our project management team and jumped into the next big thing.

It was a disaster. The right paperwork never got signed. The deal points were screwy. And the tech team bungled the delivery of data.

Why? I didn't take the time to make sure the deal got finished. I expected my team to "figure it out." I was busy trying to close new business when I hadn't taken the time to make sure my team had everything they needed to impress the client.

What I ended up figuring out is that the details matter in a big way.

By the time I got involved back in the deal, I looked like fool in front of my client. They decided to choose a different company to solve their problems and I ended up with a million less dollars in my pocket.

An expensive lesson.

Dan Waldschmidt is at war with conventional business strategy. To learn more about his mission to empower millions of high-performers all over the globe, visit www.EdgyConversations.com

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Your Turn! Share your never, ever sales advice or story in the comments section of my blog.

Win a chance to get an autographed copy of SNAP Selling -- now out in paperback. Also, your story may also be selected to be included in my upcoming ebook.

[Video] Why You Should Never Send Funny Items to Your Prospects

Wed, 29 Feb 2012 13:17:00 GMT

When your prospects don't respond to any of your overtures, it's enough to drive you crazy. All you can think about is, "What will it take to capture their attention?" If you're like me, you've been tempted to get creative. But, the real question is, "Will creative be effective?"

VIDEO MESSAGE: Does sending funny items to your sales prospects help you set up meetings? Lots of sellers think that if they do something off-the-wall it will make a difference. But what do corporate decision makers think?

Perhaps it will at smaller firms, but I have to tell you that if you're trying to get into a bigger company, the people you're calling on have seen it all before.

While you may think it's cool to send a shoe in a box with a note that says, "Just trying to get my foot in the door," please know others have already tried it.

I was recently at a meeting where the VP of Marketing for a large medical device company was speaking to a group of salespeople. She said, "Don't send me a magic wand with a cutesy note about how you can work magic with my company. It makes me see you as a lightweight -- someone who doesn't have a valid business reason to see me."

If that's the perception you want your prospects to have, by all means try being clever. But if you want to be taken seriously, focus on the impact you can potentially have for their company. That's what your prospects really care about.

YOUR TURN: Have you ever sent a funny item to a prospect? What did they think? Share with us!

Never Let Your Emotions Take Over the Sales Call

Tue, 28 Feb 2012 13:57:00 GMT

Today's never-ever story is from Colleen Stanley, author of the forthcoming book, Emotional Intelligence for Sales Success. With deep expertise in this area, she's seen smart, savvy people blow it because of their own fears, uncertainty and doubt.

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My number one piece of advice: Never, ever let your emotions take over the sales call. That's what happens when you have a tough prospect, one asks challenging questions or pressures you on price early during the sales meeting.

You can tell your emotions have taken over when you walk out of a meeting or hang up the phone saying, "I can’t believe I said that" or "how could I forget to mention ..."

You know what to say and do. Yet when you're involved in a stressful selling scenario, your old brain takes over causing you to go into fight or flight behavior. As a result, your heart rate increases and adrenaline and cortisol are released affecting clarity of thought.

In other words, you're left with the thinking skills of a gnat.

Mange your emotions and you will stop the flood of stress hormones. Manage your emotions and you will have clarity of thought and purpose. Manage your emotions and you'll able to execute effective sales and negotiation strategies.

Manage your emotions or they will manage you.

For more info about Colleen's work in emotional intelligence & sales, visit SalesLeadershipDevelopment.com.

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Your Turn? Share your Never-Ever Story in the comments section of my blog.

Win a chance to get an autographed copy of SNAP Selling -- now out in paperback. Also, your story may also be selected to be included in my upcoming ebook.

Never Fall In Love with Your Own Product/Service

Fri, 24 Feb 2012 13:32:00 GMT

Today's never-ever sales post is from Anthony Iannarino, writer of the popular TheSalesBlog.com & CEO of Solution Staffing. He shares how he learned firsthand what happens when you're so excited about what you're selling and totally believe it's the best choice for your prospects.

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My first real job in sales was for a 4 billion dollar international staffing firm. They provided us with an 84-page binder proposal that documented every process, that answered every question, and that left no doubt that we were the right choice.

I loved it so much that I literally read it to my prospects, word for word.

My sales manager joined me on a sales call. I read the prospect the binder. When we left he said: “You should be brought up on charges for cruel and unusual punishment. You almost killed her!”

Then he said: “Nobody cares about that binder. They care about the two or three things that are important to them.”

Then, I joined him on several call. He said almost nothing. Instead, he asked questions about how he could help the client with their goals. They talked and talked and answered his questions. We left with deal after deal.

I never used the binder presentation again.

What did I learn? It isn't about you. It never has been. Your job in sales, regardless of your product, service, or solutions, is about creating value for your clients. Focus on helping your clients succeed.

Your Turn? Share your Never-Ever Story in the comments section of my blog.

Win a chance to get an autographed copy of SNAP Selling -- now out in paperback. Also, your story may also be selected to be included in my upcoming ebook.

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To read more about Anthony's thoughts on sales, visit TheSalesBlog.com.

Fresh Sales Strategies Blog

How Would You Address this Interesting Sales Dilemma?

YOUR TURN: How do you handle it when a prospect asks you to "send information"?

[Video] 3 Tips to Gain Prospects' Trust Using LinkedIn

YOUR TURN: What do you look for when you are checking people out on LinkedIn? Share below!

Don't do what this guy did at a sales meeting

I am mortified by what I'm overhearing at the table next to me ...

YOUR TURN: How do you prevent your emotions from screwing up a sales meeting? Comment below!

[Video] Ask prospects these questions to pique their curiosity

YOUR TURN: What questions do you ask that get your prospects' attention? Share with us!

[Video] Why You Must Be a Visible Irritant When Prospecting

YOUR TURN: Do you ever feel like a pest when you are prospecting? How do you overcome that feeling? Share with us!

Are You Catching These Prospect Warning Signs?

YOUR TURN: What are other sales warning signs? And, how do you handle them? Please share!

[Video] Don't Ruin a Prospect Callback by Doing This!

YOUR TURN: How do you handle callbacks from unknown prospects? Share your story!

Why I Can't Catch a Taxi -- And You Can't Sell

[Video] A Surefire Way to Differentiate From Your Competitors

3 Things I Learned About Email This Past Week

I'm Calling it Quits -- and Here's Why

Never Write a Sales Proposal Without Asking This First

Never Waste a Prospecting Call

Never Forget to Ask Follow-Up Questions

Never Confuse Your Prospects About Your Pricing

Never Go to Work Without Your Trousers

Never Fudge the Truth When Prospecting

Never Give Away Your Profits

Never Avoid the Opportunity to Get a No

Never Wing a Cold Call

Silence is Complicity: Why I'm Compelled to Speak Out

Never Forget the Details: It's Not Over Yet

[Video] Why You Should Never Send Funny Items to Your Prospects

YOUR TURN: Have you ever sent a funny item to a prospect? What did they think? Share with us!

Never Let Your Emotions Take Over the Sales Call

Never Fall In Love with Your Own Product/Service

**YOUR TURN: How do you prevent your emotions from screwing up a sales meeting? Comment below**!