ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

Using Old School Sales Tools in New Ways

Posted by Jack Kasel on Mon, Dec 09, 2019

In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape.  Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before. 

However, we are here to help you stand out in the market and avoid sounding like every other salesperson.  It is important to strike a balance between both new and old school sales techniques when selling in today's world.

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I’ve heard it said before, 

“Never throw out your clothes, just wait 10 years and they will be back in style”. 

In some ways, the same thing can be said about how people should think about selling. 

Like many things, technology can be used for good or bad.  The good, specifically on the topic of sales; is that it's a great way to increase your opportunity to reach potential clients.  With a few clicks or keystrokes, my message can be transported along the information super highway to its intended recipient via e-mail

Using Twitter, I can, in 280 characters or less, tweet or retweet, something I read, attach an article, share my own content, send it to my followers, and more.  Through the use of blogging, I can assimilate my thoughts, write (and edit) them online, and make them available to whoever has access to the Internet.  

All of these methods are fabulous and can be a great way to get your message out to a target audience or to the general public. 

However, technology can be used as a crutch, or, even worse, it can lump you in with everyone else.

One of the keys to being a successful sales professional is your ability to differentiate yourself from the competition.  One of the ways to be different is to actually be different.  What do I mean by this? 

In this age of new technology, there is an older (sometimes forgotten or ignored) device that can help you stand out in the market: the good old-fashioned telephone. It’s not pretty, it’s not cutting edge, but it is still available and can be useful when used properly. Let’s face it, nine times out of ten when you call someone, you will get their voicemail. 

Here is another way to set yourself apart—try not to sound like a typical salesperson. 

Avoid saying,

“Hi, my name is Jack Kasel and I represent my company calling about my product . . . blah, blah, blah."  

No one wants to hear it.

Stop!  Be different!  Leave a compelling message that doesn’t sound like everyone else and then follow up and when I say follow up, I mean follow up until you get a response.  Statistics prove it will take between 13-15 calls before you get a response.  It was never supposed to be easy.  Don't give up!

Don’t discard the new, but don’t forget the old.  Try using an old sales tool, in a new way to be, act, and sound different than your competition. 


Additional Resources

Finally, if you haven’t read this post from Dave Kurlan, I suggest you take seven minutes to do so.  It's a great read on the next game changer for salespeople.

http://www.omghub.com/salesdevelopmentblog/the-next-cant-miss-game-changer-for-salespeople

 

Topics: sales techniques, closing sales techniques, sales producers, sales challenges, sales productivity tools, banking sales training, professional sales training, corporate sales training, online sales training, hire better people, insurance sales training

How to Bring the Closing Magic

Posted by Walt Gerano on Thu, Mar 07, 2019

Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution. There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change.

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Everyone is always asking me: “What are the magic questions when closing?” My answer is simple: There is nothing magical about it. People who consistently close business do so because they have an effective process that they execute every time.

If the only time you are closing is when you have presented a solution, you might be working on too many opportunities that are not really opportunities.

1.) The first opportunity we have to close is during the appointment.  When it sounds like there is some mental anguish or pain, we should ask the prospect to invite us out to discuss in more detail, or agree to another phone appointment when selling long distance.

2.) Our second opportunity comes after we have identified a problem.  They must tell you they are committed to fixing the problem.  In other words, they are going to pursue solutions until they find the one that works for them.

My 3 favorite questions to ask at this point are:

  1. Do you believe I understand your problem?
  2. Do you believe I have the ability to fix your problem?
  3. Do you want my help?

Remember this all happens BEFORE we go back and begin to work on solutions.

Our final opportunity comes after we have presented our solution and answered every objection and every question. 

This one is easy, simply ask:

“What would you like to do now?”

When they don’t respond right away, avoid the temptation to jump in and rescue them.  Wait for an answer.

If it’s a yes, schedule the next step, if a no go back to the pain.

Follow this process and your results will be MAGICAL.

Topics: closing more sales, Closing business, Closing skills, closing sales techniques, sales opportunity, when to walk away

Is Your Sales Growth Stuck in The Chimney?

Posted by Tony Cole on Thu, Feb 02, 2017

So, this morning, Linda and I were watching Morning Joe while talking business.  We were discussing our brand promise of, “When you lie awake at night worrying about sales growth, we lie awake at night.”  We compiled a list of questions that often haunt managers throughout the day and into the night when they should be preparing for a good night’s sleep:

chimney-stuck.png

As we’re talking, we see a news banner at the bottom of the screen about a man who was arrested for breaking and entering a home.  He was apprehended after the police entered the home and saw his feet dangling from the chimney.  As usual, I automatically started thinking about how that related to sales, sales management, performance management, coaching, pipeline, pre-call strategies, etc.

My first question is this – “Do you have sales opportunities that are important/critical for hitting your goals and growing sales that are stuck?”

My second, but maybe the most important question, is this – “Is this particular opportunity a repeat offender?” 

 

QUESTIONS FOR EVALUATING OPPORTUNITIES

Now, there are 2 things to consider when attempting answering that 2nd question.

  1. Is that opportunity familiar to you and the salesperson who has entered the opportunity into your pipeline management system? (This isn’t the same as your CRM). If we’ve worked on this opportunity before and they – the opportunity – “got away on a technicality”, then this would be defined as a “repeat offender”:
    1. Not the decision maker
    2. Wasn’t able to undo the current relationship
    3. Decided to not make a change
    4. Couldn’t arrive at the price point
    5. Really didn’t have a solution that fit the features and benefits they were looking for
    6. The timing wasn’t right
  2. Are other opportunities stuck in the pipeline/chimney for the very same reasons as this one – the salesperson failed to execute the qualifying steps in your sales process:
    1. No compelling reason to make a change identified
    2. Competition unknown
    3. Incumbent still part of the equation
    4. Budget for investing time, money resources is a mystery
    5. Decision making process has not been uncovered
    6. Timing or urgency of making a decision not clearly understood
    7. Agreement on next steps unclear
    8. Did not ask the question – Is this a “want to fix” or “have to fix” problem?

 

CMBMQHM AND WHAT YOU NEED FOR SALES GROWTH

Sales growth is dependent upon this – CMBMQHM.  My staff hates it when I make up acronyms like this.  When I put these in our learning decks, the people in my office  want to know what the acronyms mean.  I generally tell them that they don’t really need to know; they just need to make sure the rest of the deck is done correctly. I know what it means and I will explain it to the sales team we are working during our training session.  But, they insist on knowing, so here it is:

Close More Business, More Quickly, at Higher Margins

It’s almost as good as WITALAIITU. (If you want to know that one,  click HERE.)

So, what does it take to accomplish CMBMQHM?

  • You have to have a milestone-centric sales system – something that can be quantified, measured and evaluated for progress towards the objective of “getting a decision”. (This is not the same as “getting the sale”.)
  • You have to have a process for building a success formula for each salesperson based on that sales system.
  • You have to have complete buy-in to the use of your pipeline management process. Here are the guidelines to get that buy-in. It needs to…
    • Be easy to use
    • Be effective
    • Be beneficial to the user
    • Provide you with business intelligence
    • Automatically generate and send reports to you so you don’t have to go find the information
  • You have to have a system of pre-call strategy sessions for EVERY opportunity that meets or exceeds the benchmark of your top 33%.
  • You have to have a post-call debriefing session for every opportunity you discuss in the pre-call session.
  • You have to conduct a CSI – “Crime Scene Investigation” – for every deal you don’t get.
  • Finally, you have to conduct 1-on-1 coaching sessions that are intentional.
    • They are based on the findings from your pre- and post-call meetings
    • They are based on what your data is telling you about the choke point(s) a particular salesperson is having or the most common choke point(s) for the group
    • The coaching needs to accomplish 1, if not 2, things:
      1. Change behavior
      2. Improve skill

In the next post, I’ll talk about the 5 Keys to Effective Coaching.  (Pam, don’t let me forget that is the next blog topic!).  In the meantime, here are the 9 skills needed!

Additional Resources:

Download the Success Formula Worksheet

Try out the Effective Selling System online learning demo

Sales Management Effectiveness Certification Program

Topics: Sales Coaching, closing sales techniques, sales closing mistakes, how to close a sales deal

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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