Newsletter archives:
The Sales Connection, Volume 3, Issue 5
May 2006
What you will find in this issue:
The Sales Connection is an ezine designed for you to gain insight and practical tips for your sales career. My name is Kathy Garland and I offer strategic sales solutions for small to medium-sized businesses that smooth out the sales process and improve sales force performance.
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SALES TIP OF THE MONTH: MAKING THE BEST OF YOUR SALES CONVERSATIONS
How much time do you have to get your message across? How clearly are your prospects really focusing on what you have to offer? We are subjected to thousands of messages through advertising, emails, phone calls and text messages daily so how do you make sure you are distinct and memorable?
One way is to plan every sales conversation to use your client's and your time in the highest and best way. Defining who your target is, creating a list and then following through by setting up meetings is of course an important part of your sales formula. And you want to make the most of your time when you are in front of potential buyers.
Let's talk about creating a sales conversation that works in your calls and meetings. One of the most important things you can do is to write out what you are going to say in advance. You can have written scripts for each step in your sales process.
Recently I heard a live web presentation. While the product was very impressive, the one thing that didn't work is that the salesperson read the bullets off his PowerPoint presentation. It wasn't very engaging. Fortunately for him, the product is innovative and distinct so that kept my interest.
So this is not about a script that you read or have so memorized it sounds like a script. This is about using talking points that inform and persuade.
The most important part of planning is to write out key questions to uncover needs and emotions of your prospective client. By having strategic questions prepared in advance, you'll be in the position to listen fully and present your product and services in a way that matches your prospect needs.
Here are some examples of questions you could add to your script:
- What do you need to accomplish in the next 90 days?
- What would prevent you from accomplishing this goal?
- How does (the problem they are experiencing) affect your team's ability to reach established goals?
- What would you say causes the most stress for you and your team?
- When do you plan to make a decision?
Remember an effective sales conversation is when the prospect is doing most of the talking, even 80% of the conversation. You also want to make sure though that you are able to communicate these things:
- How your service/product can solve their problems
- Testimonials/stories about your product/service success or satisfied customers preferably from companies in the same industry as your prospect
- How you can work with them, how to get started
- A way to ask for their business (assuming there is a match)
- If they are not ready to buy, make sure you ask them for a next step
- Thank them for their time
- Establish the next step
- Ask for referrals (if appropriate)
By planning your sales conversations, you will do a better job focusing on their needs which help you offer better solutions and close more business.
Coaching keeps you focused on your winning strategies. Call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com to learn how coaching can help you increase your sales.
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OPTIMIZING YOUR TALENTS FOR SUCCESS
Are you working to your highest potential? Do you feel you could do more? Are you working too hard for the money you are making?
By taking a Sales Synopsis Value Profile, you can gain valuable insight into where you are using your talents and where you are not. You will also discover what blocks you from success and satisfaction as well as sources of stress that hold you back and what motivates you. Free yourself from limitations that hold you back!
You can see immediate results by taking this profile which only takes about 15 minutes. Call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com for a personal consultation.
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QUOTES OF THE MONTH:
"People will forget what you said, people will forget what you did, but people will never forget how you made them feel." -- Maya Angelou
"Sometimes knowing the questions is more important than knowing the answers." -- Stephan Schiffman
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BOOK REVIEW: "SALES TALK: HOW TO POWER UP SALES THROUGH VERBAL MASTERY"
To be most effective, a salesperson should listen 80% of the time in a sales conversation. As a result, every word needs to count. Combined with my article above, this book by Len Serafino on sales talk will help you put together impactful conversations that will help you close more business. Serafino provides great tips on everything from the sales call to cold calling to nonverbal and written communication. It's a practical book to add to your collection.
Serafino, Len. Sales Talk: How to Power Up Sales Through Verbal Mastery. Avon, MA.: Adams Media Corporation, 2003.
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© Kathy Garland, 2006
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