THE 3 WOWS AND OTHER SALES TIPS I LEARNED ALONG THE WAY
  • About
  • weinstein.tech
  • Blog
  • Guestbook
  • Buy My Book
  • Contact

Don't Give Up...

7/10/2014

0 Comments

 
Picture
I was just with a client this morning who told me that it is hard to be a salesman making cold calls.

It is hard, being told no all the time.  It is hard being rejected.  Nobody likes being told that their prospect is not interested.  Steve A., one of my bosses always says "they all buy, eventually", which is partly true.

So this is your pep talk.  This is my imitation of Matt Foley (Pictured Left).  This is the thing that will get you going as a salesperson.  This should get you through the day….because if you aren't calling, you aren't selling.

When someone says no:  When someone says no to you over the phone, it doesn't actually mean that they will not buy.  It means that you haven't shown them anything to move forward in the process.  I call people all the time, and I get told no.  Sometimes, you need a different tact.

One of the things that I have done is to send them an e-mail shortly after the phone call.  I make it short and sweet.  I thank them for taking the time to discuss, and I bullet point 3 things that similar company's have found value in what I sell.  

And then I call someone else.  Next.

Make a goal for the day:  I find a lot of salespeople take a morning to cold call, but fail to make a goal for themselves.  Is 10 substantial meetings in the next 2 weeks your desired accomplishment?  Then make that your goal for your cold call time.  Make these goals obtainable but challenging.

Make some mini-goals:  If you already know that not everyone is going to say yes, find some Mini goals to get you through.  After 10 calls, get yourself a coffee.  After 20 calls, get yourself up and walk around the office outside.  After you set up 3 meetings, go buy a candy bar.

Give yourself small treats for inching towards your final goal.

Track your sales metrics:  

  • What is your average deal size?
  • How many deals does it take to make your desired sales number for the month?
  • How many substantive meetings does it take to make one deal?
  • How many quality phone calls or emails does it take to get a substantive meeting?
  • How many dials must you make to actually get through to someone
  • Now multiply that "# of dials" by 1.25.

Armed with these numbers, you can figure out how many actual phone calls you must make in order to make your desired sales for the month.  


If you don't have a clue of any of these numbers, then you should go back through your records and figure it out.  A great salesman ALWAYS knows his/her metrics.

Why do you work?:

Why is it that you work, anyways?  To put food on the table?  To buy toys?  

Whatever your motivation, be sure that your office is peppered with those reasons.  If your child draws pictures, you should have them on a wall, reminding you that every sale can go to pay for art school.

My office has pictures of my wife and kids all over it (my office is a little messy, so sometimes I have to hunt for them).

The point is that you should make sure that your external motivation (outside the office) matches up with the internal motivation (inside the office).





0 Comments

Call, Call, Call!

7/6/2014

2 Comments

 
Picture
A new week and a new month have begun.  If you are like most salespeople, the optimism is flowing and you are excited with the possibilities of kicking butt in July.

Chances are, you haven't sold anything this month, and the month is a week old.

Get your butt moving.  NOW!

  1. First Monday of the month in my office is "cold call day":  5-10 new meetings should be your goal....Make special note that these meetings should be with companies that are not currently in your pipeline.  Best bet is to call companies that either said no 6 months ago, or ones that you lost touch with.  
  2. Call anyone that you thought you had a deal with last couple of months, but didn't pan out.
  3. Call the big elephants who were in your business plan from January.   
  4. Monday is your day.  TAKE IT! 

2 Comments
    Picture
    View my profile on LinkedIn

    Who is Michael?

    Husband, Father, Salesman, Author.  

    Pretty simple, right?

    Archives

    August 2020
    August 2018
    September 2016
    May 2016
    February 2016
    December 2015
    October 2015
    August 2015
    July 2015
    January 2015
    December 2014
    November 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014

    Categories

    All
    Advice
    Business Plan
    Cold Calling
    Commission
    Competitors
    Contest
    Desperation
    EOM
    Goals
    Hope
    LinkedIn
    Mentor
    Metrics
    Negotiations
    Networking
    Pain
    Pricing
    Prospecting
    Questions
    Quota
    Research
    Sales Techniques
    Shameless Promotion
    Silence
    Smiling
    Wow

    RSS Feed

Powered by Create your own unique website with customizable templates.