Become A More Effective Sales Person With Online Video
When marketing online there are some advantages and disadvantages. The main advantage is that you can completely automate the sales process and sell 24 hours a day, seven days a week, 365 days a year without one smidgen of human input.
Blogs And Sales: A Natural Business Partnership?
As you can surmise, one of the principal reasons why businesses find blogs effective as business tools is they help generate or increase sales. While there is no quantitative amount with regards to the exact monetary significance of blogging on sales, there are...
Sales Speak From Bob Vila
With so many different programs, and reruns and re-packaging of older programs, we can assume there are few people on the planet who do not know about Bob Vila. Starting with the original...
Why Pay For Advertising That Does Not Yield Sales?
Why pay for advertising that does not yield sales? Before you part with your cold hard cash, consider various ways to increase and maximize your conversions. The term conversion simply represents the number of website...
A Collaborative Sales Model Changes The Seller's Value
Some people believe that the job of the seller is to communicate and offer value, or to differentiate their offering so buyers know how to choose one product over another. I've also heard it said that the...
Lead Generation Conundrums
Our client list over at Page Zero is varied. One of the ways we can most consistently add value is in custom work driving paid search traffic and helping with site design and copywriting for "complex" sales...
Sales Through Storytelling
Sell skills, values and experience with short, powerful success stories that showcase your skills, experience and values... An old French proverb tells us "Nothing succeeds like success!"
How To Develop A First Class Sales Team
Pick up a typical report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient productive and predictable. What set of people are required?
Questions To Help You Close?
Knowing all you can about the client's decision process can give you an edge in winning the business. Let's look at questions to ask. Find out the client's decision criteria. Most clients expect to be asked about decision criteria, and most salespeople do ask these questions. However, the real value
Sales Recovery: How To Manage A Sale Going Wrong
Do you know the difference between which prospect you'll close and which one you'll lose? How can you tell, midway through a sale, whether you're on track for success or you've lost the deal? How can you tell, in advance, that the sale won't close... ever?
Overcoming Voicemail...The Salesperson's Enemy
You've all been in the position where you've left multiple voicemails only to have them not be returned. Frequently the prospect can begin to hear the frustration in your voice as they hit the delete bottom.
Voicemail does not have to be the salesperson's enemy, rather if used effectively it can assist in the sales process. So, just "how do we overcome it?"
The first cardinal rule of voicemail is if they don't return your call, you MUST use a different approach. Be creative but do not continue to leave the same voicemail time and again because I guarantee it won't be returned. You will also be viewed as an annoyance.
Once you've decided to leave a voicemail , do not leave your name and number because they simply are not going to call you back. Leave a very brief message that suggests your relationship and indicate that you will call again at a specific time. In a nutshell, give a 30 second commercial including your relationship and indicate a time you are going to call back. Be very specific about the time.
Next, more than likely your contact is not going to be there when you make your second call so you are probably going to have to leave another message. Indicate that you are making the call as promised and that you understand how busy they are & go ahead and suggest another time that you will call back. This time you will indicate that if the time doesn't work, their secretary (by name) if you know it, should give you a call to schedule a better time. Leave a number for her to reach you at or mention that you will call at the suggested time
By leaving this message, you are demonstrating that you follow through on things, that you are connected to the referral source and that you are courteous and considerate. You will know his secretary's name because of the relationship building that you've done with the switchboard operator. You have also indicated to him that you respect his position because you mentioned that you understand how busy he is.
Another technique that can be very valuable in getting past voicemail is to establish a relationship with the receptionist or the operator. Typically, they have little human interaction on the phone-often they will welcome a personal conversation. An approach that can be used with a person in this position might be, "I know that you are busy with incoming calls, so feel free to put me on hold if necessary. Please tell me who might be in charge of buying cleaning supplies for your organization?" This person knows better than anyone who is handling what tasks, because it is their job.
In addition, when working with the operator if you really want a "no fail" approach, ask the operator "Who the person (your contact) reports to?" If you'd like to increase your odds of a returned call, ask for their boss first. They will probably refer you back, however now you can indicated that the boss suggested that you give a call. This creates a much stronger position for you and you are more likely to get attention. This approach is called the "Top Down Approach" and is frequently used.
Be sure to ask the following questions:
a)How do you say their name? Mispronouncing someone's name on a first call, can really ruin rapport.
b)What is his assistant's name? People like to hear their own name and it will help make things sound as if you are acquainted.
c)Does she typically come in early or late? This information will help you to know when you won't have to deal with the assistant/secretary but can talk with your contact directly.
d)What's usually the best time to call? This information will help get you through and will give you a time when you can talk with a person versus their voicemail.
In conclusion, these are just a few techniques that are valuable when leaving a voicemail that you would like to establish a relationship with. Be creative and think outside the box when leaving voicemail, people will naturally listen to something that is different. If you sound like everyone else on their voicemail they are less likely to respond. By using voicemail effectively, your prospecting and sales activity is bound to increase.
Tim Hagen, President of Sales Progress LLC, build programs to help organizations increase sales. He has been doing this for 21 years and has helped both small and large size organizations increase their bottom line. He can be reached at http://www.SalesProgress.com or 262-240-1077.