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| The Quickest Path to the Top 20% |
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Quote
of the Week:
"A round man cannot be expected to fit in a square
hole right away. He must have time to modify his shape."
Mark Twain |
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Publisher's
Note: |
Don't answer a question with a question. |
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Contrary to conventional sales training wisdom, it is not a good idea to answer a question with a question. While your question may be a simple request for information, it can be perceived by the prospect as evasive and manipulative. For example, if your buyer asks, "When can you ship?" do not respond, "When do you need it?" This strategy can diminish your credibility. Why not simply tell him or her your estimated shipping time. If that's not soon enough, then learn the desired delivery date and do your best to make it happen. |
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Excerpted
from Rules of the Hunt - McGraw-Hill, June 2012 |
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Trivia: Dulles Airport is named after former US Secretary of State, John Foster Dulles. Which city does the airport primarily serve? Find the answer
here.
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Interesting but useless fact: Theodore Roosevelt officially gave the White House its current name in 1901. Before that, it was called the President's Palace, the President's House, or the Executive Mansion.
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Ubiquitous is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence here.
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Dogfucius Say: The hardness of butter is directly proportional to the softness of the bread.
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WEEK'S FREE DOWNLOAD |
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The Quickest Path to the Top 20%
by Mike Brooks
Sales trainer Mike Brooks is an inside sales expert who teaches his clients how to get in the top 20% at their company. Sound like something you're interested in? Read on!
What's one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker.
All this does is identify them as another pesky sales rep trying to sell something the prospect doesn't want.
The top 20%, on the other hand, have found that by being honest and real - I call it "Straight Selling"- they not only differentiate themselves from their so called competition, but they are also able to make a real connection and so establish the kind of rapport that is crucial for any sales transaction.
Here are a couple of scripts you can use to begin practicing straight selling.
If while cold calling your prospect says they are not interested, use this response:
"I don't blame you_________, you've never heard of me and you don't know what my company does or how it can help you. I'm sure you get sales calls all the time, but I'm also sure that sometimes a call turns out to be truly worthwhile. This happens to be one of those calls..." (Now provide a benefit, or ask a question)
If you reach an assistant and are told they will take a message, say:
"You know ________, I'm sure you work closely with _______, right? Great. Listen, I'll be honest with you - I don't want to bother you by calling and calling trying to reach ________, so let me tell you why I'm calling and you can tell me if you think this would be something he'd be interested in hearing more about..." (Now ask qualifying questions to see if they'd be a fit)
If your prospect is avoiding you after you've sent info, or is putting you off, when you finally reach them try:
"________I'm glad I finally reached you, and let me ask you something and please be honest with me - I've tried to connect with you several times, and the timing just never seems to be right. Level with me - is this just something you're not really interested in at this time, or do you sincerely want me to schedule another time later to go through this with you. You tell me..." (Now shut up and listen to their response)
As you can see, these straight selling techniques will not only give you the respect you deserve, but they will separate the buyers from the non-buyers. And that is one of the most important top 20% techniques of all.
Mike Brooks, Mr. Inside Sales, is creator and publisher of the "Secrets of the Top 20%!" weekly Ezine. Learn more here www.MrInsideSales.com.
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Break
Out of Your Slump
Get
Top Dog Recession-Busting Sales Secrets and learn
how the pros are selling more...right now, every day! Free
shipping and handling. See
it here.
Trivia:
Dulles Airport is named after former US Secretary of State, John Foster Dulles. Which city does the airport primarily serve? Find the answer
here.
Word
of the Week: Ubiquitous adjective [ yoo-bik-wi-tuh s ]
- existing or being everywhere, especially at the same time; omnipresent: ubiquitous fog; ubiquitous little ants.
Example: Hot dogs are the ideal road trip food—inexpensive, portable, ubiquitous.
Definition
& Example courtesy of Dictionary.com
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Trivia
Answer:
Washington DC
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Do
the write thing...
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really appreciate your feedback. I read and try to respond
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Please send your comments and suggestions directly to me rather
than hitting the reply button or odds are I'll never get it.
Do
The Dog a Favor. If you found this week's advice
helpful, please forward
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The purpose of the SalesDog newsletter is to inform,
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