Interest and credibility are the keys to successful cold calling and outgoing phone selling.
With cold calling, you have to develop interest within the first 7 seconds. When the prospect first answers, this is not the time to tell who you are or where you're from. You may think this ... Views: 4293
Most people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling.
If I’m a C-Level executive decision maker, a ... Views: 4003
Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, ... Views: 3947
Here’s a common situation. You finally get a meeting with a senior or C-Level person. After the pleasantries you start telling how your product or service will be good for his company and/or better than the competitions’ stuff. He’s attentive for a few minutes. But you’re so focused on ... Views: 3918
Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ... Views: 3782
Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.
Selling typically is not a destination career. But when ... Views: 3750
Put People at Ease and You’ll Get More of What You Want
To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The ... Views: 3660
Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly. ... Views: 3651
“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used.
Try restating in terms of the prospect. ... Views: 3524
What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ... Views: 3458
Let me tell you something you know, but chose to ignore, avoid, and/or make little effort to accomplish. That is, to sell more, become a selling super star and to move to a higher income bracket in your selling career, get to the C-levels, GMs or the one who wield the ultimate power for the ... Views: 3396
Confidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence.
If you’re confident you ... Views: 3261
As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push.
The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have ... Views: 3259
It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ... Views: 3227
Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services.
Based on the options above, the chances of success for making more sales are:
• Existing Customer – Existing ... Views: 3168
Networking can connect you with the person you want to be with better than any other method. So use your resources. You know people that know people who can get you to whom you want to be with. However you have to stop and think about this for a minute because you’re not used to using these ... Views: 3081
Approaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is ... Views: 3042
Determining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ... Views: 2976
Win-Over C-Level Decision Makers with Effective Communications
Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations
Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. However, top level people do like to talk about ... Views: 2975
Subordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they ... Views: 2949
It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ... Views: 2946
Anxiety is the uneasy feeling that arises within you when thinking about approaching a senior level executive, doctor, high government official, etc. It surfaces because you are anticipating an unpleasant outcome or projecting a negative experience. So in essence, it’s your own imagination ... Views: 2891
Large accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs.
Two points of clarification:
1. Selling the C- level means ... Views: 2829
Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.
So this five part series is intended to help you ... Views: 2824
Listening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these ... Views: 2805
People block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ... Views: 2803
Wal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome. Even the old K-Mart use to announces “Welcome K-Mart shoppers.” Unfortunately, after the Greeter or the welcome message, you get lost in the sea of people and merchandise ... Views: 2788
Never believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is ... Views: 2732
CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ... Views: 2713
What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success.
Most sales people quickly boast ... Views: 2707
Practice is not something one does when their good. Practice is what makes one good.
1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you ... Views: 2685
Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ... Views: 2642
Get support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out.
You have a golden network of people. I call this your info/intro ... Views: 2641
Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells.
There are ... Views: 2628
Selling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ... Views: 2625
The proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation. So some thought should go into what you’re going to say, how you’re going to say ... Views: 2621
You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ... Views: 2594
Credibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you.
So how does one get credibility? Well you’ve been developing it all your life. You’ve just never taken the ... Views: 2590
Confidence wanes and self-doubt sets-in when your negative little voices nag at you. Those little voices stem from parental lectures and social interactions which are now programmed into you psyche. These programs are what your inner parent draws from to tells your inner child how to react. ... Views: 2590
Relationships are a powerful way to get business. A relationship will be established when each party feels the benefits for him or her self. C-Levels and senior executives are primarily interested in business benefits you can deliver that serve their careers. Deliver the benefits and secure ... Views: 2558
If you want doctors to prescribe your drugs, use your devices or refer your services, you’ll have to win-over them over, one by one. Winning over means they see you as a resource to protect or enhance their practices. Everybody knows they must see the doctors and not ignore the staffs, but how ... Views: 2531
Interviewing is the most important step of sales calls and relationship development. Interviewing requires asking stimulating questions that get prospects to discuss their wants relative to what you’re offering. However, interviewing also requires active listening. That is, listening with and ... Views: 2486
The best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes.
1. It puts the focus on the executive and high level people like to be the focus of attention.
2. They get to do ... Views: 2481
A CEO is working with a lot of papers on his desk. Underneath the papers there’s a sharp letter opener. As he slides the papers over to do another task, he hears the scrape of the letter opener on his beautiful wood desk. He looks and is distressed because it has left an ugly mark. He calls ... Views: 2461
Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order.
The purchasing discussion usually goes something like this,
"Send me a proposal." Then there's some ... Views: 2445
Like you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and ... Views: 2441
Increase your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To ... Views: 2428
Most sales people know enough to ask questions. And every sales person has heard a thousand times to listen more than they speak. However, most sales people interrogate rather than interview. The difference is; interrogating is about the sales person, and interviewing is about the prospect or ... Views: 2415
Telemarketing Tips, Closing Incoming Telesales for Call Centers
Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an ... Views: 2390
Your presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alternative. Better in an area of importance to someone is worth more money. Keep in mind, doing ... Views: 2388