Tuesday Quick Tip – Selling is All About Odds
Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career. You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.
TIP
In sales the odds are always against you. More people will say “No,” than “Yes,” whether you’re calling for an appointment or trying to close a sale. Successful salespeople understand their odds of success and constantly try to bring those odds down.
For example, have you ever done any fundraising? If you have, you know that if you’re looking for $25 or $50 contributions, you send out a post card, email or post it on facebook. Why: because the market for that size contribution is huge and you only need a ½ of 1 percent return. If you were looking for a two, three or five hundred dollar donation, you’d make a phone call since that market is much smaller, dictating at least a 10% return. But, if you wanted a ten thousand or fifty thousand dollar donation you’d make sure you got in front of that person, because that market is miniscule and you better close 1 out 2, or 1 out of 3. Here’s the question: What rate of success are you looking for in your sales effort: 5 out of 100, 1 out of 10 or 1 out of 2? That should tell you the best way to approach your market.
If you’re interested in learning how to beat the odds and increase your chances of getting the appointment, attend my 90 minute webinar: “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th at 12 Noon Eastern Time. For more information and to sign up CLICK HERE.
The Company You Keep – Move Your A$$ Monday #23
In this week’s video Warren speaks about the importance of surrounding ourselves with positive people of high character in order to conquer the roadblocks of negativity.
To inquire into Warren’s availability for speaking at your keynote or seminar, send him some info here:Keynotes and Seminar Speaking
Prospecting is More Than Getting the Appointment – Sales Prospecting #12
Getting the appointment isn’t enough. This week, Warren talks about the things you need to do after the appointment is set in order to insure a successful conclusion.
If you want to learn how to get in the door and close more business, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..
Click here for more webinar information, or:
Tuesday Quick Tip – Control the Conversation
Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career. You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.
TIP
When asking for the appointment on the phone, I believe in giving the prospect one choice; ie, “Can we get together next Tuesday at 3,” rather the more traditional two choices (“Would Tuesday at 3 or Wednesday at 4 be better for you?”). My reasoning being twofold: 1. Giving the prospect only one choice creates a perception of a very busy salesperson. Believe me, nobody wants to deal with a salesperson who has time on his hands: Do you? And 2, should the prospect say “No,” to Tuesday at 3, I still have Wednesday at 4 up my sleeve. Why reveal all your choices if you don’t have to.
If you’re interested in learning how to control the conversation and increase your chances of getting the appointment, attend my 90 minute webinar: “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th at 12 Noon Eastern Time. For more information and to sign up CLICK HERE.
Keep Setting New Goals – Move Your A$$ Monday #22
If you’re not striving for something, you may be stagnating. Warren tells you why it’s important to always be setting objectives for yourself, in both your personal and working lives.
To inquire into Warren’s availability for speaking at your keynote or seminar, send him some info here: http://greshes.com/speaking/
The Illusion of Selling – Sales Prospecting #11
This week Warren discusses a dangerous sales habit: the ability to do sales-like activities where you don’t actually ask someone to buy, thereby avoiding rejection.
If you want to learn how to eliminate the fear that stops you from making calls , attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..
Click here for more webinar information, or: