‘Sales’
Tuesday Quick Tip – Successful Salespeople Do Not Sell: They Help
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
Successful salespeople do not sell: they help. Their attitude is: I can not help you unless I get to see you, and I certainly can’t help you unless you buy something from me. Successful salespeople really believe that what they do helps the people and clients they do it for. That’s what makes them so successful and that is also what makes them such high earners. Money is a by product of this belief system.
Top salespeople believe they are the best at what they do; they believe their company is the best at what it does; and, they believe their products and services are the best. As a result of this belief and commitment, top salespeople not only feel it is their obligation to make sure clients buy from them, but, truly believe that if they allow a client or prospect to buy from the competition, they have done that client a horrible disservice by allowing them to buy second best.
ONLY 48 MORE HOURS TO SIGN UP
If you’re interested in learning more about what successful salespeople do to be the best, 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.
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.
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.
Create the Right Perceptions – Sales Prospecting #9
If you want to learn exactly what to say to create the right perceptions in the minds of your prospects, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, April 14th, 2011 at 12 Noon EST..
Click here for more webinar information, or:
Your First and Most Important Sale is at Home – Sales Motivation #6
MOVE YOUR A$$ MONDAY! #6
If you are contemplating starting your own business, or a new career in sales, Warren talks about why total support at home is critical to your success.
To sign up for Warren’s 90 minute webinar, “Prospecting Skills to Increase Your Sales,” taking place Thursday, April 14th, at 12 noon EST.
For information about all Speaking of Success online sales seminars go here:
http://greshes.com/live-webinars/
Warren Greshes Time Management for Salespeople Webinar May 19th
Time Management for Salespeople: Find More Time to Close More Sales!
Date: Thursday, May 19th. Time: 12 Noon Eastern Time. Duration: 90 minutes
All you need to take part in this 90 minute session is either, a phone, a PDA, a laptop or a desktop.
How many times have you heard a salesperson say, “I have so many things to do I don’t have time to sell?” While most of the time that’s crap, because there should always be time to sell, time is the single biggest commodity people have the least of. Most people I come in contact with fall into two categories: 1) Those that ARE extremely busy and always pressed for time, and; 2) Those who BELIEVE they’re extremely busy and always pressed for time. Either way, they’re both right.
However, being great at time management is very difficult. In fact, I’m not sure I know anyone who is great at it, but luckily you don’t have to be. My goal for this webinar is not to make you time management experts; because I’m not convinced you need to be. What I will do is give you some easy-to-implement tips and ideas that will allow you to become more efficient on a daily basis. If I can help you save just 30 to 60 minutes a day, I might have found you enough time to go on 3 to 5 EXTRA sales appointments a week. And you know as well as I do 3 to 5 EXTRA sales appointments a week will definitely increase your sales and, more importantly, your income.
What we’ll cover in this very pragmatic, how-to webinar:
- 40 Time Wasters. In this module, I’ll cover the 40 biggest time wasters that stop salespeople from not only doing things they need to do, but also want to do. I’ll help you focus in on which ones specifically are killing your day and what you can do to fix it.
- Salepeople’s Time Test. In order to get to where you want to be, you first have to figure out where you are. This time test will cover 20 specific sales situations, processes and occurrences. It will show you where you’re losing time every day and what you’re doing right. Bottom line: it will show you where you need to focus your energy in order to save that EXTRA 30 to 60 minutes a day.
- 25 Time Saving Tips. I will give you, and elaborate on, 25 specific, easy-to-implement, time saving tips that you will be able to start putting into practice the second the webinar ends!
And that’s not all. Here are just some of the things you’ll learn if you attend this program and implement the ideas :
- How to get all your paperwork and reports done while STILL finding time to “Sell.”
- How to put together a “Things to do” list where tasks will not only get done, but, they’ll get done when they’re supposed to get done, eliminating stress and last second crises.
- How to use your down time productively
- How to anticipate and plan for last minute surprises that can kill your day and cost you money.
During this 90 minute webinar, which you can attend either via phone or webcast, you will have the opportunity to ask any questions related to your time management problems or situations. In fact, you’ll have the opportunity to send in questions before and during the event. So, sign up now and start giving some thought to what questions you want answered.
I’m sure you’re wondering, “What’s all this great information going to cost me?” To attend this webinar your total investment is $79. But wait, if you register before May 9th, you only pay $69. But, if you want an even better deal, sign up 5 or more people from your company and get 25% off with coupon code TIMEMANAGE, leaving you with a cost of only $59 per person.
Stuff You’ll Get:
And that’s not all. THERE’S FREE STUFF! Aside from an informative, entertaining and idea packed 90 minutes, here’s what else you will receive for your investment:
- A downloadable PDF workbook and note taking guide containing everything I’ll cover during the webinar.
- A digital Mp3 recording of the entire session which you can download to your computer and listen to as much and as long as you want.
- A free copy of my online audio program, Supercharged Selling: The Power to be the Best.
So register now and join me on May 19th, 2011 at 12 Noon EST for a session that’s guaranteed to jump start your sales effort.