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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.

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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.

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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.

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Warren Greshes Prospecting Skills Webinar February 24th

I’m thrilled to announce that I’m kicking off 2011 with a new “Prospecting Skills to Increase your Sales,” webinar.  The date and time is February 24th, 2011 at 12 Noon Eastern Standard Time, (11AM Central, 9AM Pacific). If you are interested in getting more appointments, seeing more prospects and increasing your sales sign up right now. All you need to take part in this 90 minute session is either, a phone, a PDA, a laptop or a desktop.

Sales executives constantly tell me the biggest reason their salespeople aren’t doing enough business is: they’re not talking to enough people. They’re not making the calls, they’re not getting in the door and in front of prospects and consequently the pipeline is empty and that means no future business.

Selling is rejection, plain and simple. The top salespeople can deal with it, the rest can’t. They don’t see enough people because they fear rejection. They fear rejection because they don’t know how much rejection they need. After this webinar is over, I guarantee you’re going to be able to handle rejection better than at any time in your career.

I believe this could be the most important and critical seminar you will ever attend. In these economic times prospecting is the most important thing you can do, because if you’re not doing it, you could be out of business or out of a job.

In this webinar, Prospecting Skills to Increase your Sales, we’re going to cover six important areas of prospecting.

1. Why you need to prospect and generate consistent every day activity.

2. How to handle rejection by understanding how much rejection you need.

3. How to prepare for and make the prospecting call,

4. How to anticipate, handle and turn around objections,

5. How to “sell more appointments” and consequently close more sales.

6. Specific practice techniques guaranteed to make you better.

If you want to sign up right now, go to our sign-up page.

If you attend this program, use the Action Guide included with it, and implement the ideas you learn, here’s what will happen:

  • You will walk away with an easy to implement phone script that will enable you to control the conversation anticipate and turn around objections better than ever and get you in the door!
  • You will be given a simple, easy-to-use call counting system that will allow you to avoid slumps and know your success ratios for every step of the sales process.
  • This call counting system will teach how to handle rejection better than you ever have, which will enable you to;
    • Make more calls
    • speak to more decision makers
    • sell more appointments, and make more presentations and, the greatest benefit of all
    • Close more sales and make more money

During this 90 minute webinar, which you can attend either via phone or webcast you will have the opportunity to ask me any questions related to your prospecting effort. 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 seminar your total investment is $79. But wait, if you register before February 15th, 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, leaving you with a cost of only $59 per person.

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 investement:

  • A 23 page pdf Action Guide complete with;
    • Call counting system
    • An easy-to-follow step by step script development template
    • Turn-arounds you can use for your most common objections, plus many more valuable tips
  • 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 sign up now and join me on February 24th, 2011 at 12 Noon EST for a session that’s guaranteed to jump start your sales effort.


To your continued success!


Warren Greshes

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Do Salespeople Suffer from the Sophomore Jinx?

Anyone who knows me knows I have one really bad vice: Baseball.  I’ll watch any baseball game.  But more specifically, I’m an out of control fan (sufferer) of the San Francisco Giants and have been since 1957 when they were the New York Giants.

Baseball has something called “The Sophomore Jinx.”  Throughout its long history, baseball has seen hundreds, if not thousands, of rookies have great success in their first season only to die a horrible death in their second season in the major leagues: hence, “The Sophomore Jinx.”  Some of these players recover and go on to have great careers (Giants Hall of Famer Willie McCovey immediately comes to mind), while many others just fade into oblivion.

This is happening right now with one of the Giants best young hitters, Pablo Sandoval.  Last season, his 1st in the majors, he was one of the best hitters in the National League.  This year, his performance has dropped off a cliff.  Not only has his hitting died, but his fielding is worse and his conditioning, while never the best, is downright atrocious.  With the Giants in the middle of the playoffs (this could be our year!), he’s been benched.

I bring this up, because while watching the Giants whip the Braves in the 1st playoff round, I was having a discussion with my Father-in-Law, Charlie Romano, on whether or not salespeople suffer from “The Sophomore Jinx.”  To me, the answer is a resounding “YES!”

As with ballplayers, I’ve seen hundreds, if not thousands of salespeople have excellent 1st years only to see their production plummet in year two.  The problem is: many salespeople (and ballplayers) relax after that first taste of success, because they don’t understand that all the time, energy, effort and commitment it takes to get to the top, are the same things you have to do every day just to stay on top.

Many 1st year “sales wonders” actually believe that after one very good year they’ve “Paid their dues,” and now it gets real easy; the customers will just come to them.  Imagine their surprise when it doesn’t quite work out that way and year two turns into one HUGE bust?  At this point, they could go in one of two directions.

One, they could take the attitude that the majority of “Sophomore Busts” take and say, “You can’t make a living in this business,” totally ignoring all the successful people that are making a great living in the same business, and quit.  This attitude absolves them of all responsibility for their actions (or in the case of year two; non-action).  It’s the industry’s fault, not theirs.

Or, they could do what successful salespeople do and go back to the things they were doing every single day that worked for them as rookies; things like consistent, every day prospecting and lightning-quick follow-up.  In addition, just like great ballplayers, they’ll make adjustments.  Great salespeople look at how their market or customers may be changing and make adjustments accordingly.

They’ll look at what their competition is doing and do something different to make them stand out.  They’ll be visible and talk to prospects and customers every day while competitors hide from the “soft economy.”  Instead of worrying about the size of the sale, they’ll concentrate on how good the sale is for the customer and how it will drive repeat business and expand market share.

Instead of using the economy as an excuse, they’ll use it as a weapon, by becoming consultants to their clients and giving them ideas and solutions on how to increase THEIR business, which, in turn, means more business for them.

So, if you’re currently suffering from “The Sophomore Jinx,” or have someone on your staff who is, have faith.  This is not an incurable disease.  However, it can only be cured by action.