Sales Training To Grow People. And Grow Businesses

Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really do look like that? That wouldn’t be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener who’s concerned that he might be sounding like everyone else. And that frustrates him.

 

 Sounding Like Everyone Else (12:31): Play Now | Play in Popup | Download

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In this episode of Sales Training Q&A, Bryan Neale discusses how to reach a higher level within a prospect’s office without hurting the relation with someone you might have who is a little lower on the totem pole. This is a situation that many sales people find themselves in and Bryan has some great advice on how to get out. Make sure you check back every week for the latest episode of Sales Training Q&A.

Sales Traning Q&A #10: How to Call Higher Without Ruining Relationships from Joe Kelner on Vimeo.

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I’m not a big fan of The Office. I find most of their skits to be tedious.

But occasionally they come up with a good one–like last year when Michael (Sales Manager) spoke to a group of college business grads. Quite funny.

And then last week, Michael conducted a sales role play I think you’ll find knock-down funny. Here it is.

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You actually don’t care much about the design of the blog–or maybe even the name. But we are making some changes around here that will help this content be easier to read.

1. White Background. We got complaints (and I agree) that our old design was a bit tough on the eyes–old eyes like mine especially. So we’re going to a more conventional black on white. We also went to a serif font, that’s easier to read.
2. Bigger Headlines. This allows you to scan the article first. As much as we’d like to think you hang on every word, the truth is you’re a scanner like me.  So we’ll help you.
3. Email Notification. If you’re signed up to get emailed when there’s new content, we’ll be giving you the entire post, instead of making you hit the site.
4. More Multi Media. We’ll be continuing to post audio and video on this blog so you can see/hear/read. Learning happens in many ways and we know that not all of you are avid readers. We’ll also be introducing Video Articles soon too. These are Articles we write set to speech over a PowerPoint.

If you have any comments, feel free to leave them. Over the next few days, you’ll notice some minor changes, but we should be complete by this weekend.

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A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this.

 

 Customer Demands (14:52): Play Now | Play in Popup | Download

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I’m sure you’ve all faced this scenario before, you have great talks with a prospect everything seems to be going great, everyone’s on the same page, and then you don’t hear from your prospect again. This week on Sales Training Q&A Brooke Greene tells you how to “unstall” those stalled deals. Make sure you check back every week for the latest episode of Sales Training Q&A.

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In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find using GOOGLE often resides in a generic, flat, loaded-with-marketing babble, static, boring, crowded, all-but-worthless website.

What to do?

BLOGGING is your answer. If you don’t think blogging for salespeople is a good idea—great. Enjoy your mediocrity. Without getting into all the technical details, just know this:

1. People always start looking for things on Google. ALWAYS.
2. Google likes to send people to sites that are the most RELEVANT to what people are looking for.
3. Google likes it when sites contain meaty, meaningful, REAL content directly related to the concept they represent.
4. Google likes BLOGS because they do #2 and #3 above.

Why Salespeople Should Blog

1. You will become FAMOUS in your industry. You probably have immense amount of knowledge your prospects could benefit from knowing. Blogging allows you to share your knowledge with the world. This is your way to become WIDELY KNOWN in your industry. FAMOUS people get more deals at higher margins. They get paid for their knowledge and expertise. Imagine having a waiting list to work with you. Imagine it. Fun ‘eh?
2. Prospects get to know YOU. The relationship is becoming increasingly more critical. People are thirsting for transparency. Blogging gives the world a peek into your mind and soul. You can say so much in a blog without saying so much.
3. You create content you can use to prospect with. How many times have you been sitting, staring at the phone wondering what you could possible say to this prospect that you haven’t said on the previous 8 calls? With a blog you get a REASON TO contact them AND a way to stay in touch with them on a regular basis.
4. You become an expert. Check out www.directmaildiva.blogspot.com Stephanie is one of my clients. She’s had her blog for 4 weeks and has already closed business from it. The cool thing about blogs is that the more you do it, the more it pays. It’s like investing—exponential returns.

If you want to really step into the new millennium, check out www.compendiumblogware.com. Chris Bagott’s company is on the forefront of something huge. Blogging is the way to share knowledge and form relationships with new customers. Chris’ company is leading the way in helping companies in this area. (BTW—Chris has no idea who I am.)

E-mail me if you want some help. I’ll charge you for it, but the economics are hugely in your favor. NOW, EITHER CALL ME (317-575-0057) OR GO BLOG.

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Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, there’s no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this week’s episode.

 

 Managing Expectations (12:27): Play Now | Play in Popup | Download

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I don’t know about you, but the same question keeps coming up in every conversation I have…

“How do you think this economy will affect your business?”

You know, I’d like to think I’m a realist and not a Pollyanna, but I really don’t see the economy hurting our business. Why?

1. We’re relevant. We are constantly looking at our marketplace and offering programs, information and education that speak to the current reality.
2. We help our clients keep and grow their businesses and we’re good at it.
3. We’re clear on our ideal client. We are working with people that have a belief in investing in their people. With that belief, they will find the dollars.

So, who should be FREAKING OUT?

1. Companies that have lived “fat and happy” for a long time. If you haven’t continually done your best to stay current, relevant and productive, now would be a good time to do that.
2. Companies that don’t know what their value is to their client. Are you still puking features and benefits on them? You need to understand what kind of problems you solve. How do you help your clients get and keep customers? If you don’t know, you need to figure it out.
3. Companies that try to make all suspects and prospects “fit.” You need to be clear on the demographics and psychographics of your ideal client. Get really good at identifying them and communicating how you work with them. Don’t be needy and desperate—keep it real.

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