The Secret of Networking and Tradeshow Success
In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up
But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply.
Also mentioned in this podcast:
- Email It! A Seller’s Guide To Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Join the Advanced Selling Podcast Linkedin Group
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Sales Action And Running Prospect Meetings
Whiteboard Wednesday returns to its roots this week with Bill (who’s actually in front of a whiteboard) discussing how to handle a sales call when there are many of them and only one of you. He gives you a simple technique that few use that will help you begin on the same page.
And Bryan Neale rants a little bit about his fat wallet (except for there’s no money in it….only receipts). The essence of this rant has to do with taking action.
Deals That Won’t Move Through the Sales Funnel
Every sales professional we know is always in prospecting mode, which is why we devote a fair amount of time in this week’s episode in sales prospecting, sales development, and moving people through the pipeline.
In this episode’s Rant, Bill Caskey addresses the initial call and how sometimes the failure in the overall sales cycle begins on call number one. He offers tips on how to improve your language on the first call.
Bryan Neale busts the myth of “Enthusiasm is Contagious”. He tells you what really happens when a sales person exhibits too much enthusiasm.
Finally Bill and Bryan address moving deals through the pipeline in a way that is practical and virtually for any sales cycle.
In the Sales Process, Slow Down To Speed Up
Ever wonder whether your buyer knows what you’re going to ask them before you ask?
In this episode, Bill, Bryan and Brooke deal with the issues of how you find the customer problem…and the realization that if you slow down and ask the “right” questions, you can actually speed up the sales cycle.
In the “Mailbag” segment, Bryan tackles an email we get often, “How do I handle being a new sales rep? Can you give me some advice on getting a quick start?”
What I Learned About Selling in 2008
This time of year brings smiles, joy, anticipation and temper tantrums…oh, the holidays! It also tends to bring reflection. As I sit here resisting the urge to ingest yet another useless, 550-calorie, oatmeal cookie, I thought I’d look back on the past year and share with you what I’ve learned about selling in 2008.
- Persuasion is dead. If you’re in it to convince and persuade, you need to call 1986 and ask if you can have your job back.
- Sales presentations should NEVER be presentations. When one gets out of presentation mode and into conversation mode, the whole game changes.
- The economy breathes and so do sales results. Those who embrace the ebb and flow of the sales arena and look at breathing times to exploit opportunities, always wind up at the top of the sales results list.
- For the most part, sales managers suck. Most sales managers don’t add value to their salespeople’s performance. It’s not their fault. They’ve not been taught properly.
- People pay money for things that make their lives better/easier. They don’t pay money for products, things, features or functions.
- Personal ACCOUNTABILITY is missing in the DNA of most salespeople. Those who have it are at the top of their game.
- LEAD GENERATION is still the biggest problem for most sales organizations. A lack of INNOVATION in generating qualified leads is to blame. (Stay with us in 2009 if you want innovation for lead generation.)
- Most salespeople worry most about what they can’t control and thereby ignore what they can control. (“Danger, Will Robinson!”)
- Most salespeople are smarter and better than they think they are or allow themselves to be. Are you one?
- Most SALES TRAINING SUCKS. Product training is WAY overrated. Sales process training is still about getting the deal and persuading someone to buy. Once the majority figure out there is a better way, look out.
That’s the list for 2008. We live in a great time. Relish the fact that selling is a great profession and will continue to be for a very long time.
Repurposing Content
Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital. One of the perspectives here is you must stop acting like a sales person—and start acting like a business owner/marketer. Begin thinking of yourself as a “go to resource” for solutions. If you can get there mentally, this podcast will make tons of sense.
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Building Your Sales Funnel
Perhaps it’s an overused sales term–sales funnel–but since everyone knows what it means, it makes some sense to work on it today.
As a trainer for B2B sales teams, I must tell you that “lead generation” is a hot topic right now. When I speak to large groups, I always ask the question: “What’s the biggest issue you have right now in your sales process?”
Without fail, it’s “I don’t have enough business in my sales funnel.”
It’s All In The Attitude
As you know, I’m an unashamed believer that most of our sales problems have their root in “how we think,” Lead generation is no exception. I could spend hundreds of words telling you to get more referrals (see Advanced Selling Podcast, Getting Referrals) or I could give you a cold call script that works like a charm…but it won’t work until you get the right attitude.
So today, let’s get to work on the attitude of building the sales funnel today. There are two.
1. Attitude of Abundance. Seldom do we run across an industry where there is NOT an abundance of prospects in the Universe. What usually exists is simply a scarcity in the actual sales funnel. So let’s assume that you have an abundance of prospects. The attitude for building it is “my sales funnel is a scarce place–a resource–and no one gets in my funnel without passing the test.” What is that test? Simple. The prospect passes the test by having three things: a) pain for what I do–a real problem that he wants to fix; b) an understanding of the money it costs him NOT to fix the problem; and c) the money to actually spend to fix it. Get that sales attitude and watch your demeanor change in the prospecting process.
2. I am Always Monitoring My Funnel. Just as I’m discerning about who gets in, I’m also discernng about who stays in. Think about it. Every prospect you are pursuing takes a certain amount of my time and attention. There is not an unlimited amount of either–they are scarce resources. And your sales funnel is like an inventory system that needs control.
So when a prospect fails to continue to act/look like a prospect, I will gently, nicely, elegantly, move on. But I will ALWAYS tell them that. I don’t just stop calling them. I call and say, “Mr. Jones, I’m calling today because I’m getting the feeling that you have decided not to fix the problem we talked about. That’s OK. I just need to tell you I’m moving on if that is your conclusion.”
See how nice that is. Don’t get mean now!
Get these attitudes embedded in that big brain of yours, and watch prospecting become a piece of cake. Comments welcome.
