Top 10 Keys to Getting Through and Getting Heard
Top 10 Keys to Getting Through and Getting Heard
1. Getting Through
2. Dealing with Stalled and Postponed Deals
Last week's clip dealt with some of the stalls and put-offs driven by the economic crisis so we'll discuss getting through in this article.
It is a lot more difficult to address getting through in a short article than it is in a book or through training and coaching but I'll give it a shot. Following are the 10 Keys to Getting Through and Getting Heard:
1. Never leave anything more than your name and phone number in a voice mail message if you haven't yet had a first conversation with your prospect. No details!
2. You must sound like someone they would choose to speak with. Friendly over professional!
3. You must get their attention in the first 10 seconds of the call. A positioning statement as described in the chapter on Getting to 2nd Base in Baseline Selling is called for here.
4. You must engage them in the 2nd 10 seconds of the call. No presentations!
5. You must identify an issue that they would like to solve. Ask lots of questions!
6. If they have an issue that you can solve, you must close for an appointment. No stalls and put-offs!
7. They don't care who you work for or what you sell. Stop telling them!
8. Don't leave a voice mail message until you have made 5-6 attempts at various times to reach your prospect. Don't get lazy!
9. If you were good enough to get your prospect on the phone, don't screw it up and get sent down to the wrong person. Do whatever it takes to stay with that individual. Hold your ground!
10. The conversation should never take more than 5 minutes. This is not the sales call!
Top 10 Keys to Getting Through and Getting Heard - To learn more about this author, visit Dave Kurlan's Website.
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My team and I train and coach a lot of salespeople and sales managers. Lately, there is no mistaking the two most popular requests for help:
1. Getting Through
2. Dealing with Stalled and Postponed Deals
Last week's clip dealt with some of the stalls and put-offs driven by the economic crisis so we'll discuss getting through in this article.
It is a lot more difficult to address getting through in a short article than it is in a book or through training and coaching but I'll give it a shot. Following are the 10 Keys to Getting Through and Getting Heard:
1. Never leave anything more than your name and phone number in a voice mail message if you haven't yet had a first conversation with your prospect. No details!
2. You must sound like someone they would choose to speak with. Friendly over professional!
3. You must get their attention in the first 10 seconds of the call. A positioning statement as described in the chapter on Getting to 2nd Base in Baseline Selling is called for here.
4. You must engage them in the 2nd 10 seconds of the call. No presentations!
5. You must identify an issue that they would like to solve. Ask lots of questions!
6. If they have an issue that you can solve, you must close for an appointment. No stalls and put-offs!
7. They don't care who you work for or what you sell. Stop telling them!
8. Don't leave a voice mail message until you have made 5-6 attempts at various times to reach your prospect. Don't get lazy!
9. If you were good enough to get your prospect on the phone, don't screw it up and get sent down to the wrong person. Do whatever it takes to stay with that individual. Hold your ground!
10. The conversation should never take more than 5 minutes. This is not the sales call!
Top 10 Keys to Getting Through and Getting Heard - To learn more about this author, visit Dave Kurlan's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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