Selling to gatekeeper is the 1st step in the selling process.
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Monday, August 25, 2008
Monday, May 19, 2008
You Have 30 Secs To Appeal & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Saturday, May 17, 2008
You Have 30 Secs & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Wednesday, May 7, 2008
What are the 2 most important things in sales?
It has been a while since I posted anything. Whew…Last month was a crazy month, with so many seminars that I need to be in. Every event lasted almost 13-14 hours per day.
Finally, got some seconds to breath and post something. Hope you will find the following useful:
What are the 2 most important things in sales?
You can read a lot books, attend many seminars or listen to many audio tapes and CDs. But without knowing what are the most important things to focus on. Nothing of those help.
Here are some benefits of knowing what are the most important factors of sales:
1. Zoom in and look for the correct solution for the issue
2. Save money. You only read the books that with give you the solution
3. Increase Sales. You have more time and know where to work on when sales are low
The question is: What are the most important things in Sales?
1. Your Sales Script
Sales script to a sales person is like a camera to a photographer. Without them, your profession simply cannot work. You need to have a systematic script that can help you start a conversation, break the ice and also close for the sale.
2. The number of people you meet
Now that you have a wonderful scrip to sell, the next thing you must do is to start talking. I have work in many sales people in my life and I realise that the top performers have one thing in common. They pitch to ATM (Anything That Moves).
They waste no time doing other things as they know, Time = Money.
By putting this two together, sales will no longer be a challenge for anyone. All you need to check on which one you did not do well when your sales are slow. Either you do not meet enough people or your script needs to be worked on.
I hope by letting you know about these two great things, it will help you save time, money and help you increase your income and sales.
Finally, got some seconds to breath and post something. Hope you will find the following useful:
What are the 2 most important things in sales?
You can read a lot books, attend many seminars or listen to many audio tapes and CDs. But without knowing what are the most important things to focus on. Nothing of those help.
Here are some benefits of knowing what are the most important factors of sales:
1. Zoom in and look for the correct solution for the issue
2. Save money. You only read the books that with give you the solution
3. Increase Sales. You have more time and know where to work on when sales are low
The question is: What are the most important things in Sales?
1. Your Sales Script
Sales script to a sales person is like a camera to a photographer. Without them, your profession simply cannot work. You need to have a systematic script that can help you start a conversation, break the ice and also close for the sale.
2. The number of people you meet
Now that you have a wonderful scrip to sell, the next thing you must do is to start talking. I have work in many sales people in my life and I realise that the top performers have one thing in common. They pitch to ATM (Anything That Moves).
They waste no time doing other things as they know, Time = Money.
By putting this two together, sales will no longer be a challenge for anyone. All you need to check on which one you did not do well when your sales are slow. Either you do not meet enough people or your script needs to be worked on.
I hope by letting you know about these two great things, it will help you save time, money and help you increase your income and sales.
Thursday, April 3, 2008
Not Able To Post You Any New Things For The Moment
Dear Readers,
First of all, I would like to thank you for coming back to this blog to grab more updates of articles.
I have to apologize that due to the many speaking engagements and seminars that I have to attend, I am unable to give you some updates.
However, I will be able to free myself some time to gathering more exciting updates for you by in another 2 weeks.
I will be in Indonesia ==> Malaysia ==> Taiwan during this period so pardon me.
I am sure that when I am back to update you in the next 2 weeks, you will see many interesting contents.
Look forward to seeing you again!
Andy. P
P.S. Meantime, you may want to get some inspiration from www.elitecloser.com/inspiration.
First of all, I would like to thank you for coming back to this blog to grab more updates of articles.
I have to apologize that due to the many speaking engagements and seminars that I have to attend, I am unable to give you some updates.
However, I will be able to free myself some time to gathering more exciting updates for you by in another 2 weeks.
I will be in Indonesia ==> Malaysia ==> Taiwan during this period so pardon me.
I am sure that when I am back to update you in the next 2 weeks, you will see many interesting contents.
Look forward to seeing you again!
Andy. P
P.S. Meantime, you may want to get some inspiration from www.elitecloser.com/inspiration.
Tuesday, March 18, 2008
Top 5 Characteristics Of A Great Sales Person
No. 1 - Results Oriented
If you are selling for someone else, what they care about most is whether or not you meet your target. One of the best things about being in sales is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you. If you sell for yourself and you are not focused on results, then you are not in business.
No. 2 - Courageous
We all experience fear at one time or another. Great salesperson are courageous in that they are able to act and move forward even in the presence of fear. Fear is the reaction we have when you know you need to do something or that something is going to happen soon that you are not prepared for. This could be making cold calls or making a BIG decision that you believe to be right when you know that your management will not agree with you.
No. 3 - High Energy
This one is really simple. Despite all the lame jokes about salespeople being out on the golf course all the time, top performers work their asses off. Being able to kick-back and work 30 hours a week while meeting target may sounds great. But the true top performers got that way by working long hours and hard to beat out their competition while the other guys were boozing it on the golf course. In short, you must be able to do "whatever it takes" to get to the top.
No. 4 - Know People
Of all the characteristics that people attribute to salespeople, this is the one that most people are most often talking about when they describe a "natural". the ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible person can adapt and establish rapport with others from a multitude of backgrounds and cultures. The longer you maintain rapport with more people, the more chances you will have to ask questions, uncover opportunities and present solutions that make sales. And as with everything else in sales, this skill can actually be learned.
No. 5 - Committed to growth
Great salespeople got that way by always looking for a better way. They are always improving their approach, techniques and their attitude. There are many philosophies on what the best approach to sales is. Some work better thatn others depending on one's own personal style, the product you are offering and the customers you sell to. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can see.
What left out of this list? It's agressive and enthusiastic. Agressive's definition inclues the word hostile in it. I do not know anyone these days who can effectively sell in a hostile manner to their customers. As for enthusiasm, I believe it has a time and a place. If you run around like a cheer leader for your company all the time, you will annoy people and you probably will not be listening as well.
If you are selling for someone else, what they care about most is whether or not you meet your target. One of the best things about being in sales is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you. If you sell for yourself and you are not focused on results, then you are not in business.
No. 2 - Courageous
We all experience fear at one time or another. Great salesperson are courageous in that they are able to act and move forward even in the presence of fear. Fear is the reaction we have when you know you need to do something or that something is going to happen soon that you are not prepared for. This could be making cold calls or making a BIG decision that you believe to be right when you know that your management will not agree with you.
No. 3 - High Energy
This one is really simple. Despite all the lame jokes about salespeople being out on the golf course all the time, top performers work their asses off. Being able to kick-back and work 30 hours a week while meeting target may sounds great. But the true top performers got that way by working long hours and hard to beat out their competition while the other guys were boozing it on the golf course. In short, you must be able to do "whatever it takes" to get to the top.
No. 4 - Know People
Of all the characteristics that people attribute to salespeople, this is the one that most people are most often talking about when they describe a "natural". the ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible person can adapt and establish rapport with others from a multitude of backgrounds and cultures. The longer you maintain rapport with more people, the more chances you will have to ask questions, uncover opportunities and present solutions that make sales. And as with everything else in sales, this skill can actually be learned.
No. 5 - Committed to growth
Great salespeople got that way by always looking for a better way. They are always improving their approach, techniques and their attitude. There are many philosophies on what the best approach to sales is. Some work better thatn others depending on one's own personal style, the product you are offering and the customers you sell to. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can see.
What left out of this list? It's agressive and enthusiastic. Agressive's definition inclues the word hostile in it. I do not know anyone these days who can effectively sell in a hostile manner to their customers. As for enthusiasm, I believe it has a time and a place. If you run around like a cheer leader for your company all the time, you will annoy people and you probably will not be listening as well.
Tuesday, March 4, 2008
8 Ways to Selling To A Compliant Type
Compliants have a strong need for security and are risk-adverse. They tend to focus excessively on details, procedures and polocies. The resulting behavior is oftn manifested in perfectionism. In buying situations, they need constant reassurance that they are making the right decision. They are much interested in hearing what you have to say than in telling you what they want. their nonverbal cues are cautious, controlled and guarded. If the buyer sitting across you fits in this type, follow these ways.
1. Reflect the buyer's communication style
Compliant projects caution, concern and focus. They position their bodies to listen intently and to take in as much information as possible. Do the same. Through steady eye contact, a sincere tone of tone and attentive posture, communicate your desire to serve.
2. Uncover organizational factors that might increase insecurity
Consider these questions that get at the risk felt by the buyer:
- "Has your company regretted similar purchasing decisions in the past?"
- "Why did you regret that decision?"
- "Are you under any special pressure regarding this decision? Why?"
3. Emphasize your williingness and ability to diminish risk
Show how you can reduce the uncertainty associated with making the decision. Consider building a "safety net" for Compliants without bending so far that you create an urofitable customer. For example:
- Creating a money back guarantee
- Expanding the usual after sales service
- Lengthing the repair warranty
-Negotiating the contract obligation for a shorter time period than normal
- Building scheduled points into the project for when it can be terminated by the customer
4. Highlight your referrals and satisfied customers
Compliants seek safety in numbers. If they see that others have signed on and are satisfied, they too will take the leap. Provide as many endorsement as possible.
5. Show how you product or service will reduce pain
Pain reduction is especially important for Compliants. Whereas other types of buyers are concerned with the "what", they are more interested in the how and why your product relieves pain, bring in support personnel to do a reassuring dog and pony show.
6. Validate cautious approaches
Although they may not explicitly seek your approval, they nonetheless respond well to it. Compliment them on an approach that will ensure that the right decision is made. "I think your idea to shorten the length of your obligation on the contract is sensible given the uncertainties you face."
7. Use the best case/worst case scenario question
Ask these questions:"Describe the best case that might result from purchasing this product." "Describe the worst case scenario that might result from making this decision." Demostrate that the worst case is highly unlikely and that the best case scenario is highly probable.
8. Bring out the data
ompliants wants proof. Bring plenty of catalogs, bulletins, brochures and ciculars. Point to numbers, statistics, specifications, blueprints and any other comforting details.
1. Reflect the buyer's communication style
Compliant projects caution, concern and focus. They position their bodies to listen intently and to take in as much information as possible. Do the same. Through steady eye contact, a sincere tone of tone and attentive posture, communicate your desire to serve.
2. Uncover organizational factors that might increase insecurity
Consider these questions that get at the risk felt by the buyer:
- "Has your company regretted similar purchasing decisions in the past?"
- "Why did you regret that decision?"
- "Are you under any special pressure regarding this decision? Why?"
3. Emphasize your williingness and ability to diminish risk
Show how you can reduce the uncertainty associated with making the decision. Consider building a "safety net" for Compliants without bending so far that you create an urofitable customer. For example:
- Creating a money back guarantee
- Expanding the usual after sales service
- Lengthing the repair warranty
-Negotiating the contract obligation for a shorter time period than normal
- Building scheduled points into the project for when it can be terminated by the customer
4. Highlight your referrals and satisfied customers
Compliants seek safety in numbers. If they see that others have signed on and are satisfied, they too will take the leap. Provide as many endorsement as possible.
5. Show how you product or service will reduce pain
Pain reduction is especially important for Compliants. Whereas other types of buyers are concerned with the "what", they are more interested in the how and why your product relieves pain, bring in support personnel to do a reassuring dog and pony show.
6. Validate cautious approaches
Although they may not explicitly seek your approval, they nonetheless respond well to it. Compliment them on an approach that will ensure that the right decision is made. "I think your idea to shorten the length of your obligation on the contract is sensible given the uncertainties you face."
7. Use the best case/worst case scenario question
Ask these questions:"Describe the best case that might result from purchasing this product."
8. Bring out the data
ompliants wants proof. Bring plenty of catalogs, bulletins, brochures and ciculars. Point to numbers, statistics, specifications, blueprints and any other comforting details.
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