While listening to the Morning X on Austin’s FM 101.5 radio station in the morning, I heard Chance Mock say something that related perfectly to the world of managing sales teams. Jason, one of the Morning X hosts, was getting Chance’s opinion on Longhorn football related topics since Chance used to be a quarterback for that team while in school at University of Texas.
The two men were comparing the Texas Longhorns to other college teams and commenting on what makes the Longhorns one of the greatest teams in college football. What Chance said was, (I’m paraphrasing) many college teams have a great eleven guys – the starting line. What makes UT so strong is that they have all great guys, so when you substitute any of the starters out, another brilliant player is going in. So many guys want to play for UT that they have a dazzling team from start to finish. Whereas other college teams have the strong eleven, then the quality fades a bit in the rest of the team....
When I was twelve, I wanted to be a lawyer. I think I just liked arguing a little more than was healthy, and it seemed lawyers got paid well.
When I was fourteen, I thought many foods were disgusting. Those included broccoli, onions, bananas, tomatoes, olives, and spinach. I also thought I knew everything I really needed to know in life.
When I was sixteen, I thought I had a pretty good handle on life. Work your ass off, stay out of trouble, get a decent job, and find someone to marry and make kids with – that’s the way to live the good life. Oh, and at that point, I wanted to be an accountant, because that was the only business class I had in high school.
When I was twenty, after having anthropology, astronomy, philosophy, and literary analysis classes, I really wanted to change my major to something more interesting than marketing (which it was by that point). But I also wanted to do something practical that would almost...
When I was 18 and left the trailer park for college, I took we me the 4 years of experience I had working as a waitress and in fast food. I was practically an expert at scrubbing pots and pans, mopping floors, pulling fat off of raw chicken and changing out the grease in the deep fryers. Being on my own to pay for school, I wasn’t sure how that type of work was going to cut it, and I didn’t love the work anyway, so when I stumbled across a sales job, it was the universe opening up a whole new world to me.
Though I had never been in sales before, I took the position and worked that direct sales job around my college classes. Not only did it pay for my college, including all personal bills, without taking any loans, it is what began my path of personal and professional development.
I graduated college and opened up my own business where I recruited and trained sales people – most of whom had never sold anything before. I did that...
The elderly gentleman in the rusted, old truck next to my car had thick eyeglasses and a frown decorating his face. He glanced at me as I left the veterinarian clinic. Our vehicles were parked next to each other in the shopping center lot. I put my cat, Spike, in the passenger seat of my car, and as I walked around to get in the driver seat, I heard the old
man’s engine make some noise but fail to start.
I had started my car and was ready to pull away but decided to see if I could help. After all, it was a blistering hot day. I couldn’t imagine leaving him stranded in an old truck with no AC.
I got out of my car, walked over to him and knocked on his window. He didn’t respond right away, so I knocked again thinking maybe he didn’t hear me the first time. He turned and looked at me, then opened his door.
“Do you need a jump?” I asked.
“Yes. I think I do,” he said. “That...
More tips to making the prospect feel good while you present your product or service. By making them feel good and feeling good yourself, your closing ratio will be higher.
Find the deal for them
· When showing them their options (different products or various packages), ask a lot of questions so you know exactly how they are feeling and what they are thinking. Know your various offers so well that you can find one that fits their needs perfectly rather than trying to persuade them to get what you’d like them to get or what a lot of other people get. Don’t be a one-size-fits-all sales person. Be the person who will help them get exactly what works best for them
Some example questions to personalize it, not waste their time, and close more effectively are:
I worked in direct sales for over ten years. My sales ratio was above 70%, and here is what I believe. The better job you do leading up to closing, the less effort you have to put in to the actual close. That means the more the prospect wants what you are selling, the easier it is to write up an order. Makes sense, right?
Feel good closing is about just that - feeling good.
When you make people feel good, everything goes better. This applies to sales and to interaction with people in general.
Whether it is you who schedules your appointments with your prospects or an assistant of yours who makes the calls, it is important you know how to be effective on the phone. Who is better to teach your assistant how to be an effective phone communicator than you? After all, if you have a level of customer service you want to uphold, a type of experience you want your prospects to have when communicating with your company, or a conversion ratio you will use as a measurement of success, then it’s a good idea to be able to set the example.
Keys to success while phoning your prospects
Always share your golden points
There are things that make you unique or different than your competitors, and those are your golden points. Make sure you are mentioning them to your prospects. If your sales call is quicker than most, share that. If your appointment will be personalized and fun, it’s good to let them know. If your prospect was referred...
Using the phone for appointment scheduling used to be a skill that nearly anyone could
learn easily, because people were normally using the phone for all communication that
wasn’t face-to-face. Now, with the popularity of emails, texting, and social media as means
of communication, an individual with elevated phone skills is becoming a sought after asset.
To be marketable and successful in business, it’s advantageous to develop good phone
I propose that there will never be a time when phone communication will not exist in business. No matter how technologically advanced we become as a society, many professionals will always do a portion of their conversing via telephone or video chat, and their voices will come into play. The cell phones of the world will always be used to convert voices to binary information and send them across a frequency from one person to another; they will not solely be used for typed responses. Phone...
Of the three areas that make up our communication (words, vocal qualities, and physiology), many believe the last is the most important. They say your body language, facial expressions and gestures express more meaning than your words.
Professionals who read nonverbal communication regularly to enhance their understanding of people include law enforcement agents, counselors, jury selection consultants and speech analysis technicians. However, you don’t have to be in one of those careers to have a grasp on the basics of body language. Recognizing a few fundamentals will help you in reading people as well as effectively projecting your desired message to others.
Standing or sitting with shoulders back and chin up is the most confident posture. Slouching, tucking your fists into crossed arms, or fidgeting are signs of unease. While standing, keep your hands out of your pockets and your legs apart a bit. It is good to steeple...
While reading Lend Me your Ears by William Safire – a book of great speeches, I’m reminded of a lesson I learned years ago that still rings true today. Preparing for multiple future outcomes can provide many benefits in both the present and the future– when you’ll experience the not-yet-known result.
The future benefits include:
The present benefits include:
The reason Mr. Safire’s book reminded me of this topic is because within the great passages of his script, he shares the speech he wrote for President Nixon to use in the event that Apollo XI was an unsuccessful mission. When the astronauts landed on the moon, two types of speeches were written – one for celebrating the...