Archive for sales calls

Watching QVC Can Make You A Great Sales Person – Really!

Posted by Phyllis on Friday, May 7th, 2010 in Sales Rx | Comments (1)

I did a sales training event this week with Darrah Courter. We had a great time and I met some great new people.  A point in my presentation was all about the need to talk about your business in terms of benefits to your customer/clients/prospects.   Nothing new about that.  We all nod our heads when we hear it.  Doing it well not as common. We are all so used to talking in terms of what and how but what we really need to share is the why.

Enter QVC.

I love Mike Rowe don’t you? The clip is random mind association about cherubs – and guess what? I’m sure it worked (to some extent) because he’s associating cherubs with angels, hymns, church, children… you get the idea. Well, Mike has moved on to better gigs but there’s a point here – I promise.

How well do you explain your benefits? If you’re like most you can talk forever about what you do, you can give me supporting info to establish credibility (education, certifications) and you can especially tell me HOW you do what you do. Great, you’re qualified. I was already hoping that was the case.

Tell me why I should care. Why does it matter to me? How will buying from or hiring you make your clients happy? How can you make them feel good about themselves?

Today’s Rx: Watch QVC

These people are masters at making people want to buy. Pull out a credit card and call or go online right now and spend. How do they do it? By talking benefits. Developing a narrative and a story that people relate to. Buying a mop is now all about being the best mom, taking care of your kids and keeping the H1N1 out of my home thank you very much.  That collection of flameless candles is a gift that says I’m a good daughter or friend and I care about the people in my life.

Now, I’m not advocating the sometims spammy, pushiness sometimes associated with this medium.  What I do think is helpful is learning how to tell a story about the great benefits people can expect.  Things like saving money, feeling confident, reducing stress, having more time/freedom/money, losing weight, being beautiful.  That’s why people want to spend their money.

Your next Rx: Write down why people want what you have! What’s your narrative? If they can make a mop sound appealing (and they do) you can too!

Let me know what you come up with. I’m here to help if you get stuck along the way!

The Perfect Time to Cold Call or Follow Up Call or Just Say Hi Call

Posted by Phyllis on Saturday, May 1st, 2010 in Connecting, Lessons Learned, Sales Rx | Comments (2)

I met with a client this week to talk sales process.  She loves her work, but like so  many didn’t have a sales system that was working for her.  We mapped out a plan that she was excited to implement and we have some short term, do now steps that she could literally implement right away. 

 The conversation turned to a challenge that affects many.  I call it call avoidance – you know you should do it, but you don’t want to.  So instead, you answer emails, clean your desk, work on your expense report – whatever you can think of to stay busy.  And the calls don’t happen.  Then it’s been so long, you dread it.  And another week goes by and you feel even worse. 

 I’m not talking about making calls to people you don’t know, who don’t know you.  I’m talking about calling clients to check in, or following up on a proposal or setting up an appointment that you were asked to do.  Maybe you just need to call a leader in your industry and make a connection, or call someone to say thanks for the nice mention on thier blog or website. 

  The question she asked was, when is the best time to call to reach people?  I realize there are people who have researched this and can tell you that a certain time, on certain days will yield best results.  The problem is, that may not work for me.  Or you.  Or anyone you are calling. 

Call when it works for you.  Guess what?  If you block out an hour 3 days a week to make calls, do it when you want.  When you can focus and feel good about it.  You’ll enjoy it more and your calls will go better.  I know it sounds like one of those mystical-touchy-feely things.  So what?  The right people will answer or get your message.  Plus, the “wrong” time is still 1000% better than never!

I love talking on the phone.  I love making calls more than answering email.  But that’s me.  I helped my client figure out how to look forward to her phone calls.  The right people will answer, voice mail is okay, and geting this task done will make you feel so much better you’ll accomplish more.

Call Rx:  Pull up your calendar and schedule an hour next week that will be your phone call time.  One hour won’t kill you.  I promise.   Let me know how it goes.
Share your phone tips as well – how do you get in phone call mode?