What’s Your Favourite Hyphenated Selling – Sales eXecution 2460

By Tibor Shanto - tibor.shanto@sellbetter.ca

un hy selling

Several pundits have presented the argument that we are all sellers and we are always selling, no surprise, selling is part of life and the human experience, right from the guy selling fragments of the big bang, or the serpent selling Eve the apple. As a result, just like people, sales comes in different ways, shapes, approaches, techniques, etc.

This brings with it a host of labels and subsets of sales selling. What I call the hyphenated sale. You’ve seen this and will continue to see it throughout sales. Different labels/qualifiers placed on sales, some times to better frame the technique, sometimes because it pertains to a very specific part of the sale, other times the name of the person who “created” (ya right) that type of selling, other times just to be catchy.

There are times when it is nothing more than a marketing label. Let’s face it, we are a target for someone’s product, someone trying to sell a product to us, a course, an app, an assessment, so slap a label on it and start sell it. Other times there are movements that want to adopt a particular sticky tag as a means of finding a readymade audience, or as a means of siphoning off their competitors. If there are a group of people who are terrified and terrible at old calling, what better way to attract them than to adopt the label of no more cold calling, whether it works or not is secondary, what great branding. Sometimes the branding evolves, Sales 2.0 was the rage a while back, till all the various flavours realised there was more to be sold by going Social Selling.

So what I am asking for today, is your list of hyphenated sales, you don’t have to follow the methods, or be a proponent, or you could in fact be it’s biggest groupie, not the point here, all I am asking for is a list of hyphenated or branded sales you are aware of. Here I’ll get you started:

Solution Selling
Impact selling
Sugar-free Selling
Kosher Selling
Consultative Selling
Trigger Event Selling
Interactive Selling
Social Selling

Go for it, have some fun with it, let’s see what we come up with.

What’s in Your Pipeline?
Tibor Shanto 

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Mistakes Are Better Than Regrets – Sales eXecution 2430

By Tibor Shanto - tibor.shanto@sellbetter.ca

Crossed Fingers

If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because of a mistake they made attempting.

We worry about making mistakes when it comes to accounts, or meetings, usually unnecessarily so, and usually due to a lack of a proper pursuit plan, or process. Process here refers to a set of necessary and common-sense activities required to move the sale to close, executed in a logical and sequential stages, not something overly complex just for the sake of being complex, or more expensive. But the ‘process’ is not the end all and be all, as many mistakenly believe, it is the jumping point, the platform that allows you to act and measure progress and recalibrate when needed, but none of that matters till you act. It is when you act and make mistakes that you can correct, vary, and act again. Mistakes can be corrected, regrets you just carry around like so much luggage.

This unfolds with meetings as well, I often hear sales people say after the fact “I should have asked…” So why don’t they? One simple reason, they didn’t write their questions down in advance, and simply forgot, they didn’t want to look amateurish, but many buyers tell me they just see that as being prepared. More often sellers tell me they didn’t want to sound foolish asking such a simple question. What’s the old question: “do you want to be rich or look cool?”

Many sales people tell me that they don’t want to act “until they have it right”. They practice and rehearse – a good thing – till they feel they have it “perfect” – not a good thing, because no one is ever perfect. Selling is not like figure skating at the Olympics where you get a score for “artistic merit”, more like speed skating, successive qualifying rounds, semi-finals, and finally the big race. Perfect is not as pretty as success, and success is not always pretty.

While the intent of doing your best is a good one, and I have always said that intents go a long way, buyers are very much in tune with your intent, and are very forgiving when they know your intent was good, despite questionable execution. But without action on your part, there is no way for the buyer to see or gauge your intent. It’s a lot like not leaving a voice mail because “no one ever calls back”, how could they if you don’t leave a message or number?

If you’re going to err, err on the side of acting and dealing with the outcome, not on the side of staying on the sidelines and rationalizing the might-have-beens. In sales, it is about execution – everything else is just talk!

What’s in Your Pipeline?
Tibor Shanto 

Join me - Return On Objectives #Webinar

After and Before2

By Tibor Shanto - tibor.shanto@sellbetter.ca

Note pad

In a business that emphasizes relationship as much as sales does, it is sometimes interesting to see the degree to which sales people, and buyers, tend to ignore, overlook and at times avoid some basic components of human interactions, and way to enhance those interactions and the impact of that on business and sales outcomes.

Michael Jordan once said:

“…You have to monitor your fundamentals constantly, because the only thing that changes will be your attention to them”

This statement is as true in sales as it is in basketball. Sometime those fundamentals seem simple and inconsequential, but in the end it is often those little things that make the difference. Remember that your product is often indistinguishable from those of your competitor’s, so the way YOU sell may often be the differentiator that clinches the deal. So let’s focus on two seemingly small things, that when executed consistently and well, after and before meetings with buyers, will win you deals, no matter other factors. And while these may seem small, do them and then judge the results.

After:

After every meeting you should send a note, what most will call a thank you note, but done right it can be so much more.

Few send thank you notes anymore, I know that when I am the prospect, if I get a thank you note, it is so rare, I take notice, and mentally give the sender bonus points, points that may take them ahead of the other vendors. A hand written note, will just blow their mind. But more than a thank you note, it is an opportunity for you to recap what you took away from the meeting, action items everyone agreed to, and most important, what you propose the Next Step to be.

If you and the buyer synch on all of these points, then the note will just cement things in their mind, along with you being the vendor who helped them do that. If you took away different understandings, it is to your advantage to find that out now, and make any course adjustments you need to make. Better to correct things now than go into the next meeting with different ideas; if you can’t correct them, better to find out now than after investing more time and resources.

As well by introducing what you think the next step should be, you get them thinking about it, and again, if they don’t disagree, you are on the right path, but if not, you can deal with it now, not later.

Before:

About a business day ahead of the next meeting, send in a n agenda, nothing deep or heavy, three or five points (odd numbered lists are better), AND, what you would propose as the Next Step, if things unfold according to the agenda. As above, if things are on track, you can go in with some sense of confidence that you are on the right path. If not, better to know well in advance of the meeting than at the end when it may be too late to do anything about it. Same goes for the Next Step, if they can’t live with your suggestion they’ll speak up, and while it may not be what you had planned, better again to know early than after the fact.

While neither may appear to be all that and more, when you first read them, execute them consistently and it won’t be long before you attribute deals directly to executing these steps.

What’s in Your Pipeline?
Tibor Shanto  

It's time to get Bricked!

3 Upcoming #Sales #Webinars you Need to Attend!0

By Tibor Shanto - tibor.shanto@sellbetter.ca

Learn

Over the next couple of weeks I will be presenting three different webinars on 3 related topics that you should register for and attend.

October 23 - Time – Prospecting – And Getting the Jump On Both

On Wednesday October 23rd, at 2:00 pm Eastern time, along with the good folks at eGrabber, I will present on: “Time – Prospecting – And Getting the Jump On Both”, looking at the combination of cutting edge tools for sourcing the right contacts and related info, and best practices, to improve your rate of connecting with the right decision makers and start selling.
Click here for more detail and registration

 

October 24 – Cold Calling: How to Handle the Objection

On the following day Thursday October 24, at 2:00 pm Eastern time, working again with the DiscoverOrg team, I will be presenting the follow up to the highly successful webinar last month on the fundamentals of effective Cold Calling, this time “Cold Calling: How to Handle the Objection”, looking at how to effectively handle the most common objections faced by intrepid cold callers, and move to selling.
Click here for more detail and registration

 

October 29 – GAP Selling, Successful Selling in Changing Times

Finally on Tuesday October 29, you guessed it, at 2:00 pm Eastern time, I will be delivering the “GAP Selling, Successful Selling in Changing Times”. Working with LeadLifter, I’ll be presenting on a framework that allows you and your sales process to evolve with your buyers and markets, allowing you to execute your sale in a way that is not limited or impacted by market conditions.
Click here for more detail and registration

Set the time aside now, and learn how the three combine will help you sell better now, and into 2014!

What’s in Your Pipeline?
Tibor Shanto  

Seasonal Sales Tactics: Fall1

CoC Sep 13

The Pipeline Guest Post - Megan Totka

The fall season brings to mind lots of different imagery – changing leaves, beautiful colors, pumpkins, Halloween, and holidays like Thanksgiving and Christmas on the proverbial horizon. Fall and the subsequent holiday season are a huge time of year for sales. People are buying all kinds of things, from school supplies to gifts to housewares to new services, you name it, and people are likely to buy it.

So how do you tailor your sales tactics to the season of buying? Here’s a few ideas about ways to increase your online presence and subsequently your revenue during the fall season:

  • Run social media campaigns that are seasonally-themed. For fall, you could run giveaways that are tailored to the season. You could even do something as simple as change your cover or profile photo on Facebook or Twitter to something that is fall-themed.
  • Think ahead to the looming holiday season. Consider starting your holiday sales strategies early. Let your followers and customers know what you will be up to during the holiday season. Letting them know ahead of time can give them time to plan and incorporate holiday spending at your company into their budget.
  • Take the opportunity to work on some philanthropic efforts for the year. The fall and the holiday season are prime time for giving back to your community. Consider sending employees to do volunteer work. You can also make a monetary contribution to a charity if your company is in the position to do so.
  • Take the time to see what is trending this fall. Whether it is fashion or technology trends, you can research what exactly people are being predicted to purchase this season. This gives you the opportunity to cater to exactly what people are going to be looking for during the season. For example, if a fashion trend watch says that people are looking for things that are jewel-toned this year, consider using these types of colors in your marketing collateral or your products.
  • Track what your customers like. When you run a seasonally-themed marketing campaign, try your best to keep track of where your sales leads are coming from. You’ll be able to work to hone your campaigns from year to year to make sure that you are maximizing your marketing abilities.

Take the opportunity to use seasonal sales and marketing tactics to your advantage. Doing a little bit of research as to what is trending in sales for each season will help you to make even more sales.

(Photo Source)

About Megan Totka

Megan Totka is the Chief Editor for ChamberofCommerce.com. She specializes on the topic of small business tips and resources. ChamberofCommerce.com helps small businesses grow their business on the web and facilitates connectivity between local businesses and more than 7,000 Chambers of Commerce worldwide.

Why Are You In Sales? – Sales eXchange 20020

By Tibor Shantotibor.shanto@sellbetter.ca

200A

At the end of this post I will ask you a specific question that I would love you to answer, and I thank you here in advance.

Two things happened this past week or 10 days that led to this week’s Sales eXchange  being a bit different than the usual, and isn’t that what we always strive to be in sales.  First is the fact that this is the 200th Sales eXchange post, and while I had given it much thought, someone asked if I will be marking the fact in any way.  The person that asked me was a young person at an event I participated in recently. The event was organized to present young people with different options for their life after school.

One of the questions going into the event was “What do you want to be?”  Some had very clear ideas, knowing exactly where they want to go.  One young lady was determined to become a speech pathologist due to a friend she had in grade school.   She structured her high school curriculum to set her up for a path of success in post-secondary school, and to her dream career.  Others stated a number of different career plans, some very specific, marketing, finance, construction, software design, and more.  Others were a bit more general, the young man who asked about the 200th post simply stated business.  As an aside, it seems he had been spying my blog (and others) to glean ideas for his high school business class, at least someone is getting value at an early age. But in the end no one said they wanted to go into sales, not one.

Consider that according to the United States Department of Labor, there just under 14 million people employed in sales as of May 2012 in the USA.  The same department pegs the number of lawyers at under 1 million, and software developers (systems and applications) also under 1 million.  Yet fewer than a handful of institutions offer a degree in selling or sales.

There were a number of kids who talked about becoming lawyers, software developers, doctors, even golf pros, but not one said sales.  Which begs the question that if no one sets out to become a sales professional, where the hell did we all come from?  Are we progressing as a profession, or just a modern day version of post war refugee camps full of people making due while they find their next destination?  Are we a repository of other professions outcasts, with the occasional diamond in the rough?  After all, almost 50% of sellers do not make quota, this would not be tolerated in any other department.

So here is my ask – take a minute and think about where you are in sales as a career, how you got here, how you’re doing.  Then take a minute and in the comment box below, tell me:

Why Are You In Sales?

Tibor Shanto

 

Did You Get My Voice Mail?7

By Tibor Shantotibor.shanto@sellbetter.ca

Voice mail

Yesterday I got a call about a piece I wrote for Radius titled: Get More Call Backs: How To Increase Returned Voicemails By 50%.   Seems it has stirred up a discussion in one the LinkedIn groups, one I did not belong to, (since joined).

Whenever I do a piece on effective voice mail techniques, three things happen:

  1. It get a lot more hits than most other posts – telling me that this continues to be a challenge and hot button for sales people.
  2. In the first 24 hours a slew of feedback telling why the technique won’t work, it is gimmicky, unchristian and a range of other labels.  These comments come predominantly from people who do not like to cold call, don’t know how to cold call, never leave voice mail when given the opportunity, and are pissed that they are not getting return calls, when I, and those using my techniques do.  These are folks who have not studied the dynamics at play in effective voice mail, generally have a less than sufficient prospects in their pipeline, and BTW, have not tried the technique they are commenting on.
  3. Within about 48 hours, I get a bunch of e-mails from people who tried the technique, got a calls back, got an appointment with someone they have been trying to connect with for sometime without success, and they now have one or more new prospects in their pipeline.

The real difference between the two is the latter is committed to continues improvement, willing to invest time, effort and practice to integrating new techniques to their selling tool kit.  They understand it takes work to fill the pipeline, and if the state of their pipeline is going to change, it requires change in their approach and habits.

The first group, the doubters, fail to take into account and understand the dynamics involved in leaving effective voice mails.  Let’s look at one specific factor.

Most people these days are jammed, need to pack 16 hours into a ten hour day, they don’t have time to listen to your rambling voice mail, telling them about how great your something is when they already have that something.  Since at any given time, about 5% – 10% of your market is actively looking for your something, that’s the total potential of people who may have an interest in calling you back.  By leaving a conventional voice mail, chances are less than 5% – 10% may call you back, unless they already have a vendor in mind, in which case no call back.

Let’s face it, the reason most people want you to “leave a detailed message”, is so they can know exactly why not to call you back, and they don’t.  So no matter how polished your message is, the more content it has the less your chances of getting a call back.  So despite what one of my most recent critics suggested in the LinkedIn discussion, saying I “should spend some time doing research on the buyer so they can leave a message that’s in line with their expectations.”  There is an idea, waste time researching to not talk to anyone, hmm?  The most effective voice mails are those that are counter intuitive.

The mistake many make is trying to sell or get an appointment via voice mail, WRONG! Good luck if you have never spoken to them in the past.

The only purpose to leaving a voice mail is to get a call back – again to get a call back.  When that call comes, you can then proceed to getting the appointment or engagement if you are in inside sales.  GET THE CALL BACK! THAT’S IT!

I would argue that the only way to do that is to create a bit of curiosity, one that would create an environment where with little effort, the person you are calling can make a call to resolve their curiosity, THE CALL BACK, once you have them on the line, then you bring your sales or appointment setting skills to play.

The technique in question results in me getting 50% of voice mails returned.  That may piss off some people not willing to try, but really what’s the issue, the method is there, you don’t want to use it, don’t knock those who do, just because they have a healthy pipeline, and fat babies.

Read the article
Watch the video

Try it, and then talk!  

What’s in Your Pipeline?
Tibor Shanto

Just Mailing It In (#video)37

By Tibor Shanto – tibor.shanto@sellbetter.ca
TV Head

It is bad enough when this expression is used figuratively, but it is sad and dangerous when sales people actually and literally do it.

What’s in Your Pipeline?
Tibor Shanto

 

Selling Like Greece!30

Every morning the financial pundits stick their finger in the air, and tell us how things are looking in Europe, and the Greek crisis, then they parade a series of talking heads to support the daily view. Things look good, markets rally; things look bad, markets tank. Many sales people start their day watching these pundits on say CNBC, or on their favourite app, but fail to take away the clear and real lesson that could help them sell better and more. As a result, they end up selling like Greece.

When you boil it down, the “crisis” (real, manufactured, or imagined), boils down to a simple thing, exemplified best, (or worst) by Greece, a country that simply does not have enough money to deliver against their obligations. Yes I know this may terribly over simplify things but after all I am a pundit of sorts, and as such at the very least I have an agenda to promote; Greece just does not produce enough revenue to meet their obligation; add the contagion factor, and you have a snap shot of Europe and their crisis.

Read On…

What’s in Your Pipeline?
Tibor Shanto

New Sales Simplified – The Real Deal!71

Sales books are no different than other books or forms of literature, especially in one respect. Before we even get to content, quality or other attribute, books generally fall into one of two general categories:

Fiction – Or – Non-Fiction.

You know what I am talking about, you pick up a sales book, an enticing title, a slick smiling face, ready to learn and improve your craft only to discover that the author is not at all practicing seller.  Instead of practical real world experience and advices, they are dishing out how he/she wants to be sold, rather than solid usable, executable advice B2B sellers can put into practice and use to improve their game and results.

Good news, that’s not what you get when you pick up Mike Weinberg’s new book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.  Weinberg delivers solid framework for selling success; offering up equal doses of the three key components the WHAT, the WHY, and the HOW.  Most sales books give you a solid perspective of one, some will a solid WHAT, some of the WHY, and then leave you to figure out the rest, but Weinberg gives you all three, and in good size servings.

I was hooked right from the start where the book takes up the importance of a solid prospecting approach.  Warning readers not to be bamboozled by false sales profits promising success without prospecting.  Weinberg demonstrates the importance of a blended approach, and then gets in to the specifics, readers are able to get why it needs to be done,  and how.  He discusses in clear terms the role of attitude, as well as the accountability of the organization’s senior leadership.

If you’re a reader of this blog you know I don’t shy away from hunting analogy when it comes to selling, neither does Weinberg.  When it comes to new business acquisition, it is a battle, not against the buyer, but other sellers.  I was glad to read about how “the proactive new business hunter requires a strategically selected list of appropriate target accounts in order to launch the attack.”

Not only because it is accurate, but because it recognises that strategy and execution go hand in hand, and the book delivers both.

While it is hard to pick one over the others, my favourite chapter is chapter 9: Your Friend the Phone.  Weinberg does not glamorize the “cold call”, admitting it is not his favourite sales activity, but one that needs to be mastered for success.  From mindset to attitude and its impact on your tonality and you project over phone.  He then delivers an in depth user manual for call, including voice mail; all you have to do is follow it.

Here’s the deal, I enjoy fiction as much as the next guy, give me a Reacher novel any day, but when it comes to sales books, I want practical things I can use to make money.  Sales is a nuanced skill, if you are not selling today you can’t capture and communicate that to readers.  Weinberg clearly gets and captures it in this book, because he practices it not just writes about sales.  Grab this book, and you’ll get it too, in fact grab two, save on shipping, and you’ll ware out the first copy soon enough.

What’s in Your Pipeline?
Tibor Shanto

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