What if you could defeat the Status Quo0

By Tibor Shantotibor.shanto@sellbetter.ca

TV Head

All this week I have posted clips from a recent interview with Ago Cluytens, for his Coaching Masters Series.  We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo.  Being the weekend, I thought it a good time to post the whole interview for your weekend lounging pleasure.

Always interested in what you think, and whether you are more prepared to go forth and sell where many sellers and pundits fear to go.  Take a look, and let me know.

If you enjoy this there are more on Ago’s site.

What’s in Your Pipeline?
Tibor Shanto

 

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Why Waste Time Waiting for Events – Trigger The Reaction – Sales eXchange 197 (#video)0

By Tibor Shantotibor.shanto@sellbetter.ca

Don't Wait

A few weeks back I had the opportunity to sit down with Ago Cluytens, for one his Coaching Masters Series interviews.  All this week, the posts will feature snippets of the interview, below we will also tell you where you can find the whole interview, but now let’s go to the first extract.

Trigger Events are fine, but there is no escaping that you have to wait for the “event”.  But here’s the deal, what you are leveraging is not the event, but the buyer’s reaction to the event.  So why not take the training wheels off, forget the “event”, and learn to trigger the reaction without having to wait, with the others looking for the same sign.

Take a look at what I mean.

If you would like to see the entire discussion you can either visit my You Tube channel, or go the Ago’ site by clicking here.  Always open to comments and views.

What’s in Your Pipeline?
Tibor Shanto

Just Do It NOW! – Sales eXchange 1850

By Tibor Shanto – tibor.shanto@sellbetter.ca

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I often think that Nike got their famous tag line only half right, they should have added the word Now to Just Do It!

If you are a follower of this blog, you know I am big on process, a structured approach and a tight approach to time and what activities we spend time on.  Many mistake this for rigidity, and often push back on how it limits their creativity and spontaneity.  I beg to differ and here is a specific reason why.

I have been working with a group of experienced (or at least tenured) sales people.  Many too experienced to learn new tricks or skills, they know what they are doing and resist new things, man that sounds a lot like some prospects we all know, don’t it.  Working with one fellow, I noticed he had a running list of names on a note pad, when I asked he explained that these were people who popped into his head during that day, people he should call.  Either because he “had an angel on something” or he had not thought about them, and thought “I should give them a call”.  When I asked him when he calls them, he said “as soon as I get around to it”; when was the last time he did, “just before Christmas”, why the wait, hadn’t gotten around to it yet, nor did he get around to getting quota, coming in at about 83% last year.  What was he busy with that he could call them, was the initial thought still valid, no answer.

Personally, I call these people right away, hand held laws be damned, if I think of a good reason to call a prospect, or an up-sell potential client, I do it right away.  Before the thought and ENGERGY fade.  Call Now is my mantra.  If I am in a meeting, I make a note in my note book and it is the first thing that gets done when I am out of the meeting.

Waiting has a lot of risk.  First and foremost, is the call not getting done.  Even if it gets done later, it lacks the urgency and energy of a call made right there and then.  This kind of energy is just electric over the phone, the prospects feel your excitement and get caught up in the moment along with you.  There is few things as effective as telling a prospect “Hey Jon, I was just thinking about you!”  People love to be thought about, and if you tell them why and what you see happening next, it just gets through and makes a clear and powerful point.  The spontaneity, the excitement in your voice is contagious and effective.

I attribute my ability to make these calls, and succeed in making them to my process, the time I build into my day to experiment with selling and do off hand things like this when they present themselves.

So here is the challenge, next time you think about calling someone, call them, don’t make a note, don’t rationalize, call them, you never know what will happen, but I can predict what will be the outcome if you don’t.  So just do it NOW!

What’s in Your Pipeline?
Tibor Shanto

Mastering Voice Mail14

Two weeks ago I in a post title Prospecting and the “Last Inch”, looking at key thing to consider at that final moment when you have to reach out and engage directly with your prospect.  Towards the end of that conversation, I was asked how I felt about voice mail,  I said I love voice mail, always leave a message, in fact went on to say that if you don’t leave voice mail messages, you should leave the business.

In today’s video, I go into detail about leaving effective voice mails, how to leverage them and make them a core part of you campaign to win specific buyers.  As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back.

I get 50% of messages I leave returned within 72 hours, watch the video below to see how.

httpvh://www.youtube.com/watch?v=5mPGkOP2vac

Try it out and let me know how you make out. But Don’t Wait, do try it today.

What’s in Your Pipeline?
Tibor Shanto

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Don’t Wait – Initiate! – Sales eXchange – 9411

Last week I was involved in two on line events that looked at selling today and reconfirmed a basic fact of sales that does separate the wheat from the chaff when it comes to professional B2B selling.  At its core, the discussion comes down to being Proactive vs. Reactive and passive, the latter describing the efforts of the majority of sales people today.

On Wednesday, I had the privilege of participating in a Top Sales World Roundtable, answering whether Selling is Getting Soft.  The answer was that indeed sales was, but it was interesting to see how the real question and discussion turned to whether sellers were being to passive, reactive and readily abdicating part of their mandate, letting the buyer dictate the outcome good or bad, because relationships are more important than sales.  Becoming the client’s “favourite”, these days being more important than being a value based resource, proactively delivering that value through a proper sale and execution, thus putting the seller in waiting mode based on the buyers’ travels and whims.

On Thursday I presented the second in a series of webinars for Social Selling University; in March we did part 1, Triggers 101 – Events, and this week, Advanced Triggers – A Proactive Approach to Client Acquisition.  The second presentation built out on the core lessons learned in leveraging events, now extending them in a way that does not limit you to waiting for an event to dictate your fate and success, or having to spend time making oneself “a favourite” while waiting for something to happen that is out of your control.

In both events, the key take away for sales professionals is that “you are in charge of your success”.  You can take steps and make the effort to not only benefit from arbitrary events, but that the same actions that help you leverage events when they eventually take place, can and should be used in a proactive way to help buyers take action based on the impact rather than the cause.  Get buyers to be motivated by the opportunity to be better, the impact of their actions; achieve the same responses that an event may cause, but we in advance of the event.  Motivate buyers using the solution not an event.  Done right, this will leave you to act and execute well in advance of all the other sellers who are all waiting for the same event.

Once empowered with the understanding that it is the reaction not the event that counts, you can focus on creating the reaction rather than suffering the softness caused by inaction and waiting.

As Anthony Iannarino pointed out during the Roundtable, “There is no sales metric for waiting!”

Initiate – Don’t Wait!
Tibor Shanto


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