VIDEO: Don’t Sell The Way You Buy
Apr 20, 2010 Sales Coaching, Sales Training, Videos, coaching salespeople, sales tips
Here’s a valuable sales tip: “Don’t sell the way you buy.” You may feel that I’m contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients.
However, there’s a very fine line between understanding and respecting someone’s decision making process; and assuming that everyone makes a purchasing decision in the same manner and using the same criteria that you do. Moreover, there is also the faulty assumption that your prospects respond in a similar fashion to the type of sales approach and the type of salesperson that you respond to and would buy from.
My point is, if you started selling the way in which you make a purchasing decision, you are now putting your values, thought process and beliefs on the customer, assuming they purchase the same or in a similar way that you do. The result? More objections, less sales.
In this video, I defuse a costly myth. That is, the old adage of putting yourself in their shoes is really a costly assumption that destroys many a selling opportunity. Why? Because when you “look through their eyes” or attempt to see things how you assume they see them, it is still really what you see, not what they see.
The result? You develop a sales process based on how you think they buy rather than how they actually make a decision. Why? Because how you think they buy is really how you buy. (Is your brain twisted enough yet?)
If you truly want to wear their shoes, then you need to know how they think and what is important to them. Therefore, the only way to uncover how the prospect likes to process information, make a purchasing decision and the criteria they use to do so is by asking better questions.
Now, lets take this same ineffective model of selling like you buy and turn it around for a moment. If this belief of selling like the way you buy is getting in the way of taking certain actions or asking certain questions when on a sales call, then what about other things that you are doing or saying which you think are safe to you but in fact, are not safe or comfortable for the person you are speaking with because you’re still operating off the same tool, costly assumptions!
The lesson; Don’t believe everything you sell, I mean, tell yourself.
Tags: Sales Coaching, sales tips, Sales Training, video
VIDEO: Is Cold Calling Really Dead?
Apr 19, 2010 Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, Videos, cold calling, sales tips, tele-sales
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers.
Does this situation sound familiar? As you might imagine, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals.
After investing several hours cold calling, this experience can leave you feeling depleted, frustrated and annoyed. You don’t understand why you’re unable to set the appointments with the prospects who you know you can help and therefore need to meet with. You ask yourself, “Why won’t they talk to me? I know I can help them. If only they’d give me some time on the phone.”
In desperation, you cry out, “This cold calling thing doesn’t work for me! What else can I do to schedule meetings with more qualified prospects who can buy from me?”
In this video, I address the question, “Is cold calling really dead?”
So, what is the answer? Is cold calling really dead? The answer is a resound, “Not even close.” Therefore, do not abandon cold calling! Cold calling is far from dead and I see evidence of this every day.
Sure, I realize for many people cold calling and prospecting ranks right up there with getting their teeth pulled without the gas.
However, as someone who has coached and trained thousands of salespeople and managers over the years, here’s what I’ve learned very early on. It’s not that cold calling doesn’t work. Cold calling works fabulously well. It’s the way you’re cold calling that doesn’t work. In other words, consider that it’s more about your approach and cold calling strategy; what you say and how you say it – that is ineffective and what your prospects are unresponsive to.
So be careful. Most people who feel cold calling doesn’t work in actuality, have learned the wrong lesson.
Side note: Over the last year, my cold calling book has been gaining a renewed popularity as competition increases and the need to find more qualified prospects to fill your pipeline intensifies. So, if you’re ready to develop a permission based prospecting system then check it out here.
Tags: appointment setting, cold calling, prospecting, telesales, teleselling
VIDEO: The Initial Objective of A Cold Call – Find The Fit Early Or Waste Precious Selling Time
Nov 20, 2009 Sales Coaching, Sales Training, Videos, cold calling, sales tips, tele-sales, telesales
Think about the intention or the end result of your prospecting efforts. Rather than focusing all of your energy on making the sale, first determine if there’s a good fit between you, your prospect, and what you are selling.
Instead of feeling that the intention of prospecting is to get a sale, provide a demonstration, submit a proposal, or schedule an appointment, the initial intention of prospecting is to determine if there’s a fit worth pursuing.
While this may sound a bit strange, closing the sale and earning the business of a prospect is not your initial goal. Instead, your primary objective is to determine whether you and your prospect are a good fit.
Here’s a video I did on cold calling that I recently produced with a great new company I’d like to introduce to you that’s offering some free and valuable advice to home businesses and career minded professionals. That company is Home Business Brains. Click on the “read more” link below for the video.
Tags: cold call, cold calling, Sales Coaching, Sales Training, telesales
Today’s Sales Champions Deserve Recognition. Nominate Your Top Salesperson Today and Win!
Nov 10, 2009 Live Events, Sales Coaching, Sales Training, Surveys and Polls, sales tips
For more details or to nominate one visit this page: Here’s The Link
Do you know a true sales star? One who closes more deals and brings in business for your company or a company you know?
It’s time to pay tribute to those sales professionals out there who are the ones that are driving the success within today’s companies. AllBusiness.com wants to honor the top-performing salespeople who are working hard to make a difference in this competitive market. Tell us about the salesperson in your network or company who you feel deserves the limelight.
Nominate Your Top Sales Star!
We’ve put together a panel of sales coaches and experts who will select one salesperson each month from among the nominees and I’m personally excited about being a member of this panel. We need your nomination.
That person nominated will be profiled in a feature article for AllBusiness.com and our sister site, Hoover’s, and will receive free membership in a sales networking and coaching program. Every nominee will receive a FREE six month VIP Membership over at Top Sales Experts.
One annual winner will get a package of sales training and coaching programs, membership in Top Sales Experts, and additional tools and resources to continue developing their expertise and talent.
Lets honor the top-performing salespeople who deliver results in today’s competitive market. They deserve it and you can help make that happen.
For more details or to nominate one visit this page: Here’s the link.
Also note, there is no deadline for entries each month; all nominations received are carried forward.
Tags: best salesperson, compete, sales contest, sales nominations
Smarter Selling: Tips for Today. Part Two of My Interview With Vince Thompson For Smart Planet
Sep 24, 2009 Interviews, Sales Coaching, Sales Training, sales tips
Managers: Get the new strategy that creates sales champions and wins more sales. Special event ending soon. Bonus materials you receive are still available! Find out here.
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Here’s part two of the interview I did with author and columnist Vince Thompson.
Read part two of the interview here.
Excerpt:
“Yesterday we debuted the first of this two part series on Smarter Selling with Keith Rosen. Rosen is a sales coach, author, speaker and has been recognized by Inc. magazine and Fast Company as one of the five most influential executive coaches. In part one of our interview Keith taught us about the power of questioning and going deep to close business. Today Keith takes us farther down the path of value creation while reminding us of the skills that really matter.
What are your tips for a tough economy?
I’ve decided (and many of my clients are on board with this as well) that it’s no longer as tough as it was out there. That’s right. Strip away what you hear in the media, and look objectively at what you can control; this one telltale sign that something in your selling formula needs to be developed, modified or redefined:
If there are people in your organization, even in your industry or profession who are currently performing like rock stars, that should provide you with one very critical insight. That is, it can be done because it is currently being done by someone else!
Here’s a very clear insight into one example of some general statistical information about the selling profession that will help you begin the process of fine tuning and developing your own data driven solution to increasing your sales.”
Read part two of the interview here.
Tags: Executive Coaching, Interviews, Sales Coaching, Sales Training, selling, training for salespeople
Fewer Customers? Sell Smarter. My Interview On Smart Planet With Vince Thompson
Sep 23, 2009 How To Sell and Sales Tips, Interviews, Sales Coaching, sales tips
Read the full interview here.
BOOK EVENT EXTENDED! Due to my book selling out and making #1 on Amazon, we’re extending this event! You can still get the book 34% off and the hundreds of dollars worth of bonus materials. More here.
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Here’s part one of the interview I did with author and columnist Vince Thompson.
Excerpt:
“Let’s face it. When the economy was rocking we had it pretty easy. They we’re buying. We were selling like crazy and so it went. Until it went. Now getting consumers to part with cash is like trying to pull the hood ornament off the new Dodge Challenger….while it’s driving!
Keith, tell us about your business?
Most of my time is spent working with sales and management teams or working one to one coaching, training and strategizing with sales leaders and executives. Whether that means helping managers develop the missing discipline of leadership and become better coaches through a management coach training program, or helping sales teams and salespeople reinvent and re-engineer their selling process and methodology. Most companies are leveraging me to support their two most important business initiatives today, which are acquiring and retaining customers.
To achieve this, organizations are recognizing the need to make their sales and management team more valuable than ever before. This is accomplished through better sales training and executive coaching. Businesses are finally realizing that in order for their people to sell more, it all starts with the way they’re managed. And the simple fact is, you cannot grow with what you already know.
How has selling changed?
Read the full interview here.
Tags: close more sales, interview, sales, Sales Coaching, Sales Training, selling
The Salesperson of The Future. Will They Truly Evolve and Be Different or Is it Just About Living It?
Jul 24, 2009 Career Advice, Sales Coaching, coaching for managers, sales articles, sales tips
During a recent interview, I was asked, “What does the future hold for the work force, especially for salespeople? How will the salesperson of tomorrow change or be different to adapt to the times?”
Of course, my visceral reaction was to come up with something so transformational and insightful that it would reshape the landscape of professional selling and salesmanship. But after I paused and thought more about this question at a deeper level, I realized this may not be truly possible. After all, when it comes to selling, outside of the apparent changes in technology that continues to shape the Sales 2.0 evolution, what has changed over the years? Is there really a new definition for professional selling? Read the rest of this entry »
Tags: definition of selling, Sales Coaching, sales team, sales tips, Sales Training, salesmanship, salespeople, selling
PODCAST: Is Cold Calling Really Dead? A View into the Mind and the Day of a Salesperson
Jul 10, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, sales tips, tele-sales, telesales
Listen to this podcast here.
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers. Read the rest of this entry »
Tags: cold call, cold calling, podcast, prospecting, selling tips, telesales
Tony Alessandra Week on CanDoGo – Generate More Referrals
Jun 25, 2009 How To Sell and Sales Tips, Marketing, Sales Coaching, Sales Training, sales articles, sales tips
Last week on CanDoGo.com was Tony Alessandra week. While a little late on the draw this week, the good news is, you can still access all of Tony’s videos and tips on CanDoGo. This one in particular I felt was so relevant during a time where customer retention and acquisition is top of mind for all companies and salespeople. Below are some best practices when it comes to asking for referrals.
Asking for Referrals
By Dr. Tony Alessandra
Ask for referrals anytime a customer offers positive feedback about you, your company, or your product. Often, the best time to do so is right after your customer has a problem resolved by you, and you’ve proven that you can and will follow through. Any time you ask for referrals, follow these guidelines:
Tags: asking for referrals, networking, prospecting, referrals
My Afternoon with Zig Ziglar
Jun 11, 2009 All About Selling, Insights in Business, Live Responsibly: Life Tips, Great Living, Videos, sales tips, seminars
Here’s one of the photos that was taken at Ziglar headquarters in Plano, Texas in the studio after my conversation with Zig last week that I’m fortunate to say we captured on video. So, keep your eyes out for those clips which I hope to post soon!
Tags: gurus, leaders, Sales Training, Zig Ziglar, Ziglar
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