Posts Tagged ‘sales lead’

In Sales Conversations The Fine Line Between Inspiration and Intimidation

Most salespeople truly believe in their sales solutions especially entrepreneurs and single office/home office small business owners. They want their sales conversations to be full of inspiration and yet sometimes just the opposite happens.

We have all heard about pushy salespeople.  These are the folks who make their sales pitches within a few moments after shaking your hand.  I am not talking about those salespeople.

What I am talking about is the salespeople who so firmly believe in their solutions, their sales conversations are full of passion that comes from the heart. Sure they want to close the sale, to earn the business, but first and foremost they want their prospects to share their passion to have that “V8 moment” so to speak.

Salespeople full of inspiration realize it takes more than one contact.  They will make numerous efforts to reach out to their sales leads or prospects and to share their “inspirational” sales solutions.

For some sales prospects, eventually they lose the feeling of inspiration and it is replaced with intimidation.  They don’t want to hurt the feelings of the salesperson, but the constant focus on the sales solution turns them off.  The mistake made by the inspiring salesperson is one also shared by those other pushy salespeople – failure to listen and observe.

Recently I observed an inspired SOHO entrepreneur who was attempting to sell his solution to another individual.  The “sales lead” was polite. His body language told me he was being polite.  However, he had been turned off by the sales conversation quite earlier. Yet the salesperson failed to pick up these non-verbal clues and continued with what he thought to be an inspirational sales solution.

The passion that inspires salespeople to have those sales conversations can easily intimidate especially if the salesperson is not actively listening and observing the non-verbal behavior of the sales prospect.  Top sales performers understand how easily it is to cross the fine line between inspiration and intimidation.

The DISC tool helps to better understand sales conversations behaviors.  To learn more click here to take advantage of this special Labor Day offer by

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How to Increase Sales with this Question Framework

Most sales people want to increase sales.  This is why open ended questions are so popular.  Yet there is a  question framework that when executed flawlessly can accomplish this professional and organizational goal.

Homework Required

However before asking this specific question, the salesperson must do his or her homework.  Knowledge about the sales lead and the organization is essential.  Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.

Homework begins with gleaming information from sales conversations with the prospect.  This basic information could be annual sales, number of employees to the demographics of organization.

Then further time must be devoted to learning and understanding the psychographics behind the buying decision.  This information focuses on the motivation to buy such as a personal promotion to even more personal information such as overall temperament and attitudes.

The Framing of This Sales Question

So when the salesperson is ready to give her or his sales presentation, she or he now can insert this question between statements from past due diligence.

“From what you have shared with me, 50% of your current sales team has failed to achieve sales quotas. You have also shared your sales cycle time is six months and the average sales is (insert figure).  If you could convert 10% of that 50% to achieve sales quotes, then that impact would be (insert calculation of dollar impact).  By increasing your sales by 20%, our solution can quickly demonstrate a (insert percentage) return on investment within six months.”

By using this sales question framework, the salesperson can begin with the end in mind to increase his or her own sales results.

  • What does the sales lead want?
  • What is the impact of that want?
  • What is an acceptable time frame?
  • How can the solution generate a positive return on investment?

The If, Then Sales Question can increase sales provided it is embedded between these two statements.

Want to schedule a time to speak with Leanne, then CLICK HERE.

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The “Everyone Wants” Sales Mistake

Have you ever heard or made a similar statement “everyone wants” fill in the blank?  This statement is repeated in many sales presentations or just general sales conversations.  However using this statement may create you a sales mistake.

When blanket statement such as “everyone wants” or “everyone knows” are used, there often is a negative, emotional subconscious if not conscious reaction such as:

  • No, I don’t want
  • No, I am not like everyone else
  • No, I don’t know

With every sales lead or prospect, there is an opportunity in making a sales mistake because each of those new sales leads are unique individuals with unique experiences. In sales, one size does not fit all.

Recently I had a conversation with someone who took offense during a meeting when another person said “everyone wants quality.” This individual emotionally felt insulted because he did not want what the other person stated.

During our brief conversation, I restated what I had heard and asked him “If for the same dollars, your desire for safety excellence could be maintained while improving overall quality would you be agreeable?”  His response was “Yes.”

Read this sales coaching post about the importance of feelings in sales and marketing.

This sales mistake often happens during times of contention.  The person selling an idea, a solution attempts to secure agreement with “everyone wants.”  Unfortunately with people’s emotional receptors already subconsciously turned to the negative dial, this attempt at agreement fails miserably.

Possibly the reason for this sales mistake is much of the sales training truly looks to “asking proven questions” or “demonstrating proven sales techniques.”  Securing agreement is one of those proven sales techniques. In years gone by, this was called “mini-closes.” The caveat to the success of this sales technique resides in how the technique is employed.

Words do matter and many a sale mistake has been the direct result of selecting the wrong words.  This is why speaking less is far better than speaking more.

P.S. If you wish to discuss how sales coaching can increase your sales results in the next 2 months, schedule a FREE strategy coaching session by clicking here.

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I Have 13,000 LinkedIn Connections Now Justifies Bad Marketing

Bad marketing is rampant on LinkedIn. Yesterday after accepting a second degree connection, I received a message to read his article and get on the pre-order list for his book.  My response was:

So you reached out to me to make a sales pitch? Not the best use of LinkedIn. I will be disconnecting from you. Possibly next time attempt to establish a more personal relationship before the sales pitch.

He then said “The article is free.”  I responded “But the pre-order is not.” His comeback response once again reflected he is clueless about marketing:

Correct. I have over 13,000 connections. I have been forced to compress the “establishment of personal relationships” somewhat. No offense was intended.

Hmm, “forced to compress the establishment of personal relationships, somewhat.”  Double speak and makes sense since he teaches at the college level.

Real world translation is:

“I don’t have time for you to get to know and trust me. Just pre-order my book because I have 13,000 contacts.”

Personally I don’t care if this individual or anyone else has over 13,000 or 50,000 LinkedIn connections.  Plain and simple this type of email marketing is bad marketing.

Unfortunately social media has only worsened the problem of bad marketing.  People fail first to have a sales process and second fail to walk through that sales process without skipping steps. They believe they can send a sales pitch without developing any personal relationship.

The first phase of any sales process is marketing.  Here is where you as the salesperson get to know the sales lead and hopefully the sales lead is qualified.

If you are fortunate you are invited for a face to face meeting or even a phone call.  Now you are entering the second phase of the sales process – selling.

By listening and asking the “right questions,” you further learn the sales lead’s situation and may discover not only wants and needs, but more importantly what this potential ideal customer values.  Then you can connect your solution to his value drivers.

If you wish to increase sales, stop with the bad marketing (sales pitches), stop with justifying bad marketing and look to build real, authentic, personal relationships.

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Too Many Impersonal Sales Questions May Limit Your Sales Results

Funny thing about humans beings, we back off from personal questions and yet we want people to know us.  Many sales questions are logical, impersonal and just may unintentionally limit or restrict sales results.

If sales is the transference of feelings (Zig Ziglar) and I believe this is true, then results driven salespeople have the capacity to frame impersonal questions into personal ones without violating the sales prospect’s personal space. Training and then developing this capacity is missing in many sales training programs and even with some sales coaching solutions.

For example, there are still sales training programs asking this couched prospecting sales question:

What keeps you up at night?

The desired end result of this question is to find the “pain” of the sales lead.  Yet, there are a plethora of different sales questions that can deliver far better results and better yet differentiate you from all those other numskulls.

Imagine asking this question:

If you could wave a magic wand, what would the three things you would like to see different in your business (substitute with your people, your process, your sales, your results)?

Asking proactive questions that fringe on being impersonal without being too personal can deliver the facts you are seeking to present your case.

There are other questions, but if I gave them all to you, why would you continue to read this blog or even reach out to speak with me?

Sales is still very simple, though not necessarily easy.  The level of difficulty increases with more complex sales that require more decision makers.  For most SMB owners and sales professionals, they probably do not engage in complex sales with the frequency of much larger firms with 100 or more employees.

People buy from people they know and trust.  Your sales questions must showcase you are knowledgeable and trustworthy.  Sounding like all the other salespeople with their antiquated and too personal questions will not increase sales.

Schedule a time to speak with Leanne Hoagland-Smith by CLICKING HERE.

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Uncovering Buying Criteria Takes Times

Wouldn’t it be great if all your sales leads had the following buying criteria checklist somewhere on their bodies?

  • Decision maker
  • Want or need
  • Allocated budget
  • Urgency
  • Commitment

Boy you could really increase sales by focusing on those sales leads that had all five.  Yet reality is each criterion is probably uncovered as the buyer-seller relationship develops unless of course the sales lead shared all five with you during the first sales conversation.

Since most buying decisions happen between the fourth and 12th contact, then during the first three to four contacts is probably when the first three buying criteria surface.  As the sales conversations continue, you as the salesperson can sense or develop a further sense of urgency to take action.  Possibly you may actually spur the sales lead to become more committed as you continue to develop the case to take action.

When salespeople rush the sales process (marketing, selling and keeping), they also may trip over or ignore these five buying criteria.  Sales leads in many instances will not share information with people they don’t know or trust.  Getting to know you and to trust you as a person takes time.

What is so sad is much of the sales training or sales coaching hype looks to the quick fix and ignores these fundamentals that have been true for decades. 

Download this Free:

Buying-Criteria-Check-List

Sometimes in sales as well as in life, we fail to take the small steps. Remember we learn to walk first before we learn to run. When we invest the time to walk by following the sales process, we can learn to avoid tire kickers and those not in a position to buy.  This doesn’t mean that at sometime in the future they cannot become buyers, but at this moment in time they are not ready to buy.

Want to speak with Leanne?  Click HERE to schedule your 30 minute telephone call.

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Suffering from the Retreat Sales Mentality Are We?

Sometimes when the going gets tough instead of the tough get going what happens is the retreat sales mentality sets in.  This way of thinking attacks the self-confidence, self starting ability and overall personal accountability on two fronts:

sales-mentality

Credit www.pixabay.com

  • Conscious
  • Subconscious

A pending sales lead suddenly changes course and leaves you wondering why should I continue?  Retreating and seeking another sales lead appears to be a better route.

If you disagree, then how do you explain sales research that 44% of salespeople give up (retreat) after one followup? (Source: Scripted)

Possibly another reason for the retreat mentality is the salesperson has different expectations than the sales lead.  These expectations may be a quick sale to an easy sale (less decision makers).  However reality in the B2B marketplace runs contradictory to those self-imposed expectations.

  • 63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   (Source: Marketing Donut)
  • 50% of leads are qualified but not yet ready to buy.   (Source: Gleanster Research)
  • Firms with 100-500 employees, an average of 7 people are involved in most buying decision.   (Source: Gartner Group)

Another example of retreat sales mentality surfaces during the selling phase of the sales process.  Far too many salespeople are quick to reduce price to get a sale instead of being able to demonstrate the value of their solution respective to the desired end results for the potential ideal customer.

In sales having a strong and positive mental attitude is a prerequisite for success. Giving up when the first limitation arises only reinforces this sales mentality to retreat instead of to persevere.

I believe the words we use and think are critical to overall sales success as well as success in life.  Maybe the next time you become discouraged, ask yourself are you retreating?  What does it mean to retreat?  Is there another way to win this sale for you as well as for your customer?

Curious if your talents of self confidence, self starting ability and personal accountability are strong?

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Learn to Focus On What You Can Control in Sales Communication

Funny thing about human behavior is we humans have a tendency to focus on what we cannot control.  This is quite evident in sales communication.

For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,”many SMB owners and salespeople fail to communicate what they can control such as:

  • Hours of operation
  • Response time
  • Contact name
  • Location

sales-communication

Just imagine what would happen in the automated email message to an inbound email sales lead might include the following:

Thank you for your inquiry.  We will respond within 24 hours during normal business hours Monday-Friday, 8am to 5pm, Saturday, 9-12 Noon, Central Time, USA. Our offices are closed on Sunday and will respond the next business day.

A similar message could be placed in the voice mail as well as when salespeople return calls to sales leads. Also this message could be placed on each page of the website where sales leads can send an web response request. Over sales communication in today’s world is a good thing.

Sales research suggests sales leads via email get cold very quickly, in 15 minutes.  Additional research from Inside Sales.com shows:

  • 35-50% of sales go to the vendor that responds first
  • Follow up on a web sales lead within five (5) minutes increases conversion rate by nine (9) times

Human beings have short (8 seconds) as revealed through research by Microsoft. Currently a goldfish has a longer (9 seconds) attention span than a sales lead. By focusing on what you can control through all sales communication benefits you to overcome the limiting attention span of your sales lead.

Of course there is no guarantee your sales lead will read or hear your message.  However, by focusing on what you can control you have directed your actions in the most efficient and effective manner possible.  Additionally, if the sales lead does become defensive when responses are not returned promptly, this provides an opportunity for the salesperson to build the relationship through knowledge and trust by stating:

“I can appreciate you being concerned that your inquiry did not receive a quick response. As we have recently included hours of operation in all outbound messages, I want to make sure this new response system is working correctly. By chance did you save the automated message?” 

In many instances your sales communication is the first contact your sales lead has with your SMB.  Just make sure that message is clear and focuses on what you can control.  You have no control of what your sales lead thinks, reads or says. voice

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2017 New Sales Behaviors Replace Cost with Invest

Buyers are cost driven because the word cost has been in front of them since grade school.  This mindset limits your sales behaviors and your results.  However by replacing the word cost with invest or investment you can redirect and change the tone of the sales conversation.

sales-behaviors

Credit www.pixabay.com

Sales Coaching Tip:  People hear words, but think in pictures.

Words do matter. Cost has a negative connotation.  People hear or read the word cost and they see money leaving their pocketbooks, their cash flow never to return.

The word invest has a positive connotation.  People hear or read the word invest or investment and they see some money leaving their bank accounts, but with the knowledge some of it will return.

Additionally the word invest creates a greater emotional response.  There is an implied sense of spirituality not in the truly religious sense, but of something positive in the future.

Also when sales behaviors begin to replace the word cost with invest, the salesperson has demonstrated more research and the ability to connect to the value drivers of the sales lead or buyer.  People buy on value unique to them.  Top sales performers know how to discover and then connect to those value drivers.

For example, if selling a solution, the salesperson can demonstrate her solution increases business results by 20%, wouldn’t that have far greater impact on connecting to what the buyer values? Of course, there is a presumption the salesperson has already discovered it is important for the buyer to increase business results.

Our sales behaviors reflect our own personal philosophies, beliefs. I personally believe when we change our words, we can dramatically improve our results especially when we engage in those crucial sales conversations.

You may find these other postings on New Sales Behaviors for 2017 of interest:

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Are These Words Hurting Your Sales Conversations?

Words are powerful. Words can make a break a sale. So what words are hurting your sales conversations?

sales-conversations

Credit www.pixabay.com

One of the most damaging words is “need.”  This word implies judgement and suggests potential incompetence on the part of the sales lead.  What is even worse most sales training focuses on “needs” and “wants” and reinforces this word within the salesperson.

Sales Coaching Tip: The word “need” fails to be emotionally intelligent.

Then how about the word “think?” Here is another word within most sales conversations that also may be viewed as emotionally unintelligent because it implies judgment.  The salesperson who uses this word may also be viewed as too egotistical as the sales prospect may be saying to himself “Who is this person telling me what to think?”

Now we come to the word “you.”  Again another word that can imply judgement.  These three words, “in your opinion” can be substituted.

“Should” can also be added to the list of words to remove from one’s sales conversations.  Most of us probably remember our parents telling us “you should” do this or do that.  Even back then we had an emotional reaction because it removed our ability to make a choice as discussed within the Theory of Self-Determination.

There are other words that may not be judgmental, but are so overused people are impervious to them.  How many times in the B2B or B2C marketplace we hear this word “help?”  “We help people, blah, blah, blah.” Everybody is helping everybody.  Really? With all the words in the English language, another word cannot be found?

Sales Coaching Tip:  Help is how you do what you do; not what you do.

Then there is this word, “challenge.”  Within the sales process during the fact finding meeting, salespeople are encouraged to discover the challenges being faced by sales lead.  In some instances, this word may create some negative feedback because of overuse or the salesperson sounds like all the other salespeople.

Download this 7-Step-Sales-Process-ADVSYS PDF to better understand the overall sales process.

One word, a slip of the tongue so to speak, can potentially doom any blossoming relationship. This is way integrating the most emotionally engaging words in all sales conversations is essential for sales success.

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