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Leslie Groene Website Homepage August 2019, Vol. 169

Summer Sales Success! Part 2

Calling Sales Tips

20. When it comes to the first call, most prospects want to talk about pricing and product, so while this doesn't mean you have to skip discovery, make sure you’re accommodating your prospect's agenda as well as yours.

21. You can use a sales script, but be prepared to go off-script -- your prospects want to talk to a real person, not a robot.

22. Treat everyone with respect: Just because someone isn't a decision maker doesn't mean you should dismiss them or their authority (unless you want to get disqualified).

23. To ensure you're truly engaged in every conversation, pretend each call you have is the first with that customer, says Babette Ten Haken, sales strategist and coach.

24. People tend to be more honest in the mornings -- meaning if you're talking to a hard-to-pin-down prospect, you may want to schedule an early call.

25. Never bad-mouth your competitor to a prospect.

26. In fact, if your competitor does something well, say so -- not only does this show confidence, it also tells the prospect you're honest.

27. Don't ever lie: As a salesperson, truth is your greatest asset, because it builds trust.

28. When a prospect criticizes you or your approach, accept it gracefully rather than getting defensive -- an angry reaction will make them dig in their heels, but a humble one will make them likelier to come around to your side.

29. Picture yourself sitting on the same side of table as your prospect, which'll help you, maintain a friendly and helpful attitude.

30. Defer to a buyer's communication preferences: If they'd clearly rather email than call (or vice versa), then go with it.

31. If you're reluctant to pick up the phone, remind yourself of your financial, career, or personal goals.

Sales Ready Webinar Series!
Wednesday, September 11, 2019
2:00-3:00 p.m. EDT

The Top 5 Activities a Sales Manager Must Coach and Why They Matter!

Leslie Groene, President, Groene Consulting

Helping our salespeople be their best requires patience, consistency and commitment. Yet many companies neglect to work one-on-one with their sales team. In this presentation, Leslie Groene will show you how to leverage coaching as a competitive advantage to increase ROI and revenue--focusing on the five most important coaching activities to maximize the strengths of your sales reps. You'll also learn all about business tools and metrics that will help you measure their progress and keep them on track for the long selling cycles in our industry.

For more information:

Focus Point

97. Give yourself the gift of longevity in your career!

Good things happen to you when you are able to stay in business for a prolonged time. First, the concept of momentum begins to come into play. Your word of mouth referrals grow each year and you may even benefit from former clients who come back again and again to you.

For example, Tom's firm has been in business for more than 20 years. Recently, he contacted a former client who had given him a lot of business in the early years. Tom pitched a new idea to him and it resulted in another project that has been successfully consummated. Make sure to stay in contact with former clients so that they know how to reach you. If you have delivered superior service to them in the past, they will reward you with their loyalty today and in the future!

In addition, the mere fact that you still are engaged in the same enterprise over an extended period of time says something about your success. Unsuccessful salespersons move on to other endeavors while you are still flourishing and delivering for your clients.

Also, for those of us working with companies that provide substantial benefit packages, longevity is vital because of the accumulation of benefits at set yearly milestones. Again, it will pay to stay where you are if things work out in your career so that you can maximize your benefits that will provide for your retirement years.