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Shane Gibson's Podcast - Social Selling - B2B Sales and Influence

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / 28 days to better selling

  • Jun 06 / 2009
  • 4
* Sales Podcast, 28 days to better selling

Preparing for a sales call Day 19 of the 28 Days to Better Selling

We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings.  Today we will focus on individual sales calls and tomorrow we will talk about how to plan out team selling scenarios.

After you listen to today’s podcast here is your assignment:

#1) Brainstorm all of the possible objections you could get in your typical sales call and either pre-empt them or memorize your answers

#2) Be prepared for the worst case scenario, map out what those could be and how you will handle them.

#3) Be prepared for the best case scenario, what will you need to close the deal or negotiate with a key prospect on the spot?

#4) Map out key research sources you can review and confirm before heading to the meeting

#5) Build a checklist for this process and go through before each meeting well in advance

  • Jun 05 / 2009
  • Comments Off on Vital Signs Day 18 to The 28 Days to Better Selling
28 days to better selling, Sales Articles, Sales Blog

Vital Signs Day 18 to The 28 Days to Better Selling

Revenues are not a measurement, neither are deals closed, they are results.  They are a result of core habits and behaviors driven into practice over time with discipline.  With any sales goal, you first have to start with an annual dollar figure that is broken down quarterly, monthly and even the daily.  Achieving that goal of course is dependent upon the activities we put into our plan.

Anthony McAleer top producing financial advisor for London Life says it this way: “If you’re not getting the results you want, you’re probably not doing the core activities.” Jim Janz, multi-million-dollar direct sales magnate calls these activities “vital signs.”

Vital Signs
When paramedics arrive on the scene of an accident they will check the vital signs of those injured.  Just because someone is standing upright and talking does not mean they’re healthy. Some vital signs to look for are:

•    Balance
•    Checking if the pupils in the eyes respond to light
•    Blood Pressure
•    Heart Rate
•    Breathing Rate
•    Brain function and nervous system response
•    Sensitivity to palpation
•    And many other factors

If any of these signs are out of sync, there is a chance that the injured is presently in danger, or could experience difficulties later on.

Your business, because you are a business of one, is responsible for bringing in revenues and turning a profit, has vital signs.  Just because you’re making phone calls and networking doesn’t mean you have a healthy business.  Revenues alone don’t mean your business is healthy.

Depending on your business some of your sales vital signs could be the number of:

•    Calls per day
•    In person meetings with clients
•    Proposals written
•    Networking events attended
•    RFPs completed
•    Hours per week organizing or planning
•    E-mails sent
•    Blog entries written
•    Presentations made
•    Prospects added to your list
•    Revenues
•    Number of repeat orders from key accounts

You could also produce and monthly, quarterly or even annual vital signs record sheet.  This process will give you a clear picture of how close you are to achieving your goals based upon your activity.  Over time you will also begin to notice a correlation between specific activities and revenues. These activities could be called “Core Vital Signs.”

In direct sales for instance,  Jim Janz could predict the monthly gross revenues of a group of people based upon the number of people who attended training meetings and how many new people were added to the group over the previous 90 days.  You may find that there is a direct correlation between the number of proposals you write and the number of new clients you close.  The number of cold calls could be irrelevant for instance.

One important fact to note is that once you determine what your core vital signs are, you should book those first in your calendar and make sure that your entire plan is focused on you executing those activities.

In sales often when we are no longer getting the results we want we are no longer doing the key activities that make us successful.  Knowing your vital signs and executing them daily is key to your long term success.

Your Assignment Today is:

1)  List all of your core activities that you daily and weekly

2) Determine which ones are your vital activities that lead to your desired outcomes

3) Map out and begin to measure these activities daily

  • Jun 04 / 2009
  • Comments Off on Sell the Price Difference Not the Total Cost Day 17 of The 28 Days To Better Selling
28 days to better selling, Sales Articles, Sales Blog, Sales Training

Sell the Price Difference Not the Total Cost Day 17 of The 28 Days To Better Selling

We will often get objections that our product or service costs more money in comparison to a competitor.

There are two main questions you need answered before proceeding:

Question 1: “Mr. Client, when you say the price is too high, how high is it? And compared to what do you feel it is too high?

When the client answers this question, you know what amount you are dealing with. The important thing here is to separate that amount from the total amount. By the client telling you the amount, you know what they are happy to pay, so you do not sell them on that amount, they are already sold on it. Focus on the difference.

Example:

Client: “I am sorry, but the purchase price of that house is too much.”
Salesperson: “When you say too much, how much too much?”
Client: “About $20,000 too much.”
Salesperson: “So what you are saying is that $280 000 is okay with you, but it is the additional $20,000 that is holding you back?”
Client: “Yes.”
Salesperson: “Well, let’s take a look at what you get for that extra $20,000 or $250 per month in payments. For an extra $250 per month:

  • You are just across the street from the elementary school, and you said you wanted to be close to the school.
  • The area you were looking in is 10 miles further away from your office. You save yourself 20 miles of travel per day, and in gasoline and wear and tear on your car it translates into $5.00 per day, which is over $100 per month. That is almost half of the $250 per month.
  • The house has a view and you really feel a view gives you a sense of freedom.
  • You have a two car garage that is very secure.
  • Your wife is in love with it.
  • You reduce your worry about your children walking to school.
  • You save time not having to drive or walk the kids to school.
  • You are closer to the office and save time again.
  • You end up with a view you want.

Salesperson:    “For a $150 a month on your mortgage I feel this one is the best option we have looked at today.” (You would not use the entire list but probable focus in on the top ones you would feel the client would relate too)

Note:     The salesperson does not say “for an extra $20,000 or for $300,000” which is the total price. The focus is on the difference and the lowest amount and then broken down to a monthly cost

Your Assignment today is:

#1) Look at which services or products you have where you have price objections

#2) Assess how much more they may be perceived to cost in comparison to similar products or services.

#3) Brainstorm all of the additional value financially and otherwise someone would get from paying the extra amount.

#4) Memorize your value added list.

  • Jun 02 / 2009
  • 2
* Sales Podcast, 28 days to better selling

Preemptive Objection Handling Day 16 to the 28 Days to Better Selling

Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about.

Your assignment today is to listen to the podcast and then:

1) Brainstorm a list of all of the objections that you get on a regular basis.

2) List unspoken objections that people will not mention to you but you know are there.

3) Develop a way to preemptively handle each objection up-front and turn it into a selling point

  • Jun 02 / 2009
  • Comments Off on Day 15 to the 28 Days of Better Selling
* Sales Podcast, 28 days to better selling

Day 15 to the 28 Days of Better Selling

Today’s assignment is focused on turning data gathered into compelling sales language. People buy results, emotions, and feelings not solutions or or things. After you have gathered a ton of  information in a client meeting the question is “What do I do with this information?”

Today’s podcast is about prioritzing client issues, focusing on your key competitive advantages and communicating in the terms of benefits and results to the client.

Contact Shane Gibson Today! Contact us!