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

Posts Categorized / Sales Training

  • Jul 25 / 2009
  • 2
Blogathon 2009, Sales Blog, Sales Management Blog, Sales Training

Dave Kahle Guest Blog Entry – Sales Best Practices: Asking questions

Sales Best Practices: Asking questions as a means of facilitating every step in the sales process.

The single most powerful tool that a salesperson has is a well-phrased, appropriately asked question. Nothing else compares to the impact that a good question can have on the customer and the sales process.

That’s because a good question directs and influences the customer’s thinking. When you ask a question, they think of the answer. That simple statement neatly packages the latent power of a good question.

Yet, few salespeople understand that, and fewer still implement it.

A number of years ago, a study was done on this very issue. Here are the results:

“Out of 300 salespeople studied, 87 percent realize the importance of asking questions. However, only 27 percent displayed the ability to ask a well thought out, stimulating series of questions.”

In other words, thirteen percent of the salespeople in the world don’t even recognize the power of asking a good question. And only about 1 out of 4 could actually do it. That means that 3 out of every 4 salespeople, or 75 percent, don’t ask good questions.

There are two issues here: First, realizing the importance of using good questions effectively, and second, actually doing so.

This is such a big issue that my book, Question Your Way to Sales Success, is devoted entirely to this.

Everyone can ask a question. I have a three year old grandson. He can do it. This issue isn’t asking questions; the issue is asking better sales questions. While I can’t condense the book to a few hundred words here, I can point out a couple of things that the best do with this most powerful tool.

1. They prepare their major questions before the sales call. This gives them the time to select the best language and sequence.

2. They are mindful, at every stage of the sales process, of using better sales questions. They understand that there are questions, there are good questions, and there are better sales questions. So, they constantly focus on creating and using better sales questions. Whether it’s a cold call on a prospect, or following up after the sale, at every stage of the sales process, a more effective use of questions will produce dramatically better results. And they know that.

3. They collect good questions over time, and use them over and over again.

A master salesperson is a master at the use of better sales questions. That’s why it is a best practice of the best.

About the author: Dave Kahle is one of the world’s leading sales training educators. Since 1988, Dave has worked with over 400 companies, helping them to increase their sales and develop their sales people. He’s been published over 1,000 times, writes a weekly Ezine (subscribe for free at http://www.davekahle.com/mailinglist.htm), and has authored seven books.  Dave’s website is available at http://www.davekahle.com, and you can follow his sales blog at http://www.davekahle.com/salesblog.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • 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.

  • May 31 / 2009
  • 5
* Sales Podcast, 28 days to better selling, Sales Training, Sales Training Video

Keeping Commitments Day 14 of The 28 Days to Better Selling

Today’s exercise is simple and brief but it can have a big impact on our success as salespeople and entrepreneurs. Watch the video clip from a seminar I did a couple years back and then answer the following questions:

1) Have you lost business in the past due to you or your company missing client commitments?

2) What are the most common areas in your sales and service process where commitments could be broken?

3) What could you do to improve your ability to keep commitments and exceed your client and prospect expectations?

  • May 09 / 2009
  • Comments Off on 28 Days to Better Selling with Shane Gibson
* Sales Podcast, Events and Seminars, Internet Marketing and SEO, iPhone Podcasts, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Articles, sales assessment tools and indicators, Sales Blog, Sales Management Blog, Sales Training, Sales Training Video, Selling In Turbulent Times, Shane Gibson Bio, social media training

28 Days to Better Selling with Shane Gibson

Sales Podcast on Filling Your Sales Funnel in 2009Launches May 18th 2009

If you want to improve your sales and have been too busy to put a plan into place you’re not alone.

I have had many people in the sales community including sales professionals, senior executives and high tech entrepreneurs and bloggers who are all looking for ways to convert connections into long-term clients and relationships.

Their challenge is that most resources available are either one time training opportunities, or extensive and over whelming programs that are tough to implement. This program takes care of all of this.

The 28 Days to Better Selling program is completely free and is 100% content and 0% advertising or promotions. All content focused on helping you.

This concept was inspired by a 31 Days to Build a Better Blog program that Problogger.com put on for 12,000 other bloggers. As a participant it was very helpful for me. The concept is simple:

Here’s how 28 Days to Better Selling Works:

1) A daily task that you can easily implement to improve your sales and business
2) A succinct daily lesson to help you make the improvement

By the end of the 28 days you will have looked at 28 ways to fine tune and improve your sales process and business. The daily lessons will be in written, video or audio format and will take less than 10 minutes each to review.

To Register for the program please enter your e-mail address below:

Enter your Email

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  • May 03 / 2009
  • 2
* Sales Podcast, Internet Marketing and SEO, iPhone Podcasts, Sales Articles, Sales Blog, Sales Training, Sales Training Video

Top Sales Blogs and Top Sales Podcasts This Week

This week has been an awesome week.  I did two blog entries while I was away in Chile which was half of my usual volume compared to the previous few weeks.  The most memorable one was the interview I did with Jay Levinson father of the Guerrilla Marketing movement.  With that said the world of sales blogging and sales podcasts has churned forward regardless. Many of my peers and friends have posted some great new tips and content that I would like to share with you.

Shamus Brown did a blog post called “Your Prospects are Human Lie Detectors.” It’s amazing that in this era of extreme transparency that sales professionals and business people still are missing this core lesson.

Simone Blum urged us to be Un Reasonable when it comes to business decisions and launching a new idea or product.

Alan Majer provided a great list of 21 things we can do to succeed in a carreer in selling.

The guys at Sales Roundup put together a good sales podcast on finding and prepping for a sales job.

The guys at the Advanced Selling Podcast did a great podcast on The Rules Tools and Attitudes needed to put more prospects into the sales funnel.

Brad Trnavsky at the Sales Bloggers Union did a good sales blog entry on The Primary Role of a Sales Manager.

Skip Anderson in his Selling to Consumers Podcast talked about the Essence of Selling. It’s all about helping the client make a decision according to Skip.

Lastly I found this sales cartoon from Count5.com and it reminded me of at least half of the sales people that call my office daily. Anyone else suffering from the same?

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