Ask follow-through questions
Written by Brandon Hull on November 30, 2005
Salespeople, generally speaking, stink at asking deeper questions. We ask basic, lay-of-the-land questions just fine. But we really perform poorly at following questions, more importantly their responses, through to their final conclusions. Read the full post
Possible down time
Written by Brandon Hull on November 23, 2005
Just a note to regular Salesteamtools.com visitors and newcomers…
The site will likely be down over Thanksgiving weekend as we implement a few new features and switch hosting providers.
Happy Thanksgiving!
The Sales Process 2.0
Written by Brandon Hull on November 22, 2005
It’s time for a more honest, descriptive outline of the sales process. The current ideas just don’t work well anymore. They don’t really help a newer salesperson know how they have to work through the process with a buyer in order to win the sale. Think of a few sales processes out there:
- Approach-Interview-Present-Close
- Prospect-Interview-Analyze Needs-Present-Negotiate-Close-Service & Follow-up
- Opening-Qualifying-Information Gathering-Proposal-Close
These are unacceptable. Think of them as frames, when what we really need are paintings. Read the full post
New sales job? Get rolling early…
Written by Brandon Hull on November 21, 2005
If you’re just starting out in a new role with a new company, get rolling. Work it out with your manager where you can make at least a few calls to schedule appointments for two or three weeks down the road. You’ll have time to learn between the call and the appointment, and you’ll learn from the appointment. You’ll be taking your manager along with you anyway. Read the full post
Proofread your letters and proposals
Written by Brandon Hull on November 21, 2005
It’s been my experience that sales professionals are horrible spellers. I’ve seen more than enough draft sales proposals and letters that are filled with ridiculous errors.
Proofreading your work can be something you do alone following some basic steps, or it can be something you outsource. But you’ve got to do it. Read the full post
Setting the next appointment
Written by Brandon Hull on November 21, 2005
You’ve worked so hard to get the first appointment. An appointment with a key potential customer. A customer whose sales alone could make your year and it’s only March. It took you multiple calls over several months and a couple mailings to get your foot in the door.
And you leave without scheduling the next meeting? Are you crazy? That’s an amateur move. Read the full post
Bracket your selling days
Written by Brandon Hull on November 19, 2005
Here’s an idea to help you follow through on the subject of our last post—getting out of your home office.
Do everything you can to set 10 appointments each week for 7:30 a.m. and 5:00 p.m. every day. First of all, you’ll be surprised at the people who will do it. Secondly, following this pattern ensures you’ll get out of the office early (and avoid Morning Sales Rep Hangover) and you’ll stay out until later in the day (avoiding Afternoon Sales Rep Golf Outing). Read the full post
There’s no place like home…
Written by Brandon Hull on November 19, 2005
…actually there is. If you want to be considered a true outside sales professional, you need to kill the notion that your home or home office is some sort of safe haven. Your company isn’t growing when you’re sitting behind the desk analyzing data or thinking about selling.
Checking this item off of your “holding me back from success” list requires having a very specific gameplan for how you’ll spend your time each day. All your time. Not just a list of appointments. Read the full post
Cold calling is dying…
Written by Brandon Hull on November 18, 2005
If you are making inefficient face-to-face cold calls, you better have something remarkable to offer or an amazing story to tell. Something your contacts have never heard. Here’s the growing feeling about those who make these calls…
By making cold calls, you’re saying: you simply don’t value time (theirs or your own), you’ve done no research to know anything about their company (how embarrassing), and you naively think your solution works everywhere (it doesn’t).
You’ve got to find an answer that is more “with the times” for developing prospects.
Faster is always better
Written by Brandon Hull on November 18, 2005
The earth may be slowing down, but as an outside sales professional, faster is almost always better. Faster and accurate, of course. Faster builds credibility, it builds momentum, it generates excitement and curiosity, it saves your time and others’ (which is what you should really be selling these days).
Faster takes shape with returned phone calls, questions answered, quotes generated, presentations delivered, products brought to market, completed todos you’ve been handed by your sales manager and customers.
Faster shows energy and passion. Faster reflects savvy. Faster shows respect. Faster builds a reputation. And faster burns fat.
