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Monthly Archives: February 2017

Ways to Make Buyers Buy

1.Get a better font – if you are going to send your prospects an e-mail or brochure about your company, you better be sure that your font style is saying what you want. Studies show that ornate, cursive font styles often turn off prospects because of their perception that you are not efficient, or that you are slow. That is not something you would not want your prospects to think about you, right? In order for you to grab that sales lead, better clean up your letterings.

2.No Dollar signs, please – another turn off that has been seen in recent times is the emphasis of some people, especially those in business to be price conscious. They tend to become less willing to spend when they see a currency sign, or even a decimal point. Try omitting these (just make sure that you can clarify your charges easily with them) and you can get more prospects willing to spend on your business.

3.Engage the senses – sometimes, you just have to get to their senses. This is especially true if you are directing them to your business website. Facts and numbers are good, but if you can engage their senses, like their hearing, theirs sight, even their touch or speech, and you have more likely than not succeeded in getting your business leads.

4.Being responsive – prospects like it if the people they ask knows the answer, as well as answering promptly. By providing channels for your prospects to call you back (in case you missed them in your telemarketing call), you can get to their good side. You should give it a try.

5.Get a good story out – sure, business prospects like to see the number and the facts, but our brains are wired to put a story through them. If you can put your dots and dashes together into a coherent piece of an idea, in effect telling a story, then you will find it easier to get business to listen to what you are offering to them. Craft a content that they can relate to.

Sales Goals

These are the parts you need to put together your sales goals:

Know what you want. I mean know exactly what you want. You have to have an exactly defined target/goal, or you’ll just be flailing away only hoping you hit it.

You need to believe from the beginning you can achieve your goal. If you don’t totally believe with every fabric of your being that it can be made, it probably won’t be.

Once you believe your goal is reachable you must ingrain that goal by writing it down, and saying it out loud over and over again. You must do this every day. Yes, you may look and sound silly to yourself, but you will be the one laughing your way to the bank.

You need to know your numbers – it must be measureable. If you want to make $20,000 in commissions in a month, what will it take to get that?

How many prospects?

How many calls?

How many appointments?

How many opportunities of what value?

Your sales cycle may be 30, 60, 90, or more days. So, if your product’s average sale cycle is 90 days, it’s too late to set goals for this month. You need to think ahead.

Sales Homework -Get your numbers together. If you have historical data, that’s great. If not, find the top selling rep and use their numbers.

Sales Managers -This should be an exercise that gets reviewed on a monthly basis. Even if your goals are quarterly or annually, you need to make sure your sales reps stay on track. Go directly to the next lesson: Setting Sales Goals: Doing the math.

Here’s an example; we’ll assume the length of time it takes an average customer to buy your product is 90 days. The only thing you need to adjust if your product’s buying cycle is shorter or longer, is how far in advance you need to start planning.

I like to work backward in planning. First, I pick my number. This number has to be in pencil. After you go through your numbers you may need to change it. If the number is not realistic based on the data you have, then you need to adjust your expectations. Then I try to visualize what that success looks like; maybe buying a new guitar, fixing the house, whatever. I try to see it in my mind and really try to get emotionally involved.

Now I start to plug in the numbers I need to do the next 30 days, so that 90 days from now I will have $20,000 in commissions. Assume a 10% commission on sales:

525 Calls per month- 25 calls per day x 21 days

26 Good prospects which lead to

15 Opportunities which lead to

10 Closed deals at an average deal size of $20,000, which is

$200,000 in sales and

$20,000 in commissions.

Sales Homework -Walk through the goal-setting math using your numbers.

Sales Managers -Go through this exercise for all your sales reps. It’s best, and more efficient for you, if all the reps who sell the same product use the same formula. Go directly to the next lesson: Sales Goals: Get’em in writing.

Ways to Lose a Sale

1. Eat while talking on the phone! This will definitely help you lose a sale! Instead: Don’t eat while talking on the phone. This lends true to all telemarketers, quick follow-up calls, returning client calls-anytime you are on the phone with a prospect or a client, make sure your mouth is empty. Even chewing gum creates a distracting sound for someone on the other end of the line. When your mouth is full of food it becomes difficult to understand your words, the chewing sound is gross and annoying, and it is blatantly obvious that whoever you’re on the phone with is less important than your turkey sandwich.

2. Assume you know better than the customer. It never works when you act superior or smarter than the person you’re trying to work with. Instead: Practice excellent customer service! Listen to your prospect or client. Really hear what they like, don’t like, need and want. Follow their lead and allow them to direct the conversation. However, remember you are an expert in your field and know your services and products. After you completely understand your prospects needs and expectations, advise them on your product or service most suited to them. Have a two-way discussion, not a one-sided sales pitch.

3. Forget your manners. People are still offended by off-color jokes, bodily sounds and poor grammar.

Instead: Behave as if you’re on your first date. Do not offer your opinion on sensitive or controversial subjects. Do not belch or pass gas, even if you’re in telemarketing in a room by yourself! Your prospect should be treated with dignity and respect-they will return the favor. Use proper language; save the slang for hanging out with your buddies on the weekend. Remember, if you’re in sales or telemarketing, you’re also in customer service. Do not lose a sale because you are guilty of the afore-mentioned fouls. Sales executives must always follow the golden rule if they want to close the sale: Treat others how you want them to treat you. Now, go win that sale with exceptional customer service, I mean great sales tactics!

Design a Powerpoint Sales Presentation

Here are a few things to avoid in sales presentation design.

• Poorly structured stories

Killer stories are well-structured stories. If you’re noticing a rampant barrage of stories that don’t go anywhere, you have a clear problem. Your staff doesn’t understand how to build a story from the ground up.

• Multiple messages

Sadly, many PowerPoint presentations suffer from lack of clarity. You’ve seen it. Multiple messages do not focus an audience. They just produce a fuzzy blur. People aren’t sure what the point was.

• Bullet-point insanity

Showing everything in a vast ocean of bullet points is a recipe for distraction. Audiences struggle to connect with the key concepts. But they get lost in the endless onslaught of bullet points.

• Too much data

Some presenters redirect their information into different types of data charts. From pie charts to plotted lines…it can still overwhelm the audience without revealing any insights.

• Random illustrations

Seeking to balance all the bullet points, some professionals drop in photos, illustrations or cartoons at random. This might provide some visual relief…but it misses the point. Clip art is used by millions of presenters. Reusing illustrations that the audience has seen already contributes to boring presentations.

• Graphic clutter

A few presenters err on the other side of the spectrum. Graphics rule. Tons of charts, diagrams, photos, and examples for every single slide. This is different…but not an improvement.

Visual abuse throws the audience into a confusing swirl without telling a clear story.

What can you do differently to avoid alienating your audience? Transform the conversation. Use intelligent stories to structure your slides. Organize your message with pictures and words-so everyone instantly sees the point.

It’s not the fault of the software. It’s how we’re using it.

If you want to give dramatic and effective presentations with PowerPoint, use these few principles.

Transform The Story

Use a clear structure to organize your presentation story. Working with a presentation storyboard is one of the fastest ways to go from ideas to finished story. Even if you’re insanely busy and your presentation is in an hour, sketching out your essential flow will help you present with clarity and confidence.

Shift To Conversation

Tell and show your story. Make time for people to contribute ideas, share experiences and add to the discussion. While many professionals are schooled in one-directional presenting, expectations have changed.

Today’s audiences expect and demand interaction. If you’re used to presenting without encouraging participation, questions and exchanges, it’s time to stretch. Add interaction into the equation.

Add Variety

There’s nothing quite so boring as everything looking the same. If you’re in an organization that relies on PowerPoint presentations, stretch the envelope. Try different layouts. Experiment with unique ways to show information.

If everyone is using lists and bullet-points, take a different tack. Show your information with photos, pictures and diagrams.

If you have the opportunity, stretch even more. Insert a whiteboard conversation into the mix. Show a prop or model to explain ideas. Add variety within your slides…and within your entire choice of media.

Get Objective Feedback

Sometimes it’s challenging to stand out when the norms and standards are deeply entrenched. That’s when it’s smart to reach out and get objective feedback. Talk to a presentation coach. Talk to colleagues in other fields.

Find out what people are doing in other businesses, industries and organizations. The more you see what’s going on, the more you’ll recognize opportunities.