Archive for February, 2006

February 24th, 2006
Are Your Canaries Still Breathing?

You know the story of how canaries were used in coal mines--miners would take the birds down because their metabolism was sensitive to poisonous fumes. ...READ MORE

Are Your Canaries Still Breathing?

Friday, February 24th, 2006

You know the story of how canaries were used in coal mines–miners would take the birds down because their metabolism was sensitive to poisonous fumes. If the canary died, that was a leading indicator of danger for the miners.

As an advanced sales professional, you have to have your own set of canaries to serve as indicators for what’s happening to you in the sales process. The best indicators are words used by both you and your prospects. Here are three phrases that are warning signs your sales process is in trouble.

[1] “This is a done deal.” Typicalliy this is spoken by you when descibring the deal to your manager. As a sales coach, when I hear a person say this, I know the deal is in trouble. If you feel a deal is a “done deal,” then you will get sloppy. Usually, this sloppiness happens at exactly the wrong time in the process. If you find yourself saying this–or your people say it to you—beware. The deal is about to unravel.

[2] “That was a very good presentation.”  Usually spoken by a propsect after a lame presentation. You don’t want your presentations to be “good,” you want them to move people to “action.” When I hear I did a “good job” I know I fell short. If you hear that, say to the prospect, “I’m not sure I hit the mark. What didn’t you like about it?”

[3] “He just needs a little more information.”  Usually spoken by a sales person after the prospect has asked for more stuff. I have some bad news…there is never enough stuff (info) to share. If you’re hoping to fill up the belief gap (that gap that must be filled before a prospect will believe you have the right solution and act on it) with information, you’re dreaming. More information never sold anyone. What sells people is the pain they experience by not getting what you have. IF you can’t communicate that, then you’ll keep believing that information is what’s lacking.

These are just a few indicators that your sales process is messed up. I coach people that it’s better to do something about these indicators when you hear them, than to have your head in the sand.

Tags: indicators for what's happening in your sales process, sales, sales person, sales process
Posted in Basic Sales Strategy | No Comments »

February 10th, 2006
Habits To Break

Since the name of this blog is called Advanced Selling Strategies, I can think of no better post than to coach you a bit on ...READ MORE

Habits To Break

Friday, February 10th, 2006

Since the name of this blog is called Advanced Selling Strategies, I can think of no better post than to coach you a bit on “habits to break.” I see these habits so ingrained that you may not even think they are ‘bad.’ But they are.

[1]  Talking Excessively. I know–this doesn’t sound very advanced–but it’s simple. Just shut up and stop convincing people of how much you know. Let your buyer work a little bit. They will.

[2]  Presenting Before You Know The Problem. It’s hard isn’t it? Every fiber in your body is screaming to present your knowledge. But if you do it too quickly, they won’t have a chance to *make the connection* between what you have and what they need.

[3]  Doing Something Without an Agreement.  What that means is if someone asks you, as a sales person, to give them a price or give them a demo, slow down. Don’t do it unless you have a fairly good understanding of what will happen next. You control the process so never do anything without a clear agreement.

[4]  Having a Meeting Without an Agenda.  I see this mistake made even by seasoned pros. Always have an agenda on a first call. You can send it to them in advance, or you can bring it with you. But have one. It helps you. It helps them. Stop winging it.

[5]  Saving The Money Discussion for the End. In the sales process, talk about money early–right after the prospect admits his problems to you. You bring it up. But always do it in the context of the cost of the problem to be fixed. There are two sides to the economics discussion–the cost of the problem, and the cost of the solution. Cover both. Don’t let your buyer talk about the *price* side only.

Tags: sales, sales process, selling habits to break
Posted in Basic Sales Strategy | No Comments »

February 8th, 2006
For God’s Sake–Make The Call!

Stop making plans. Start making calls. I realize that the planning process is something that every business MUST go through--as should every sales professionals. But, too often, ...READ MORE

For God’s Sake–Make The Call!

Wednesday, February 8th, 2006

Stop making plans. Start making calls.

I realize that the planning process is something that every business MUST go through–as should every sales professionals.

But, too often, the planning process gives way to INACTION. Recently, I had an experience with a client who had done a wonderful job plannning out the sales process–configuring the internal team to make the process hum–and pre-diagnosing the prospect’s pain prior to calling.

But they weren’t making the calls.

My Suggestion

On this brief podcast, you’ll hear what I recommended as a script for that call. Now, remember this call is to a person (suspect) where there is no prior relationship (not my favorite call, but someone has to still make it).

Tags: podcast, script for sales call
Posted in The Advanced Selling Podcast | No Comments »

February 1st, 2006
Call The Game

Calling the game is a strategy that you use when there is something going on in the sales process that could qualify as a ‘game’ ...READ MORE

Call The Game

Wednesday, February 1st, 2006

Calling the game is a strategy that you use when there is something going on in the sales process that could qualify as a ‘game’ being played by the prospect.

It typically happens when they begin to see you as a ‘salesperson’ who is interested only in getting the sale. In essence, many times when a game is occurring, it is actually you that caused it, especially if you have noticed yourself launching into pressure tactics and amateur salesmanship.

But…
Calling the game is difficult. It requires you to a) know when it’s happening (when every bone in your body might be telling you to ignore it, b) keep them OK while addressing it (while keeping yourself OK with addressing it), and c) address it straight on.

This post will give you practice at calling the game. Now, one note: the intent of this is not to imply that people play tricks on you—or are out to get you. It is human nature that people play games when there is pressure in the relationship–or when they are Not OK for some reason. Don’t think of ‘calling the game’ as something to “do to” someone else. Think of it was a way to create more honest, meaningful dialogue with your prospect.

Most Common Games

1. Not Being Honest. This happens everyday. It has its source usually in some kind of lack of trust (or lack of apparent pain). It happens when you know there are problems, yet your prospect refuses to share them with you. You asking more questions won’t help. They’ll continue to lie. It has a couple of face; “Aren’t I Cool?” “You’re Just A Salesperson” and “Your Competitor Is Really Good.” All of these have at their root a need to feel OK.

2. Withholding Information. “If I told you that I’d have to kill you.” People get freaked out when asked for information. Yet, you, as a problem finder and solver, need certain information to know what the diagnosis should be. This usually happens because of lack of trust, they don’t know what you’re going to do with it (afraid it may come back to bite them), or they don’t know (and they might be embarrassed about that).

3. Not Taking Action. This occurs after you’ve been through the sales process and they still aren’t taking action. They continue to give you stalls and objections far after they should. The game here is “Postpone the solution.” Or “Hope the problem goes away.”

How To Call The Game
Here are some tips on calling the game.

1. Decide that it’s in their best interest if you call it. In other words, call it from a place of high intent, without trying to catch them (don’t play “Gotchya!” with them. That’s a game sales people play.

2. Make the message neutral. Two ways to do that. 1) Use “I” messages. “I’m feeling like..” or “I must have said something earlier that caused us to get here.”  Or 2) use neutral language as if you and he are looking down at these two people: “Here’s where we are right now.” Or, “Here’s what I think might be happening.” Or, “As I look at where we are right now, I observe that we……”

3. Ask if they’re feeling it too. This might be tough, because they might lie again and say ‘no, not feeling it.’ Pick your spots when you use this. This is truly a bonding experience though if they are feeling pressure and they are free to admit it. You can also say ‘you may not be feeling this’ or ‘you may not have the same impression.’

4. Deliver the call. Say what it is you’re going to say. Don’t make it long and drawn out. Don’t get verbose and say “do you know what I mean?” or “Do you know what I’m trying to say?” Just say it and leave it be.

5. Ask for help. After you’ve said your piece, ask them if they have any ideas on how we might continue. What they say here will go a long way toward knowing if this is a person you can trust to get out of the game.

6. You can always leave. In our philosophy of selling, you have to deliver optimum value to clients. That’s what this is about. If a prospect lies to you, how can you possible deliver your highest and best value? That’s why ‘calling the game’ always has an option of ‘you can leave.’

Tags: sales game, sales process, salesperson
Posted in Communication Skills | No Comments »