Dew Recommends: Overcoming Call Reluctance with Visual Cues

Tags

, , , ,

Brent is one of my partners at Southwestern Consulting and he loves to dial. He wakes up every morning and literally can’t wait to hit the phones. But most of us are not like Brent; we have to get creative with overcoming call reluctance.

Paper Clips - Overcoming Call Reluctance

Photo by ©Boris Bulychev – Fotolia.com

James Clear recently wrote a great article for Time.com titled How to Stick With Good Habits Every Day by Using the ‘Paper Clip Strategy’. In it, he describes a simple system that a young stock broker used to hit his daily goals:

Continue reading »

My Favorite Business Productivity Tools

My clients often ask me what systems and tools I use to manage my day and my business, so I thought it was time to put together a list to share with my clients and readers.

Macbook iPadi Phone

Photo by @neirfy – Fotolia.com

Instead of doing this as a normal blog post, I’ve created a new page here that I can update over time. I hope this helps and that you can find a tip or trick that helps you be more productive! Check out my list of business productivity tools here…

 

Winning is a Habit

Tags

, , , , ,

Winning. Just saying the word makes me smile. Being in sales is fun because we get to win. I’m not just talking about closing the most deals or winning the monthly leaderboard, I’m talking about winning with a client too.

Runner feet running on road closeup on shoe - Winning is a habit

Photo by @Daxiao Productions – Fotolia.com

Every time a prospect picks up the phone – you win! Every time you set an appointment – you win! And of course, every time you close a deal – you win!

Continue reading »

How to Get Referrals from Current Clients

Tags

, , , , ,

I love client referrals. What salesperson doesn’t want a great existing client to hand them a hot new prospect, right? Unfortunately, I see all too often that sales professionals just don’t ask for referrals. I’ve never met a sales person that loves cold calling, so why do it if you don’t have to? Just look at it this way: cold calling is your punishment for not asking for referrals.

referrals written on blackboard - how to get referrals from current clients

Photo by @cacaroot – Fotolia.com

My favorite way to get referrals from current clients is called the Service Call Technique. Here’s the 5 step process (with sample phone scripts):

Continue reading »

Dew Recommends: Having a Bad Day? Keep it to Yourself!

Tags

, , , ,

As sales professionals, most of us know that we need to put on a “show” of sorts every time we have a meeting or give a presentation to a potential prospect.

Yawning Man Having a Bad Day

Photo by @Adam Gregor – Fotolia.com

Yet time and time again, I see sales professionals greet their prospect with something negative when they’re having a bad day.

Continue reading »

Sales Objections: What ISN’T Your Client Saying?

Tags

, , ,

I was recently working with my coaching client, Mike, and he was sharing with me how surprised (and bummed) he was when he lost a deal right before the client signed the contract.

Woman with Arms Crossed Sales Objections

Photo by ©Кирилл Рыжов – Fotolia.com

The client gave what sounded like a specific sales objection: they didn’t like that they couldn’t cancel some of the licenses they were purchasing if they didn’t wind up needing them all.

I stopped him and said, “So, what exactly was their objection?”

Continue reading »

Business Lunch: 5 Tips for Breaking Bread

Tags

, ,

I recently received a great referral to a prospect, but after 2 months of phone tag and 2 cancelled appointments, it started to looked like our calendars were never going to line up. Finally, I sent a “breaking bread” email as a last ditch effort to connect.

Business Lunch 5 Tips for Breaking Bread

Photo by ©BlueSkyImages- Fotolia.com

Here’s what my email looked like:

Continue reading »

Dew Recommends: Surviving in Uncertain Times

Tags

, ,

Change is scary for most of us. Since we were babies we were raised on routines, so it’s natural that we feel most comfortable when things are steady and predictable. In business, fear of the unknown can make you want to cling to old ways faced with uncertain times.

Lighthouse in a Storm  Uncertain Times

Photo by ©lassedesignen – Fotolia.com

When I was recently reading Lisa Earle McLeod’s blog 5 Ways to Stay Focused During Times of Uncertainty, I found all 5 tips very insightful:

Continue reading »

People Don’t Buy Things, They Buy An Experience

Tags

,

On average, 57% of the cycle of the sale is spent finding the need. This is also known as the needs analysis, questioning, qualifying, probing, the discovery phase, or the introduction. When you question properly, your prospect will tell you the experience they are looking for, and in the process, they will close themselves.

Convertible at Sunset People Don't Buy Things

Photo by ©nacroba – Fotolia.com

Zig Ziglar once said, “we don’t buy what the product is, we buy what the product does for us.” In other words – people don’t buy things, they buy an experience.

Continue reading »

How To Get Referrals: Use Trigger Words

Tags

,

Do you ask for referrals or do you just hope they’ll fall in your lap because of your amazing service? I ask almost all of my coaching clients this question and I’m still shocked at the answers. Too often, even experienced sales professionals don’t know how to get referrals; they just hope great service will automatically lead to an avalanche of new business.

Questions Marks In Hand How to Get Referrals

Photo by @ra2 studio – Fotolia.com

Sorry folks – referrals don’t work that way. You absolutely have to ask for them.

Continue reading »