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

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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

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

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Sales Objections: What ISN’T Your Client Saying?

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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

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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?”

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Business Lunch: 5 Tips for Breaking Bread

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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

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Here’s what my email looked like:

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Dew Recommends: Surviving in Uncertain Times

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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

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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:

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People Don’t Buy Things, They Buy An Experience

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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

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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.

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How To Get Referrals: Use Trigger Words

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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

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

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Dew Recommends: How to Close a Sale

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When I’m training my coaching clients how to close a sale, I often feel like there’s a huge misunderstanding about what the closing process actually is. Closing is actually quite simple: it’s the very natural progression of taking your client from finding the need to providing a service.

Man_Holding_Compass_624_351

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After reading this article by Rory Vaden, I found myself smiling at his brilliant description about why many salespeople have problems closing:
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Love Your Job: Be a Company Cheerleader

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I’ve worked for 4 companies in my 17-year career and I have always been a company cheerleader. I drank the Kool-Aid, bought the t-shirt, and I’m still standing strong and cheering for their continued success.

Businessman_Cheer_624_351

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You’ve probably noticed that people who are company cheerleaders (like me!) are also people who love their jobs – but here’s an interesting question: Are you a company cheerleader because you love your job… or are do you love your job because you are a company cheerleader?

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Book Recommendation: Selling 101 by Zig Ziglar

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Since today is the late Zig Zigler’s birthday, I decided to write about one of my favorite sales books, “Selling 101″. This is basically an updated, condensed (less than 100 pages) version of his 1991 book “Ziglar on Selling”.

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I was amazed that this short, quick, easy read had so much tangible information (seriously – for less than $10? Buy it. He won’t let you down).

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Close the Sale with the 1 to 10 Technique

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When its time to close the sale, average salespeople really only know one or two closing techniques. Unfortunately, you’ll hear 4 different objections or excuses in a a typical closing situation. So even if you handle all the objections perfectly, you’ll have to ask for the business 5 times (it’s no coincidence that top producers have mastered 5 or more closing techniques).

Man_Signing_Contract_624_351

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At Southwestern Consulting, we have 20 different closing techniques that we teach, but there’s one in particular that I teach to every one of my coaching clients when they’re having trouble closing the deal at the end of a meeting. It’s called the 1 to 10 technique.

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