With the pandemic in full effect now more than ever you need to make sure, we’re all coming out of a calendar quarter like none of us have ever experienced before. This episode provides some tips and ways to bring your deals in to make your 2020 half-year.Read More
Hope everyone is safe and well and given the circumstances business is good. Given a number of my clients and friends have been impacted by having their sales teams begin to work remotely. On Monday we did a super quick live selling over the phone training that built on the Phone Sales Skills post from last week and then quickly covered listening skills and best practices for leaving a voicemail .
Listening Skills Phone Selling Over the Phone
Generally speaking the stereo type fits for many people not just sales professionals. We talk too much and listen too little. One Mouth Two Ears. Sure there should be interactive two way dialogue and naturally flowing conversation. So in short your role is not to perform a soliloquy nor should your questions reassemble and interrogation from Law and Order.
- Ask a Question and Shut Up. Being direct let the customer speak,
- Respond if the Customer Ask a Question
- It’s Not About You – Make it About the Customer’s Needs.
- Question, Clarify, Paraphrase and Repeat
- Using Mute as Your Super Power
- Active Note Taking
The Art of the Voicemail
Voicemail when used correctly can be a powerful tool to engage current customers, make your name recognizable to prospects and new contacts, and occasional get a call back.
- Script vs. Talking Points
- Slow Your Speech Pattern Down to get the Best Results
- Get to the Point Don’t babble on about nothing
- Ask for an Action or Response
- Repeat your Name
- Leave Your Call Back Number Twice
Whenever you’re ready… here are 5 ways I can help you grow your sales:
1. Register for and watch my free webinar on Opportunity Management.
It will give you three things you can use today to begin transforming your business and close sales faster. Learn how to identify your best opportunities. Know Who the Decision makers are, and what their buying criteria is. — Click Here
2. Subscribe to my “Weekly Sales Leader Newsletter” – Click Here
- Join the Bowties and Business Facebook Group to connect with other Sales Professionals and business owners that are focused on growing their careers, businesses, and sales too.
It’s our new Facebook community where top performers learn to Accelerate Sales, Compete Harder, and Exit Time Wasters. — Click Here
- Join our Sales Coaching and Opportunity Management Program and be a Case Study
I’ve put together a new coaching case study group. Not only is it live training and coaching led by me and my team but It’s based on the exact program we have been using with corporate clients and our teams. If you’d like to work with me on growing your business to a new level… just send me a message with the words “Case Study”. — Click Here
5. Work with me and my team privately
If you run a team or own a business and would like to talk about how to transform their performance or how we can help to grow your business… just send me a message with the word “Team”. Tell me a little about your business and what you’d like to work on together. It’s easy just follow the link to set up a 30 minute call and get I’ll you all the details — Book a Meeting with Tim!
How Sales Reps look at their book of business is critically important. In the episode Tim take on Account Segmentation at the individual contributor level and challenges the notion that more accounts are always better and take you though looking at not just the 80/20 rule but at how by focusing on fewer accounts and going deeper helps your business grow.
Often times sales people think of call reluctance as something that only happens to newer sales people. People who are simply afraid to pick up the phone because they are “green” or “simply don’t have what it takes” to make it in sales.Read More
“CRM Short Comings – What Your CRM isn’t Telling You”. It takes on the age-old question of pipeline, forecast, and commit as debated in sales meetings. Your Customer Relationship Management Systems are powerful tools for collecting contacts, and managing opportunities, and looking at general pipeline information. Despite that, they do leave gaps in salespeople and business leaders’ knowledge.
Steve’s approach to Sales Opportunity Management means you can go from “what you think you know” to “what you actually know” Moving from fiction to fact when it comes to your best opportunities to win business and competitive position.Read More
10 Things you can do to help make you more Successful regardless of your job. Tim share’s his personal experiences and talks through the benefits of applying them to your situation and life. All of which your parents would (probably) approve of and all of which you have the ability to control.
Improving Account Coverage; is about making sure all the players in the game are matched with the demands that the other team, or in this case the customers, put forth. Regardless of job experience or title — the rookie safety might be better than the veteran for this play. Do what you have to do to avoid getting burned on the field? Make sure everyone from you company is on the same page and knows the game plan. You never know when you’re going to need their help. Your customers are one delayed flight, missed shipment, or question away from needing someone else from your team’s help. Start improving account coverage today!
On that note — put me in Coach!
Of course you can find each week’s new podcast here and we love you for it. If you are an on the go type there is the option to subscribe on Spotify and Apple Podcasts as well as a host of others services.
Want more details and a plan that goes far beyond this episode? Then check out Account Coverage for Customer Experiences. for details to take your business and how you go about improving account coverage to the next level!
Regardless of your role, here are 7 strategies for Planning a Better Sales Call that will help anyone who is participating in a meeting be more actively and effectively involved. No matter who it is or what their role within the business is everyone from Sales, Customer Service, and Customer Satisfaction is a valuable part of the team. Business is a team sport and nobody wants to “win” just a participation trophy. Of course as usual there is expanded bonus content for Planning a Better Sales Call for those of you who really want to make the most of every customer facing opportunity and stand out against the competition.