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SELLutions

Top 5 Things Every Salesperson /Business Developer Should Know!

by GSchulz 3. August 2015 11:02
   What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that today are imperative in business growth.    

 1)   Tell the prospect its OK to break up….Rejection is a result of trying to sell someone your product or service as opposed to tell them you what you are calling about, let them know it seems that because of what they do you could potentially work together, but (pull back) you don’t want to assume that you are a good fit. What you’d like to do is ask a few questions to see if the two of you are a fit and if not, we decide it’s a NO then we only wasted a few minutes? Sound OK? This allows you to give a NO as an option right upfront. Then you have asked for it as opposed to a prospect pushing you away and that is the rejection.  

2)   Mining for customers is different today. Networking is the true key to finding and keeping customers but most people do it wrong. Networking events ate not for direct prospecting! Recognize this scenario? “Hey do you guys use promotional products? here’s a sample, we can really help you!!”..” NO! Instead I say go to an event and look for Strategic Alliances, people that you can refer business back and forth to as opposed to hitting your potential prospects so hard. We all know building business on referrals is the best way to do business so lets network for good alliances that you can refer business to and that is a good source for your referrals.

3)   Research should be used for credibility. Research is essential today before you pick up the phone and call anyone. No excuses! The most important reason to do your research on their web site, Google etc. is to create good, quality questions to ask them to engage your prospect in conversation and truly understand their needs not to tell them that you’ve researched their company and since they do this, we can sell you that…  

 4)   If you need to discount to get the business is almost always a result of one of these things. a) The customer doesn’t truly trust you/your product or  service so there is only price to use as a differentiator or b) you haven’t truly understood the need for the product. I know need seems simple but it isn’t.          What are they trying to say? What impression are they trying to leave, how do they want to be seen? What are they using it for? There are lots of questions to not only understand what a prospect needs but the true deep-down ‘whys’. Asking questions will let you also gain credibility and trust but not Selling and truly asking and listening….       

5)    Listen and shut up!! Wow! If I could teach people that are in sales/business                   development to ask questions and listen there would be a lot more success in business! Telling isn’t selling…but it comes from a good place. We are excited about what we represent and want other to be excited too but excitement doesn’t sell, questions and true engagement does. Long ago we were taught to ask a few questions and when you hear a “ buying signal” jump in and tell them you can help with that and how. NO! When you ask a question, wait for the answer and whatever the answer is, especially if it may be something your product or service can help with, the best next question is, “tell me about that”, then SHUT-UP!!!    

Greta Schulz is President of SchulzBusiness, a sales Consulting and Training firm. She is a best selling author of “To Sell IS Not To Sell” and works with fortune 1000 companies and entrepreneurs. For more information or free sales tips go to www.schulzbusiness.com and sign up for ‘GretaNomics’, a weekly video tip series or email sales questions to greta@schulzbusiness.com     Click here to share this post.

Decision Making in Business

by GSchulz 15. June 2015 11:50
Interesting…making decisions in business.   Get in the that restaurant, get a table, order your food, eat and get out?  Same in business?  That easy eh? Decision making is very different.  Yes, it can be quick but there is a reason why it may happen fast. I am under the impression the values are a big part of our decision making process.   When your behaviors and decisions are consistent with your values you show integrity and you feel good about your decisions.   When you do things that are inconsistent with your values you become uncomfortable and uneasy with your choices.   Having an understanding of your values is critical because it will help you understand what is important to you.   This is why we react when we perceive someone’s decision as odd, it’s because we don’t understand their value system.   We are all different. In sales we may be pitching a product that we perceive will help a prospect tremendously but they’re not buying.  It may say the prospect time and money and we are scratching our heads because they won’t decide.   We may be at an impasse because we have not aligned the benefits of the decision with a prospects values. Here is a quick example…. Auto sales, every day people walk in dealerships with the financial wherewithal to buy any car on a lot.  The sales rep that is able to assess this prospects values will be able to find that person a car more quickly.  A top performer will lock in on values very quickly by asking some very simple questions and steering them in a positive direction.  Here are a few questions that might be asked to help find values.  What are you currently driving? What drew you to that model when you purchased it?  What made you consider taking a look at this car company today?  Did it require much maintenance?  If you had a chance to put any feature on your last car that you did not have what would it be?  All these questions will help evoke responses that will help you detect a value system.  Find a vehicle that makes him align with his value system the more interested the buyer and ultimately the happiest.   In the end it is uncovered, that the prospect feels that a (2) door Porsche is for the guy trying to be noticed and he perceives that guy to be very flamboyant.  Instead he wants to a 4 door sedan in black because it is understated and does not say, “hey, look at me”.   All this has to do with a value system.   Values come up in every decision we make and the better we are at understanding each prospects values they consider important the better the outcome. Thanks for your videos, they help me stay on my game! 
-Ron Hilo, Independent Golf Representative Click here to share this post.

Top 5 Things Every Salesperson /Business Developer Should Know!

by GSchulz 16. February 2015 15:08
    What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that today are imperative in business growth.    

 1)   Tell the prospect its OK to break up….Rejection is a result of trying to sell someone your product or service as opposed to tell them you what you are calling about, let them know it seems that because of what they do you could potentially work together, but (pull back) you don’t want to assume that you are a good fit. What you’d like to do is ask a few questions to see if the two of you are a fit and if not, we decide it’s a NO then we only wasted a few minutes? Sound OK? This allows you to give a NO as an option right upfront. Then you have asked for it as opposed to a prospect pushing you away and that is the rejection.
  2)   Mining for customers is different today. Networking is the true key to finding and keeping customers but most people do it wrong. Networking events ate not for direct prospecting! Recognize this scenario? “Hey do you guys use promotional products? here’s a sample, we can really help you!!”..” NO! Instead I say go to an event and look for Strategic Alliances, people that you can refer business back and forth to as opposed to hitting your potential prospects so hard. We all know building business on referrals is the best way to do business so lets network for good alliances that you can refer business to and that is a good source for your referrals.

 3)   Research should be used for credibility. Research is essential today before you pick up the phone and call anyone. No excuses! The most important reason to do your research on their web site, Google etc. is to create good, quality questions to ask them to engage your prospect in conversation and truly understand their needs not to tell them that you’ve researched their company and since they do this, we can sell you that…  

 4)   If you need to discount to get the business is almost always a result of one of these things. a) The customer doesn’t truly trust you/your product or service so there is only price to use as a differentiator or b) you haven’t truly understood the need for the product. I know need seems simple but it isn’t.              What are they trying to say? What impression are they trying to leave, how do they want to be seen? What are they using it for? There are lots of questions to not only understand what a prospect needs but the true deep-down ‘whys’. Asking questions will let you also gain credibility and trust but not Selling and truly asking and listening….     

 5)    Listen and shut up!! Wow! If I could teach people that are in sales/business                   development to ask questions and listen there would be a lot more success in business! Telling isn’t selling…but it comes from a good place. We are excited about what we represent and want other to be excited too but excitement doesn’t sell, questions and true engagement does. Long ago we were taught to ask a few questions and when you hear a “ buying signal” jump in and tell them you can help with that and how. NO! When you ask a question, wait for the answer and whatever the answer is, especially if it may be something your product or service can help with, the best next question is, “tell me about that”, then SHUT-UP!!! Click here to share this post.

Is social media killing our sales skills?

by GSchulz 27. October 2014 17:11
Recently, I spoke to an organization that spent an ungodly amount of time, energy and money on Social Media to create Lead Generation.

So my question was, "Now what?” they said, "What do you mean?" I said “Okay, so you got a whole bunch of people calling you or contacting you through a web form, email etc. How's your closing ratio?” They looked at me like I had three heads.

The issue is a simple one, just because we believe that we have found a new way to generate business, it is not generating business…alone. Lead generation is Interest, lead generation is getting people to the door. Are they coming over the threshold and are you closing the door behind them? That's a very Important step. One without the other results in no revenue.  

Between Twitter, LinkedIn, Facebook, Google and Bing ads on any of the Social Media sites, Blogs amongst other things we do today to build leads is it really working? That's one question. If we’re doing all of the things that we need to do in Social Media and all the ‘white noise’ is going out, what is it bringing us? Well, it should be bringing us Leads. It should be bringing us Emails, filling out contact Information or a website, web forms and phone call, and if that's happening, Great you have reached step one. This is a very important step but it is ONLY step one.

The million dollar question is "Now What?"  It's important to make sure that we know once people contact us or when we contact them back, we are using the right process to follow up from any kind of lead generation that we get. Are we setting some ground rules at the beginning of the conversation? Are we asking good. Thought provoking open-ended questions to engage them and truly understand their needs beyond what the told you? DO we have a true picture of all of this before we have the cost conversation and do you clearly understand the next step and what that means as opposed to just “checking back” or following up with them?

It's important to understand that when someone contacts you, they are often contacting several people within your industry. You don't have a relationship built, there were just some low levels of interest that got them to contact you. Is it better than you calling out cold? Well certainly it is but you still needs the same attention to process as you always did. Getting somebody to call you is only the beginning. So, what are the other steps: What are we doing when we contact them or they call us. Are we using the process properly? 

Here is what we typically see;    When we get them on the phone, they will typically ask you a simple question that I call a "Wall Question" which is they put up a wall and the question sounds something like this:

- "Hey, I see you guys sell widgets. Can you tell me if I bought a hundred widgets what that would cost?" and we say,
- "Sure, let me look. What kind of widgets you are looking for?

- "We're looking for widget A or widget B."
- "Okay well, widget A would be $75,000 for a hundred widgets and widget B would be $82,000."
- "Oh, that's a lot of money. "
- "Well, maybe I can do a little better."

You negotiate a price and they say

- "Okay sounds good, ah we'll call you back” Or “Sounds good, can you send me a proposal / price sheet/ some more information?"  

We get their email, we send that information in writing and cricket, we never hear from them again. We try to contact them back, they don't contact us. We try to call them, they don't take our call, and we leave messages. Sound familiar? Of course, it does. The same situation that happened before when you did your prospecting more proactively occurred. Prospecting hasn't changed. Sales and the sales process hasn't changed just because they're contacting you.  In fact, I would say that it is more difficult now because we are not as on top of our game since they contacted us we feel it is a ‘hot’ lead. Not only do you need to do a good job on working on the sales process in closing the sale, you need to do a better job than you ever have before because remember, they have control. They're the ones that are calling you but they're also calling your competitor. So they've done a little homework, they know who's out there and they know what the pricing is out there. That's where the sale process comes in. If you don't have a process, you're going to fail. Whether they're lead generating through Social Media or not.  

Greta Schulz is President of SchulzBusiness, a sales Consulting and Training firm. She is a best selling author of “To Sell IS Not To Sell” and works with fortune 1000 companies and entrepreneurs. For more information or free sales tips go to www.schulzbusiness.com and sign up for ‘GretaNomics’, a weekly video tip series or email sales questions to greta@schulzbusiness.com     Click here to share this post.

Everything You Need To Know About Social Media Etiquette For Business

by GSchulz 12. October 2014 17:46

Over the last few years, social media has evolved into a powerful tool for businesses. Not only does it help businesses build a strong reputation online, but it can also help businesses reach more customers and increase engagement.

However, before you can dive into social media, there are a few rules you need to know first. Although it might seem like social media is a simple marketing tool, there are some important factors to help in mind:

1. Always respond to customers.

Whether it’s a good or bad comment from a customer, always respond to their feedback. It’s also crucial to respond to their questions within in 30 minutes to an hour. This rule applies primarily to your Facebook and Twitter accounts.

2. Carefully use hashtags.

Hashtags are a powerful communication tool for your brand, however they can become very tricky, too.

When using hashtags to boost engagement, use hashtags that relate to your brand and industry. Especially if you’re sharing content on Twitter and Instagram, you’ll want to make sure you’re using the right hashtag to connect with your audience.

3. Publish engaging content.

If you want to build relationships with your customers through social media, then you need to create engaging content.

Post videos, photos, and interactive media to your Facebook, Twitter, and Pinterest accounts. Visual content is key to building relationships, so make sure your strategy follows this rule.

4. Be human.

When customers engage with a brand on social media, they want to feel like they’re talking to a person. As you post content and respond to customers, use a friendly and genuine voice. This will improve your brand’s reputation and build stronger relationships with your audience.

If you follow these rules, you’ll greatly improve your business’ social media strategy. To learn more of the rules regarding social media etiquette, check out the infographic below:

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