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Archive for February, 2007

Need Information?: Effective Sales Calls on the Phone

Posted By Michael Roby | Saturday, February 24th, 2007

Today I read a great article on making an effective sales call using the phone. I read a post on Mike Gerholdt’s blog, “Great Sales and Marketing Ideas,” and it was beautiful in it’s simplicity. As a salesperson and sales trainer, i promise you it is effective as well. The article is called “Getting What You Want.” If you or a member of your team need to gather information over the phone from prospects and clients, read this one today. It is a gem!

Simple is Still Best

Posted By Michael Roby | Saturday, February 24th, 2007

Wednesday evening found me in Grand Forks, North Dakota. I was hired by a major investment company to give a keynote presentation for an important client of theirs, who is one of the leading financial advisors in America. I have known this gentleman for about eight years. His clients love him! They refer others to him to the point that referrals are the only way he markets his business.

Many financial advisors use scores of products. They are always looking for the “next big thing” to sell to their clients. The advisor mentioned above uses a very small number of products, as well as only a couple of vendors in each of the financial product lines. He doesn’t have an elaborate website, uses email sparingly, and doesn’t have the newest / best cell phone. In fact, you could say he is “technologically challenged.” He keeps things in his practice and in his life very simple.

By keeping it simple, he is able to focus the majority of his efforts on making good recommendations, moving people to action, and developing deep relationships with his very best clients. There is no question that technology can help us maximize our productivity and effectiveness. However, too many salespeople let gadgets and technology and systems get in the way of the biggest determinant of their success – how many qualified prospects to whom they tell their story. You still have to make the calls! “Keep it simple” is still wonderful advice for the professional salesperson.

Good selling!

The List of Reasons

Posted By Michael Roby | Monday, February 19th, 2007

This is an interesting exercise for new salespeople and also for those who are more experienced. It reminds you why prospects could and should do business with YOU. You will build four (4) short lists that will help you clarify your unique sales value proposition, and close more sales. Grab a notebook or legal pad and let’s get started.

The four lists are:

  • 3 Reasons To Use My Company
  • 3 Reasons To Use My Product / Service
  • 3 Reasons To Buy From ME
  • 3 Reasons To Make A Decision TODAY

As you build the first three lists, you will pull information from your existing sales presentations, and possible add some new material. If you are newer to sales, or to selling your existing offering, the first list is very important, because it helps you to build credibility. The second list deals with what you sell. The third list details why YOU are the very best resource to help your prospect solve the problems for which your product / service is a solution. This is your Unique Selling Proposition! The fourth list becomes a summary close to help you ask for the order. (You should always have three to five solid closes that you can use as the situation dictates.)

While this exercise may seem basic, simple, and common sense, that is its beauty. Take a few moments to remind yourself why your prospects should buy from YOU; why they DESERVE you!

Good selling!