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Archive for July, 2007

New Sales Training Podcast: Fact-Finding for Information on a Prospect’s Business

Posted By Michael Roby | Sunday, July 29th, 2007

audio.gif Fact Finding Tips – Five Questions To Ask a Prospect About Their Business

Tired of indifferent prospects? It may be because you interrogate instead of fact-find. Want your prospects to open up? This podcast will give five questions that I guarantee will keep your prospect engaged, and help you close more sales. Click the link above to listen!

Sales Profiling: Finding out the “Why” Behind Your Prospect’s Business

Posted By Michael Roby | Friday, July 27th, 2007

When we interview prospects (and for that matter clients) sometimes we go into “Interrogation Mode.” Gathering information dominates our mind and becomes our sole objective. In a staccato-line manner we reel off a barrage of closed-end questions like:

  • When did you start working here?
  • When did you start the business?
  • How many employees do you have?

One of my mentors, Jack Perry, taught me a brilliant way to really dig deep when having a conversation with a business owner or executive. He asked this question of a bank CEO that had been my client for several years. The question is:

“What made you successful?”

We sat back and listed to the CEO reminisce for fifteen minutes about the people and events that had brought him to this place in his professional life. In spite of my long relationship with the CEO, I learned things I had never heard before! As a result of Jack asking him that question, (and his truly being interested in the answer) the CEO was totally receptive to our conversation. They were like old friends.

Getting the information is so important; finding the feelings behind the information is golden!

Good selling!

Meet – No, EXCEED Client Expectations!

Posted By Michael Roby | Wednesday, July 25th, 2007

It happens all the time…a company spends more time selling than servicing after the sale. Customers begin to expect vendors to over-promise and under-perform. However, there are firms that still believe that to grow a business, you service at least as passionately as you sell.

A company called eSpeakers offers a business management program for the [tag]professional speaker[/tag] called EventPro. When I saw their presentation I was “wowed.” The salesperson, Debbie, promised me that eSpeaker would follow up with exceptional training. I thought, “Sure, we will see…”

Within 48 hours we received an email and follow up phone call from Kathy to schedule the training that was to be delivered over the phone, along with a computer link so we could SEE the training. Not only were the software and business system robust, but the phone and online training the absolute best I have ever experienced! The frosting on the cake is they are rolling out a new CRM system that is fully integrated with EventPro!

In my business I have used the same CRM software for about ten years (I won’t name them, but their name includes two of the first three letters of the alphabet.) Their service has deteriorated to some of the worst imaginable, and each new version seems to hatch more bugs than it fixes. I had to spend TWICE the cost of the upgrade to get one of their “Certified Consultants” to install it! To say I am excited about EventPro and my customer experience would be the understatement of the year!

What is the point? To create rabid customers that refer you to others, you must 1) be technically competent, 2) keep your promises, and 3) service what you sell. If this happens, your customers and clients will give you referrals, and tell everyone they know how good you are. After all…what do you think I am doing now?!

Good selling!