Sales Tips

Daily Sales Tip – The ‘Third-Party Selling’​ technique

Keith Hanshaw, Media Consultant

If you’ve done your homework, you can bring specific examples to your sales calls. Whether you are a brand new salesperson, or a 20-year veteran working with a brand new prospect, a proven way to establish credibility is to reference success with other clients.

“Third-party selling” is the process of strategically describing the successful implementation of your product/service with other customers in similar situations. When using those “third-party” examples, you need to be specific and detailed. A good story will put your prospect in the shoes of another customer and help them to see the possibilities for your product in their own situation.

It will also subliminally communicate your competence and your credentials, eliminating some of the psychological barriers to making a purchasing decision in your favor.

Source: Sales coach/author Kelly Riggs

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – 3 words to avoid when cold-calling a new prospect

Keith Hanshaw, Media Consultant

When cold calling a new prospect on the phone, NEVER start the conversation by asking, “How are you?”

You’re probably thinking, “How are you?” is an icebreaker, just a friendly way to start a conversation. Unfortunately, that question just pushes the prospect away. They do not know you and therefore, have no reason to trust you. To the prospect, it feels artificial, a contrived question to get their guard down.

This advice does not hold true when you are calling an established customer. In those instances, it is perfectly appropriate to ask your customer how they are doing in order to catch up on anything that has happened (personal or professional) since your last conversation.

Source: Sales trainer Paul Cherry

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Avoid the ‘drop-in’​ call

Keith Hanshaw, Media Consultant

As a salesperson, you have the right to be persistent and to be respected, but not to infringe on customers’ time.

Dropping in on a client unannounced because you were “in the neighborhood” sends the wrong message.

Instead, schedule your calls, have a stated objective for each meeting, and be sure the time spent results in value for the client.

Source: Marketing executive Ken Thoreson

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Communicate with great information

Keith Hanshaw, Media Consultant

Increase your credibility and trust by sending prospects useful and applicable information. People are more likely to do business with you when they see you as an expert in the industry.

Sending great content shows them that you understand their business and you can help them grow.

Source: Sales trainer Jami DeLoe

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org