Daily Sales Tip – Cold-calling pitfalls to avoid

Keith Hanshaw, Media Consultant

Sales consultant/author C.J. Hayden

Here are three pitfalls usually associated with cold calling. You may correct them with a change in attitude:

– Making the cold call approach confrontational rather than consultative. When prospects feel confrontation, they often feel provoked or challenged. Salespeople who are too anxious to close the sale in a cold call decrease the odds of closing. Successful salespeople get a clear picture of the prospect’s objectives and show how their product or service will meet them.

– If the prospect feels pressure rather than help. When prospects feel pressure during a cold call, they feel that demands are being placed on them. Creating demand and force won’t work in a cold call. Patience, respect and understanding will give the salesperson a good feeling for the prospect’s motivation to buy.

– When the salesperson shows self-focused goals rather than prospect-focused ones. Prospects have a multitude of choices of how and what to buy. Effective salespeople help, support and share knowledge with their prospects, especially during cold calls.

If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me atKeith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757

Daily Sales Tip – Plan a debriefing session

Keith Hanshaw, Media Consultant

Sales consultant/author Jill Konrath

Always debrief your sales calls. This is the only way you can get better. Ask yourself:

– What went well?

– Where did I run into problems?

– And what could I do next time to get even better results?

This is absolutely the only way you will improve. Sales is a grand experiment – customers change, markets change, your offerings change, and so does your knowledge base. Unless you’re continually learning, you’re losing ground.

If you work in Central Pennsylvania and own a business, I’d like to talk to 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

Daily Sales Tip – Breaking Out of a Slump

Keith Hanshaw, Media Consultant

Slumps happen…. But the best salespeople have go-to methods that help them overcome slumps and get back to their winning ways.

Here are some methods top salespeople use to get back on track when closing doesn’t come easy:

Revisit the basics

Slumps are great opportunities to revisit the fundamentals. Salespeople often find it’s the little things they’ve gotten away from that make the difference.

Choosing one basic skill to focus on can be an effective way to center a sales presentation or pinpoint the problem.

Reconnect with buyers

Most salespeople have loyal customers who appreciate their dedication and drive.

Those customers can provide the perfect boost of confidence a salesperson needs to get back on track. It may help to focus on these loyal customers for a couple of days instead of concentrating on new accounts.

Closing some repeat business may provide welcome success after struggling out in the field for a few weeks.

Reprioritize tasks

Top salespeople often break down their responsibilities by task to see if there are any opportunities for better time management. Is there a better time or day to cold call? Are there low-impact tasks eating up a salesperson’s time?

Reprioritizing gives salespeople a great chance to refocus on areas where they can have the most impact.

Source: Sales consultant/trainer Christine Corelli

If you work in Central Pennsylvania and own a business, I’d like to talk to 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

Daily Sales Tip – Asking the right questions

Keith Hanshaw, Media Consultant

You need to ensure that you have rehearsed quality questions before you engage in client discussions. Jotting down a list of quality questions and rehearsing them live before making client calls or going on appointments is really helpful.

Once you’ve created a list of questions, meet with a colleague and ask them the questions. You want to ask your colleague to answer the question as a real customer. If you get valuable information or create a sincere dialogue, most likely you’ve got a good question. If the dialogue is limited, consider revising the question or create a series of follow-up questions.

Source: Sales consultant/author Dennis Kyle

If you work in Central Pennsylvania and own a business, I’d like to talk to 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

Daily Sales Tip – Remember who you’re talking to

Keith Hanshaw, Media Consultant

Sales trainer Robert Menard

When meeting with a prospective customer, make your conversational tone one of respect. Suppose we carelessly utter to the prospect, “Do you know what I mean?” He or she just heard from us: “How could you possibly disagree?” A more respectful offering is, “I want to be sure I express this properly; so may I clarify?”

How about when the buyer poses the same question to us? Seize the opportunity to clarify the exchange of ideas by responding this way: Look into the buyer’s eyes and state inquisitively, “No, I do not quite understand. Could you tell me more?” This may also persuade the customer to state his/her position in a way that might reveal critical motivations.

If you work in Central Pennsylvania and own a business, I’d like to talk to 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!