Daily Sales Tip – Learn a healthy way to handle rejection

Keith Hanshaw, Media Consultant

by Sales consultant Wendy Connick

As a salesperson, you will experience rejection on a daily basis. That’s simply part of the job.

Over time, every salesperson learns to toughen up and shrug off those moments, but not every salesperson develops a healthy coping technique.

Successful salespeople often develop mind games that work well for them, such as considering every “no” as being a step closer to a “yes.” Find a coping strategy that works for you.

Daily Sales Tip – When in a slump, do something else you’re good at

Keith Hanshaw, Media Consultant

Sales trainer Shari Alexander

Sales situations can push you outside of your comfort zone, and sometimes a slump is a symptom of being outside your comfort zone for too long. Even if you are the type of person who thrives on being outside of your comfort zone, you still need those moments when you’re completely in your element, doing something well that you could do in your sleep.

Spend time in your art studio, play an easy video game, crush some sets at the gym. Do whatever it takes to feel invincible at something.

You can also get your groove back by teaching or mentoring someone else. In a slump, you can easily forget how much you actually know. When you take on a teaching role – even for just one conversation – you realize that you are more knowledgeable and resourceful than you have felt recently. Then, use that newfound self-esteem and bring it into your next meeting.

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 – Start all sales calls with a bang

Keith Hanshaw, Media Consultant

Sales author Max Altschuler

Always start your sales calls in style. One study tried to figure out how to increase room service tips for waiters in hotels. Much to the researchers’ surprise, all the waiters had to do was start with a positive comment. When hotel guests opened their door, waiters said “good morning” and gave a positive weather forecast for the day. Just that one simple, pleasant comment increased their tips by 27 percent!

How does this help you? Never start your sales calls or meetings by talking about bad weather, traffic, or being busy. Always begin with a positive comment or anecdote. Think great weather, fun weekend plans, or a favorite sports team winning a game. That kicks most sales calls off on the right foot.

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 – ‘I don’t have time to talk right now’

Keith Hanshaw, Media Consultant

Sales consultant Steli Efti

You’ll recognize this common response from a prospect who wants to get off the phone. My response is to say, “No problem; when is the best time to reach you for a 3-minute conversation. I want to see if we’re even a good fit for you before we talk at any length…”

This way you don’t sound desperate and you let them know you only need a few minutes. More often than not they stay on the phone with you once they realize it won’t be long.

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 – Ask, Listen, Act

Keith Hanshaw, Media Consultant

Better than any others, these three words summarize success in sales.

Your questions must be creative, planned, relevant, and direct. Your listening skills must be highly developed. You must respond and take action that proves that you listened to the customer and want the sale.

Source: Sales consultant John H. Dean

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 – Make Eye Contact

Keith Hanshaw, Media Consultant

This is a discipline instilled only through practice, and you can perfect it by recording yourself.

If you want to be believed, it is vital to make eye contact with your prospect. It suggests interest in them and confidence in yourself, your products, your services, and in what you are proposing.

Source: Sales trainer Grant Cardone

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 – Don’t try to fool somebody

Keith Hanshaw, Media Consultant

No matter how well you prepare, you may get stuck from time to time with objections you can’t answer immediately. When this happens, it’s best to respond in a straightforward and clear way.

Prospects and customers generally feel better with an honest, “I don’t know,” than with a slick answer that has a hint of being wrong or a clumsy response that dodges the objection.

Source: Sales trainer Tim Breithaupt

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 – Opening the Sales Call

Keith Hanshaw, Media Consultant

Always start off a sales call by covering three things: 1) Gain a clear understanding of the amount of time the call will take; 2) Make sure the customer knows what the objective of the call is; 3) Relate the reason for the current sales call to the previous sales call you had with the person, or to information you may have sent them.

Connecting the current sales call to something previous gives the customer the comfort of knowing you remember fully everything that may have already occurred. This also gives the customer the comfort of knowing you respect their time and that whatever is decided in this current meeting will be acted upon by you.

Source: Sales consultant Mark Hunter

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 – The two biggest mistakes

Keith Hanshaw, Media Consultant

The two biggest mistakes made by salespeople are:

Failure to have a plan prior to the presentation. Successful salespeople go into a presentation with an order of events they plan to demonstrate. They make it easy for prospects to grasp ideas without having to work too hard.

Taking things too personally. Some salespeople forget that selling is a business transaction. Not everyone is going to love you or what you’re selling. Try to put your best foot forward and demonstrate competence, credibility and a positive interest in the selling situation. Do the best you can, and go on from there.

Source: Sales consultant Mark Rodgers

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