Welcome to Selling Tips

Our Approach

Our approach should create a professional image; establish identity of rep, company, and purpose of contact. It gives the direction of the contact, and starts the sale.

Cold Calling Introductions

Cold calling is not about not about closing a deal, it is about an giving yourself an introduction, probing for information and setting up an appointment for a sale. It is important to learn all you can about the company you are calling. It helps not only break the ice but makes the customer understand you know your product and service. Cold calling helps you uncover a need the buyer might have. An important don't in cold calling is to ask if the customer has the time to talk. You can be giving the customer an out to brush you off. Never ask how someone is personally. Cold calling can be intimdating but if you can set an appointment, you're half way there.

Cold Calls

The rules of selling. Sell yourself, sell your company, sell your product last. Selling often begins on a person to person basis, connecting with the human or what sales training teaches us, the emotional side of our potential customer. Selling is a dance or a marriage, you find a partner, you get to know them, you begin the waltz. It helps build a future relationship when you bond as people first, then as a customers second.

Dress for Success

Studies conducted over many years still indicate the same conclusion. The best (power) colors to wear in business meetings are navy blue suit, white shirt/blouse, red accessories, and ´black´ shoes!

I decided to do the color test myself, so I recently headed out in a navy blue suit, white shirt, a red scarf, and black shoes.

The result: I was shown to the President´s office when I went by the bank - where I met him for the first time (I have banked there for 15 years!) We had coffee and a nice visit.

At the car dealer while I waited on a minor repair, a young lady sat down in the waiting area with me. Looking up from my reading material I said ´hello´. Her reply was, "You look like someone important." I was stunned!!! I told her that we are all important, and thanked her for the compliment.

So, if that's the way a bank president and a senior high school student interpreted my ‘colors'… I think I will wear red, white, and blue (and black shoes) on MY next sales call!!!

Face to Face

The moment you first meet your prospect is a critical moment! You have heard, no doubt, about ´first impressions´. To break the ice at that critically important moment, the most important thing you can do is to say something to create an interest in that customer´s mind. You want them to want to talk with you further. The best approach is to involve his business and tell them something they may not already know about the industry, new developments, etc. Just show sincere excitement to be able to meet with them about ´something special´.

No Deadbeats in Sales

Be yourself – get involved in the conversation – and Get Enthusiastic. That´s all you have to do!!

No need to tap dance; however, don't sit there like you're in a straightjacket. Use voice inflection when proper, paint word pictures, motion with your hands, tilt your head, make eye-to-eye contact, and most important of all - LISTEN. Be interested in what's going on. Be active – not obnoxious.

Your Agenda

From the time your meeting begins, it is critical to present agenda describing your plan for the meeting - verbally or written. Be organized. Have all your files, records, forms, etc. prearranged so you can find each item quickly and smoothly.

Body Language

Not only can you judge the interest you've created, or not created, by your prospect's body language, they can also interpret your body language. Be pleasant. Use manners. Show professional character.

Show Interest

Curiosity never killed the cat when it comes to sales. Upon your initial greeting with either a new prospect or a current customer, approach the meeting with a sense of curiosity. Find something to be ‘curious' about. This conveys that you are ‘interested' in the person – the company.

SMILE :-)

When meeting with your customer it's important to be in the right frame of mind. A SMILE…is the most important message you can share. Would you want to do business with someone who didn't even smile at you upon initial greeting?

My mom once told me, “When you see someone without a smile, give them one of yours!”
It works.

E-Mail or Voice-Mail

Whether you call a prospect on the phone or send them an e-mail, the determining factor of success in getting a reply will be to create interest immediately. Grab their attention by offering some bit of information that your prospect may not already know, or something to provoke thoughts regarding an issue of interest to them. Once a prospect feels that developing a business relationship with you will be of benefit to them, they typically will explore the possibilities.

How your Customer sees you

The all important and critical first impression you make on your customer should inspire them to make the decision to meet with you further. Be sure they understand the purpose of your call, and realize that your call may be able to answer their needs or solve a problem.

Begin the Process

Limit your time, and your prospect´s time, for small talk. Design your conversation so that it leads into the sale process quickly. A good way to do this is to express, once again, how excited you are to be meeting with them and their organization. You´re here for a reason. Begin by asking questions about the company to show interest. The interest you show at this stage of the sales call will set the tone for the rest of the meeting.

Cold Calling

A cold calling deal in today's marketplace is getting to be known as a dead deal. Time is money in a competitive market place. Most people find cold callers instrusive, disrespectful and a bother. You, as a sales person have no power when you are not invited. Chances of randomly finding a buyer who needs what you have can be slim in comparison. By cold calling, you give power to a potential client to find an excuse why they can't meet with you. In a face to face sales call that has been prearranged, the salesperson and the client have an understanding from the beginning that each has something to say.

Approach to a customer

Key skills in making sales calls are necessary for success. In your OPENING sales call:
1. Identify yourself and your organization.
2. Establish purpose of the call.
3. Gain agreement for you to ask questions.

Telephone Scripts

When you pick up the telephone to call a prospect, it`s better to have a list of the most important points that you want to share with your prospect than to have a script. This allows you to say things in your own words, in your own style, and still get the message across. Sometimes it helps to select the words you want to use before picking up the telephone; however, using a canned script will turn off a potential prospect immediately...as they can tell you`re `reading` it. Even prospects want to `feel` that THEY are SPECIAL.

Be Curious

Curiosity never killed the cat when it comes to sales. Upon your initial greeting with either a new prospect or a current customer, approach the meeting with a sense of curiosity. Find something to be ‘curious' about. This conveys that you are ‘interested' in the person – the company.