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And of course I used a closed end question in my Close, so when someone said no the presentation was over and I was off to the next call, if they said yes I filled out the order and was off. The whole idea of our Prospecting System today is to get you in front of lots of Prospects so you can begin to use your sales technique. I have been emphasizing the importance of continuous Prospecting throughout the year, making a specific number of calls each week to achieve my goals. This Blitz Presentation can have many of the benefits of our BLITZ CALL System and I emphasized them to this sales force. Article: When we talk on every side prospecting for the commercial/industrial sales professional we usually consider these facts. First, numerous studies have shown that sales are made posterior the 3rd call so the initial calls are simply relationship builders. Second, timely follow up is critical so that you can without doubt get to that 3rd call. Third, we have found that a low key and repeatable system for prospecting is easiest to measure and track effectiveness. That is also a skeleton description of our blast CALL® System of Prospecting and Making Cold Calls. In 1972, I developed what is now our Prospecting System, when I was working in the grocery industry. I was with a large national pal at the time and they decided to introduce a new product in June. They told us to present this product to as many of our grocery store managers as possible in 5 days. I was an eager young sales guy then so I thought to myself, 'If I have 300 stores in my territory and I have 5 days to present this product, then I will need to call on 60 stores a day.' I made those 60 presentations and ended up selling more product than all the other sales people in Ohio combined. Not that I was so great at selling, simply whereas I asked everyone to buy. It was simply a bombardment Presentation with a lot of jump sales. by and by I made the presentation only a step 10 or 15 times, I could do it really really well. The entire presentation only took up and down 45 seconds and ended with a simple close, 'Would you like to try 3 cases of our new ...?' I learned early on in my hasten that is if you ask enough people to buy, you will sell a lot. Now, the draw backs of this are obvious. You can exhaust yourself easily; I could not have kept up the pace of 60 calls a day. And of course I used a secret end question in my Close, so when someone said no the presentation was over and I was off to the next call, if they said yes I filled out the order and was off. The whole idea of our Prospecting System today is to get you in front of lots of Prospects so you can pitch in to use your sales technique. But I find that there are still times when the good old aggravated assault Presentation is applicable. This week I conducted our Prospecting Seminar and worked with a group of sales professionals who were blitzing their territory to advertise two new services they are offering. They made as many calls as possible simply announcing the new services and inviting the Prospects to an open house at their new service center. This was a great experience for me as things go I have not spent much time over the past few years focusing on this type of sally activity. I have been emphasizing the importance of continuous Prospecting throughout the year, making a specific number of calls each week to find my goals. This assault Presentation can have many of the benefits of our armed assault CALL System and I emphasized them to this sales force. They had a real exciting two days of heavy Prospecting; some people made 90 plus calls a day! I strongly recommended that you make the same gut presentation each time. This way you get really good with your wording. Also, you can then concentrate on what the prospect is saying, read their body language. Next, keep good records of who you call on. This is a great resource for the rest of your career. Once you have made that initial call you must follow up in a timely manner or you will have to cold call the gate-crasher again! That is a waste of effort. We hope that the folks I worked with this week will have a tremendous year with all of the new contacts they made during this gang up on Presentation effort. The more I think in reverse it, the more I realize that many companies could prosperity from an effort like this. But you need to do some prep work first so the individual sales professionals reap the harvest approachable to them. In conclusion, if you want to give a jolt of excitement and success to your sales force, you should consider the amphibious attack Presentation and Sale. Sell Well and Often Bill Truax Bill@BlitzCall.com © Copyright 2006 WJ Truax
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More Articles:1. What You Should Know Before You Hire an Outside Business Development Partner Summary:If your company's sales are lacking or you are reaching into a new market, outside business development staff could significantly improve your profits. One caution, before you hire this kind of service from anyone, consider these things to help you develop realistic expectations of what they will do for your company.Outside business development people are not any faster than your existing staff, they are just more profitable because they … 2. Sell More Products and Services with Testimonials By Judy Cullins Summary: Just like a guru recommending a book, you'll reap far more subscriptions when you add a testimonial. Ezine subscriptions doubled in just one month for "The Book Coach Says" when the Web site added a ezine testimonial from Dan Poynter, self-publishing guru, "Book writing and marketing nuts and bolts--definitely worth your time."' This short line ran just above the place to collect ezine addresses for the ezine. The Article Those of you… 3. What Motivates You To Buy? By Teri Samuels Summary: Sell from the BUYER'S perspective and you have the Promise of more sales.What was important to YOU in the BUYING process?Affordability ' not to be confused with 'I don't have the money to buy this' but rather 'I don't see the value, therefore I can't seem to find the money to afford it'.Variety. One size does not fit all.Timing. Is there ever a better time than NOW?… 4. Selling with Purpose By Victor Gonzalez Summary: No one every died from giving a sales presentation...at least not to my knowledge.'' Like What You Sell. I can't emphasize this enough.' When you sell what you love, you're selling from a position of belief.' When you believe in something strongly, that enthusiasm squeezes out the fear.' Are you selling something your really believe in or are you selling in order to get a paycheck?' If the answer is the latter, you may be successful se… |