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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. A Pause For Thought By Robert J Farey Summary: You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only storage space required is a minute spot on your computer's hard disc.Perhaps it is because even when you have sold it, you still have it, ready to sell again as many times as you can.Can you think of anything else that can be sold and sold again without having to replenish the initial stock.Something that yo… 2. Make Prospects Believe That What You Say Is The Truth Everytime! Summary: But if you feel you have an offerthat's wanted by your target audience, if you're throwing ina bundle of free, desirable benefits, and if you're stillnot converting like crazy, then you have to wonder if peoplebelieve what you're telling them.Credibility is king, and to make your sales letters and adswork, you have to make a strong argument as to why youshould be believable.So, here's a few ways to add instant credibility to youroffer an… 3. Throw Out Your "Selling" Language - Unlock Your Natural Voice Summary: But we go into sales situations with agendas and assumptions.And because we've been conditioned that a sale can happen only if we control the process, we never even consider the possibility that there can be total flexibility in how we communicate and build trust.Quick self-assessment: When you pick up the phone to make a sales call, what are you hoping will be the outcome?Let me guess:* Get information * Find the decision maker * Schedu… 4. Make the Most out of Every Sales Opportunity! Summary: You must be willing to use enough effort to get to the point of the last 'no.'To make sure that you make it past the 'no's' and maximize your selling potential, here are some tips for success in closing: * Know the real reasons your customer would want your product. * Know the real reasons your customer would not want your product. * Know the point at which your customer will become willing to buy, and work with them in formulating your … |