I love face-to-face sales calls!

Sure, they are stressful, unpredictable, and challenging but I enjoy the interaction with prospects and learning more about their business and/or an industry I’m not familiar with.

However, that’s not why I really love face-to-face sales calls…

I love the challenge each meeting with a new prospect presents.

Let’s face it, every sales call is completely different from the last one which give us the opportunity to learn, grow and improve our skills. And my favorite part of meeting with new prospects is being able to move the sales conversation forward and, eventually, capturing the deal.

Here are three ways you can ace your next sales call with a new prospect or existing customer.

1. Be prepared for the sales call.

The Boy Scout’s motto is particularly relevant in today’s sales environment.

Before any sales call, meeting or appointment it is important to have a base understanding of your prospect’s critical business issues. If you’re not sure what these issues are, you need to prepare a few questions to uncover them.

You need to anticipate potential concerns or objections your prospect may voice during your meeting AND you need to be prepared to address them.

The more preparation you do before a face-to-face sales call, the less likely you will be caught off-guard by something. It may sound like a fundamental concept but too many sales people are still under-prepared for their meetings which means you can stand out from your competition.

2. Be patient during the sales call.

Avoid the over-whelming urge to immediately launch into your sales pitch or presentation. Instead, ask your prospect a few questions to gain a deeper knowledge of their situation and to validate your understanding.

An effective way to do this is simply say, “Mrs. Jones, before I tell you how we can solve your employee turnover issues, let me ask you a couple of questions.”

This approach sets you apart from competitors who fire up their fancy PowerPoint presentations and recite a memorized sales presentation

3. Tailor your sales presentation.

Now that you have more insight about your prospect’s situation, problem, pain point, etc., you can deliver your solution.

However, if you really want to ace your meeting, it is critical that you tailor and adapt your presentation so that it addresses each key point. Avoid the common sales blunder of launching into a canned sales presentation or sales pitch; otherwise you end up sounding like every other sales person your prospect has met with.

Follow these three seemingly simple steps and you will make a powerful impact with your prospect; providing of course that your solution is relevant to their situation and that it will help them solve an existing problem.

BTW: I’m discussing this topic in detail during a webinar I’m conducting next week. It’s called, “You’ve Got the Appointment, Now What?” and it’s totally free. You can get the details and register here.

Could your team use some help with this? Maybe they could benefit from a hands-on, interactive workshop. Contact me and we can discuss: 905-633-7750.

A little while ago I was conducting a sales training workshop and we were discussing the importance of asking high-value questions. A participant piped up and said, “What difference does it make what questions we ask? The prospect isn’t going to tell us the truth anyway.”

I have to admit that I was somewhat taken aback from his statement. But… it did make me think.

There’s no doubt that some people will not tell you the truth during a discovery conversation. However, I strongly believe that this is caused by the sales person and his or her actions or behaviour.

Here’s why…

Prospects are inundated by people trying to sell them the latest and greatest product, and in many cases, they have heard a similar sales pitch from other sales people.

In my experience, many sales people ask questions that either could have been answered by a quick visit to the prospect’s website or by doing a few minutes of research. Or, they ask self-serving and useless questions such as;

“What do you know about our company?”

“Can I tell you about…?”

“If I could show you how you will (save money, increase sales, etc.) would you be interested?”

“What will it take to earn your business?”

In today’s business climate, the people you’re trying to sell to are incredibly busy.

They don’t have time to waste on frivolous conversations. They expect you to do some research BEFORE you contact them so that you can get to the point and offer something that will help them improve their overall business results.

Too many sales reps still follow the “show up and throw up” approach. They believe that telling is selling. If they actually ask questions they either ask the wrong questions or they ask them at the wrong time. Or, they ask questions that are designed to get a buying commitment from the prospect.

Here’s the simple truth…

The main reason prospects don’t tell you the truth is because they don’t trust you.

If you want prospects to open up and tell you the truth you need to create an environment of trust.

This means using the right tone and manner during your conversation whether it’s on the telephone or during a face-to-face meeting.

It means asking tough, penetrating questions that cause your prospect to sit and up and think.

It means resisting the temptation to pitch your product until you have an accurate understanding of how it will actually help the prospect you’re talking to.

It means putting your agenda on the side burner and focusing 100 percent of your attention on your prospects’ problem, concern or situation instead of thinking how you will try to close the sale.

If you can achieve this then it is more likely your prospect will be straight-forward with you and you will no longer have to worry about them lying to you.

Looking for speaker for an upcoming sales meeting, conference, or other sales related event? Feel free to contact me and we can discuss what type of program would help you get better results. 905-633-7750

Tuesday’s post about stage fright certainly struck a chord with people.

I received emails from a variety of people who expressed their fear of delivering sales presentations to a group of people. Everyone stated that a one-on-one presentation was easy but groups really made them nervous.

If you happen to struggle with this problem this post is for you…

Here are eight strategies that will help you to tame those nerves and deliver a powerful and compelling sales presentation.

Sales Presentation Tip #1

Prepare, prepare, prepare. One reason for sales presentation anxiety is the fear of making a mistake. I know very few people who like making mistakes in public and the impact is intensified when you’re standing in front of a group of prospects.

Therefore, the more time you invest in preparing your presentation, the more confident you will be.

This doesn’t mean writing out an entire presentation but it does mean making sure you know the key points you want to address.

Sales Presentation Tip #2

Avoid memorizing your entire presentation. Instead, just memorize the key points (I use PowerPoint as my markers). This can reduce the stress because you won’t worry as quite much about making a mistake.

Here’s a technique I learned many years ago in case you forget your next point. Instead of racking your brain to remember what to say next (that seldom works and only causes more stress), simply recap your last couple of points. This approach misdirects your brain and is extremely effective at getting you back on track.

Sales Presentation Tip #3

Anticipate potential problems. What might go wrong during your sales presentation? What might you forget? Are you relying on technology? If so, do you have a back-up plan? Does it make sense to write a list of everything you need to bring with you?

Sales Presentation Tip #4

Rehearse. Rehearse your presentation as many times as possible before you deliver it. This helps your brain and mouth work together and gives you the opportunity to correct mistakes and ensure that the speech flows smoothly. I have been speaking for more than 16 years and I still verbally rehearse new speeches and sales presentations several times before I actually deliver them.

Sales Presentation Tip #5

Anticipate objections. Rehearsing helps me anticipate possible objections which gives me the opportunity to prepare for them before the actual sales presentation. When you anticipate potential objections you can actually modify your presentation and proactively address them. This gives you more credibility and commands more respect.

Sales Presentation Tip #6

Nerves are okay. Recognize that it’s okay to be nervous before a presentation. I STILL get nervous before a sales presentation, a training workshop or sales keynote speech. The key is to find ways to relax such as deep breathing, stretching, or even pacing.

Sales Presentation Tip #7

Don’t expect perfection. In the years I have been selling and delivering sales training workshops and keynote speeches, I don’t think I have ever delivered a perfect presentation. I have neglected to make certain points. I have forgotten what to say. I have stumbled on my words. I have called people the wrong name.

My point is that it doesn’t matter.

You will seldom, if ever, deliver a perfect sales presentation so don’t expect to. Strive for excellence instead. Learn from your mistakes but don’t beat yourself up unless of course you REALLY screw it up (I’ve done that, too!).

Sales Presentation Tip #8

Present, present, present. Lastly, the most effective way to overcome your fears and hesitations is to deliver as many sales presentations as you can. This is particularly important if you experience extreme anxiety like my youngest daughter. You may never become completely comfortable delivering sales presentations to larger groups but you will become more proficient.

What additional advice do you have? Please feel free to add your thoughts on how to reduce sales presentation anxiety in the comments area.

BTW: You can download a free copy of “58 Ways to Create Compelling Sales Presentations”.

Could your team use some help improving their sales presentations? Feel free to contact me and we can discuss the details: Kelley@RobertsonTrainingGroup.com or 905-633-7750.

Several years ago I met with a small business owner who had a product that I thought might be suitable for one of my sales training programs. I had a particularly hectic schedule that day so I told him that I only had 30 minutes available for our meeting.

He quickly launched into his pitch but his focus was on how the product could be used for project management training, even though I mentioned that I was considering it for a sales management workshop. He obviously didn’t hear me make that point.

Anyway, after several minutes of listening to him drone on, I decided to buy the product.

I said, “Looks good, I’ll take it” to which he replied, “I haven’t told you the best part yet” and he continued talking.

Once again, I said, “I don’t need to hear anymore, I’ll take it.”

He put up his hand and said, “Oh, but I wouldn’t be doing my job if I didn’t tell you about…”

At that point, I leaned forward, took the product from his hands and said, “I’ll take this one. Send me an invoice” and I stood up.

He sputtered and looked completely confused. It was obvious that he expected me to object or that he wanted to continue telling me more about the product.

Why is it that so many sales people want to continue selling AFTER the prospect has made a positive buying decision?

When a prospect or customer is prepared to move forward with the buying decision don’t create an opportunity to talk them out of it.

Shut up, take the order and go!

Planning a sales conference, meeting or training? Need a dynamic presenter who can help you get more from your meeting? Give me a call 905-633-7750 or email me.

This past weekend I watched a fascinating interview on 60 Minutes between Anderson Cooper and Adele.

In case you have been living on another planet or under a rock for the last two years, Adele is a UK-based singer who has sold more than 18 million albums since bursting on the music scene.

But that’s not what fascinated me…

You see, Adele suffers from a severe case of stage fright.

Seriously!

I was stunned!

Her career requires her to regularly sing in front of thousands of people and she frets over it the entire day before a performance. Cooper asked if she ever threw up before a performance and she said matter-of-factly, “Oh yeah, of course.”

What about you?

Does stage fright affect you?

Do you hesitate to pick up the telephone and make a cold call because you don’t know what to say?

Do you resist attending new networking function because you don’t enjoy mingling with strangers?

Do you hesitate trying new sales tactics or approaches because you feel uncomfortable?

Stage fright can be debilitating so imagine what would have happened to Adele’s career and record sales if she succumbed to this affliction. Imagine what the record company would do if she said, “I’m doing any more live performances; I’m just going to do studio work.”

Instead, she pushes through it every day she performs live. And that approach has certainly contributed to her success.

Are you prepared to push through your stage fright?

Could your team use some help pushing through their stage fright? Give me a call and we can discuss the best approach: 905-633-7750 or email me

I learned a great lesson last week.

For several weeks I had been trying to connect with someone who had expressed interest in sales training for his team. We were both interested in speaking with each other but business just kept getting in the way. We managed to schedule an hour to talk but circumstances prevented us from connecting. I reached out again via direct message on Twitter and suggested a time on Friday.

Friday came along and I hadn’t received a reply from my contact. I was tempted to send him another direct message but chose to call instead.

My goal was to schedule a day and time to have a conversation and I had an appropriate message ready because I expected to get his voice mail.

You can imagine my surprise when he picked up the telephone and I was even more surprised when he said he wanted to talk right away. We ended up having our conversation even though we hadn’t scheduled it.

Here’s the lesson…

Too many sales people rely strictly on electronic forms of communication (I confess that I have been guilty of that too). It’s quick and easy and rejection tends to be easier to deal with.

Plus, it’s less intrusive.

We often think that we are intruding on our prospect’s time when we call without an appointment. And, we are especially if we launch into a self-aggrandizing pitch about our products or company.

However, a telephone call is still a much more effective way to connect with people. Just because you don’t have a scheduled appointment doesn’t mean your customer or prospect won’t take your call. After all, my prospect had not been expecting my call. I know he had a ton of work on his desk–every executive does. And, I know that our 60 minute conversation took a substantial bite out of his schedule. However, he was still willing to talk.

Granted, timing is critical because most executives spend the bulk of the day racing from meeting to meeting. However, if you are fortunate to catch them at their desk they may very well take your call if;

1/ They recognize your name and number on Caller ID

2/ You have developed a level of trust with them through previous correspondence

So what are you waiting for…pick up the telephone and call that hot prospect!

Could your sales team use some motivation? Give me a call and we can discuss a program that will help them improve their sales results while giving them a boost of motivation. Kelley@Fearless-Selling.ca or 905-633-7750.

However, I do have a beef with marketing folks who feel compelled to dispense sales advice especially when that advice is not particularly helpful.

Yesterday’s post focused on a blog article written by a marketing person and one of the author’s suggestions exemplified the need marketing has to “tell” people about their product and/or company.

Don’t get me wrong…

I have a lot of respect for good marketing people.

However, before dispensing sales advice, marketing departments should work the streets to see what it’s like to actually sell and what works and what doesn’t from a sales perspective. I guarantee that they would quickly notice that prospects get tired of hearing sellers open a sales pitch, proposal, or presentation by giving an overview of their company.

Sales people seldom tell marketers how to improve their results, yet I see many marketers who don’t hesitate to offer similar advice to sales people. And, although there are exceptions to the rule, their advice often misses the mark.

Sales and marketing are both important departments. But, they are two completely different functions which means marketing folks should resist the temptation to tell sales people how to improve their selling skills.

Wait, I take that back…

It really pissed me off!

The post (which will remain nameless) was written by a marketing person and outlined  several strategies to write a killer proposal. What started to get me riled up was the authors first piece of advice…

Start with an overview of your company

GRRRRRRRRRRRRRR!

That’s the absolute worst way to open a sales proposal!

No prospect I have ever encountered has opened a proposal thinking, “I really want to know about this company” or “I can hardly wait to find out more about these people.”

The only thing a potential customer has on their mind is how you can help them solve a particular problem.

If you don’t begin your proposal with a killer opening that clearly outlines your understanding of the prospect’s situations, the objectives they want to accomplish and the value of meeting those objectives, you run the risk of sounding like every other sales person competing for the business.

The author went on to say that sometimes people have difficulty expressing or articulating their needs so…

Sales people should read between the lines

GRRRRRRRRRRRRRR!

If your prospect can’t articulate their thoughts, it is the sales person’s responsibility to ask questions that will help the other person determine the key outcomes they are looking for. Then, more questions need to be asked to uncover the reason those outcomes are important. Once that is accomplished, even more questions should be asked to calculate the impact of a positive result or the result if no decision is made.

This information gives you the ammunition to create a killer proposal.

The author’s final advice was…

Make sure you’re available to answer to answer questions and close the sale

GRRRRRRRRRRRRRR!

That’s the typical non-sales person’s approach to selling. Sit back and wait to answer questions. I used to be guilty of doing that and my proposal closing ratio was pathetic.

However, when I learned to ask for the next steps and to schedule a subsequent call to discuss the proposal BEFORE I actually sent it, my closing ration increased dramatically.

If you want to write a proposal that sucks follow this marketing person’s advice. However, if you want to write a killer proposal…one that gets results, ignore it and listen to an expert who focuses on sales.

If your team could use some help creating proposals that sell, give me a call. 905-633-7750, kelley@fearless-selling.ca.

A couple of weeks ago, a sales trainer made a pitch on Shark Tank. His goal was to raise money so he could expand his sales training business.

He was confident and smooth for the first part of the conversation. It was obvious that he had invested a significant amount of time preparing his presentation and he delivered it well. I was impressed.

However, at one point, three of the five sharks had opted out so Mark Cuban—who is a pretty aggressive sales person himself—made an offer that was exactly (or very close) to what the sales trainer was requesting.

This where the pitch started to go off the rails.

Rather than accept Cuban’s offer the trainer turned to Barbara Corcoran and asked if she wanted to make a better offer. As their conversation dragged on, I could see Cuban’s interest waning. Cuban interrupted that conversation and told the trainer to “sell me this pen” which is one of the oldest hiring tactics when interviewing sales people.

The sales trainer launched immediate into an aggressive, hard-driving sales pitch without bothering to ask Cuban any discovery questions and I couldn’t help but shudder and wonder if this was the approach he outlined in his “sales system”.

Needless to say, he didn’t sell the pen. And he didn’t get the investment capital either.

He blew the deal.

He had the opportunity to display his own selling skills and resorted to high-pressure, outdated sales tactics in an attempt to close the sale.

He had the sale in his hands but he got greedy and ended up losing that opportunity.

But, most importantly, he lost sight of his primary objective which was to secure working capital in exchange for part of his business.

His ego got in the way and he lost a sale that met the requirements he had personally established.

Before every sales call, meeting or appointment it is imperative that you determine the specific objective(s) you want to achieve. Then keep your eye on those objectives.

Selling is not about showing the other person how good you are. It’s about knowing what you want to accomplish, recognizing when you have achieved that goal and having the sense to shut up and move on.

As my wife and I frequently say to each other, “Keep your eye on the prize.”

However, a scouting report conducted prior to his being drafted in 2002 certainly did not reflect this. Observations included:

• Too slow
• Lacks great physical stature
• Lacks mobility and ability to avoid the rush
• Does not throw a tight spiral
• System-type player who can get exposed if forced to ad-lib

Brady used this report to motivate himself and to prove his critics wrong. Interestingly, he said this during an interview that was part of the segment.

“When I watch me play sometimes, I still don’t think I’m very good. I always want to feel that I’m the best quarterback for this team. I want to earn it every single day.”

I LOVE the last sentence in that quote! Very few people are willing to earn their job once they have it. In fact, I once spoke to a 20-year veteran in one company who felt that he was entitled to his position because of his tenure.

Do you want to be the best sales person for your company?

If you want to become a world-class sales person you need to study. You need to train. You need extensive knowledge of your products. But most important, you need to work hard.

Although anyone can become the best in their industry, company, or career, being the best is not a right.

It is earned.

Are you prepared to earn your job every day?