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Hub You - Salespeople: Having The Last Word Is Easy--The First One Is Trickier!
The Zippo company originated in a small Pennsylvania town during the depression, at a time when the United States was indeed struggling. Zippo's success was created through innovation and a lot of hard work, through the creation of a durable yet still very functio
This sounds great, in theory, but it doesn’t work, in reality.
Who is controlling the conversation: You or them? This is a major problem with how most salespeople approach screening. They’re already beaten because they defer to the scripts companies use, and not to a better one, one that is designed for t
Every new job has a learning curve. This is why quick learners are worth their weight in gold. One of the biggest costs of bringing on a new hire into a company is training. There is always a cost. Maybe you have the formal education and experience for the position but
I’ll bet:
(1) You need to take time to remember;
(2) You will then say, “It varies, based on my mood.”
(3) Or, you’ll reply, “That depends on them”
All three replies, of course, are problematic.
Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t know, when you should know.
You’re supposed to be scripted and not winging-it. And we don’t simply script the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.
IT’S ALL IMPORTANT STUFF!
How many times do we get to make a good first impression? Right; just one
Your first word needs to promote acceptance of your call and proper treatment, thereafter.
The second answer says one’s first word varies, based on my mood. There is only one mood in selling, and it needs to be consistently aroused. You need to sound polite, professional, and firm: what I call the Three P’s. Screeners and secretaries need to be convinced that you have earned the right of entry into their fortress.
Your “password” begins with the first word you utter.
On to the third reply: “Depending on what I hear, I adjust my opening”
This sounds great, in theory, but it doesn’t work, in reality.
Who is controlling the conversation: You or them? This is a major problem with how most salespeople approach screening. They’re already beaten because they defer to the scripts companies use, and not to a better one, one that is designed for th
There is a class of management….equivalent, say, to 2nd and 1st lieutenants. They have no real management authority. They often cannot even recommend. They are almost always promoted from the ranks. If not, that is their genealogy. They receive no management trainin
Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t know, when you should know.
You’re supposed to be scripted and not winging-it. And we don’t simply script the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.
IT’S ALL IMPORTANT STUFF!
How many times do we get to make a good first impression? Right; just one
Your first word needs to promote acceptance of your call and proper treatment, thereafter.
The second answer says one’s first word varies, based on my mood. There is only one mood in selling, and it needs to be consistently aroused. You need to sound polite, professional, and firm: what I call the Three P’s. Screeners and secretaries need to be convinced that you have earned the right of entry into their fortress.
Your “password” begins with the first word you utter.
On to the third reply: “Depending on what I hear, I adjust my opening”
This sounds great, in theory, but it doesn’t work, in reality.
Who is controlling the conversation: You or them? This is a major problem with how most salespeople approach screening. They’re already beaten because they defer to the scripts companies use, and not to a better one, one that is designed for t
WHAT SANTA KNOWS ABOUT MARKETING...What's that ringing sound you hear at this time of year? It's the sound of store registers ringing up the sales generated by Santa Claus.Just because he's old, overweight, long haired and unshaven and dresses funny, don'
How many times do we get to make a good first impression? Right; just one
Your first word needs to promote acceptance of your call and proper treatment, thereafter.
The second answer says one’s first word varies, based on my mood. There is only one mood in selling, and it needs to be consistently aroused. You need to sound polite, professional, and firm: what I call the Three P’s. Screeners and secretaries need to be convinced that you have earned the right of entry into their fortress.
Your “password” begins with the first word you utter.
On to the third reply: “Depending on what I hear, I adjust my opening”
This sounds great, in theory, but it doesn’t work, in reality.
Who is controlling the conversation: You or them? This is a major problem with how most salespeople approach screening. They’re already beaten because they defer to the scripts companies use, and not to a better one, one that is designed for t
Business telecommunication services are essential to any business- start up or established for years. However, business telecommunication services are often ignored by owners and decision-makers because they don't make up the core activities of their business. The purpo
Your “password” begins with the first word you utter.
On to the third reply: “Depending on what I hear, I adjust my opening”
This sounds great, in theory, but it doesn’t work, in reality.
Who is controlling the conversation: You or them? This is a major problem with how most salespeople approach screening. They’re already beaten because they defer to the scripts companies use, and not to a better one, one that is designed for t
What’s that, you ask? Well, a USP is a Unique Selling Proposition. It’s a one to two sentence phrase that lets your customers know exactly why they should buy your product over your competitor’s products.Sounds obvious, but think about it. Why should your cust
This sounds great, in theory, but it doesn’t work, in reality.
Who is controlling the conversation: You or them? This is a major problem with how most salespeople approach screening. They’re already beaten because they defer to the scripts companies use, and not to a better one, one that is designed for their purposes.
Don’t wait to hear what they give you; give them a new script that they’ll have to respond to.
You should be SOURCE, and AT-CAUSE, while they’re AT-EFFECT, though they’re not realizing it, at the moment.
You have three choices at the beginning of a call:
(1) You can say “Hello.”
(2) You can say “Hi.”
(3) You can skip a greeting word, and cut to the chase. “This is Dr. Gary Goodman…”
In the next article in this series we’ll discuss the pluses and minuses of each.
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