Tags |
|
|
Links |
|
|
Hub You - Becoming The Sales Super Hero
It is a fact that finding a job nowadays is very hard. With hundreds or even thousands of other people looking for a decent job, you will definitely have difficulty getting a job. This is why many people recommend using resume distribution services.First off, a resume distribution services will require you to pay a fee to send your resume to hundreds or even thousands of potential employers. The idea of resume distribution is that they put your resume in front of many people who are seeking the same job as you. This means no more waiting in a long line just to get an interview for a particular job. This is because the resume distribution services will ensure that you will be one of the first people to b
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through the door – right over the phone.
This is a great way to get through the gatekeeper without having to drive out and do a song and dance. Even then, getting to the decision-maker is likely not going to happen without an appointment. The truth is, gatekeepers are notorious time-wasters and want nothing more than to be left alone. It’s YOUR job, Mr. Business Owner/Decision-Maker to speak with other Busine
How to get more customers just by knowing their voice"Do you know your customers voice?”In this article you will learn the importance of knowing your customers voice and the positive impact that it has when conducting business.Whether you greet your customers personally or on the phone it's always a good idea to know them by their voice.If you don't know their voice, simply ask them politely who they are and get used to their voice. Try and notice some key aspects to help you remember. Such as; the way they may pronounce certain words, their accent, their voice tone, their voice pitch etc.Don’t you just love it when people recognise your voice? And say “hey Ken, or hi Susan,
Has this never happened to you? If it hasn’t, then you haven’t prospected before. It's happened to all of us who sell services business-to-business. Unfortunately, oftentimes the answer to Helga kills the deal right then and there. Most professional service providers retort with something like, "I'm Jimmy Meek and I'm the best window washer in town!". A fine answer indeed, right? Jimmy knows he's the best but it's his word against the gatekeeper - and the world, for that matter. She’s heard every Tom, Dick, and Harriett say those same words with a different name. Helga’s thinking in her head, “Oh good, an easy one”.
Jimmy doesn't think about this but the gatekeeper gets dozens of requests to see the decision-maker every day. The gatekeeper's job is to knock down the weak with her mental toughness and “rejection-speak”. She's a seasoned vet at this and the typical salesman is no match for her prowess.
The gatekeeper rolls her eyes at Jimmy and mutters under her breath, "Sure, that's what they all say. Give me your information and I'll pass it on to the appropriate party". This typical scenario ends when Jimmy complies, thanks the gatekeeper and departs with his tail between his legs.
When this happens the deal is dead in the water. Kaput, end of story – NO SALE. Sorry! Jimmy isn’t going to get a return call. It’s doubtful that Helga will even give the information to the decision-maker. The next stop for Jimmy’s material – the circular file called the garbage can!
It doesn't have to be this way. In fact it NEVER should. The salesman should be in control of the sale at ALL times. Let's go through a successful "gatekeeper experience" now.
Johnny Star, Window Cleaning Super Hero, has already done his homework and knows that James B. Grouch is the decision-maker. He found out this vital information by using his brains instead of wasting his time, energy and resources. Johnny called ahead a few days prior and asked to be put through to the maintenance decision-maker “immediately”. When Helga Gatekeeper said, "who is this?” or “is he/she expecting your call?” Johnny turned it around on her and said, "Look, this is urgent. If I tell you who’s calling will you finally put me through to him or her?"
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny's answer didn't end with a period, it ended with a question. At this point the gatekeeper will either say yes or no. Let’s go through the no scenario because if he gets a yes, he’s done his job well and has outmatched Helga.
Helga Gatekeeper says “No!” Johnny is quick on his thinking skills and immediately responds, “As I said, this is urgent and I really need to speak with that person. My name is Johnny - now can I please speak w/them now?”
Let’s analyze this for a minute. Helga got her way with the first “no”, but she’s not going to get away with it this time. If she says “no” again, it better be for a good reason. At this point Helga either patches him through, or the more likely scenario is, “I’m sorry but he is not available right now, can I take a message?” Johnny says, “Look, I’ve got to run. What is his name? I’ll call him back later.” The gatekeeper’s job is to scatter away the weak, not the ones who truly NEED Johnny and those like him. If she says “I can’t give you his name”, Johnny’s going to ask for the manager. But the likely scenario is Helga gives up the name: “His name is “James B. Grouch”, Helga blurts out. As Johnny gets off the phone he says, “Do me a favor and tell Mr. Grouch that Johnny Star needs to speak with him ASAP”.
Now that Johnny is armed with one of the most critical steps – getting the decision-maker’s info, he can use his star sales ability to get the decision-maker on the phone.
…two days later…
Johnny: “I need to speak with James Grouch please. It’s urgent”
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through the door – right over the phone.
This is a great way to get through the gatekeeper without having to drive out and do a song and dance. Even then, getting to the decision-maker is likely not going to happen without an appointment. The truth is, gatekeepers are notorious time-wasters and want nothing more than to be left alone. It’s YOUR job, Mr. Business Owner/Decision-Maker to speak with other Busines
When you work with customers you should be putting your best foot forward and giving them all your attention while working with them. Your job is to keep the business relationship through excellent work and service. It is when you are at this point that you can ask for a reference letter for your library. You will find that most customers will be happy to give you a reference letter but they will not likely volunteer it, you will have to ask. Often you will have to write the reference letter yourself and send it to the customer to edit and put on their letterhead. References are always important; they can help you obtain further business. Reference letters also show that customers are happy about what it is th
The gatekeeper rolls her eyes at Jimmy and mutters under her breath, "Sure, that's what they all say. Give me your information and I'll pass it on to the appropriate party". This typical scenario ends when Jimmy complies, thanks the gatekeeper and departs with his tail between his legs.
When this happens the deal is dead in the water. Kaput, end of story – NO SALE. Sorry! Jimmy isn’t going to get a return call. It’s doubtful that Helga will even give the information to the decision-maker. The next stop for Jimmy’s material – the circular file called the garbage can!
It doesn't have to be this way. In fact it NEVER should. The salesman should be in control of the sale at ALL times. Let's go through a successful "gatekeeper experience" now.
Johnny Star, Window Cleaning Super Hero, has already done his homework and knows that James B. Grouch is the decision-maker. He found out this vital information by using his brains instead of wasting his time, energy and resources. Johnny called ahead a few days prior and asked to be put through to the maintenance decision-maker “immediately”. When Helga Gatekeeper said, "who is this?” or “is he/she expecting your call?” Johnny turned it around on her and said, "Look, this is urgent. If I tell you who’s calling will you finally put me through to him or her?"
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny's answer didn't end with a period, it ended with a question. At this point the gatekeeper will either say yes or no. Let’s go through the no scenario because if he gets a yes, he’s done his job well and has outmatched Helga.
Helga Gatekeeper says “No!” Johnny is quick on his thinking skills and immediately responds, “As I said, this is urgent and I really need to speak with that person. My name is Johnny - now can I please speak w/them now?”
Let’s analyze this for a minute. Helga got her way with the first “no”, but she’s not going to get away with it this time. If she says “no” again, it better be for a good reason. At this point Helga either patches him through, or the more likely scenario is, “I’m sorry but he is not available right now, can I take a message?” Johnny says, “Look, I’ve got to run. What is his name? I’ll call him back later.” The gatekeeper’s job is to scatter away the weak, not the ones who truly NEED Johnny and those like him. If she says “I can’t give you his name”, Johnny’s going to ask for the manager. But the likely scenario is Helga gives up the name: “His name is “James B. Grouch”, Helga blurts out. As Johnny gets off the phone he says, “Do me a favor and tell Mr. Grouch that Johnny Star needs to speak with him ASAP”.
Now that Johnny is armed with one of the most critical steps – getting the decision-maker’s info, he can use his star sales ability to get the decision-maker on the phone.
…two days later…
Johnny: “I need to speak with James Grouch please. It’s urgent”
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through the door – right over the phone.
This is a great way to get through the gatekeeper without having to drive out and do a song and dance. Even then, getting to the decision-maker is likely not going to happen without an appointment. The truth is, gatekeepers are notorious time-wasters and want nothing more than to be left alone. It’s YOUR job, Mr. Business Owner/Decision-Maker to speak with other Busine
Sales lead tracking is useful for any business owner that wants to track, maintain and manage his or her sales leads. Sales leads are essential to a successful business. Without these leads, your business will have no clients and without clients, you will have no sales. In short, your business will be a flop without sales leads.What is sales lead tracking for?Sales lead tracking is a reliable means of getting the statistics that you need from the methods you used in sales lead generation. Through this, you will be able to track how much you are paying for your sales generation methods such as advertising, Internet advertising, cold calling, mass mailing and email publications and how much these g
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny's answer didn't end with a period, it ended with a question. At this point the gatekeeper will either say yes or no. Let’s go through the no scenario because if he gets a yes, he’s done his job well and has outmatched Helga.
Helga Gatekeeper says “No!” Johnny is quick on his thinking skills and immediately responds, “As I said, this is urgent and I really need to speak with that person. My name is Johnny - now can I please speak w/them now?”
Let’s analyze this for a minute. Helga got her way with the first “no”, but she’s not going to get away with it this time. If she says “no” again, it better be for a good reason. At this point Helga either patches him through, or the more likely scenario is, “I’m sorry but he is not available right now, can I take a message?” Johnny says, “Look, I’ve got to run. What is his name? I’ll call him back later.” The gatekeeper’s job is to scatter away the weak, not the ones who truly NEED Johnny and those like him. If she says “I can’t give you his name”, Johnny’s going to ask for the manager. But the likely scenario is Helga gives up the name: “His name is “James B. Grouch”, Helga blurts out. As Johnny gets off the phone he says, “Do me a favor and tell Mr. Grouch that Johnny Star needs to speak with him ASAP”.
Now that Johnny is armed with one of the most critical steps – getting the decision-maker’s info, he can use his star sales ability to get the decision-maker on the phone.
…two days later…
Johnny: “I need to speak with James Grouch please. It’s urgent”
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through the door – right over the phone.
This is a great way to get through the gatekeeper without having to drive out and do a song and dance. Even then, getting to the decision-maker is likely not going to happen without an appointment. The truth is, gatekeepers are notorious time-wasters and want nothing more than to be left alone. It’s YOUR job, Mr. Business Owner/Decision-Maker to speak with other Busine
Whether right out of college, graduate school or coming in from another company, managing personal success in any corporation is challenging. Globalization, downsizing and outsourcing all have made that challenge even greater. There are steps that anyone coming into a corporation can take that will guarantee a degree of success, if not the CEOs desk (or perhaps cubicle for some companies today).1. Learn your new job inside out. Know more about your job than anyone in your company. And once you know everything about your job, learn all you can about the functional jobs that intersect with yours. Also learn all you can about your boss's job. But first, be the expert in your job, not just in your com
Now that Johnny is armed with one of the most critical steps – getting the decision-maker’s info, he can use his star sales ability to get the decision-maker on the phone.
…two days later…
Johnny: “I need to speak with James Grouch please. It’s urgent”
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through the door – right over the phone.
This is a great way to get through the gatekeeper without having to drive out and do a song and dance. Even then, getting to the decision-maker is likely not going to happen without an appointment. The truth is, gatekeepers are notorious time-wasters and want nothing more than to be left alone. It’s YOUR job, Mr. Business Owner/Decision-Maker to speak with other Busine
We're all looking for more qualified leads - more people that we can talk to who have a need for our product or service.Whether you're in the service business or you represent a product, creating more leads is not only time consuming, it's expensive!One way to save some money and better leverage your lead generation time is to find a brand partner. What's a brand partner you wonder?A brand partner is a strategic alliance that is non-competitive to your business BUT who shares the same ideal client as you and does not overlap with your business. This is the stuff that great win-wins are made of.Searching for that perfect partnership starts with just a few simple steps:1. Ha
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through the door – right over the phone.
This is a great way to get through the gatekeeper without having to drive out and do a song and dance. Even then, getting to the decision-maker is likely not going to happen without an appointment. The truth is, gatekeepers are notorious time-wasters and want nothing more than to be left alone. It’s YOUR job, Mr. Business Owner/Decision-Maker to speak with other Business Owners/Decision-Makers. Not to demean the Helga Gatekeepers of the world, but are you going to be the meek Business Owner/Decision-Maker and let $15/hour Helga prevent you from doing business or are you going to be like our Super Hero, Johnny Star, and do business today? In future episodes of Johnny Star we’ll pick the scenario back up and show how Johnny smartly closes the job.
Gatekeepers beware: they have met their match and it is…Johnny Star.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.iadvice.info/article/37616/iadvice-Becoming-The-Sales-Super-Hero.html">Becoming The Sales Super Hero</a>
BB link (for phorums):
[url=http://www.iadvice.info/article/37616/iadvice-Becoming-The-Sales-Super-Hero.html]Becoming The Sales Super Hero[/url]
Related Articles:
Window Cleaning Tip- It's Window Cleaning, NOT Window Washing
How to Start a Nursing Agency Business
Bookmark it:
|