|
|
Like this article? PLEASE +1 it! |  |
|
Sales Training – Salespeople Add Four Stars To Your Own Movie Premier
| Guest post by: Patricia Weber |
Article Overview: Virtually all selling has that initial contact between the salesperson and the prospect. Whether you sell business to business or business to consumer, whether the prospect initiates the contact or the salesperson does, this is the time to premier your own movie.
 |
Free Download - Top 10 'Pain in the Business Butt' Reasons to Collaborate By Patricia Weber |
Sales Training – Salespeople Add Four Stars To Your Own Movie Premier
What can salespeople learn from Ben Hur and Mickey Mouse? Both the movie and the cartoon premiered on November 18th in different years. In the debut, the first public appearance or the introduction, salespeople hold at least four stars, four ideas, to better engage their prospects in making that successful first impression.
What is your goal on the first call? Depending on your product or service, most professional salespeople make the first call a get to know the customer call and to get a follow up appointment. Notice that the primary emphasis is not simply on getting to know you, your product, your service or your company. Unless you are selling pens behind a retail counter or are a retail sales clerk, your customer is not going to make the buying decision in minutes. What is your goal on the initial contact?
Do you have a good fit for the prospect? All salespeople want to sell! But do you want to sell everyone? Ben Hur and Mickey Mouse, now classics, had a different audience. Not every customer will be a good fit for you, your company, your product or your service. During an initial contact it’s a good idea to qualify and find out if this prospect is a good fit for what you’re offering.
How do you get to know your prospect and determine a good fit? In the movie industry, screenings and early viewings determine if and when a movie gets released. In selling, before you get to the initial meeting, do some research and prepare some questions. First, be prepared before you meet. Either research the company or talk with some of your connections about the person. This will spare you from taking time to ask low calorie questions like, “What is your current revenue?” or “Is this your only location?” It’s more effective to research things like this, or save them until the follow-up call. Then, have a few strategic high fat open-ended questions, such as: “Tell me about your top two or three challenges.” “What do you want that you don’t have now?” “Oh, you’ve worked with ‘The Other Company’ in the past. What did you like about them?” You’re qualifying and finding a fit during the initial sales call.
How do you end the initial contact? If you want to hear applause similar to that at the end of movies like Ben Hur and Mickey Mouse’s premier, your introductory call will balance the questions with listening - listening to all that you guided your prospect to tell you. If they qualify, if there is a good fit, then you want to ask for a decision, the next appointment, or make a recommendation for the prospect if the fit isn’t right.
Movie premiers are all about the movie stars. The glitz and glamour is usually focused on the actors. For an initial sales call to be successful, focus on your star – the prospect. If you have a goal, do some early research, have some thoughtful questions prepared, and then all along the way you have built rapport to continue the sales process. Is a four star initial sales call in your future?
A Toasted Bagel and Five Minutes to Understand the Impact of Sales Training
Why Most Sales Training Doesn't Work
Derek Jeters Shows Salespeople How To Convert Leads to Opportunities
How to Get Salespeople to Stop Resisting Change
Learn more skills in Sales to get the Results you want
|
About the Author: Patricia Weber RSS for Patricia's articles - Visit Patricia's website Click here to visit Patricia's website   Sales Big Picture Top Salespeople Sell Attractively on Purpose 3 Good Ways to Get Wows From Your Holiday Season Business Networking When A Common Courtesy Is Uncommon Selling is Not Politics Going Negative in Sales May Destroy Results and Reputation Presentation Skills Without PowerPoint |
Related Forum Posts
7 words or less for Structogram
- Some "7 words or less" (more or less) for Structogram for your comments:
Training to get your message across(6)
Secrets to get your message across (6)
Training so people will listen to you (7)
Helping you get your message across (6)
Training to learn to get your message across (8)
Communications training for yourself and your team (7)
Re: Working with Camtasia
- [quote="kayanat":3og0rosu]Can I make Camtasia recordings work on Windows Movie Maker? Is it possible to save the recordings I record with Camtasia into another format so they will work on Windows Movie Maker?[/quote:3og0rosu]
Absolutely. Just save the recording as an AVI or MPEG and then load it into Windows Movie Maker and edit from there. Of course, Camtasia provides some nice editing tools as well.
Re: Poll: Video Marketing Online, Do you use it?
- Here's the key: get started!
My first videos were pretty bad - they were shaky, the lighting was terrible, I was nervous.
And they slowly got better.
I researched a better camera, I picked up some better lighting, and with practice my deliver got better as well.
I started off using Windows Movie Maker. Then I used a combination of Movie Maker and Camtasia. Now I outsource everything through oDesk.
My old video as almost embarrassing as I look back on them but if I didn't get started with those I wouldn't be where I am today.
Get started!
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Working with Camtasia
- Can I make Camtasia recordings work on Windows Movie Maker? Is it possible to save the recordings I record with Camtasia into another format so they will work on Windows Movie Maker?
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Work at Home Moms and Their Bad Rap?
Web Design in 30 Minutes - Can this be Right?
How To Improve Your CTA (Call To Action)
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.