Sales Training – Salespeople Add Four Stars To Your Own Movie Premier
Sales Training – Salespeople Add Four Stars To Your Own Movie Premier
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?
Sales Training Salespeople Add Four Stars To Your Own Movie Premier - To learn more about this author, visit Patricia Weber's Website.
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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?
Sales Training Salespeople Add Four Stars To Your Own Movie Premier - To learn more about this author, visit Patricia Weber's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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