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Sales Training London: Can You Make It Last Longer Than 3 Minutes
Written by: Marcus CauchiArticle Overview: What do you do in the first 3 minutes of a call to eliminate TIOs? How do you eliminate stalls, objections and put-offs? Many salespeople are dead on their feet but don't know it within 3 minutes of meeting a prospect. What can you do stop yourself being another notch on your prospect's six-gun?
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Sales Training London: Can You Make It Last Longer Than 3 Minutes
What are TIO's?
They're often the death of sales, cost companies time, resource and money. They're "think it overs". Do you ever get them?
How frustrating is it when a prospect expresses significant interest in what you offer, you do a spectacular presentation and you try to close them / get them to commit to a next step which advances your sale and they tell you "I need to think it over", "I have to talk to my boss/FD/accountant/spouse etc".
How often do prospects make your life even worse by instead of giving you a simple wishy washy excuse which you may accept as genuine interest and jump through a few hoops, chase them until you give up, they go that one step further and get you to work for them by writing a proposal or knocking out some pricing ...when they never had any intention to buy ...from you at least.
A million pound/dollar/euro presentation has NEVER EVER EVER convinced someone to buy against their will. So what can you do in the first 3 minutes of making a face to face call or the first 30 second of a cold phone call to eliminate TIOs?
Upfront Contracts (UFC) of course.
A good UFC has specific components. Time, roles, permission to say no and next steps. If I get enough requests to explain this in more detail I will but you need to contact me on EVANCARMICHAEL@SALTeurope.com.
(c)Sandler Sales Institute, 2006
Happy selling.
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- Some "7 words or less" (more or less) for Structogram for your comments:
Training to get your message across(6)
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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: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]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[/quote:31w9r2iz]
I second the request...
Re: Keeping up wtith the (super rich) Joneses
- [quote="ChrisH":3ai8l8sj]
The reason I mentioned Dave Matthews and his band members is because they have 3 properties in one county. If you feel that you NEED 3 or 4 homes, why not buy them in different places???
Chris[/quote:3ai8l8sj]
For myself, I'd like a penthouse apartment in Manhattan, and a penthouse apartment in London, so that I could go to Broadway and the West End theaters whenever I wanted. (I'd also need about that much money to be able to afford to see these plays, as ticket costs are ridiculous!)
I'd also need my own private jet, so that I could fly between New York and London without having to go through the hassle of large airports.
Well...I suppose a pent house apartment in Hawaii could be useful as well...
Re: Quote of the Day - "The only people witho
- Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:-
You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully.
regards,
Mal.
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