How Can I Get Our Salespeople to Ask for the Order?

Lunch Cover with Free Offer 2One of the biggest complaints by business owners and sales managers is that their people never ask for the order. Having lunch with a couple of business owners in New Brunswick, New Jersey, one complained that there had to be some easy way to get his people to ask for the order.

There is. I gave him a 3 x 5 card and told him it was his. Make copies and give it to his salespeople and tell them to give it to the prospect just before getting up to leave the customers’ office. Then let me know if their sales didn’t increase.

He reported that not only did his people close more deals, but they had more fun doing it, and the customers always got a laugh out of it. It added to their expense accounts, but he said the new sales and new business was worth every penny.

What did the card say?

Why Do Business with Me

                                                                       

This is from my PDF ebook, Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch, which you can get for FREE by going to my website http://www.FootInTheDoor.com and requesting your copy.

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The Mosquito Elevator Speech

A Mosquito feeding on blood

Mosquitoes have a lesson for salespeople: make the customers itch. Sure, the tiny gnats with hypodermic noses could brag about how small they are, how fast they can be in and out, and how stealth they are. But they don’t. They just do what they do best. Make you itch. And then scratch that itch.

There are several ways salespeople can design their “elevator speeches”. You can brag about yourself, product, and company. You can list your customers. Spit out your prices. But, like the gnat, you’re just an annoyance.

Be like the mosquito. Stick it to ’em. Ask them about problems you know they’re likely to have and watch them squirm.

A sales trainer might ask, “How many of your people didn’t meet quota last month?” A banker might ask, “How much are you paying in hidden monthly fees that you don’t even understand?” Sell advertising? How about “Would you like a foolproof way to measure the leads and sales you get from your advertising?” What if you’re a staffing rep calling on a commercial account? “Could the employee candidates being sent to you be better qualified so you don’t waste countless hours doing interviews going nowhere?”

The question becomes your elevator speech because you’re talking about what makes you different. Even better, prospects are talking about their problems they need to solve.

The prospects can either continue itching, or scratch the itch. Their choice. But you get their attention.

It’s Okay to Be a Coward When Cold Calling

People ask why I call my seminars and book Cold Calling for Cowards®. Here is an excerpt from my book explaining the reason behind the use of the word “coward”:

“Dr. Viktor Frankl was an Austrian, psychiatrist – and Jewish. Dr. Frankl and his sister would be the only two from his family to survive the German death camps. At the end of the war he wrote the book, Man’s Search for Meaning.

“Dr. Frankl created the word logotherapy. He’s also the father of the phrase paradoxical intention, which is what logotherapy means. His concept says that it seems the more you want something, the more elusive it becomes. The harder you try to grasp the prize, the more slippery it becomes. He said you can actually use this concept to your advantage, especially when it comes to physical sensations.

“For example, in the morning you’re staring at that 300 pound phone, knowing you need to make your cold calls. Your hands begin to shake. Perspiration forms on your brow. Your breathing is rushed. Your voice squeaks. You surrender to your fears. You can’t do it. You suddenly remember the report that’s due next week. (Sales managers know that if they have paperwork that needs to be completed, just tell their salespeople to cold call.) You’ll make your calls tomorrow.

“No you won’t. Who are you kidding?

“Use Dr. Frankl’s paradoxical intention to overcome your fears.

“When you’re cold calling, get a 3×5 card and write the word COWARD on it. Try to be a coward when you call the people. Try to physically shake. Try to hyperventilate. Try to have your mind go blank. The funny thing is, the harder you try, the calmer you get. Paradoxical intention.”

To learn more and order a copy visit www.FootInTheDoor.com.