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FRESH BREW FOR YOUR BRAIN
Uncovering
your own secret of selling: Why you buy!
Think
about your most recent purchases.
They
hold the secrets to increasing your sales.
Last week, during
a seminar, I was in a stream of consciousness
talking about buying motives and why people
buy. As usual, I was focused on the customer
side-the probable purchaser side-the buyer
side of the equation. Then out of the blue
I said, "Think of something you just purchased.
Why did you buy it?"
All of a sudden,
a one-million-watt lightbulb went off inside
my head-one of those instantaneous "AHA messages."
I discovered an answer, and it's an answer
that everyone can understand.
To continue, click here.
http://www.gitomer.com/index.cfm?GitAction=Column.ArticleDetail&ArticleID=1961
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Weekly
Special!
Overcome the Fatal Flaws of Selling!
1. Jeffrey
Gitomer's Fatal Flaws CD Rom
- in 17 minutes, learn Jeffrey's 12.5 Fatal
Flaws of selling and how avoid them.
2. Jeffrey Gitomer's Little
Red Book of Selling - including
strategies and answers from a lifetime of
selling and focusing on WHY PEOPLE BUY!
This
package retails for $119, but we're offering
it for $35 this week only! Go to www.gitomer.com
to order today before this special package
expires.
Jeffrey Gitomer's Voicemail
Teleseminar
Should I leave a message
or not? If that question
goes through your head when you get a prospect's
voicemail, then you need to dial into this
teleseminar!
Jeffrey will teach
you:
·
When you should leave a voicemail and when
you shouldn't leave a voicemail.
·
How to avoid voicemail and get directly to
the prospect.
·
7.5 ideas to spice up your voicemail so that
someone might tell someone else to call you
just to hear your message.
·
Jeffrey's 4 things you need to know before
you create your voicemail.
·
Five guidelines that define the sales perspective
of voice mail.
·
and he'll answer ANY question that you have
about voicemail!
The call is on Monday
night, May 9th
at 8PM
eastern. All you need is a
telephone. We'll email you the phone number
for the call. The call is only $99 per person
and it includes a free audio CD of the call
per registrant. For non-registrants, the
CD is $79. Jeffrey normally speaks for about
40 minutes and then will open the line for
questions.
Reserve your line now at http://www.gitomer.com/teleseminar
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Jeffrey,
You
recommend that businesses use customer testimonials.
We deal with huge corporations, and due to
legal constraints, they are not allowed to
give testimonials. They are restricted from
saying anything, especially in print, that
seems to endorse another company-even one
that has done excellent work for them-as
we have.
Roslyn
Roslyn,
Offer
anonymous testimonials: name withheld because
they work for a large corporation with a
bunch of stiffs. Just because you can't get
a testimonial with a name and a company,
doesn't mean you can't get a testimonial.
Perhaps you can handle it like the witness
protection program: people sit in the shadows
offering their testimonial one after another.
I'm poking fun and being serious at the same
time. Use anonymous testimonials.
Best
regards,
Jeffrey Gitomer
Jeffrey,
At
the tender age of 20, I have landed a great
job. I am one of four Audi car salesmen in
the entire state. But I need help. I am a
great talker, very friendly and funny, but
I am not aggressive. I usually let my customers
go before bringing them in for a close, or
I back down to rejections. And most of all,
I don't follow up as much as I should.
Brandon
Brandon,
It seems as though you've
analyzed your own problem. Now all you have
to do is figure out a game plan to fix it.
If your follow-up skills are poor, plan to
make five follow-up calls a day, no matter
what. It's not that your skills are poor;
they are underdeveloped. The only way to
develop them is to use them. As far as asking
for the close, start that at the beginning
by saying, "Is Audi the car you selected
for transportation?" >From that point,
all you have to do is select a model and
a color.
Best regards,
Jeffrey Gitomer
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a
guest column by |
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Randy
Schwantz - How to Get Your Competition Fired
(Without Saying Anything Bad about Them)
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In
my early days of selling, I had a sales manager
that told me over and over again that selling
is about relationships. He'd say, "Your number
one objective is to get people to like you."
So I worked hard at that. I'd build relationships
to the point that I'd get a chance to provide
a needs analysis and then offer a proposal.
Obviously, I'd ask
my prospect, "If I can improve your situation
and save you some money, is there any reason
why we can't do business?" My prospect would
always say, "No, there's no reason at all,
let's see what you've got." So I'd go to
work, put together a proposal with my ideas,
solutions, and pricing. A couple of weeks
later, I'd present it to my prospect. The
prospect almost always liked the proposal
and would say, "This looks real good, give
us a couple of days to consider it."
A couple of days
later I would call my prospect to see if
I got the deal. Here's what the prospect
would say, "I really appreciate your efforts.
Your ideas were really helpful, but there
wasn't enough difference between your pricing
and our current supplier to justify a move
right now." I'd thank them for their time
and say that I'd like to stay in touch and
give it another go in about six to 12 months.
Because I had built a nice relationship,
the door was open for future contact.
I found myself in
this predicament a little too often. Here's
what I learned from it:
3 Truths about Selling
1. If I Want to Win,
Someone Else Has to Lose. It's pretty simple:
If you can't get your competition fired,
you can't get hired. For example, during
an interview, basketball superstar Michael
Jordan was asked about the secrets to his
phenomenal success. He said his number one
secret was that in order to win, someone
had to lose. As a result, he didn't just
play his best game; he'd watch films and
scout the competition. He'd find out what
their weaknesses were and exploit them.
2. The Greatest Motivation
for Human Beings is to Avoid or Eliminate
Pain. Why do most people go on a diet, quick
smoking, buy a new car, take a new job, buy
a bigger house, fund their 401k-or make any
sort of change in their lives? About two-thirds
of the time, it's to eliminate pain. About
one-third of the time, it's to gain something
pleasurable. The point is: the greatest human
motivation is to eliminate or avoid pain.
So, instead of talking feature benefits,
I made a list of all the solutions I believed
I could provide. Then next to each solution,
I listed the "bad" things that would happen
if they didn't have these solutions. I changed
my whole mindset; I started selling the elimination
of pain instead of "things can be better."
3. Most Prospects
Don't Know Where They Hurt! What a strange
thing to say, but let me ask you this: How
many times have you been on a sales call
and started asking probing questions like
these: "How are things going?" "Any problems
with service?" "Are deliveries on time?"
"Any product issues?" And your prospect,
with a straight face tells you everything
is fine.
I came to the conclusion
that most prospects don't know where they
hurt because they have unconsciously lowered
their expectations, and as a result, they
think they are content.
Obviously, if we
can't raise their expectations, we've got
nothing to sell.
So, how do you get
your competition fired (without saying anything
bad about them)?
Do Your Homework.
Get clear on where your competition is weak
and where you are strong. Be prepared to
exploit those weaknesses to get your prospect
to see that they are being underserved and
their expectations are too low. Think Pain.
What pain DO we eliminate and CAN we eliminate
because of our strengths? Ask Probing Questions.
Accept that your prospects are fairly content
with their current situation, and as a result,
you have put yourself in their shoes. So
ask yourself: "What would I want if I were
willing to think about it?" Then use that
to stimulate your development of services
to trump your competitors.
Randy
Schwantz is President and CEO of The Wedge
Group www.thewedge.net.They
offer The Wedge Sales Culture, a program
that shows Fortune 500 companies and small
businesses how to drive rapid sales growth
in any industry. As the creator of The Wedge,
Randy Schwantz has been called "part sales
psychologist and part engineer" for his re-invention
of pre-call strategy and the sales call.
The Wedge Group can be reached at 940-464-9000.
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On BusinessWeek Best
Seller List for 6 months!
"I am currently
reading The
Little Red Book of Selling
and thus far have found it to be a real eye
opener. It has already revealed numerous
traits or habits that I need to improve to
become a better person and salseman. " John
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Get
your copy today!
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HOUSE BLEND
Your Success Story |
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I
read Jeffrey's article about providing value
to the client, so I began to think about
how to apply this concept at our retirement
community. The marketing staff decided to
call every client on our list of prospective
residents and offer them free use of the
community's swimming pool and fitness center.
Use of the fitness center includes time with
the fitness center director to set up individualized
training programs. This costs us nothing,
but has resulted in several clients becoming
more excited about signing residency contracts.
Katherine
Vojtko
Each week we will
feature a salesperson's success story. Please
send your stories to traci@gitomer.com.
If we publish it here, we will send you a
free Sales Caffeine mug with Gitomer Brew!
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WEEK! |
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Watch
a free TrainOne lesson! |
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Watch
the Sales Rant! |
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Jeffrey's Upcoming Public Seminar
Schedule |
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Jeffrey's
Upcoming Teleseminar Schedule
(telephone
required)
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Introducing TrainOne 2.0
Equipped
with self-assessments to enable tailored
training, interactive selling situations
and simulations, and pre and post tests to
monitor improvement, the objective of this
process is simple; build stronger relationships
with your customers, better prepare you to
make productive sales calls, and help you
make more sales to new and existing customers.
There is no other online sales training program
available like this. |
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"As a result of this program, not only
have our salespeople increased their ability
to win with each conversation, but they've
shortened the selling cycle. In only three
months, the pipe of workable opportunities
has grown 50%. Not only has the training
improved the close rates, but also the average
size of a sale. The positive return on our
investment increases with every sale, every
day."
Jayme A. McRee
Eden, President, CEO
Click
here for more testimonials.
Click
here for a flash-animated walkthrough of
the training.
Jeffrey Gitomer's
popular seminar based on his best-selling
book Little Red Book
of Selling is now available
for corporate meetings! Your company will
learn firsthand the principles and strategies
for achieving sales greatness. This is information
they can walk away with and turn into money.
For more information,
contact
Michelle Joyce, Queen of Events,
at 704-926-5582 or email michelle@gitomer.com
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