Sales Techniques
Discussion
I'm not a salesman. I don't really want to be a salesman, but I need to hit the phones/inboxes/mailboxes of prospective clients in the new year.
Is there anywhere I can read a few simple techniques to get me past the receptionist and through to someone who may actually be interested in what I do?
Incidentally, it's B2B design/planning/move services.
Is there anywhere I can read a few simple techniques to get me past the receptionist and through to someone who may actually be interested in what I do?
Incidentally, it's B2B design/planning/move services.
Why oh why do people not want to accept that sales is a way of the world? The world is based on sales, so instead of fighting it, embrace it. You may even enjoy it when you get an order. It is not a shameful activity and your comments show that is how you feel about either you selling or others in sales.
Remember that nothing happens until someone sells something.
As for tips in getting through, you should sound natural so practice your lines on your family, there are many ways to approach cold calling, all require your inner confidence. Make sure you feel good about what you want to say and if you are writing an email, let a trusted friend analyse it for you.You may only get one chance for a first impression.
S
Remember that nothing happens until someone sells something.
As for tips in getting through, you should sound natural so practice your lines on your family, there are many ways to approach cold calling, all require your inner confidence. Make sure you feel good about what you want to say and if you are writing an email, let a trusted friend analyse it for you.You may only get one chance for a first impression.
S
Looking at what you do, develop a 'hook', what is going to make your prospect listen when you call? What are you offering? Depending on the market you are approaching, could you get show how you made savings when you operated as part of an asset rationalisation plan for large organisations? Could you show by downsizing and creating 'plug and play' offices design you could help an organisation move into smaller premises to save money and still deliver a better working envoronment? It is all about the benefits to the client.
softtop said:
Why oh why do people not want to accept that sales is a way of the world? The world is based on sales, so instead of fighting it, embrace it. You may even enjoy it when you get an order. It is not a shameful activity and your comments show that is how you feel about either you selling or others in sales.
I do feel like that, but I don't think my post reflected it. However, I do recognise the need to embrace it, hence the post. 
It's very hard to cold call, get past the receptionist, introduce yourself to the decision maker and get a result in one phone call. It does happen, but it's a hard way of doing it.
Try and develop a natural and honest sounding way of getting the right contact name from the person answering the phone, in the first instance.
Once you have the name, try to get though. If you can't get through to them on the phone, either write them a to-the-point letter with a bit of info, or try to email them. If the receptionist won't give out the email address, take a look at the website of the business you're trying to contact (which can be a good idea as the very first thing to do, anyway). It might give the direct email address you need, or provide you a clue to the structure of the companiy's email addresses, for example firstname.lastname@company.co.uk . Then Bob is your uncle.
Always remember- if you're ringing up trying to make an appointment, sell the appointment rather than your product. When you get through to the decision maker, give a very brief idea of what your product is trying to achieve (rather then going into features and benefits) and close the appointment. "It'll only take 20 minutes or so to show you the concept and give you the figures, I'm close by next week, is Wednesday or Thursday next week best for you?" etc.
If you encounter an objection, answer it and close again. Repeat until you're either given the appointment or effectively told really not interested.
Just for info I spent a few years on the telephone working for a small company selling a new concept in capital equipment to opticians. By their nature these people have 'gatekeeper' receptionists and work to strict schedules; it is not the easiest business with which to make appointments.
Try and develop a natural and honest sounding way of getting the right contact name from the person answering the phone, in the first instance.
Once you have the name, try to get though. If you can't get through to them on the phone, either write them a to-the-point letter with a bit of info, or try to email them. If the receptionist won't give out the email address, take a look at the website of the business you're trying to contact (which can be a good idea as the very first thing to do, anyway). It might give the direct email address you need, or provide you a clue to the structure of the companiy's email addresses, for example firstname.lastname@company.co.uk . Then Bob is your uncle.
Always remember- if you're ringing up trying to make an appointment, sell the appointment rather than your product. When you get through to the decision maker, give a very brief idea of what your product is trying to achieve (rather then going into features and benefits) and close the appointment. "It'll only take 20 minutes or so to show you the concept and give you the figures, I'm close by next week, is Wednesday or Thursday next week best for you?" etc.
If you encounter an objection, answer it and close again. Repeat until you're either given the appointment or effectively told really not interested.
Just for info I spent a few years on the telephone working for a small company selling a new concept in capital equipment to opticians. By their nature these people have 'gatekeeper' receptionists and work to strict schedules; it is not the easiest business with which to make appointments.
Much depends on who you are trying to contact. In our case we are trying to contact a particular department manager and nearly always get through and have a conversation. But that is probably because they don't get a lot of sales calls. By contrast if you are trying to contact the MD/Chairman it's almost impossible, few companies leave them unprotected and unless they know you they are unlikely to take the call whatever you do.
Try as hard as possible to get hold of the person's name you are trying to get hold of. I recently ran a press release when I started in the job role I'm doing now, mainly for a bit of free press; but I was inundated with people contacting me directly because they had a name.
Anyway; my point was, get as many names of people as you can by browsing the net/local papers and try and speak to them directly. Also, as has been said, try and embrace the concept a bit; you'll soon find your feet with it, and a selling skill is an excellent tool to have in any busines
Anyway; my point was, get as many names of people as you can by browsing the net/local papers and try and speak to them directly. Also, as has been said, try and embrace the concept a bit; you'll soon find your feet with it, and a selling skill is an excellent tool to have in any busines
The 'Gate keeper'.... the hardest part.
I found it best to do the re-search first (internet, companies house etc) and get the persons name.
Then call and ask for them direct (sometimes even using just their first name!) doesn't always work though, depends how good the 'gate keeper' is
Send a letter to the MD/owner marked Private & Confidential...normaly this is only opened by the person it is adressed too. Then when you call you can be more confident they have read your letter (or at least remebered it?)
Find out their Birthday and send them a card...write in it something like 'happy birthday and now that I have your attention let me introduce myself'....
Or the old favourite 'I'm seeing a lot of people in your area and whilst I was around I wanted to give you the opportunity......' (or words to that effect) Make them feel they will miss out if they don't see you.
Stand when you call...sounds mad however, you will sound more confident on the other end if you are standing (rather than slouched at a desk) when you make the call. Or as a miniumm, stand when you close/make the sale/appointment
These are some that worked for me, may not work for everyone and I'm sure some wont agree with them. Give them a try...you may be suprised
I found it best to do the re-search first (internet, companies house etc) and get the persons name.
Then call and ask for them direct (sometimes even using just their first name!) doesn't always work though, depends how good the 'gate keeper' is
Send a letter to the MD/owner marked Private & Confidential...normaly this is only opened by the person it is adressed too. Then when you call you can be more confident they have read your letter (or at least remebered it?)
Find out their Birthday and send them a card...write in it something like 'happy birthday and now that I have your attention let me introduce myself'....
Or the old favourite 'I'm seeing a lot of people in your area and whilst I was around I wanted to give you the opportunity......' (or words to that effect) Make them feel they will miss out if they don't see you.
Stand when you call...sounds mad however, you will sound more confident on the other end if you are standing (rather than slouched at a desk) when you make the call. Or as a miniumm, stand when you close/make the sale/appointment
These are some that worked for me, may not work for everyone and I'm sure some wont agree with them. Give them a try...you may be suprised
Plotloss said:
Selling isnt about talking, its about listening.
Absolutely. I get sales calls all the time about advertising in a sector-focused magazine. They speak non-stop for a few minutes about it, and I dont get a word in edgeways. My simple response is: "we dont have a budget for that" and the conversation ends there.Whereas when I phone someone to show the virtues of us, I want to speak to the right person, but then I need to find out what they want, and whether I can help them. If these people did the same thing- asking me what my marketing camapign consists of, how I think its progressing, could I do more/ spend the money I do have more wisely, what I'll be doing next year etc etc then they are more likely to listen and I'm more likely to get a meeting.
Remember also, often you are selling the meeting, not the product. Its easier to sell a product, show the features and benefits and answer any questions face to face then over the phone, so I will often sell the idea of meeting them rather then the service or product. They need an outline, but they will always want to know "whats in it for them"
Also, their time is precious. Many decision makers will work early/later then 9-5, so make yourself available outside these hours. The idea of meeting a salesman before their day officially starts, when this meeting wont be eating into their work hours is appealing to a lot of people. And go to them- make it easier for them.
Dont be afraid to put the extra hours in- just think of what you can buy with the sales success. And dont be afraid to sell. This is business, and business is about selling. You should be contacing people/businesses who need what you have, so you are helping them! (if they dont need/want what you have, you've not done your research correctly and wasting your time)
Plotloss said:
Selling isnt about talking, its about listening.
I've been in Technical Sales support for the past 12 years and have just moved into a direct sales role. One of the best sales guys I've worked with said something that has always stuck; "God made you with two ears and one mouth. Use them in that proportion".
In my sales support role, I was very good at listening to the customer and identifying what the key 'pain point' was and then would start to work in addressing it. You don't have to 'sell' (Show up and throw up), you need to engage, ask a few questions, let them talk - if you connect, people will usually start to tell you their problems, and aspirations either as individuals or as a company - even the receptionist. You then start to work on those opportunities that you can address.
Edited by jazzybee on Sunday 4th January 13:38
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