Tag Archives: sales tips

Elevator pitch

Elevator pitch Elevator speech Opening business statement No Comments

It seemed strange to find the term "elevator pitch" used by the New York Times in an article "Billionaires with big ideas are privatizing American science," but there it was.  Beyond that, the Times had found the distinguished science magazine Nature had also used it in an article on how to "sell science".

In any case, the Times defined "elevator pitch" as ". . . a digest of research so compelling that it would seize a potential donor's attention in the time between floors."  And, "Practice in front of the mirror and 'with anyone who will listen. [and] "when the pitch is smooth enough, 'aim high.'"

Couldn't have been said better.  In another posting on this blog a while back I added that it should flow smoothly and run not more than 30 seconds.  

By the way, sometimes it's termed "elevator pitch", other times "elevator speech" or "opening Business Statement"–the term I use in my book SALES TRAINING TUTORIALS (second edition) especially  in . . . 

Tutorial 1, especially section 5: How will I introduce myself and my product or service? What's my "Opening Business Statement or "Elevator Speech"?

Tutorial 6:  How to get past the "gate-keeper" or "screen";

and Tutorial 7: How to ask the prospect for an appointment

Sales Training Tutorials is available in both E-book and paper-book formats.

You'll also find more related how-to in my SELLING 101 Third edition available in both paper and E-book versions.  See especially . . . 

Section 4: Getting past the Decision Maker's Screen;

Section 6: Convincing the Decision Maker to meet with you;

Section 8: Opening the face-to-face meeting with the Decision Maker

 

Sending sales proposals: key tips

Sales presentations & demonstrations Sales skills:non-verbals & buying signals No Comments

Turns out we need a new roof over the sunroom, so  Susan started calling around for references, then invited contractors in to look it over.  It's not a busy time of the year here, so most came within a week or so.

They all brought ladders and climbed up on the roof, then climbed down and gave us their initial thoughts.  I think we've had five come by now.  One we crossed off almost immediately because of some intangibles.  I'm not really sure why, maybe it was something in his non-verbals. In any case, his price came in close to double the average.

Bear in mind that the estimators dropped by over something like a ten-day span. All but that one I mentioned seemed credible candidates to get our business. 

But then not much happened for several more days; we waited for them to send their estimates.  Now they are finally coming in. But it's hard for us now to put a face with the paper estimate.  Was AlphaBeta Roofing the guy who suggested . . .    Was Aaardvark Roofing the guy who pointed out . . .

On that, these thoughts.

1.  Put your mug shot on your business card, and leave one of those cards  when you make the first call.  Doesn't matter if you're not movie-star handsome or any of that. It's just to help the prospect remember you.  Send another photo business card when you send the proposal (even if that second one is just copied in and attached to the email). 

I first saw photo business cards when I did a couple of consulting projects with Kodak (obviously that was a while back, long before family friend Kodak started the final fall!), and everybody had a photo card.  Even now, when I look at those old cards and  see the faces,a clear memory of the person and how we worked together comes up.

Most of these contractors left us business cards, but generic ones from Staples or Office Depot with their name and maybe an image of a trowel or hammer or ladder– instantly forgettable.

2.  Get that proposal out ASAP.  If you promise "by the weekend," mean it. First, the prospect is paying attention to  your credibility–do you follow through as promised? If you're poky just in getting a one-page estimate off on time, what does that suggest about your follow-through if you get the job?  I've seen neighbors tied up for weeks when the workers leave the materials in the yard and cut off to do another job somewhere.

Another good reason to be fast in sending the proposal: a prospect with a leaky roof may not wait.  By the time  Pokey Joe finally faxes his estimate Speedy Pete may already have gotten the work permit and delivered the shingles.

Yeah, you're busy running around making those sales calls, but maybe it'd be best to pass on one of those calls at the end of each day and use that time more productively. 

Just my thoughts from the perspective of a prospect.

Sales tip: tap the power of silence

Consultative selling--developing prospect's awareness of need Free sales training articles Sales skills:non-verbals & buying signals Sales tips & techniques -- how to sell Sales training No Comments

Sales tip: silence is one of the essential communication skills . . . and a powerful selling skill, as well.

Think of the questions you ask in a sales call as seeds. It's crucial to give the questions time to grow, and the power of silence gives that time. After you ask, be silent, even if it means letting the silence hang in the air. That gives the prospect time to think and respond.

Ask a question, then let it "grow" in the silence and listen closely to the response. In some cases, you'll need to rephrase the question so it's clearer, or to focus the Decision Maker's response so it's more on target.

But those are exceptions. As a rule, once you've asked the question, bite your tongue and let the prospect talk. Listening well is at least as important a communication skill as speaking confidently.

There are other good reasons to ask fewer questions and allow more silence: constant interruptions to ask new questions may irritate the prospect.

Besides, if you let the prospect go at her own pace, and in the general direction she thinks best, you may find other potential needs opening up in ways that you wouldn't have anticipated.

Above all, don't be so busy asking questions (and thinking of what your next questions will be) that you neglect to listen to the answers you do get.  That's another benefit of the power of silence: silence gives you time not just to listen, but also time to think ahead.

When it IS good sales strategy to begin with the purchasing department

Our sales training books-- info, samples, order Sales management Sales training Selling skills for new business start-ups No Comments

Last post, we explored why it's usually not a good idea to begin with the purchasing department.

But there are situations when purchasing is the place to begin.  Here are some considerations.

Continue reading → When it IS good sales strategy to begin with the purchasing department

Cold call sales: best uses

Finding & getting through to sales prospects Free sales training articles Opening sales calls Our sales training books-- info, samples, order Sales cold calling Sales management Sales tips & techniques -- how to sell Sales training Selling skills for new business start-ups Telephone etiquette & selling skills No Comments

First, what is cold-call selling?

Cold calling can be by phone, as you telephone prospects for appointments, or maybe to do some early research. (Telephone cold calling is a topic we'll be dealing with another time.)

What we'll be speaking of here are cold-calls made in person.

Continue reading → Cold call sales: best uses

Cold-calls: Tips and Techniques

Consultative selling--developing prospect's awareness of need Finding & getting through to sales prospects Free sales training articles Sales cold calling Sales tips & techniques -- how to sell Sales training Telephone etiquette & selling skills No Comments

As you make cold calls (whether by phone or in person), on these initial prospecting sweeps for leads and information, your tone should be that of a conversation, not an interrogation. Be friendly. Don't put them on the spot with a barrage of questions. 

If someone you meet during these calls is reluctant to talk, it could be that they are only a temporary employee and doesn't want to admit it. Or it may be that they don't want to give away too much information without knowing why you're there, and what you're going to do with this information

To overcome this,


Continue reading → Cold-calls: Tips and Techniques

Cold calling: the info you’re looking for

Consultative selling--developing prospect's awareness of need Free sales training articles Sales cold calling Sales management Sales tips & techniques -- how to sell Sales training Selling skills for new business start-ups No Comments

Cold calling is usually much more productive as a way of prospecting for leads than it is in making the actual sales.  In sales skills terminology, "prospecting" often means looking for industrial parks and the like, then doing a quick sweep in order to rapidly scan and flush out potential prospects. 71811

In those sweeps, you speak briefly with the receptionist or secretary to make a quick determination of whether it is worth calling back to see the Decision Maker.

Just what information you are looking for at this early stage of your search for viable leads will vary with your product and the market.

While these sweeps are, technically-speaking, cold-calls, the purpose is more to gather useful information: information you will draw from later in determining whether to come back here, with an appointment, as well as what kinds of questions to ask and information to present.

The checklist below is a starting point; adapt it to your own uses.


Continue reading → Cold calling: the info you’re looking for

Consulting, contract work, independent contracting

Our sales training books-- info, samples, order Sales training Selling skills for new business start-ups No Comments

On the topics of consulting, contract work, and independent contracting,  did you see Paul Davidson's article in USA Today (Dec 7, 2009), "Contract workers swelling ranks"?  Go to article   Some interesting points:

— About 8% of the US workforce consists of contract employees, most of whom are independent contractors.

— One person interviewed, a member of an employment law firm, predicts that half the jobs created in the recovery "will be filled by contractors, consultants, and other temps."

— More than half of all of these temporary slots are now "filled by professionals such as engineers and physicians."

— One of the key benefits for contractors like that is freedom: freedom to choose opportunities, and freedom to move on.

— From the perspective of an employer, one of the key benefits is flexibility: for example, firms can pull in specialists for product launches and new ventures without having to undertake the front-end costs in time and dollars of a permanent staffing-up.

All of this, need I point out, ties in with our overall theme: by learning to sell yourself (or your skills or whatever) face to face, you can help fill those needs. 

Buying signals: what they are, and what to be alert for

Our sales training books-- info, samples, order Sales management Sales training Selling skills for new business start-ups No Comments

Buying signals are clues that the mood has shifted and the other
person is now ready to agree . . . or at least to be open to what you
propose.

To clarify, a "buying signal" doesn't just mean
readiness to purchase; it also includes readiness or openness to take
interim steps along the way—such as to hear you out, to hear more, or
to take the next step.

Continue reading → Buying signals: what they are, and what to be alert for