Myth header
Think about this -    
 
There are many myths and misperceptions about sales - let's call them Myth-Perceptions. This edition deals with Sales Myth #6: the idea that you cannot replace the face-to-face sales call. Also in this issue is a follow-up to the cell phone telemarketing issue.  
 
Now, to this edition's myth -
 
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"I don't believe in Pegasus, Unicorns or commodities - I've never seen any of them."  - Chuck Reaves
Myth #6
You can't replace the face-to-face
 
Myth: You Can't Replace the Face-To-Face
 
Truth: There are times when you MUST replace the face-to-face
  
 From the time I entered sales until today, one persistent myth has consistently come around over and over. It's the concept that nothing beats the face-to-face sales call. In fact, in an increasing number of circumstances, you MUST replace the face-to-face call.
 
Why do people like the face-to-face call? Here are some of the most common reasons:
  • You get verbal and visual information from the customer
  • It shows commitment on the part of both buyer and seller
  • It allows the highest level of interaction: Demos, PowerPoint presentations and other visuals can be used
  • We can "read" the customer's office
  • We may be able to uncover additional sales opportunities
  • It gets me out of the office
 The downside? Among other things:
  • It's the most expensive of all sales calls
  • Takes more of your time: preparation, travel, face time, travel time, follow-up
  • It takes more of the customer's time
  • It's difficult to reschedule
  • The customer usually controls the environment
 The alternatives for replacing the face-to-face call continue to increase. Technology is making it easier and more convenient to make calls happen better, faster, at a lower COS and in a way that impresses the customer more. And, best of all, these new processes make the customer more likely to buy!
 
Using the newer processes makes you stand out from your competitors, save your customer time, give your customer greater depths of information and make the information more accurate.
 
Consider replacing your next face-to-face sales call with:
  • Video email
  • Web-based seminar/conference
  • Multimedia (delivered via the web, CD, DVD, thumb drive, etc.)
  • Package presentation
  • Mix of multimedia and print
  • Facsimile (creative use of an old technology)
  • DVD player with pre-recorded disc inside
  • Multimedia link
  • Interactive pdf
  • Even an old-fashioned letter can differentiate today's sales professional
 
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Another Reason for Replacing the Face-To-Face
    
swordAnother reason for replacing the Face-To-Face call that you may not have considered:  
Better, more effective use of the tool you have that wields the greatest impact: words
 
Have you ever heard of "Wordsmithing"? I was reminded of it watching the HBO series "John Adams". In the eighteenth century, Americans had a much better command of the vocabulary than we do now. Words were chosen carefully. Each word had specific impact. Reread the preamble to the U.S. Constitution of the first section of the Declaration of Independence and you'll see what I mean.
 
In a face-to-face call, there is little time to craft our words. We are in a battle to win over a customer and to save the day by closing the sale. Our words are our weapons. What comes out of our mouths is the most potent tool in our arsenal.
 
During a sales call, we must quickly digest what the customer is saying, run that through our mental filters to determine what the customer's words might actually mean, and then respond. It's tough.
 
What if we had a couple of hours or a few days to respond to the customer's question or comment? Wouldn't our response be more accurate, more appropriate and more likely to bring the results we want?
 
Every time we make a sales call we make three of them:
  • The one we planned
  • The one we executed
  • The one we wish we had done when we think back on the call
 
Using a time-distant media gives us time to think and to use our weapons for greater impact.  
  

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Speaking of Impact
 
Vistage, the world's largest organization for CEO's recently named me "Impact Speaker of the Year". The honor is given to the speaker who has had the greatest impact on CEO's and Vistage staff. I'm honored.
 
How was I able to impact these people as strongly as I did? The same way you do. Words.
 
I use words as a part of my profession. You and I both use words to impact other people. The words you choose to use today can create or destroy; encourage or dismay. You decide.
 
You deserve an impact award, you know. You have impacted more people than you realize. I am fortunate to be in a position to hear from some of those people who made changes in their lives based on my words. You may have impacted as many people as I have or even more.
 
What impact will your next words have on someone? 
 
Use the information in this Sales MythPerception newsletter to stimulate discussion at your next sales meeting. More ideas are available on my web site: Chuck Reaves
 
Vistage Chairs: forward this to your Members and use it to help them help their salespeople. Members with better top and bottom lines make better members!
 
Teach Others!

Chuck Reaves, CSP, CPAE
SaleSSuiteS 
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Impressive Sports Video That Women Will Appreciate
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Click on the picture above to see a great video about persistence. See an amateur outperform the professional.
  
 
Consider this for your next sales meeting
 
Thanks, Jansen Chazanof, Best Practices Chair, Vistage
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Chuck Reaves, CSP, CPAE
 
 
1.800.MR. REAVES
(800.677.3283)
 
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Think the Cell Phone Telemarketing Story is a Hoax?

cell phoneYou might want to read the article that is available by clicking on the picture to the left.

In the last issue, there was a story about telemarketers calling cell phones. A number of readers let us know that Snopes has it listed as a hoax. More than twice as many readers told about having received TM calls on their cell phones already. Use the link in the last issue to RE-LIST all of your phones. It's a handy link for you and your clients.

It's Here!

   The
Nanosecond Salesperson
For us, a minute is just too long
Nano front
 
It's easy to read and it will bring you up to speed quickly on the changes that are happening in sales, including:
  • Real Sales Automation (RSA)
  • Kaizen for Sales
  • Chief Sales Officer (CSO)

In the genre of the "One Minute" books - only faster! - this allegorical account of the activities in a sales office will sound familiar to you. The outcomes of some of those encounters will not be so familiar.

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FREE! Online Training Resource

Go to the book's website
 and download a Leader's Guide and Sales Handouts. Use each chapter in the book as a training module - there are more than a dozen of them.
 
Pick up one for yourself and some for your customers - it will help you teach them how to sell more effectively.
 
Just click on the book...
 
Easy-to-carry paperback or get-it-now download
 
(Special edition copies are available for you to give to your customers with your logo on the front cover - ask me for details)