Greetings!
Sales Kitchen is sponsoring the end of daylight savings time this year. That's right; we are taking credit for the extra hour on November 1. So, set your clocks back, put your feet up, and enjoy those extra 60 minutes of weekend.
Better yet, spend those extra minutes blending the correct mix of sales tactics to ensure your year end sales are smokin'.
Remember: turn back your clocks one hour November 1. Also, change the batteries in all your smoke detectors.
|
Phrases to Avoid on a Sales Call:
Just checking in...
Calling to touch base...
I was in the neighborhood...
How are you doing today?
You're wrong.
Like I said...
As I said before...
Let me tell you...
I can't tell you...
Here's what I'm gonna' do...
To be honest...
Honestly...
Calm down.
Shut up.
Can I help you?
I can't.
I don't know.
It won't work.
Can I get your signature?
Are you prepared to order?
Trust me... |
Health Care Stimulus
October Partner:
Did you know, for optimal health we need 90 essential nutrients? To achieve our healthful maximum potential, we must supplement our diet with the correct balance of minerals, vitamins, amino acids and essential fatty acids. Schedule a meeting with Dr. Glidden; follow his advice and start feeling better within a few short weeks.
Dr. Peter Glidden, ND, has 21 years of clinical experience. His health consultation work
focuses on programs that strengthen, nutrify, and detoxify the body.
Call Dr. Glidden 630-428-9227.
FREE weekly lecture series:
Oct 6: Flu Shot Facts
Oct 13: Breast Cancer Risk
Oct 20: Good Health
Oct 27: You are what you eat
Lectures start at 6:45pm. RSVP
|
Mike Cooper Sales Kitchen 630-548-9723 We hope you enjoyed this newsletter.
|
|
|
|
Sales Effectiveness: Here are 12 key elements to analyze that will lead to
sales improvement
1. Unbalanced sales portfolio -
How heavily do you rely on a few key customers for your sales revenue?
2. Lead generation overspend - How
cost-effective are your lead-generation and marketing activities?
3. Sales roller-coaster - How
consistent are month-to-month sales results?
4. Inconsistent follow-up - Do you
have an implemented 'personal contact strategy' for keeping in touch with
your customer base, prospects and useful contacts?
5. Lack of differentiation -
How well do you know, and can explain clearly to customers, what makes you
different from your competitors?
6. Sales conviction - Does your
sales team believe in what they are selling? And your prices?
7. Poor use of sales time - How
much time is actually spent with customers, talking to customers, or
working directly on business development activities?
8. Sales productivity - Can you
differentiate between your best sales people and the most productive?
9. Customer development - How well
do you maximize individual customer potential through up-selling and
cross-selling?
10. Ineffective sales pipeline
reviews - How well does your sales reporting, qualification and pipeline
management contribute to improving sales effectiveness?
11. Lack of real sales skills
development - How confident are you that the money you are spending on
sales training is delivering additional revenue?
12. Wide variance in sales
performance - What is the gap between the highest and lowest performing
sales people? read more...
|
Marketing, Advertising & Sales: What's the difference?
Marketing: The systematic planning, implementation
and control of a mix of business activities intended to bring together
buyers and sellers for the mutually advantageous exchange or transfer
of products.
Advertising: The paid, public, non-personal
announcement of a persuasive message by an identified sponsor; the
non-personal presentation or promotion by a firm of its products to its
existing and potential customers.
Sales: The sales process is everything that you do
to close the sale and get a signed agreement or contract. The sales
process consists of interpersonal interaction. It is often done by a
one-on-one meeting, cold calls, and networking. It's anything that
engages you with the prospect or customer on a personal level rather
than at a distance. Advertising and marketing lay the ground work to
warm up the lead and prepare them for the close of the sale. read more...
Remember, nothing happens until someone sells something.
|
Why Won't the Prospect Buy?
Our revenues are not meeting expectations.
My boss has been traveling and we can't seem to connect.
We're still looking at a couple of options.
We think we'll be making a decision in a couple months.
I'll be meeting with the owner soon to discuss your proposal.
Stalling tactics. We've all experienced them. We may have even used them on someone selling us. Instead of chasing after the weak prospects and continually following up, wouldn't you rather know your chances of completing the sale? Here's the million dollar question to ask your customer: In your opinion, what do you think will hold up your company from moving forward with our program?
Wait for an answer. Listen to their response. Do not interrupt but let them explain and you may hear exactly why they are not going to buy. If there is a slim chance they will move forward, you will finally know the answer.
Now you can concentrate your efforts on prospects ready to buy.
|
Sales Force Efficiency: View from the Front Row
Do
you want your sales force to be more efficient and effective? Is
there a time when you wondered what some of your sales reps were doing? Right
then?
Sales Kitchen has teamed up with Front Row Solutions and offers a cool tool that provides an instant overview of your sales force
performance at any given moment.
~ Sales Force accountability
~ Reduce non-selling time
~ Route planning
~ Real time reporting of key sales initiatives
product launch progress
promotion results
competition
~ Customized sales reports
~ Instant communication to entire sales force
~ Recognition and Motivation
Give
us a call to set up a time when we can demonstrate how this tool will enable your
sales force to increase the quantity and quality of sales calls. More sales
calls will lead to more sales and help you achieve or exceed your sales goals.
Ultimate
Goal: Enhancing sales performance. read more...
|
The 3 B's of Sales: Be Bright. Be Brief. Be Gone.
Set objectives, hustle and always give your professional best.
|
Follow us on twitter or connect with us on Linked-in. We want to be your sales management partners. | |
|
|
|
