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INSIDE THIS MONTH'S ISSUE OF M3 TOOLBOX
Skip Miller

Are you WINGING It?

It's the start of the baseball season. The NCAA basketball tournaments are just over. Hockey and the NBA are starting to look at the playoffs.What do all these events have to do with selling? Read more »

Tool Review – Prospecting Attitude

You work for a company, sell something, and then you get rewarded for it… you get paid! Isn't selling a great career? You can control your income level to a certain degree, which is one of the reasons you are in sales. Read more »

Three Golden Rules of Email

I am still amazed at the number of sales people who are prospecting (or not) and using emails to try to get something started. Emails are safe, phone calls are better. If you have to email, here are three golden rules. Read more »

M3 Advanced Sales School:
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The next Advanced Sales School is May 9-11. Make you're A players better. Reward Q1 performance by making your sales people smarter, rather than giving them a check for $1,000, which the government gets half! Send them to the School. Read more »

Are you WINGING It?


It's the start of the baseball season. The NCAA basketball tournaments are just over. Hockey and the NBA are starting to look at the playoffs.What do all these events have to do with selling?

At each of these events, the athletes are honing their skills and trying to put themselves into a position where their skills are juxtaposed with the right opportunity. They are being paid so that all the preparation and practice they have learned through the years is paying off and they can command the most of their talents for the right opportunity.

Hmmmm, it does sound like sales…except the part where the sales person is practicing their selling skills. You know the answer.

Q: Where does the sales person spend the most time preparing for the important sales call?

  1. In between the car door and the front door?
  2. In between when they pick up the phone and the prospect says, "Hello?"

The answer is both, and it sure does speak to the sales and sales management profession. Imagine the coach of a sport team asking the player right before the game:

  • How many points are you going to get this week?
  • We are in a five-game playoff… how many goals are you going to get this month?
  • How many one-putt greens are you going to get for the tournament?

It's just as silly to ask what's closing this week, but that's another story for another time.

It is all about the tools. Practice the tools you already have and the ones you have forgot (You have the book). When was the last time you practiced in front of your peers a 30-Second Speech, 2nd Call and Beyond, or a G.A.P. Chart? Oh, and since all great sales calls start with the end in mind, what about those Summarize/Bridge/Pulls?

You want to get people to call you back – 20-Second Speech. Need to power prospect – ValueStar and questions about trains. You don't need to tell them about you!

If you don't practice the tools, you will go back to your old habits, and you know those will not get you the results you need to make the year, let alone the next quarter. A 'tool' a week, and practice for 15-30 minutes. Basketball players practice free throws longer than that. Golfers, who have been playing golf all their lives, practice their putting longer than that… and daily. What makes you think you are at the top of your game without practice? Oh yeah, ShowTime. I forgot. Wing it from 60 feet?

Break out that ProActive Selling book and practice the tools with a friend or your team. You usually do not get another chance to get rid of the maybes early in the quarter and get control of your sales calls.

Good luck and use the tools.

Skip

Tool Review – Prospecting Attitude
(From Knock Your Socks Off Prospecting)


You work for a company, sell something, and then you get rewarded for it… you get paid! Isn't selling a great career? You can control your income level to a certain degree, which is one of the reasons you are in sales.

Prospecting is an important part of your job and your success. You hate it, but you "have" to do it.

There are a few rules you may want to follow in this game of selling to make your prospecting job a whole lot easier, and easier is usually better than harder.

  1. Be Positive
  2. Be Aggressive
  3. Be Persistent

Be Positive
Sales people do not really look forward to prospecting, but it is something they have to do. They would rather do anything but prospect, but "Hey, someone has to dig that trench, so okay, I'll do it".

Well, how do you think you are coming over the phone or email to your prospect with that attitude? Yeah, you think you can turn it on when you have a prospect on the phone, but your overall attitude is what will get you that call, not the "I'll turn it on when I need to" approach.

It is our experience that a positive attitude is one of the overriding values between success and failure in cold calling. People want to talk to positive people. Pretty simple rule. Positive, happy attitudes are contagious. How you leave a message, send an email, or actually talk to a prospect comes across louder than the message itself.

TIP: - When communication is broken down, there are three variables:

  1. Content – What is being said
  2. Tonality – How something is being said
  3. Non-verbal – Other messages that come across to the recipient other than words

Studies show that most people believe that content is 40-60% of communication, tonality accounts for 20-30%, and so does non-verbal messages (eye movement, held tilt, pauses in a conversation).

The truth is

Content is 7%,
Tonality is 38%,
and Non-verbal Communication is 55%.

That means 93% of communication is how you say something, not what you say. Mom was right, it's not what you say; it's how you say it.

 

A positive attitude will win you friends, get you rewards, and make you more successful at cold calling. Don't be Howdy Doody, but a smile never hurt anyone. Put a mirror in your cube when you call (you usually smile when you are looking at yourself).

Be Aggressive
"Hi, I'm not here right now, if you leave your name and number, I'll get back to you as soon as I can. If it is important, you can get me on my cell phone at 555-5555." How many sales people do you think hang up and call the cell phone? How many sales people take that extra step? About 9%. 91% of sales people are saying, "What I am offering is not really that important, so I'll just leave a message." The order goes to the sales person who asks for it, not the one who presents a great case and waits for the buyer to say, "Okay, I'll take it".

There is a fine line between aggressive and obnoxious.  Aggressive is when you are being aggressive because you want to help your prospect.  Obnoxious is when you are prospecting to help yourself.  The aggressive sales person “knows” what they have to offer will help their prospect in a big way and that comes across every cold calling day.

Be Persistent
Remember the persistent saying you read about Abraham Lincoln?

Lincoln was defeated when he ran for the Illinois House of Representatives in 1832. But he was victorious in the House race in 1834, and was then reelected for three consecutive terms.

He was defeated when he ran for the U.S. House of Representatives in 1843, then ran successfully for a House seat in 1846.

He was defeated for the Senate in 1855.

He was defeated for Vice President in 1856.

He was defeated for the Senate again in 1858.

Finally, in 1860, Lincoln was elected President


Lincoln showed us what persistence is all about. Persistence is our ability to take a defeat and turn it into a positive. What you do with those non-returned emails and phone call is up to you, but the more persistent you are, the higher degree of success.

TIP: The right Buying Window.

You also may want to consider the metaphor of the Buying Window. Many things have to be "right" to get a sale. You have to have the right price, the right product or service, and you have to talk to the right people. There are many rights.

The right time is important, and we are talking about the buyer's time–not your time. The Buying Window has to be open. You may have placed five calls to a certain prospect, and then just given up. "Oh, he never returns my calls, so there is no need/interest there." The buyer is saying, "You know, I have to get back to that sales person. I do not have the time this week, I'm really busy, but I should get back to them next week."

The next week, the "Buying Window", is open and the prospect will take your call. Are you going to be persistent and call them?


When the Buying Window opens up, you need to be there to jump through. Persistence will put you in the right spot, at the right time.

Follow these three guidelines and the money will come in droves and your job will be easier, and you will like cold calling a heck of a lot more, because it will be easier and more successful than ever before.

 

Three Golden Rules of Email


I am still amazed at the number of sales people who are prospecting (or not) and using emails to try to get something started. Emails are safe, phone calls are better.

If you have to email, here are three golden rules:

1. All about them.

  1. The reason for this email is I would like to introduce myself and quickly find out from you if what we offer is of any interest to you...
  2. Executives like yourself are asking questions like:
    1. How can I...
    2. Is there a way to lower...
    3. How can I stop...

Also, Use referrals and references. It is the number one way to get a cold call to a warm call.

2. Use Questions
Questions get the prospect starting to think (sales people think they are meaningless).  Statements go right over the prospect’s head (sales people love them).  Please remember to use ‘away’ questions so you can minimize the rejection rate.

3. Call to action
The end of the email should have some ‘call to action’. What is going to happen next? Some examples would be:

  • Tell them when you are going to call them back
  • Insert appointment download
  • Give them options
  • Give/Gets

Prospecting must be done now. It's April/May already. What you put in your funnel the next two months will have a huge effect if you make your number for the year or not. Create some activity, get references, use the tools!

 

 

 

 

 

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Tactical Lunch 'N' Learns


M3 Learning offers a variety of educational Lunch 'N' Learn sessions for you and your team. The presentations fit easily into a lunch hour or other convenient time slot and are delivered right to your workplace by M3 certified trainers. The presentations feature tool-based tactics—not theory. After the presentation, your sales reps will be able to immediately apply what they learned at the session to move a sale forward. We offer the first presentation for FREE. Each program is from 1 to 2 hours in duration and is customized to meet your goals and objectives:

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"These are not tools… these are game-changing weapons."
- Mike Heylmun Vice President Sales

ProActive Sales Management


Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book is packed with specific, field-tested tactics for making the numbers in today's competitive sales environment. It's an important resource no sales manager should be without and details how to:

  • Shorten your sales cycle by weeks or months
  • Motivate a sales team
  • Get their sales team to prospect and qualify
  • Create a proactive sales culture
  • Effectively coach and counsel up and down the sales organization
  • Reduce reports to one sheet of paper and 10 minutes a week
  • Forecast with up to 90% accuracy
  • Take A players to A+ levels

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