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INSIDE THIS MONTH'S ISSUE OF M3 TOOLBOX
Skip Miller

Quantity or Quality

Quantity vs. quality question is a question that haunts the sales profession. Do you want quantity or quality when it comes to... Read more »

The Master Question

Quantify has to be the master question of the day. “They have to do something soon.”
“It’s a really big deal for them.”
“This is really, really important to them.
Any of these statements strike home? Read more »

Tool Review – How to write an email

Writing a prospecting email is not too tough. Here are some basic format things to follow... Read more »

Advanced Sales School

The next Advanced Sales School is October 24-26th, 2011 in Northern California. Make you're A players better. Get them ready for the Q4 push so they can work on the deals that will close in Q4, not the ones that are going to slip. You can help them close the closable business in Q4… send them to the school.
Read more »

Quantity or Quality

Quantity vs. quality question is a question that haunts the sales profession. Do you want quantity or quality when it comes to:

  • Leads
  • Pipeline
  • Prospects
  • Demos
  • Proposals

The list goes on...This ‘either or’ scenario is also called ‘fool’s choice’, since it forces a person to choose one or the other. Only a fool would get caught in this trap, not even considering that there are other viable options.

When it comes to leads, prospects, proposals, etc., don’t get caught in the trap. You can do this by setting weekly goals for what you want and need to get accomplished (Studies show that sales people and managers who have weekly goals on task-driven items (M20/t’s) have more success than ones who try to just close a deal).

It’s more important to move the chains than it is to try to score touchdowns.
What top three things are you going to quantifiably do this week to move the chains?

  • 2 Russian calls
  • 5 broad and deep emails per day
  • 3 homework assignments this week
  • 4 face-to-face calls per day for five straight days
  • Read a book on qualifying and finish it by the end of the week

Whatever your goals are, make them measurable and somewhat achievable. Get yourself in the habit of winning, and stop thinking about if quality or quantity is better. It really doesn’t matter if you don’t get yourself in motion, does it? The cream eventually rises to the top.

August is a great month to set some “moving the chain” goals. September to November are crazy months. Right now, you should be doing as much as you can to move the chains. Let August business slop over into September and you are not going to have enough “closable” business come November.

Sales people usually give their prospect 2x the time they need to take a step, so instead of telling the customer “Let’s have that meeting next Tuesday”, what’s wrong with saying, ”Let’s have that meeting tomorrow”? You only have so many days in August, so make the most of them and move the chains in two downs instead of three. Faster touchdowns. (Sorry for the American analogy to all of you outside the U.S.)

Good Selling,

Skip

The Master Question


Quantify has to be the master question of the day.

“They have to do something soon.”
“It’s a really big deal for them.”
“This is really, really important to them.

Any of these statements strike home? It’s really cool when you can use them in combinations.

“They have to do something soon since this is really, really important to them.”

How soon is soon? How important is important? Senior executives live in a quantifiable world. When you hear a subjective measure, qualify it with a quantify question:

“How soon?”
“Can you define ‘big’?”
“On a scale of 1-10, how important is this?”

Want to get rid of the maybes? Get the numbers. Can’t get the numbers? Probably talking to the wrong person. Have a great August.

M3 Learning Team

 

Tool Review – How to write an email


Writing a prospecting email is not too tough. Here are some basic format things to follow:

Start
The first two sentences should be about them. Why would anyone want to read something about you? People want to read about their favorite subject... THEM! First two sentences, as well as the subject line must be all about your prospect.

Point
Get to the point as quickly as possible. Address what they are looking for... the GAP, the Train, the Solution Box B... not about what you can offer them, or even how you can ‘help’. Additionally, promise them if they call you or meet you, you’ll get right to the point. “I would like 10 minutes” is much better than, “If you could give me an hour”.

Bullets
As you well know, it seems like every prospect has A.D.D. and is struggling with time famine. Keep it short. Use bullets and incomplete sentences. May not be as eloquent as long sentences but will get read.

Call to Action
End with what you want them to do. Or what you are going to do, e.g.:

  • Please call me this week
  • I’ll call you this week
  • Please accept the Outlook invitation

“Please call if this is of interest to you” is too passive. Ask for a next step.

Try 3 Times
Three touches over a 5-7 day window is good. ‘One and done’ does not break through the noise or clutter!

Additional Guidelines

  • Try to avoid the word ‘I’. We, us, you, and me are much better.
  • Count the times you use your company name. More than twice is a sin. If the subject matter line mentions you or your company, you are doing it wrong
  • A picture is worth a 1000 words

And more...

  • Sending a link or attachment is a good idea as well. Just make sure it will get through a filter
  • References or referrals are a great lead item
  • Questions combined with bullets are a winning transfer of ownership strategy (remember the number of bullets... ‘three’).

 

 

 

 

 

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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:

 

  • Breakfast Sessions - from 7:30 a.m. to 9:00 a.m.
  • Lunch Sessions - from 11:30 a.m. to 1:00 p.m.
  • Afternoon Sessions - from 3:30 p.m. to 5:00 p.m.

Contact us for more details. Click here or call 866.462.5763.

"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

Click here for customer reviews

 

 

You're Invited

Join us for the 2011 Advanced Sales School


The next Advanced Sales School is October 24-26th, 2011 in Northern California. Make you’re A players better. Get them ready for the Q4 push so they can work on the deals that will close in Q4, not the ones that are going to slip. You can help them close the closable business in Q4… send them to the school.

A+ Players: Avoid Sales Skill Atrophy

For 15 years now, The Advanced Sales School has been making sales people go back to the basics and realize all the skills they have forgotten to use, as well as learn some new ones. Look at the reviews form the last school we just had:

  • “I’m my company’s best rep, and I learned a ton. Thanks.”
  • “I’m changing my presentation I was going to have next week to one of my major prospects. I can not believe I was going in there with what I had put together.”
  • “In a word, thanks. You helped me see what I was doing was good, but not great.”

We hear this all the time, and are ready to help your sales people get better at calling high, qualifying real deals, and creating value for the sale to stand on its own.

Click here, and check out the video of the latest school. Attendees get energized, review and learn new tools, and conquer fears. Stop settling for the skills you have now. Add to your sales toolbox. Now. Try us. Contact Jane LeGear at jane@m3learning.com.

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