Contents

Why is Setting Sales Appointments a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?

How to Double Your Sales Appointments in Half the Time; Part 2

How to Double Your Sales Appointments in Half the Time; Part 2In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you wont meet your revenue objectives. And we discussed these (3) realities:If you double your new appointments you will double your revenue... regardless of your closing ratioNot setting enough new business appointments leads to Sales employee turnover, sub-par revenue results and longer Ramp-to-Quota for new hiresThe communication act of asking for a Business appointment should be internally declared a KEY sales competency and trained to individuallySo logically, sales organizations should be willing to develop and provide Best Practice support systems to their sales teams for Measurable performance results in line with effectively setting sales appointments.Why is a Conversation-to-Appointment Ratio a core sales competency? Because its a sales skill set that is measurable around an essential task; sales prospecting and setting business appointments. It has a purpose and is directly tied to the end results; good or bad. In this case, it is to introduce and education the value of your product or service to a specific individual or group. It initiates your selling process. It doesn't matter if you are having this conversation by telephone, cold-calling in person, on elevators, or just yelling from one rooftop to another; it is a communication skill set that is essential to your sales success. Its what you say and how you say it.Here are a few prerequisites of whether or not something should be declared a core competency: #1Is it an essential component to the sales mission or is it just an ingredient in the recipe? Think of a sports person. What are a golfer's essential competencies from tee-off to last putt? Are the ball and club core competencies? Or are the core competencies the golf swing and putting stroke? How about a basketball player with the essential competencies of passing, dribbling, and shooting? Hint: Don't relate an Indy car pit crew putting gas in the fuel tank as a competency.#2You must be able to be measure it routinely and accurately. Ask yourself if you could measure it with a napkin, pencil, and calculator? That way youll be able to know if you're performing this business activity better than your competitors. It's sort of like knowing if your team is "Blocking and Tackling" better than your opponent's team in a football game. Because at the end of the day, its the individual (Or the team) with the best overall stats that wins.#3You should be able to apply "Timely Training" and "Powerful Routines" around each core competency. We all know what sales training is. But do we understand why "sales training" fails? And to understand thisit becomes important to understand what I mean when I use the term"Timely Training." Timely Training means you have in place appropriate structures for learning and application. You have to be able to define useful short-term goals, long term objectives and performance benchmarks, but also measure each participants progress. Have participants work closely with qualified trainers for proper follow-up and support. But most importantly"Timely Training" should be focused on only one key sales competency at a time. That means you never move on to your next training objective (In-line sales competency) until your intended benchmark performance metric is realized. "Powerful Routines" are Best Practices internal to each Core Competency that result in the highest ratio of success. Its a technique or communication process that through experience has proven to get the best result parallel to a particular sales scenario.As an example, when a prospect says Just send me some information we identify that communication as an objection. 95% of the time its a polite way of getting rid of us. Deep down inside we know what happens to the information. It goes in the circular file. Bottom line, it keeps both the Post Office and the office Janitor busy. One delivers these 'information requests' and the other one throws them out.Whats your current Powerful Routine to effectively communicate to a third solution, because none of us want to be in the Postal Business.Key Learning Point: There are only so many scenarios in any sales process. If you isolate them, train to each one of them with Powerful Routines and then measure the outcome, you are on your way to success.Take for example setting Top-down business appointments. Weve already decided it would be a benefit to our sales success if we could reduce the time it took to achieve the necessary number of Top-down appointments. In building an effective learning system to improve your Conversation-to-appointment ratio from the national average of 4-18%, you must first understand why that competency ratio is only 4-18%. With that in mind, heres what I know to be true:1.We dont seek to first (Before we pick up the telephone) understand the Prospects internal business objectives parallel to our solutions offering, then model our appointment approach around it2.We settle for a business level of contact that has no direct fiscal authority3.We sell our product/service instead of selling the diagnostic steps in our Evaluation Process4.We fail to develop an effective Call to Action; strategic words and phrases that create a positive 'visual' reference to the Prospect of what happens during the initial appointment and how long it takes5.We dont support our Call to Action with 3rd party valuators parallel to the Prospects business objectives; valuators like business statistics, appointment performance ratios, ROI figures and relevant success stories6.We fail to visually take the risk out in case they find that we are wasting their time once were in the doorThese (6) Heres What I Know to be True factors are where you should begin your "sales prospecting" and sales performance improvement journey, because the definition of insanity is doing the same old thing over and over again and expecting a different result. In Part 3 of How to Double Your Sales Appointments in Half the Time, we will take an in depth look at these 6 failure factors and flip them 180% into individual powerful routines to effectively set more Top-down business appointments in less time.

Starting A Direct Sales Company

Starting A Direct Sales Company

The goal in starting a direct sales company is the same for each and every entrepreneur, which is to build a profitable business that earns a regular income. How to accomplish this can be confusing, especially with the large number of direct sales opportunities available to you. The way to choose the best direct sales opportunity is not unlike purchasing a car or home. You must study the information that is relevant to your personal goals and make informed decisions. If you simply choose a product and/or company without first researching the company itself and the products it sells, you could end up disappointed and unable to move forward with your plans. Before you make your decision as to which direct sales opportunity is right for you, ask yourself a few key questions:What do you think of the products the company offers? The products you offer must sell well in the present, but continue to sell in the future as well. The price range of the products is also important. You need to make sure the products you sell are affordable enough to use on a regular basis.Consider how often the products will need to be reordered. You will want to ensure that you have repeat customers on a very regular basis. Also consider the commission or other money that you will earn for your efforts. What is it that you will be required to do or achieve before you will get your commission or bonus? Also, is there a yearly fee for your membership and if so, how much is it?How will you advertise your direct sales company and how much will it cost? Many companies will give you a web site that you can promote as you see fit while others are not internet friendly. You need to make sure you are free to use the company name and logo in your advertising campaigns and that your advertising plans are in sync with what the company has in mind. Talk with those who are already selling the products and collect all the information you can to help you make an informed decision.Determine how much money you want to invest. You will be the business owner, even if you purchase products from another company with the intent of reselling them. You will be solely responsible for your success or failure. Success will come a lot easier for you if you set your budget in the beginning and stick to it. You should only invest the amount of money you are willing to lose. With every business there is a chance of failure, the reasons for which may be due to many different factors. You will have to be available for meetings, training, and other functions. As a business owner, you will benefit from networking with other business owners. Check into what the company in question offers as far as seminars, training sessions, and product releases.The most important thing for you to keep in mind is that direct sales will require hard work and determination. You will not be able to simply join one company or another and expect that the products will sell themselves. You will have busy times and slow times and you must be prepared financially for the slow times. Basically, if you are happy with the products you sell and are willing to put forth the effort; you will succeed in starting and profiting from a direct sales company.

Marketing Systems that Work

Marketing Systems that Work

Informational Marketing Produces Sales LeadsPlenty of companies have a marketing budget and staff. Leads come in slowly and are not of good quality. One recommendation is to shift to response accountable direct marketing. Accurate data can be gathered from each lead generation process. A lead database, which tracks the lead source and lead process, can report precisely how campaigns are producing. Measuring results is key. When a baseline is gathered and understood, improvements can be sharply applied. Using proven formulas, companies can experience a 100% to 1000% increase in the lead flow results. This attractive and valuable improvement will take time and can be done without spending more money. Cost per lead will go down actually and qualified opportunities will go up. Companies that sell many products: distributors, manufacturing representatives, and dealers can err by counting on the partner or principal for leads. One can argue that this is the partner responsibility and one can argue that to be self-sufficient, or very good at lead generation, will only strengthen and provide options to the sales company. Sales companies, resellers, reps, dealers and distributors can quickly develop a bare bones lead generation system that is not so much built around your product lines as it is built around the selling company company and the selling companiess expertise, ability to diagnose and provide a solution using value-added expertise, unique knowledge and special specialties. Market InformationLeads can be generated by writing articles for trade magazines. This can do two things, first, the company can be established as a thought leader, and second, the author can be positioned as an expert in the field and step over the lable of salesperson. Reprints of articles published make terrific leave behinds for prospects and for customers. One of a dozen different repackaging of the article can pull leads in a dozen different ways. Investigate publications that go to your target prospects and seek out local chapters of organizations that may be looking for interesting information to publish. Often a courteous approach to the editor or chapter head can get you in the door. Press releases about interesting things are picked up by local newspapers. And it is not unusual for a paper to do an article on the local company for the Sunday edition. What would the average reader of a periodical find interesting about your business; figure this out and you have the material for an information piece. It is important to know that if you get an article published in a trade magazine or in newspapers this will not generate a ton of leads on its own. The real skill is to ALWAYS offer something in the article that gets the reader to go a step further. This is something you should always do. Always offer a free report or white paper or How to Guide describing it like this: XYZ Sales Company has just released a free report called 10 Tips To Reduce Maintenance Costs for Power Supply Systems"and it is available FREE for the asking. Just call (555) 123-1234 or email tips@xyzsales.com [1] to receive a copy. Informational Pieces are Golden NuggetsMaking this guide is a snap. Invite the salesteam to a brainstorm session, fuel the thought process with a pizza and some chocolate chip cookies and irrigate the vocal cords with adult beverages. (Optional) Throw out talking prompts like: What are the prospects telling us? and, What customer problems can we fix? and, What conversations are going on in the prospectss heads? Think like this:If two top prospects are having a beer and talking about business, what is being said? Hammer this vein of information and data gold will shine. Good technical salespeople should be industry and technology deep and will know how the smart customers thrive deploying technology and services. Put the thoughts on paper and boil the the thoughts down to seven issues or ten issues. Smooth each pain point with a sentence or two and this creates the first information piece. Professionally solve customers problems and avoid platitudes and your Guide will be worth something to a prospect. We have been in business for ever and Billy, Bobby and Francie are here to help you, are platitudes. Prospects care less. Prospects care about persistent problems, the headaches, and how to disappear them. The Project Manager, the elusive man with the checkbook at the biggest prospect, may need the expertise that rattles around your companiess head. Believe this. Well thought out information pieces materialize these wraiths. You will be surprised. Now there may a toe stubber, if the company is the master of the low ball pricing strategy, if the company sells commodity products and the company does not have any technical expertisethe company is a dinasaur drone with a price book. This is most likely not true and it should be easy to put together a report using Word and run it off on the copier. There is no need for colored paper or a fancy brochure. Turn your Information into Dollars Go to Kinkos. Print the report for 25 cents. Printing copies of your report is akin to printing money because you can use the report to get leads in many different ways. . You can send out postcards to a list of companies in a certain Industry Group. Tee up a Fax blast to current customers and opt in prospects.Fire off an email to your customer and prospect list. Highlight and advertise the report in a newsletter, yours or someone elsesPlace the report strategically on the web site. Kick off a press release using the report as a hook. The report can be the basis for a magazine article. With work, the report can be the first chapter of a best selling novel. For that matter you can use your report as a script and do an infomercial. Make a second, and third and fourth report about other topics. Most remarkably, if the usual marketing Ambien, like a report on product features, with 5 colors and eye scalding glossiness, with a head knocker headline like In Business a Million Years, is sent to 500 prospects, you will choke on your results. Now print up the thought provoking, Crush Your 7 Monster Pains with our 7 Secret Solutions, in beautiful black and white, insert said guide into a dimensional mailer, a tube comes to mind, stamp this Cialis chewing lead magnet, and rocket it to the same 500 prospectsresults will be exponentially better than the 5 color mail piece. The 5 color beauty is stacked high in many sales offices, attracting no leads, attracting dust bunnies. The first approach is why most direct mail does not work. Direct mail, full of product pablum and self-inflicted platitudes, is blind to prospect issues. Put the prospectss eye glasses on and see the prospectss vision of day to day in-efficient processes. Sit in the prospectss chair directing your eyes outward, Solve these problems; be a thought leader and prospects will flock to you. Please pay close attention! Informational marketing with will get 10 times the response of traditional Ambien marketing. Mail 500 product info postcards and get 5 responses or 1%, mail 500 problem solving postcards 10% or 50 replies. It helps if you really put some sizzle to it. Write like this: Trouble Shooting Guide Solves Product Problems To help manufacturers install and maintain power supply systems XYZ Sales Company is offering a Free Guide, The Fast Trouble Shooting Guide to Solving Widget Production Problems. Armed with this guide most people can identify and solve Widget mysteries in a few minutes. Topics include: 1.One of the most elusive widget problems, _______, can be solved using a little known trick discussed on page three of the Free How to Guide. 2.Basic installation problems that guarantee problems will be traceable and . 3.How to determine if devices have faulty . The guide will also indicate which tools should be used to solve any particular problem and will tell you which problems do not apply. Tools described include ABC Companys ____, and DEF Companys ____. The guide is sent free of charge to anyone who calls or sends an email with their address to XYZ Sales company, Main Street, Dallas, TX 76000. Take exactly what is here and send it out as a press release, a fax blast, or use it in a postcard or email promotion. Put the offer on the web site, and leave the offer on the counter of your top competitor. This is the first step in building profitable relationships with prospects and your customers. You have to earn your stripes at each step of the way. You may be saying, Ok, now I got a bunch of leads and now I can go to town. Careful here, this approach is the old school and will damage the new relationships you are building before they can bear fruit. This approach will work. The work is fun and pays off. Jim Romano Marketing & Sales Lead Managementhttp://www.dataforceCRM.com 817-886-0380On-demand CRM and Sales Lead Management SolutionsP.S Our next paper, Secrets of Google Adwords; How to Turn your Business into a 24/7 Lead Machine, is ready. To get this paper now, just send a request to info@dataforcecrm.com . This paper will be immediately sent to your email inbox.

Find Out The Key eBay Selling Tips

Find Out The Key eBay Selling Tips

Ever wondered how to get the most out of eBay? First off here are some practical eBay selling tips:You need an eBay account. Then, take note of this step-by-step guide for setting up an auction. This is the core of eBay selling tips that you need to know.Before you sell anything on eBay you should be guided by the eBay selling tip of researching first to make sure that you are going to get the best possible result. There might be better ways to sell your items in the research what sells on EBay section of the eBay.Auctions with pictures almost always sell for more than those without pictures. You\'ll eventually want to invest in a digital camera, but for just getting started, you can take pictures with a regular camera.On eBay selling tips regarding listing of products, one of the big mistakes when it comes to selling on eBbay is not listing the item at the right time and not for a long enough duration.Try to write a clear and concise description and title. This will help save you time by cutting down the number of questions from potential bidders. If you do get questions, you should try to answer them promptly.Research closed auctions to get an idea of what you might expect your item to sell for, and to figure out what to set your starting bid at.The eBay selling tip on the best time start your auction is during weekdays so that it will finish on the weekend. The main reason for this is that most people are home on the weekends and have the time to sit and wait to the last minute to make their. Try to have your auction end by Sunday evening. This eBay selling tip is very advisable and have been experienced successful by most sellers.Read the rest of this article by going now tohttp://www.ebaysellingtips.net/ebaytips/The-Key-Ebay-Selling-Tips.html

Overcoming Voice Mail Challenges

If you are in the business of sales, than ultimately, cold calling is part of your weekly, if not daily routine.Lets face it, cold calling just isnt very exciting, and you need to make many cold calls in order to have success.During my days working as a loan officer for a mortgage company, I would spend two and a half hours each night, Monday through Friday banging out my cold calls.My goal was to take at least three applications per evening, resulting in fifteen applications per week, with a goal of turning at least three of the fifteen applications into actual loans.I faced many challenges during those evenings of cold calling. Such as hang ups, and people saying things such as I already took care of that, and take me off of your calling list, etc.One other challenge I came upon was the answering machine. There was nothing worse than selling to a machine.But after much rejection from the actual live human beings I was dealing with on a nightly basis, I began to think of the answering machine as my friend.I would use the answering machine as a tool to have my potential customers get to know me.I would speak in a friendly upbeat voice, introducing myself and the company I worked for.But, I would not just leave it at that. I would take the opportunity to describe in brief a product we had available that I believed would meet their needs.I always kept it short and sweet, not giving the customer an opportunity to delete me because my message was long and drawn out.Leaving your name and number simply is not enough to entice a customer to call you back, especially when cold calling.So dangle a carrot in the way of one of your products and there will be a good chance your customer will call you back.

IT Sales Skills: Selling Servers and LANs to Clients

When you are running your own IT consulting firm, you will need some basic IT sales skills to effectively get your small business prospects and clients signed on for your recommended network solution.Because small businesses are often resistant to change, computer consultants must be able to effectively and persuasively discuss the differences between a dedicated server solution and the status quo.Know Clients Hot ButtonsWhen selling to small business decision-makers, youll need to speak to their hot buttons, overcome their objections, and relate your message to return on investment (ROI) and bottom-line savings potential. IT Sales SkillsPeople have many different views on whether sales skills can be taught. Some think you cant be trained to sell -- either youre born with the gift or youre not. Others are adamant that anyone can sell more effectively with the right training. The Bottom Line about Sales SkillsSmall business computer consultants, as well as their staff, have to adopt some kind of sales skills that theyre comfortable with -- even if they initially find selling painful. The goal here is to give you some tools to succeed, regardless of whether youre a great schmoozer.Copyright MMI-MMVI, PC Support Tips .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Summary

Why is Setting Sales Appointments a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?