Getting pumped. 51 Days until the Sales Getters Sales Training Course is released.
It’s completely different than what you’re used to seeing in sales training.
51 Days Until Sales Training Changes
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The Hail Mary Pass in Sales
If you watch American football, you’re familiar with this term. It was coined when Roger Staubach of the Dallas Cowboys threw a game-winning touchdown December 28, 1975 in the NFC Divisional Playoff Game. It happens when one team is
Plan your Hail Mary pass.
desperately behind in the game and time is running out. There’s so little time left on the clock, that the offense, led by the quarterback, usually has only one play left or they go home in defeat; it’ the Hail Mary Pass. The Hail Mary is thrown from whatever position the offense is in on the field, and pray to Mary that someone on your team comes down with the ball in the end zone and wins the game with no time left on the clock.
Sometimes you find yourself having to throw a Hail Mary Pass in sales. You have used up all of the research, knowledge, training and strategy that you know, and you still can’t score a deal. Sometimes you have nothing to lose and only have one last shot at winning the deal, but it better score. Football teams regularly practice the Hail Mary. When everything’s on the line you don’t want your Hail Mary pass to be your first attempt at it.
You actually have more of an advantage in sales than your gridiron counterparts. Every sales deal is slightly different and has different players. So, you can, and should, have multiple Hail Mary options. In football, the quarterback usually just heaves the ball to the end zone on the Hail Mary play. You, on the other hand, you must choose your play wisely.
An important note of caution: Football teams come back to play each other again at some point in the future. So, the loser gets another chance. You too may have another chance to come back and sell to the same prospect that went with the competition. Make sure there are no hard feelings after the game. While it is painful, send a thank you note anyway. It’s bad enough to lose a deal now, but DO NOT lose a potentially lucrative future opportunity.
Sales Homework – List at least four Hail Mary plays you can run that pertain to your product. It’s going to be hard, if you really followed the other lessons in the Sales Getters Sales Training System.
1.____________________________________________________
2.____________________________________________________
3.____________________________________________________
4.____________________________________________________
Sales Managers – Don’t leave yourself having scramble at the end of the game. Draw up each play, and every possible scenario, before the game.
The Elevator Speech for Sales Prospects
The concept of the elevator speech came long before the internet, email, and social media. The idea was that you’ve tried endlessly to get into see a sales prospect but despite you’re your attempts, you could never get past the gatekeeper, and your
The elevator speech
prospect would never pick up his phone. So, in desperation you would hide in the lobby where he worked and wait for him to arrive.
The big moment comes when you spot your prey walking through the lobby headed toward the elevators. You leap out of the bushes and casually get on the same elevator as your prospect. Still, ever so casual, you look at them and say, “Hello Mr. Cleaver, I’m so glad I ran into you. I’ve wanted to speak with you for months now about our new Clean-o-Matic pot scrubber which I think would be great in all your restaurants.” Hopefully, if this ploy worked, Mr. Cleaver would reply, “Well, tell me about it now.” By the end of the elevator ride Mr. Cleaver would be so impressed he would invite you into his office, as you smirked your way past the gatekeeper. Mission accomplished.
Today, with that approach, you might be arrested for stalking. However, the concept is the same: When you meet someone and you only have 20 to 30 seconds to get them interested in your business, you need to be able to distill your message down to a few short sentences so that next words coming out of Mr. Cleaver’s mouth are, “Tell me more.”
Here’s a few suggestions, and sequencing, how to craft your message to get your prospect interested in what you are selling, quickly:
1. Say exactly what you do. It should read like the title on your web site. “We do sales outsourcing for B2B companies.”
2. First big benefit – “Our customers choose Sales Getters because we quickly bring in additional sales for them.”
3. Second big benefit – “They like being able to focus on their core business while we drive revenue and find new opportunities for them.”
4. Question – “How is your sales department structured for growth now?”
The entire sequence shouldn’t take more than half a minute and lead to a more in-depth conversation.
Sales Homework – Write out your “elevator speech” in four moves, like above.
1. _______________________________________
2. _______________________________________
3. _______________________________________
4. _______________________________________
Sales Managers – Play the role of the unsuspecting prospect. Then, send your sales reps out to track down Mr. Cleaver. This time, they’ll be prepared to succeed.
The Gatekeeper
Okay – so you don’t have the budget for a super cool marketing device to send to your prospect to get their attention. You just need to pick up the phone and make the call. But something happens. Some other person answers your call and demands to know who you are and what you want. This person is known as The
Make friends with The Gatekeeper.
Gatekeeper. This person’s job is to screen calls for their boss. Nobody gets in who the Gatekeeper thinks does not deserve to speak to the boss. These are strict instructions, although often misinterpreted.
My first approach in dealing with the Gatekeeper is avoidance. I do this by pretending the prospect and I are good ole buddies. I do this with the tone of my voice.
“Bill Murray’s office – This is Joanne.” I reply in a very casual, slightly rushed, “Hi Joanne. This is Louie Bernstein. Is Bill there?” My tone sounds like I am calling just to confirm our golf date and I’m in kind of a hurry. You’d be surprised how often this gets you through. It’s all in the theatre. A good Gatekeeper, however, will stick to the script if they do not recognize the name. “Yes, Louie. Does Bill know you?” Or, “Yes, Louie. What company are you with?” Once those questions come up, so does the wall. Just answer honestly and succinctly. If Joanne will not put you through after your answers, my suggestion is to ask if you can leave a voicemail. Sometimes the Gatekeeper will say, “I’m Bill’s voicemail!” In this case thank Joanne very much and start to deliver a long and involved message. There is a good chance she will tire of this and either put you through to Bill or “discover” Bill’s voicemail.
Sales Homework – Come up with three things to say to get past The Gatekeeper.
1.__________________________________________________________
2.__________________________________________________________
3.__________________________________________________________
Sales Managers – You want your sales people as aggressive as possible but you do not want them to act dishonestly or unethically. Coach them on being polite, professional and determined. You may only get one shot this prospect.
Are you ready to accelerate your sales?
Click www.sales-getters.com.
How’s your attitude?
I don’t think that the old adage, attitude is everything, is correct. But it sure helps when you have a good one. I’ve walked into work with a bad attitude. Maybe it was from bad weather, horrible traffic, kids making me late, etc. I’ve also walked into work with a good, positive attitude. One thing I can tell you; when I have a good
In sales, you need the right attitude
attitude, I get a lot more done, have better interactions with my coworkers and am more enthused when talking with my customers – which always lead to more sales with better profits.
YOU are in control of your mind – every minute of your waking day. Things happen around and/or to you, but you decide how you will respond. This is really the true meaning of freedom; the freedom to choose your attitude. Nobody can give that to you or take it away. Before you get out of your car in front of the office, or pick up the phone if you are a work-at-home sales person, stop and do something that puts you in an awesome state of mind. You will be a happier, healthier and a more productive sales person, which good for you and everyone with whom you come into contact. What I do believe to be correct is the old adage, a good attitude is contagious. Start spreading yours.
Sales Homework – List three things you do or enjoy that always make you feel good and gives you a good attitude – and be specific. Then, practice them, every day. Here’s some examples; listening to music that touches your soul, reading spiritual books, exercising, playing a musical instrument, writing.
1. ________________________________________________________________
2. ________________________________________________________________
3. ________________________________________________________________
Sales Managers – While it is not your job to be a therapist, it is your job to make sure your team is firing on all cylinders. Review the list above with your sales reps and think how you can support those activities. It will pay financial dividends for you.
P.S. Don’t forget about yourself.
Tenacity
I was watching the College Football National Championship game on TV. It was the fourth quarter with around 12 minutes to go, and Alabama was beating LSU 15 to 0. The camera kept panning across the LSU sidelines. Practically every LSU player had their head down, was not smiling, and appeared lifeless. On the other side of the field the Alabama players were smiling, high-fiving and looked really pumped up.
You need tenacity to win.
First, let me point something else out – I have been watching football for a long time. 12 minutes can be an eternity. I have seen 15 points scored in less than 20 seconds. It was not even close to being an impossible feat, to win the game. The problem was the LSU players didn’t think they could win. It was written all over their faces and the way they carried themselves. I’m sure the Alabama players could sense it too.
When you’re a professional sales person, you cannot give up until the check is cashed by your competitor. Are you going to win every single deal in your career? Absolutely not. But you need to have the attitude that “it ain’t over till it’s over.” You have to bring every skill, resource, and technique to the game for every second on the clock, along with the most positive attitude you can embody. You have to know deep down in your heart that while it looks bad now, you have the courage, strength and determination to win. And then get on the field and apply those virtues. This is Tenacity. If you don’t have tenacity, and you want to be a top sales person, you need to develop it or be prepared to go home without the trophy.
Sales Homework – Be honest, and list two times you gave up too easily – and vow never to do it again.
1.____________________________________________________
2.____________________________________________________
Sales Managers – Make sure you explore every aspect, of each deal, to make sure your reps are not quitting too quickly.
Are you ready to accelerate your sales?
Click www.sales-getters.com.
The Cold Call – Preparation
At one point in all our sales careers we have had to make a cold call; picking up the phone, calling a complete stranger, and very quickly gaining their trust enough to continue talking with us, and learning about why we are calling.
Be prepared when making a cold call.
There are a million approaches, but they all center on quickly getting someone to listen to you and be able to ask them questions. The best way to do this is to talk to the other person about something of interest to them. This could be something related to their business, Alma matter, career, hobby, etc. If you’re calling me about an incredible new service for selling books, that has brought five of your clients an additional million dollars in sales in the past year, I’m listening.
You must prepare before making the call. With internet access there is no excuse not to take this extra step. You should have the following windows open on your computer so you’re ready to learn something about your prospect that will engage them:
- Google (or any search engine)
Sales Homework – Take your cold call list of prospects, choose five, and learn about them on Google, LinkedIn, Twitter, and Facebook. Then, fill in the blanks for each them.
What companies have they worked for?_________________________________
Do you know anyone else at those companies?____________________________
What part of the country do they live in?_________________________________
Where did they go to school?__________________________________________
What activities do they participate in, and did they win any awards?___________
__________________________________________________________________
Sales Managers – Make sure your sales reps have internet access to these sites. Don’t worry if you think being on these sites will be a distraction. Monitor their calling activity and adjust based on their success.
Don’t end up like Wally Pipp
Most people don’t know who Wally Pipp was. However, most people, and just about every baseball fan, have heard of Lou Gehrig.
Don't be a Wally Pipp. Stay in the game.
In 1925 Wally Pipp was the first baseman for the New York Yankees. As the legend goes, Wally Pipp had a headache that day. “I can’t play today Hug”, Wally told the Yankees manager, Walter Huggins. Huggins put in a rookie named Lou Gehrig. Gehrig didn’t come out of the starting lineup for another 2,130 games and became the Iron Man of baseball.
Ever feel like calling in sick because you just don’t have your “A-game?”
Think you have enough deals in your pipeline?
No need to sweat making a few more calls because you have the sales contest locked up?
If so, remember Wally Pipp. Given hindsight, do think Wally would have toughed out one more game? I guarantee he would. When you think you can coast, understand that your competition is busy calling your customers. To be on top, and stay there, you need to be an Iron Man or Iron Woman. Never quit. Get your butt to the office or on the phone. Make that, one more call – because if you don’t someone else will and you’ll be sitting on the bench next to Wally Pipp.
Sales Homework – This week put in an extra half hour past when you wanted to go home. Call a customer you haven’t spoken with in over 90 days or call 10 new prospects. This week, go the extra mile and stay in the game.
Sales Managers – Are your team members inspired enough to do the extra things necessary to be Hall of Famers? Lead by example. Be the first to arrive in the morning and the last to leave at night. Show them the commitment needed to win.
Always send a sales email with a benefit.
Remember - you are selling benefits.
I received the following email (names are changed):
=======================================
Hi Louie,
I was hoping that we could reconnect to discuss profiling Sales Getters on our Business Intelligence Book for our lead generation program. I’ve included another sample lead to give you an idea of the type of buyers with whom we are speaking and the amount of information we provide with all of our lead’s contact information.
When would be a good time for you?
Best,
Teresa
==========================================
In fairness, this email did contain a sample record – there for me to figure out by myself until we spoke. However, there is no benefit in the email that might compel me to call Teresa.
- How will I be better off by purchasing her service?
- How have others benefited?
- What might I lose by not purchasing the service?
When sending correspondence, or talking with a prospect, ALWAYS include how your product benefits them. There are several ways this could have been written for more impact. Here’s one way:
==============================
Hi Louie,
I was hoping that we could reconnect to discuss profiling Sales Getters on our
Business Intelligence Book so you could profit from our lead generation
program, like hundreds of other sales companies have. Louie, you have businesses out there that need your service. Let’s work together to make it easy for them to find you!
They win, and you win, with increased sales.
I’ve included another sample lead to give you an idea of the type of buyers with whom we are speaking and the amount of information we provide with all of our lead’s contact information. What are we waiting for?
All the best,
Teresa
==============================
Sales Homework – Have your benefit-oriented email template prepared. Write it out now.
Sales Managers – Let your sales reps write their own. Then, go over them in sales training and merge them to get the best one possible. What are you waiting for?
The Cold Call – Goals for your call.
Your research homework is done. You know your target. You know their title, how long they have worked at their present company, where else they have worked, where they went to school, who you know who knows them, and any pertinent news about their 
career, achievements and items that may matter to them.
There are a minimum of three things you must achieve with your call – assuming you get the person you want to speak with on the line:
- Make it seem that the call was prompted by something special about
them or their company. - Establish credibility about your company.
- Set up another action step.
- Get their permission to qualify them
- Bonus – Get your prospect to take some sort of action right then,
like view a demo, fill out an application, etc. - Double Bonus – Get them to make a purchase decision right
then. This will usually apply to low
priced products that can be purchased on an impulse buy.
Sales Homework – Write out at
least one script for each of the top three items above. For example;
Hello John, this is Louie Bernstein with Sales Getters in Atlanta, Georgia. <Pause to see if they ask how you are.> (We will cover why a pause in another lesson.) I’m so glad I was able to reach you. I was very excited to see Ultra Motors brought in 300 new customers last year. That’s fantastic and I understand that is your department that brought in those customers. Congratulations.
The reason it excites me, is that over the last three years every
one of Sales Getters’ customers who had a large increase in sales and used
Sales Getters afterward, was able to have a further increase of more
than 10% in less than six months. Can I ask you a few questions to see if our service is something you could take
advantage of?
1.__________________________________________________________
2.__________________________________________________________
3.__________________________________________________________
4.__________________________________________________________
Sales Managers -The scripts your sales reps write should be in line with your objectives for cold calling prospects. You may already have these scripts, and may have written them. They can be applied here for consistency. It’s a good chance to see if your reps understand those objectives and can put them in writing. Don’t punish creativity if they deviate a little. People need to feel they own the process.