Know when to cut your losses.

results in their spending too much time with the wrong prospects and not working with high-value opportunities.   It also results in an unrealistic forecast.

Outlined below are questions your sales people can ask themselves before they commit their valuable time to a prospect that may not deserve it.  One of the best ways to increase sales from your existing sales force is to train them to be better sales people; Professional Sales People.   Knowing where and with whom to spend time is a key component for a high-preforming sales rep.

*** Click www.sales-getters.com/samples  for additional sample lessons ***

Statistics show that sales training fails 80% of the time.  I think the main reason for this high failure rate is the lack of consistency.  Practicing anything correctly, on a regular basis, dramatically increases your chances for success.   Here’s the good news:  You can improve your odds of a successful sales training program, and thus increasing your sales, by implementing a comprehensive suite of lessons that can be delivered in bite-sized pieces every business day.  All you need to do is add commitment.  And it’s only 33 minutes a day.  Focus on working on the content in my course for only 33 minutes (give or take) a day, every business day, and you sales team will excel and your sales will increase.

If you adopt my sales training course (and a sales mentality), which can be used inexpensively and internally, you will see results.  When this sales plan is followed, it is GUARANTEED to increase your sales, and at a fraction of the cost of other sales training courses.  Your sales team works as a group to improve their skills plus elevate each other to achieve team goals.  And there is no travel involved.

Who I am:  First – I am not a sales trainer.  I do daily training, but I am a sales executive that is still on the front lines closing business every day.  I have won sales awards at every company for which I have worked.  My own company, which I founded and ran for 22 years, earned a spot on the INC 500 for one of the fastest growing private companies in America, over a five year period.  This sales methodology, and sales mentality, is proven and can absolutely work for you.

Are you ready for your sales reps to be spending their time more wisely?
If so, please click www.training.sales-getters.com and get started.

To better sales – and sales people,

Louie Bernstein

P.S.  Here’s my LinkedIn profile to check me out – http://www.linkedin.com/in/louisbernstein

P.P.S.  Here’s the lesson from my course on how your sales people can learn how and when to cut their losses:

Day 29 – Know when to cut your losses.

Most sales people are, by nature, optimists.  As a sales person you need that optimism to get you going every morning.  Unfortunately, too many times we let that optimism cloud our judgment.  We lead too much from our heart and not enough from our heads.   You need to be disciplined when looking at your pipeline.  And, more importantly, you need to be realistic and honest.  You have to know when to walk away because you are a sales professional.  Your time is your income.  And if you don’t manage your time well, your income will show it.

Here are some questions you need to ask yourself about every one of your potential deals before you decide to spend your precious time on them:

1. Am I talking with the financial buyer or the person that can sign my order and write the check?
2. Is the person I am talking to keeping me from the true financial buyer?
3. Do I always have to call them or do they readily call me with questions during the buying cycle?
4. Is the buyer readily willing to talk to me about my competition?
5. Is there a weakness in my prospect’s current solution that I can use my product with which to help them?
6. Is their house on fire?  (Do they have an urgent need for a product like mine?)
7. Is their company financially sound?
8. Have they cancelled several meetings?
9. Have they followed through on commitments they’ve made?
10. How many other vendors are they considering?
11. If they are looking at other vendors, are they comparing apples to apples?
12. Am I getting feedback from them?
13. Are they asking “post sales” questions?

If you cannot answer these questions realistically, and be prepared to add or remove your prospect from your pipeline, then your pipeline has no credibility.  More importantly, you have not learned when to hold ‘em and when to fold ‘em.

Sales Homework – List three more criteria you can use to determine if you are spending too much time with a prospect that has no chance of closing.

1.___________________________________________________________________

2.___________________________________________________________________

3.___________________________________________________________________

Sales Managers – Review your sales reps’ pipelines for any of the items listed above.  This process will also make your forecast more accurate and reliable.

Helping the decision maker

indeed only get one vote.  If that is the case, then it’s really not an objection but just another step in that customer’s buying cycle.  If on the other hand you are dealing with the decision maker, then he’s stalling you.  Either way, you will need to address this statement which may also come in the form of, “Let me run it past my team.”

In a sales situation where there is a committee and everyone gets a vote, you need to get yourself in front of that committee and use the presentation skills outlined in this course.  However, if you’re talking to the decision maker and you get this stalling technique you can respond with the following:

“Jan, you certainly want to make sure everyone is on board with this decision.  But at the end of the day, leaders are here to do one thing better than anyone else; lead.  That is what has made you successful.  Changing the status quo by bringing in new products can create uncertainty.  But it can also create excitement and motivation.  My other customers faced similar situations with their teams and they found that once the team knew their leader was fully committed, they jumped in to make it successful.  How about you and I lead on this one?”

When you’re faced with the “committee stall” you need to turn into Tony Robbins.  You need to be the best motivational coach in the world.  Leaders, even great ones, have their own personal doubts.  They too need reassurance about their decisions and that you will be there with them every step of the way.  You can do this!

Sales Homework – Write two of your own responses to this objection (the real one).

1.____________________________________________________________

2.____________________________________________________________

Sales Managers – When your sales reps develop this skill they are truly on their way to being a professional salesperson.  It may require some one-on-one coaching, but you can do it, too!

To get this and 261 other great sales training lessons, click on www.training.sales-getters.com

Sales training helps TV stars

and professionally prepared when someone calls on the “testimonial line.” But what I think really sets these sales people apart, is their enthusiasm for the products they’re selling.  You would think having the current product they’re selling was absolutely the best thing that ever happened to them.  They are bursting with excitement about the product and sincerely selling it.  And, they seem totally convinced it will be the best thing that ever happened to you when you buy it.

People want to enjoy the buying process.  They’re giving up their money and they want as much as they can get for it.  And perhaps a little entertainment.  The creators of these shows understand this concept and not only make it enjoyable for the buyer; they make it entertaining by making it exciting.  They make it an event.

We can debate how sincere the presenters/sales people are, and how unfortunate it may be that some who cannot afford their products are “coaxed” into purchasing.  But there is no doubt they get the viewer excited and engaged because we believe that they believe.  We don’t want to be the out there on our own.  We want someone who is totally behind their product and company and is willing to jump up and down about it. Don’t be just another monotone voice on the other end of the phone.  Create excitement, enthusiasm and trust with glorious adjectives and magnificent word pictures.  Show them you believe and they will too.

Sales Homework – Get excited when you make your calls and presentations.  Convey the type of belief in your product and company that makes your prospect wonder how they ever lived without you.  Here’s a practice idea; get out your video camera and create your own make believe shopping network and see if you can match up to The TV Sales Stars.

Sales Managers – You will know if you done a good job coaching this skill if you have a sales rep that generates this kind of excitement and it starts to spread.  By the way, isn’t this a tremendously effective and affordable sales training course?  Why not order a few more copies right now!

To get this and 261 other sales training lesson you can use right away, click on www.training.sales-getters.com.

Trust comes before Buy

way your best friend likes you; although that may end up being the case.  Like, in the sales context, really means establishing a good business rapport.  You are someone with whom your prospect “likes” speaking with and meeting.

You never trust someone you don’t like.  It’s contrary to human nature.  There’s probably something about that person that just rubs you the wrong way.  Maybe you perceived them as pushy, or they made an inappropriate joke thinking it was funny.  Your perception of them, whether you realized it or not, was that they did not have the same values as you.  There is no like and no rapport here.

On the other hand, if someone does like you, you have a shot at getting them to trust you.  Yes, I said a shot.  Most people make you earn their trust.  Don’t disappoint them.

To earn trust remember this:

• Do what you say you’re going to do.  Be dependable.
• Arrive early.
• Follow up promptly and when you said you would.
• Find things that are of value to the other person.
• Always tell the truth.  Even when it means possibly losing the sale.
• Understand that from their perspective, purchasing the wrong product could be career-ending for them.
• Be knowledgeable.
• Really listen.

The key concept of Like, Trust, Buy, is that it can never go out of this order.  Approach Like, Trust, Buy in this order and you will be a step ahead of 90% of your competition.

Sales Homework – Write down three things that people said they Like about you.  Use those traits as you build your customer relationships.

1. ___________________________________________________________

2. ___________________________________________________________

3. ___________________________________________________________

Sales Managers – Make a list of what you think makes a sales rep trustworthy, and share it with your team.

Get the complete sales training course at training.sales-getters.com

Sales training is a good place to debrief a deal.

• What did we do right?
• What did we do wrong?
• How will we adjust?
• Do we know the exact reasons they bought?
• Do we know the exact reasons why they didn’t buy?
• Was the final approver and signer involved?  When did they get involved?
• Did we ask all of our prepared qualifying questions?
• How many closing questions did we ask?
• How many voicemails did we leave?
• How many phone conversations did we have?
• How many face-to-face or online meetings did we have?

The debriefing looks for patterns.  If you find patterns then making strategic, directed adjustments should have a swift, positive impact.  If you keep track of these items and review them after each deal, you’re starting to enter the big leagues.

Sales Homework – List four more debriefing questions that relate to your product.  If you want to be a Major League Player, you’ll start using them.

1.____________________________________________________

2.____________________________________________________

3.____________________________________________________

4.____________________________________________________

Sales Managers – Doing this exercise takes time.  There’s no hiding it.  And some of the bullets are kind of “duh” questions.  But, going through them is time well spent.  You need to be continually trying to find your perfect prospect.  Once you understand who that is, what they respond to and then focus your laser on them, you’ll find yourself with many more qualified prospects with whom you should be spending your time.

To dive into this topic and view 262 other sales training lessons go to www.training.sales-getters.com

No complex skill development comes with one vital element. With sales training I think you must include, but is not limited to:
- Consistency – training every business day in some fashion
- Reinforcement by the sales manager
- Applicability to your product or service
- Demonstrativeness to a specific ROI

To dive into this topic and view 262 other sales training lessons go to www.training.sales-getters.com.

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 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’s the Hail Mary Pass.  The Hail Mary is thrown from whatever position the offense is in on the field, and the team prays that someone on their team comes down with the ball in the end zone and wins the game with no time left on the clock.

Sometimes you will have 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 one last shot at winning the deal.  Football teams regularly practice the Hail Mary.  When everything’s on the line, you don’t want this be your first attempt.

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.   You, on the other hand, have several “last plays” to consider.  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 chose 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 lucrative future opportunity.

Sales Homework – List at least four Hail Mary plays you can run that pertain to your product.

1.____________________________________________________________

2.____________________________________________________________

3.____________________________________________________________

4.____________________________________________________________

Sales Managers – Don’t leave yourself having to scramble at the end of the game.  Draw up each play and every possible scenario, before the starting whistle.

Plan your Hail Mary pass.

To see this and 261 other sales training lessons,
go to training.sales-getters.com

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.

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.

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