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John Moran shares a quick tip on how to canvas from the road and pickup sales leads while calling on other clients.
Plan tomorrow today. As a suggestion, try making 30 calls today to schedule meetings for next week. Face-to-face appointments are a simple way to shorten the sales cycle, build rapport, and differentiate yourself from the competition. That being said, shoot for 5 face-to-face meetings for the upcoming ...
It is as important as ever to keep up with past due invoices for today’s sales professional. Collecting on invoices is never fun but it is extremely important! Why? Because nothing in the sales process is CLOSER TO MONEY! So I recommend reviewing your accounts receivable and ...
A great way to ask for referrals is through a “Thank You” note once a month to your clients. Try something like: “Jim, I wanted to take a moment and thank you for your continued support. Your business is very important to me so “Thank You” for being a loyal client. As you know, my business depends on referrals. I would very much appreciate it if you could take the time to write the names and numbers of 3 to 5 people you feel might benefit from my service. Of course, if you do not wish for me to use your name I won’t. Again, thank you for your business and here’s to our continued success.” Send that out to your clients each month via email, letter, or hand written note and see what happens.
Think of your next sales call not as a sales presentation, but a sales conversation. Instead of using “tricks and techniques” to persuade your potential client, use a formula for building rapport: a) brief, informative introduction; b) ask pertinent questions; c) listen; d) summarize and repeat; 5) open the relationship instead of close the sale.
Stop selling and start sharing. Have real empathy and use your listening skills to connect with the person sitting across the table from you.
Add these two questions to your sales conversation: How can I help you? How can we work together?
Time is the killer of all deals. It is important to establish the next step in the sales process so as to not lose momentum. There is always a next stage as well as a solution to design and deliver. This is the best time to schedule your follow-up meeting because you are face-to-face with the prospect. Do this and shorten your sales cycle.
This workshop was very informative. I’ve attended many sales training workshops with various companies , but yours was awesome. It helped me re-evaluate my skills and passion. I look forward to working with you and taking my business to the next level.
Account Executive | Globaltranz
Our reps began using the Talk Tracks and immediately increased their telemarketing results. People are our most important asset at Elite, so investing in our reps was an easy choice. Thanks for making us better!
Dave Huesers
Vice President of Sales | Elite Logistics
Your seminar was a breath of fresh air and so inspiring! I wish I could take it once a month!
Lisa Kinlinger
Executive Sales Support | AIT Worldwide Logistics
Our team was very pleased with your strategic approach and marketing initiatives. Most of all, I was very excited about the ACTION plan you created: it lays out for us the exact steps and processes to follow toward success! Thank you again for this one-of-a-kind training!
August Schmidt
Financial Planner | Private Client Group, LLC
When we hired STARR we wanted results, i.e. more clients, period. After 10 days of using STARR’s marketing calendar and reengineering our sales message, we brought in 11 additional clients. That’s ROI. Thanks John for doing what you said and helping us follow through.
CEO | LA Auto Center
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