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5 Must-Have Sales Pro Tools
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5 Must-Have Sales Pro Tools

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Sales is tough. If you’re not prepared or have the right tools in place, every day can seem like the first day. So how can you become a top producer rather than dreading coming into the …

Sales is tough. If you’re not prepared or have the right tools in place, every day can seem like the first day. So how can you become a top producer rather than dreading coming into the office?

During this Small Business Marketing 101 webcast, we'll break down 5 tools every successful sales pro has in their toolbox. We’ll tell you how to uncover new leads for your business. You’ll walk away with:

• The number one selling mistake
• The mindset successful small business owners must have
• A sample schedule for your office

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  • Good afternoon. Thanks for joining us for Cole Information’s Small Business Marketing 101 Webinar Today we’re talking about 5 must have sales pro tools.
  • Today we’re talking about 5 habits of a successful sales pro—how to reach and surpass your sales goals in 5 easy steps. Small Business Marketing 101 webinar series Thanks for joining us My name is Lora, I’m the digital media specialist for Cole Information. Today I’m happy to have Greg Moustakes on the webinar—he’s the enterprise sales for Cole, so thanks for joining us. Greg, tell us a little about yourself. Been at Cole for 34 1/2 years, started off as a sales associate and worked my way up. Prior to was in advertising as a project manager.
  • Discuss today's session. Today we’re going to go over: If you do have a question, feel free to type in your question in the dashboard to the right of your screen. We will get to those questions by at the end of the presentation. Also, we are recording this session, so we will be able to forward you the video & slides within a day after the session. And one lucky attendee will be $50 richer as we’re giving away an Amazon gift card at the conclusion of today’s presentation.
  • We also have a an online community called Cole Community, where with articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself. We invite you to take a look around, check out the site & use it as a resource for your needs.
  • We also have a an online community called Cole Community, where with articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself. We invite you to take a look around, check out the site & use it as a resource for your needs.
  • Cole Community features articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself. Best of all, it’s FREE! We invite you to take a look around, check out the site & use it as a resource for your needs.
  • It doesn’t matter if you’re in insurance, real estate or the home services industry, if you make more sales, you have more $, you have more opportunity: You have a bigger budget for marketing, advertising & sales. You can hire more sales people to promote your products/services You have the ability to invest and promote additional products & services. There’s more flexibility to test products and markets to see where you could have success For a bigger budget for marketing & sales, You know this co-worker. They are top notch when it comes to making the sale. Their phone is ringing off the hook, their calendar is fulll of prospect meetings and every day it seems they’re reaching new heights and making more money.
  • In sales, timing is everything. It’s what we call opportunistic/trigger marketing Timing is (definition above) Trigger mail helps accomplish this by coordinating your offers with life events: Births Marriages Moves Holidays Major purchases—new car, boat, etc. When you coordinate your offers around these triggers, it heightens the chances that a prospect will find immediate value in your marketing message. It also needs to be relevant—delivering an offer that responds to the customer’s unique needs, desires, preferences, attitudes & attributes Personalized: delivering an offer that’s tailored to a recipient
  • At the same time, there seems to be a certain stigma of being in sales—it’s kind of like being a used car salesman. People think: You’re pushy Annoying Rude Dishonest Loud & hard to deal with So much so that people want to you avoid you like the plague—however, that couldn’t be farther from the truth. So how can you as an honest, hardworking sales advisor combat the stereotype, deliver a solution to your customers & also make your own sales & goals?
  • The elements included in the 5 must have tools really come down to these three things: Inform Consult resource Today, we’re going to give you the 5 Must have sales pro tools your tool box that you can become the person your co-workers envy. The tips we provide during today’s presentation: Doesn’t involve a sales pitch, rather you’re arming them with need to know information. You’re consulting them and showing value of your product You’re also providing resources and additional information via websites, testimonials, etc. in today’s Google days, often consumers know more about the product they’re searching for than the sales folks do, so it’s important to give them the resources they need to make an informed decision. You’ll become top notch when it comes to making the sale. Your phone will ringing off the hook, your calendar is full of prospect meetings and every day it seems you’re reaching new heights and making more money.
  • The first tool is your mindset—and developing a positive one goes a long way to sales success. So, let me ask, do you have a defeatist attitude coming into a sales call? Or do you approach each sales call with an open mind? You must get rid of your negative thoughts or beliefs & the doubts or you’ll never succeed. Sales is a numbers game—and I recently saw that on average, it takes 80 sales calls to get one sale. That’s a lot of calls and if you have a defeatist attitude you’ll miss the one lead you could possibly close. Try being an ambivert—they’re not extroverts nor introverts, rather in between. A new study published in the journal Psychological Science suggests closing the sale involves knowing when to be assertive and enthusiast when it’s required & at the same time, they can be quiet when it’s necessary. They looked at both introverted & extroverted sales folks and found in a three-month period, ambiverts made 24% more in sales revenue than introverts, and 32% more in revenue than extroverts. Here’s why: ambiverts embody traits from both sides of the personality spectrum–in a sense, they have a built in ‘governor’ that regulates their exuberance–they don’t trip over the obstacles that handicap their more extroverted counterparts. “ The ambivert advantage stems from the tendency to be assertive and enthusiastic enough to persuade and close, but at the same time, listening carefully to customers and avoiding the appearance of being overly confident or excited,” said the author of the study.
  • Your second must have sales tool is the lead source. Just to give you some context, the United States Postal Service says 17% of Americans move each year and one out of every 6 families moves into a new neighborhood. Data decays. That’s why lists from a company like Cole Information is so vital—many of our products either allows you unlimited downloads or the opportunity to only download new information regularly. We update our lists every 30 days Another lead source is networking groups. I have friends in real estate who say they do the bulk of their business by regularly keeping in touch with these people—the mortgage specialists, the insurance agents, contractors, landscapers, home stagers, etc. LinkedIn and other social media sites. This is a great way to
  • Your second must have sales tool is the lead source. Open forum that’s social and where you can listen. Best practices Opportunities
  • Mercury insurance group has a great page I came across & as you can see they’ve got 2,536 likes… Not only that, they have 89 people talking about this. I called and talked to their public relations person—Jessica-- and here’s what she told me for how they created this level of fan engagement: They plan their posts a month in advance and typically schedule them out. Their topics are based on environmental triggers—for instance in California, it’s wildfire season, so posts like that topic, legistlation, markets & any promotions that they’re running. They try to post ¾ times a week. . “How can you extend that with things other than direct product pitches? It’s all about the connection, and anyone with a local footprint has the opportunity to make a local connection.” Need more ideas: inbound marketing agents has 40 ideas that I’ll provide in the follow up email. http://www.inboundmarketingagents.com/inbound-marketing-agents-blog/bid/289931/40-Ideas-for-Engaging-Social-Media-Content-You-Should-Be-Posting Ask yourself: why should people care about this? How does this relate back to my business/service.?
  • The second way to pump up your social media efforts is to get customers involved. How? EASY! Ask them to The same way creative images are important, so are descriptions. Keep posts, updates, label images, descriptions & blogs short, succinct & to the point. How do they use your product/service? How can you do a better job?
  • The survey respondents indicated that 87% use social media as a marketing tool—5 years ago that number was 10%. That’s the key—FB, Twitter, Pinterest, these are tools to get your message out to your audience. That’s why when I talk today about ways to pump up your social media efforts, that involves tried & true tactics as well. Including word of mouth marketing Direct mail marketing Telemarketing Depending on your audience, there’s a best time & best way to reach them. The only way to really know when that time is to test various days, times and social media tools to see which works best for them.
  • Building relationships with potential clients and customers. This involves: Listening to your customer/prospect’s problem. One way to do this is open-ended questions. “What do you mean by that.” Finding solutions As a subject matter expert, they educate when they can. Are personal—use their strengths to their advantage. For example the Gallup Strenghtfinder is one of many tests you can take to figure out your personality. For me, my top strength is wooing or winning others over, it’s also communication, positivity, etc. By knowing my strengths, I can use those to my advantage & reach out to people & build relationships.
  • Tool 4 really looks at making you the most efficient, effective sales man or woman you can be. A big part of that is Customer Relationship Management tools or CRMs & I depending on who you work for or what you do, you may not have much control over which one you choose. However you do have control over other productivity tools you use throughout your day. These include:
  • Tool 4 really looks at making you the most efficient, effective sales man or woman you can be. A big part of that is Customer Relationship Management tools or CRMs & I depending on who you work for or what you do, you may not have much control over which one you choose. However you do have control over other productivity tools you use throughout your day. In many times they’re automated & can help you work smarter, not harder. SO with your calendar—block time in your schedule for things like phone calls, follow ups, etc.
  • Tool 4 really looks at making you the most efficient, effective sales man or woman you can be. A big part of that is Customer Relationship Management tools or CRMs & I depending on who you work for or what you do, you may not have much control over which one you choose. However you do have control over other productivity tools you use throughout your day. In many times they’re automated & can help you work smarter, not harder. SO with your calendar—block time in your schedule for things like phone calls, follow ups, etc.
  • Tool 4 really looks at making you the most efficient, effective sales man or woman you can be. A big part of that is Customer Relationship Management tools or CRMs & I depending on who you work for or what you do, you may not have much control over which one you choose. However you do have control over other productivity tools you use throughout your day. In many times they’re automated & can help you work smarter, not harder. SO with your calendar—block time in your schedule for things like phone calls, follow ups, etc.
  • Tool 4 really looks at making you the most efficient, effective sales man or woman you can be. A big part of that is Customer Relationship Management tools or CRMs & I depending on who you work for or what you do, you may not have much control over which one you choose. However you do have control over other productivity tools you use throughout your day. In many times they’re automated & can help you work smarter, not harder. SO with your calendar—block time in your schedule for things like phone calls, follow ups, etc. When customer creates own schedule they’re 95% more likely show up.
  • Billy Williams with Inspire a Nation Business Mentoring uses this tool & says customers are 95% more likely to show up because they’ve created the date & time themselves. Empowers your customers
  • Billy Williams from Inspire a Nation Business Mentoring Service says the key to staying on task with your morning and keeping customers happy starts with your recorded voicemail message. To be effective your message should have the following elements: • Thanks • Acknowledgement • Expected first response • Timeframe For example: “ Hi and thanks for calling (your business or service). We appreciate your message and look forward to meeting your needs. Right now we are busy providing high quality service to another customer. We want to provide you with that same level of service. So please leave your name, number, a brief reason for your call and most importantly, your email address as this is the first way we will respond to your message. Thanks and have a great day.” Asking the call to provide detail for the message along with an email address allows you to quickly and efficiently follow-up with each customer or prospect, providing a short, succinct response or a timeframe (either by lunch or by end of day) for when you can have an answer back to them. By creating a standard email template with similar information, you can quickly and efficiently provide excellent customer care and triage each and every call that comes in, while maintaining your schedule.
  • Billy Williams from Inspire a Nation Business Mentoring Service says the key to staying on task with your morning and keeping customers happy starts with your recorded voicemail message. To be effective your message should have the following elements: • Thanks • Acknowledgement • Expected first response • Timeframe For example: “ Hi and thanks for calling (your business or service). We appreciate your message and look forward to meeting your needs. Right now we are busy providing high quality service to another customer. We want to provide you with that same level of service. So please leave your name, number, a brief reason for your call and most importantly, your email address as this is the first way we will respond to your message. Thanks and have a great day.” Asking the call to provide detail for the message along with an email address allows you to quickly and efficiently follow-up with each customer or prospect, providing a short, succinct response or a timeframe (either by lunch or by end of day) for when you can have an answer back to them. By creating a standard email template with similar information, you can quickly and efficiently provide excellent customer care and triage each and every call that comes in, while maintaining your schedule.
  • Habit #3, highly successful sales people sell cupcakes, not the recipe. Why? Because it avoids confusion, more questions & an eventual no. Remember habit #1? You’re listening, building a relationship & educating—that doesn’t mean you have to give more information than people need— Think about your elevator speech—since you only have a small window of time like 30 seconds to get your message out, you need to have an easy way to tell prospects what you do & generate some interest. Example:??? Hello. My name is Greg with Cole Information. We have the easiest to use, most inexpensive prospecting programs on the market.
  • Each year, Insidesales.com audits how long it takes companies to get in touch w/ leads--prospect who essentially added their name to an email list, ’s raised their hand….this year, they found it takes nearly 2 days for sales to get in touch w/ the prospect either by email or phone. There’s less than 2 phone attempts to get in touch with the prospect And worse, yet, half of all prospects who raise their hand never even get contacted at all!? The average response time of companies audited in lead response studies is now averaging 42 hours and 43 minutes across well more than a dozen research studies since 2007. Prior to this study, the average was 46 hours and 37 minutes, not something to write home about. Think about it. A CEO is paying a lot of money to have marketing generate leads for sales, and sales is finally getting to those leads nearly 2 days later. Perhaps worse than that is the lack of persistency in following up with leads. These response studies show that the average salesperson is only making about 1.88 call back attempts before they give up. This LeadsCon study only did 1.63 call back attempts. 50.2% of the companies tested never called or emailed back at all! Email is proving to be way too passive to respond to inquiries with. Think about it, why use the most passive media to respond to those valuable leads? Get on the phone, talk to them, and do it quickly. [continued on page 2]
  • Habit #4: they follow through. It’s hard for sales people to be organized. Structure your day based on your personality—for everyone it’s different. When you tell a prospect I’ll be in touch in a few weeks, call back in a few weeks. They’re organized—so when they are organized, they took notes & said hey this is Lora from Cole Information, I spoke to you a few weeks back about finding new customers for your x business. Just wanted to follow up on that to see if I could help you out & also how your daughter’s b-day party went?
  • Here are 5 ways to get motivated today! Here’s some tips found online: Common Tips to Motivate A Sales Team: http://www.coachwithjeremy.com/blog/motivation/how-to-motivate-your-sales-team Create a clear sales plan Provide ample sales training ( learn why sales training alone fails) Set achievable goals Empower your sales team Establish a solid base salary in addition to their commissions and bonuses Provide positive feedback and recognition Celebrate the successes Communicate frequently with your team and have an open door policy Involve your sales team with setting quotas, sales plans, sales goals Set challenging goals Motivate with significant bonuses Established sales contests or sales games Provide sophisticated sales tools, from the best CRM, to marketing support, to internal support Spend time helping out on sales calls Grant sales’ awards, such as sales person of the month or sales person of the year Adjust compensation plans to increase motivation

Transcript

  • 1. 1
  • 2. Lora Ullerich Digital Media Specialist Lora.Ullerich@coleinformation.com Session Framework Greg Moustakes Sales Manager Cole Information
  • 3. Session Framework •The stumbling blocks of being a sales advisor. •Five tools that can make you successful. •Five actions you can start today. Session Framework
  • 4. Cole Directory • Published in 1947 • “Blue Book” • Crisscross directory of addresses and phone numbers Invaluable information for a number of industries: • Telemarketing • Debt collection • Law enforcement Today, web-based lead generation for business Then and Now
  • 5. Features: • Webcasts • Playbook download • Articles • Buddy’s Blog • Resources
  • 6. Sales is vital •Bigger Budget •Larger sales team •More Products/Services •More flexibility More Sales = More Opportunity
  • 7. Sales is Tough •Timing: •The ability to deliver an offer when the consumer is likely to be most interested. •Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc. •Personalized: •Tailor it to your ideal customer.
  • 8. Combat the Sales Stigma Flickr via bonkedproducer •Pushy •Annoying •Rude •Dishonest •Hard to handle
  • 9. Tool Elements •Inform •Consult •Resource
  • 10. Tool 1: Mindset • Check your attitude • Get ride of negative thoughts/doubts • Have confidence • Ambivert personality
  • 11. Tool 2: Lead Source • American is on the move: 17% move each year! • Regularly updated marketing lists are vital • Networking groups
  • 12. Tool 2: LinkedIn Best Practices •Current picture •Job history •Join Groups •Share an update
  • 13. 14 Tool 3: Communication
  • 14. 15 What Should You Post: •Quotes •Fill in the blank •Questions •Pictures
  • 15. Consumer Engagement •Be responsive! •Ask for their help! •Like, reTweet, share, feel free to pin, etc. on social media updates and sites. •Choose your words carefully. •Ask questions that inspire a response. •Get involved in a local charity and solicit donations.
  • 16. 17 •Blog: •Hidden gems/events in your community. •Historic neighborhoods. •Customer testimonials. •Customer issues and how you’ve fixed them. •Other uses for your product/service. Be Local Proud
  • 17. 18 Combine Tried & True Tactics
  • 18. Tool 3: Communication Build Relationships • Listen • Find Solutions • Educate • Get Personal Action Items • Ask open-ended questions. • What are you trying to accomplish? • Not every call is sales- related. • People buy from people they like & trust.
  • 19. Tool 4: Productivity •CRMs •May not have much control over. •Way to keep track measure.
  • 20. Tool 4: Productivity •Calendar •Block time in your schedule for phone calls, follow-ups, etc. •Protect your “green time”
  • 21. 22
  • 22. Tool 4: Productivity •Email •Templates allow for consistent: •Look and feel •Message •Branding •Follow up with customers and prospects
  • 23. Tool 4: Productivity •Social media •Automate appropriately. •HootSuite, blogs, etc.
  • 24. 25
  • 25. Tool 4: Productivity •Schedule tool like Simplybook.me •Keeps you organized and on schedule. •Easy for customer/prospect to select a time that works for them. •Built in reminder and syncs up with many CRMs.
  • 26. Simplybook.me
  • 27. Tool 4: Productivity •Voice Mail •To be effective your message should have the following elements: • Thanks • Acknowledgement • Expected first response • Timeframe
  • 28. Tool 4: Productivity •“Hi and thanks for calling (your business or service). We appreciate your message and look forward to meeting your needs. Right now we are busy providing high quality service to another customer. We want to provide you with that same level of service. So please leave your name, number, a brief reason for your call and most importantly, your email address as this is the first way we will respond to your message. Thanks and have a great day.”
  • 29. Tool 5: Sell Cupcakes… •Not the recipe. •Give high-level facts •Avoid confusion •Elevator speech •:30 customer-focused info Flickr via zigazou76
  • 30. 31 •Takes 42 hours for follow up •1.63 call back attempts •50% never called/emailed •Best practice: 6-9 call back attempts Bonus: Follow Up Source: Insidesales.com/responseaudit
  • 31. Bonus: Follow Through •Be organized •Make goals •Daily •Month •Quarterly •Have a clear vision •Use resources
  • 32. Five Action Points • Attitude check • Lead source • Communication • Productivity • Presentation
  • 33. 8