Inside Sales Tips A Great Qualifying Call

Writen by Mike Brooks

A few weeks ago my neighbor put in a new driveway, using beautiful paving stones that dramatically improve the look of his property.

Comparing this to my old asphalt driveway, I quickly went over to one of the installers and asked for an estimate. "You have to call our office," he explained as he gave me their business card.

Later that day I called and left a message expressing interest in their paving stones, and I left my cell number and the best to reach me.

What happened next was one of the best sales calls I've heard in years.

A couple of days later a woman named Brenda called and explained that she was returning MY call about their driveways.

The first thing she asked was how I heard of them. I told her my neighbor had them install a new driveway, and she took down the complete address.

Next she asked me what I was interested in (and she listened very carefully and did not interrupt). I told her I wanted the same kind of paving stones my neighbor had, and I asked if she could send someone out to give me an estimate.

She said she would be glad to do that, but first she needed to explain how they worked.

She began by telling me about the process and quality of their work. She said that first they removed the existing asphalt driveway and hauled everything away. Next they prepared the driveway by digging and leveling 12 inches deep and by pouring high-grade sand. They then packed it down to where it was as strong as concrete.

Next they installed the paving stones and filled in the spaces with a premium finish sand and that my new driveway was guaranteed not to crack or fade for as long as I owned by home.

She then stopped and asked me if this was what I was looking for.

I said yes.

Next she told me that the cost of their minimum job was $6000 and that would cover an area of approximately 600 feet.

She then asked if that was within my budget.

I said yes it was.

She then asked if weekdays or weekends were best for my appointment.

I told her weekends.

She then found two time slots for the next Saturday and asked, "Is 10 AM good or is 1 PM better for you?"

I took the 10 AM spot (figuring it would only be about 90 degrees by then).

She then said it was important that both my wife and I were there fir the appointment and asked me if we both would be.

I said yes.

She then went on to confirm all the details and gave me the name and cell phone number of the closer, er, rep who would be out the next Saturday.

When I hung up the phone, I marveled at how the call had gone. I already felt closed! Having the sales rep out the next week felt almost like a formality. This was one well-trained sales team. These are the kind of leads I'd like to work if I were an outside sales rep, and as a Top 20% producer, this is how you should be qualifying as well.

Are they missing out on some appointments by being so thorough? Probably.

But are the missing out on any real buyers? Probably not.

The lesson here is that by properly qualifying your prospects you can be sure you are only going to be pitching those most likely to buy.

Remember -- you don't need practice pitching unqualified leads.

This week, analyze your own qualifying questions and see where you can strengthen your initial call. Remember, the close always starts there.

Have a great week!

Copyright @ 2006 Mike Brooks

Mike Brooks, Mr. Inside Sales, has been a top 20% producer for over 20 years. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Sign Up for free to the award winning FREE Ezine, "Inside Sales Secrets of the Top 20%" http://www.mrinsidesales.com/ezine.htm To read more about Mike Brooks click here. Mike Brooks, Mr. Inside Sales, offers FREE Teleseminars, FREE Closing Scripts and a FREE audio program designed to help you double your income selling over the phone. If you want to Close Business like a Top 20% producer, then learn how at: http://www.MrInsideSales.com

Dont Settle For Vague Answers

Writen by Art Sobczak

I arrived at the golf course to check in, and much to my surprise, the pro shop attendant said, "We don't have a reserva­tion for you or the other person you mentioned."

Shortly thereafter, my playing partner, Chuck (who had indeed called earlier for reservations), straightened things out.

Sitting in the clubhouse after the round (with just enough sweet shots to keep one optimistic about the sport) Chuck told me he had an inkling a mix-up would occur. He said his call to the pro shop went like this:

Chuck: "Can you get two people on at 12:30?"

Attendant: "That shouldn't be a problem. Come on down."

Chuck: "So we have a confirmed time at 12:30?"

Attendant: "We'll work it out. Come on in."

Because the attendant was being somewhat evasive, vague, or just plain lazy, he didn't give a commitment although Chuck asked for one, but stopped short of saying, "Look, do you have my name written in the book at 12:30?"

We then related that situation to a similar fault some salespeo­ple suffer from: not being specific enough, and accepting fuzzy answers.

Vague Responses

Get No Action

For example, Chuck has several sales people working for him, marketing mechanical contracting services. Chuck will usually ask the reps after a major prospect meeting, "How did it go? Are we going to get the job?"

Sometimes they'll respond in a manner like the golf shop attend­ant: "It looks pretty good. They were favorable toward us."

He'll then ask the rep, "Did you come right out and ask them if they were going to use our bid in the overall contract?"

"Well, no . . . but I think they're leaning in our direc­tion."

Well folks, Chuck's company doesn't send out work crews (or invoices) based on someone who's just leaning. They need to know for sure. And that's the way it is with my company, and probably yours. When people speak in terms of specifics, things happen. If prospects and customers aren't asked for a definite decision or course of action, it's easy for them to shelve the issue.

"Are we going to do this?"

"When will we see the purchase order?"

"How many do you want?"

Find out precisely where you stand. Leave no doubt as to where you both stand after the call, and you'll find that follow-up files become less clogged, and your wallet gets fatter.

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection. To get FREE weekly emailed TelE-Sales Tips visit: http://ww.BusinessByPhone.com

Something Strange Happening In Sales

Writen by Leslie Buterin

That nasty, predictable objection doesn't have the same old sting it used to have.

You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, "Could you send him something in writing?"

It's strange how one day a phrase can sound so negative. Then, with one teeny, tiny change in thinking the very same words bring hope.

All of a sudden instead of rejection and a tightly closed door, these words bring to mind the picture of a wide open door and a fountain spilling over with opportunity.

At least that's what's happening in the minds of your colleagues who have enough profitable experience now to wholeheartedly embrace this change in thinking. Those who no longer interpret "Could you send him something in writing" as a semi-polite "thanks, but no thanks!"

Many successful sales professionals now welcome those words as they filter them through a new lens of understanding. These sales pros know that the request for something in writing is "executive assistant shorthand" for …

"I've heard enough. You've made it past me. Give me something good to give him"

Her thought process goes along these lines, " I think he very well may be interested in what you have to offer. Having said that, my executive has so much going on in his brain that he needs help getting his brain out of the stratosphere to settle down on one topic, in particular a new topic such as yours! Please, help me, help him by sending something in writing that will give him a good idea of how your products/services will help him resolve his most pressing business issues."

This interpretation of gatekeeper lingo makes you pause and rethink, doesn't it?

As you ponder this angle, your next question becomes, "OK, now that I have an open door to send them something … what can I send that will compel the decision maker to invite me in for a meeting. What exactly should I send to this particular prospect?"

Let's start with what you don't send.

Do not send the 4-color glossy brochure packet that talks all about your company, how long it has been in business, and the oh-so-flattering picture of your company president. Your prospect doesn't care. Nothing in that brochure helps him figure out how to solve his business problems.

Now, here's what you do send.

Fax a one page, black and white executive summary of results. Preferably in the form of testimonials from other executive clients of yours who articulate what your products and services have contributed to their businesses.

At the top of the sheet, in bold and centered be sure to put your carefully crafted benefit statement. You know, the statement that answers your prospect's unspoken question … "What will I get out of the deal if I do business with this caller?"

The more specific you can get the more compelling the benefit statement. Here's an example to which most of us can relate. The phrase "Domino's Delivers" doesn't pack nearly the same punch as the phrase "Domino's Delivers in 30 minutes or Less Guaranteed!"

On the balance of the faxable one-sheet you'll want to pack in testimonials. Comments from your happy clients that reveal the results they have reaped from doing business with you.

Note: When you say how great you are, the words sound distastefully prideful. But when your clients singing your praises (or the praises of your company) in their own words, The song is sweet to the ears of your prospects who are looking for solutions.

Make sure your testimonials are specific and include numbers.

The secret to powerful testimonials is in the bottom line results described by your happy clients. Such as, "These guys increased my revenues by more than 20%."

Let's face it. Those 4-color glossy brochures, that go on and on and on about your company have an unintended impact. They leave your prospects under whelmed, with thoughts of "who cares", and the sense that you expect them to break into a chorus of "How Great Thou Art!"

If you listen to your prospects and really hear what they need from you in order to invite you in … your approach will be considerably different. Better yet the impact will be different as they receive one-sheet from you that presents solutions to their problems.

Stop sending the stuff that makes you look like a feathered peacock. Start sending the stuff that assures your prospects that the solution to his or her most pressing business problem is your products and services.

Focus on you and you'll be spending more time with you. Focus on serving the needs of your prospects and marvel as they roll out the red carpet with welcoming trumpets et al!

Forward this article to friends—they'll thank you for it!

For your FREE mini-course "Jealously Guarded Secrets to Cold Calling Company Presidents" visit http://www.ColdCallingExecutives.com! Or call Your Sales Coach for Extreme Profitability, author/speaker Leslie Buterin (like butterin' bread) at (816) 554-3674 9-3 CST (that's Kansas City/Chicago Time).

Stop Selling And Make More Sales

Writen by Alan Fairweather

A few months ago I spent time training some telephone sales agents who were new to selling. They'd mainly been involved with handling incoming calls but now their company needed them to do some out bound sales calls. I spent two days running a sales workshop for them and another three days coaching them on the job.

The biggest challenge I had was trying to stop them selling. Or at least their idea of what selling is all about.

Many people who are new to sales and also some experienced sales people want to keep talking about their product or service. They open the conversation with one or two general questions which are often irrelevant to the customer and then launch into their sales spiel.

What then happens is that the customer thinks "Oh no, I'm being sold to" and immediately disengages the brain and stops listening. The sales person then has limited success as far as getting a sale is concerned.

My job with these people was to try to get them to stop selling as they knew it. The most important thing in any sales call is to find out what the customer's needs are. The customer won't readily tell you what his or her real needs are so the sales person needs to do some careful probing. Questions need to be asked that are relevant to the customer's needs and relevant to your product or service.

It is often useful to open an outbound sales call with the question "Mr Customer I'm not sure whether we can help you or not, however I would like to ask one or two questions which will establish whether our product would meet your needs and benefit your business, is that OK?"

This statement is perfectly true because, you don't know if your product or service will benefit the customer until you ask him or her some questions about their business. It will also have the effect of relaxing the customer if they feel they're not being sold to and that someone is interested and cares about their situation. If the customer believes this then closing the sale becomes so much easier.

Discover how you can generate more business without having to cold call! Alan Fairweather is the author of "How to get More Sales without Selling" This book is packed with practical things that you can do to – get customers to come to you.

Click here now:
http://www.howtogetmoresales.com
http://www.alanfairweather.com

These Scary Friendly Words Sabotage Cold Calls

Writen by Leslie Buterin

When we were kids, most of us had some adult teach us to greet people with a "Hello" or "Good Morning"; to say, "Please" and "Thank you"; and to ask permission of adults before going out to play with the neighborhood kids.

Flash forward a couple of decades and those same social niceties are reinforced by all sorts of business and sales gurus who tell us what we need to know we learned in kindergarten!

So, imagine my surprise when I first heard about the executive committee meetings where presenters received specific, no-nonsense instructions for their conduct during these meetings.

"State your business clearly and in bottom line terms. Don't ask us questions. Do tell us what we need to know to make effective decisions. Do not say 'good morning.' Do not say 'thank you for your time.'"

By the time the Secretary/Drill Sergeant of the Corporation finished briefing the "young first-timers", every single one of the rookies was shakin' in his boots!

Social niceties are absolutely, positively, no doubt about it … totally inappropriate at the executive level.

Being socially correct is a hard habit to break, but well worth the effort, as you learn new language that will serve you particularly well when cold calling executives.

Many of your colleagues call the offices of top decision makers and say something to this effect: "Good Morning!" "Is this a good time?" "May I schedule a meeting with the executive?"

Your colleagues don't realize it but as soon as the phrase, "Good Morning" was uttered the executive assistant quit listening. Those seemingly innocent words triggered her mind to conclude, "This caller does not belong at the executive level."

Then, the words that followed "Is this a good time? May I schedule a meeting with the executive?" only served to confirm her decision to keep the caller out of the executive suites.

You're probably thinking … you've got to be kidding … there is nothing wrong with those words … I've used them all my life!

But from the perspectives of the executive and the executive assistant those very words are huge, red flags indicating you don't know the rules or the language of "The Top Dog" executives.

What's wrong with being polite?

Nothing. In fact politeness is always appropriate. It's the social niceties that'll trip you up.

Executives and their assistants think and speak in bottom line terms. They use language that you'll find in a Balance Sheet, language that will serve to help them make good decisions quickly. Through the years, the decision makers have trained themselves to cut out all fluff in conversations and to be selective about where they spend each and every precious minute of their workday.

Yes, even to the point of cutting social niceties out of their conversations … and choosing to spend their precious time and energy with people who think and speak in bottom line terms.

Executives are looking for solutions to their most pressing problems. Executive assistants are aware of the pressing problems and are looking for callers who can provide the executive with solutions.

You may want to read that paragraph again. Executives and their assistants are looking to find business partners.

Executives and their assistants are looking to invite people into the executive suites!

Most sales pros think of the executive assistant as the gatekeeper who has the job of keeping people out. This thinking gives all of the power to the executive assistant.

Successful sales professionals own their power. They understand how their products and services benefit their client companies. They assess cold calls from the perspective of the executive assistant and then change their cold calling script accordingly.

So how should you leverage the words of your current script?

Scrutinize your current script. Strip out the social niceties. Make certain the words are streamlined, focused, and bottom line. And make certain your tone of voice indicates that through every spoken word, politeness reigns.

Keep the scary, seemingly friendly, social niceties out of your cold calling presentation and be amazed at how quickly you are welcomed through the previously closed doors of the executive suites!

Forward this article to friends-they'll thank you for it!

For your FREE special report "Jealously Guarded Secrets to Cold Calling Company Presidents" visit http://www.ColdCallingExecutives.com! Or call Your Sales Coach for Extreme Profitability, author, speaker, Leslie Buterin (like butterin' bread) at (816) 554-3674 9-3 CST (that's Kansas City/Chicago Time)