Three Tips for Sales Presentations

Its funny when you are the prospect being pitched by some sales guy, it is also very interesting.  You get to critique his technique, you know what he is trying to do, you know when the close is coming, and you can talk circles around his pitch.  However, when you run into a really good salesperson, you find yourself enthralled with their talent.  I had this experience last week when a salesperson visited me at my home.  That salesperson was experienced, in both age and years of selling, and while I thought I knew how I was going to stop his antics, he surprised me by providing credibility, solving objections before they occur, and had the guts to close on the spot.  Lets revisit his techniques. (more…)

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5 Tips on Speaking with a Gatekeeper

More times than note, the sales process begins with non decision makers AKA gatekeepers.  Keep in mind that a gatekeeper is not always a receptionists or secretary.

I wrote earlier about how to get around a gatekeeper by calling when at times when he/she won’t be at their desk, or at times when generally a decision maker is available. However, if you must talk to a gatekeeper, you better do it correctly or you have no shot at getting transferred.

Most salespeople simply try to bulldog through the gatekeeper. Does this approach sound like yours?

Gatekeeper: Hello ABC Company
You: Yes, may I speak to Jim
Gatekeeper: May I tell him this is regarding
You: Blah blah blah…you’re done at this point. 

As soon as the gatekeeper has to ask you why you’re calling, you’re pegged as a salesperson…a pushy one at that.  To get through a gatekeeper, you must first understand why you are being blocked. There are a few reasons.

  •  That you’re calling to offer something that won’t be beneficial to the company
  • That you’re hiding something or being a seedy salesperson
  • That you’re a pushy jerk, and if you’re a jerk to the gatekeeper, you are going to be a jerk to the DM as well
  • That you’re going to take a lot of the DMs time
  • You’re offering something that may make her look foolish for passing you through to his/her boss

Really, what it boils down to, is that there is a perception that you will make the gatekeeper look bad if they transfer you.

However, you want to do the opposite.  The gatekeeper should be worried about getting in trouble if he/she DOESN’T transfer you because their boss is going to miss out on a great opportunity.

You can do this by: (more…)

Change Can Be Good, If Its For The Right Reason

I have hundreds of conversations each week with salespeople about their career path.  It seems as if most are looking at the “greener grass”.  Either in terms of an employer or in position.

Lots of salespeople elect to change positions for the wrong reasons.  Some covet management positions simply so they don’t have to make sales calles.  Others want to look for a “better” employer because they don’t like their current one, or because the new one may sound sexier…they do this without thinking that the new employer might be the same as the old, or that management might not be their best fit.  In essence, they change just because.

The thing is, is that there is truly no such thing as a greener pasteur…only ones that look greener when you’re not actually there.

What really needs to happen is a self-evaluation.  Not in terms of skill set, but what you are looking for in an employer and career.  You need to look for the qualities that you want in an employer and position and base your decision on that.

While I cannot tell you what you should be looking for (you need to determine that), I can tell you what I would look for.  I defined them as the five (5) “E”s. (more…)

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