Your Biggest Problem in Selling, Solved!

34 replies
I am creating this thread to help those who have problems in sales. Keep in mind my solutions will be coming from my years of experience in the offline world selling retail and now training sales people in retail. However, I also do seminars so when I sell tickets I do face to face cold calling.

The challenge is this give me the a problem you are having in sales, phone or live and I will give you a solution based on my teachings on the psychology of selling. If I do not have a good answer this is a thread soooo plenty of other teacher and trainers can jump ion and help out.

Here is an example of how I help sales people greet customers at car dealership and take away the first 3 potential negatives. This is just an example it is not what the thread is about. Give me your questions and let's see what I and the other warriors can do to help you. Sales problems...



It starts at the very beginning with the meet and greet. This is where sales people have the most problem gaining rapport, In the very beginning.

So what we had to do is take apart the meet and greet and see what was happening in the hearts and minds of the customer as well as the salesperson to find the gaps. Here is what we found.

There are 3 potential negatives in the greeting. The same greeting taught to us 15 -20 or more years ago is a professional greeting and most all sales people still use it, but to the customer there is 3 negative built into that greeting and we did not realize it until we took a close look at how people think.


First negative is most sales people get some sort of negative body language from the customer. They see you approaching and make eye contact with you but they either pant their feet and stiffen up or even more common they start walking the other way. This is the first non verbal sign they are uncomfortable and giving negative body language.

When you finally do get to them they won't look you eye to eye and often will give e fish limp noodle hand shake, definite negative body language.

The second negative is loss of name. Salespeople lose customers names anywhere from 60% to 90% of the time. How important is a name?

Yes very important and that is only two negatives. We still have a third big one.

99% of the time every customer dismisses the salesperson by saying "I'm just looking".

Now we have 3 negative built right into the first five seconds. How many chances do we get to make a first impression? How long does it take to make that first impression?

So we only have one chance and it only take seconds and we have 3 negatives built right into our greeting. No wonder both salespeople and customers are frustrated.

Here is where the problem is and how we fix it.

First negative body language, when a customer sees a salesperson coming 30 to 40 feet out are they thinking friend or foe. It's a salesperson, they are thinking foe every single time. The first thing we do to customers as the enemy is get right into their personal space. I don't like some of my friend in my personal space let alone someone I don't like.

But this is where we were taught to go first in order to shake their hand. But since we are the foe the customer does not want us there 90% of the time. So I simply don't get into their personal space in the beginning. I will get my hand shake in about a minute or two. I stop short and stay out of the personal space for a minute maybe two. I am still the foe and have no right in their space. I will get my handshake soon.

For now let every single other salesperson invade their space and make them uncomfortable. I will do something different to set myself apart.

I do this same thing with the name. I wait just a minute to get it. The reasons we lose that vital piece of information is that we get it at the wrong time. We need to get it in the beginning but I wait about one minute. The reason we forget names is we ask for them at the wrong time.

We ask for the name as soon as we meet them when way to much is going on. The customer is weighing us out we are measuring them up and we are thinking of the next 3-5 things to say to keep them in front of us.

So when we ask the name and they give it we are not concentrating on that name. our minds are one or two thoughts ahead with what to say next. It is the worst time to get a name. I get my first few thoughts out first then about a minute into it I am more relaxed and so is the customer. I can now remember it.

I get hand shakes and names. I just wait about a minute upto 2 minute to do either. I don't want to do what every other sales person is doing and take their personal space from them.

First we obligate their personal space, then we get more personal and obligate a hand shake which is personal touch then we get more personal and ask for the name. We do all this as the foe, and we haven't given them anything of value yet. No wonder customers are irritated with sales people. I get all my info and hand shake. Its all in the timing.

Third , the customer dismisses the sale person with "im just looking" no matter what salespeople say all over the nation customer respond with "im just looking"

Being proactive is the only solution we have found to this. I approach the customer, stop short. I don't obligate their space, handshake or name, I let every other salespeople irritate them that day by doing that. Then I say one simple phrase. "Are you out doing a little looking and shopping today"

The customer will say "yes" now I have a yes. Instead of them saying "just looking" in order to create distance I use it to disarm the customer and relate to them all at the same time. This creates both cognitive disassociation and instant rapport.

The reason is this. They think. All day long I have had to tell all these other sales people Im just looking. This is the first guy that understands me.

I know he does because he brought it up first. Something different about him. 90% percent of the time it relaxes them and we get to the actual subject at hand.

I just took away a big majority of the reasons behind negative body language, took away the loss of name and took away the customer dismissal with disarming the Just looking.

When I started doing this, it was the first time in 10 years I started seeing customers relax in 30 seconds instead of it taking an hour or two. I saw customers shoulders drop instantly.

We take the entire sales process and do this exact same thing to it. We take it apart piece by piece and take a closer look at it and fill in the gaps.

I understand that was face to face sales retail. But certain laws were proacticed that can be used anywhere.

Nowwww, whats your issue lets see if the warriors here can help. I will do what I can as I am sure the other teachers will as well.
#biggest #problem #selling #solved
  • Profile picture of the author Vanquish
    Hi,

    Thanks for making this thread, I have a prolbem with sales, I can generate tons of clients via cold calling who are interested in getting a website then I even create the sample website for them upfront and when I try to close over the phone they seem to be clueless about websites even after I explain the advantages of them. If you can show me a way to close over the phone selling websites that would be great. Or maybe we can even do a JV where you can close the sales. PM me if you are interested.
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    • Profile picture of the author Michael Bucker
      Originally Posted by Vanquish View Post

      Hi,

      Thanks for making this thread, I have a prolbem with sales, I can generate tons of clients via cold calling who are interested in getting a website then I even create the sample website for them upfront and when I try to close over the phone they seem to be clueless about websites even after I explain the advantages of them. If you can show me a way to close over the phone selling websites that would be great. Or maybe we can even do a JV where you can close the sales. PM me if you are interested.
      I think I remember you being one of john testimonials early on with some success. Did you change somthing you were doing. Often in training sales people I find once compfortable they start adding and subtracting to what they originally did in the begining because they had a few sales that closed as a result, and over time they end up not doing most of what brought their sales in initally.

      Probelm with that is, yes we need to be able to step outside the process and adjust to close some deals. The mistake is usually they do not go back to the proven process thinking they know how to sell on their own now.

      I close deals for clients but I do that for those paying for my trianing. I don't have a service where I just close deals for people. I do it in the process of teaching.

      A question I would have is, when are you going to close the deal and is it a seperate time from the sample website. If so I'd change that. You want the view of the sample sight to be in the same converstaion as the close. Which I'd make the first conversation.

      I'd make the sample sight call and tell them the purpose of the call is for two reasons. One, to disscuss the sample sight and two by the end of the conversation to decide together if your going to do business together. So you can either get started right away or move on to other clients needs.

      Then you have something to come back to if the conversation gets side tracked or is long in other details.
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      • Profile picture of the author sandalwood
        Michael,

        Excellent disarming tactic, for two reasons. One, it relaxes them and takes away their very own excuse words. Love it.

        Two, it also makes you stand out from the gaggle of salespeople on the lot or in the store or wherever you are. They look like vultures while you look like their next door neighbor. How good is that, right?

        Have a great day,

        Tom
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        • Profile picture of the author Michael Bucker
          Originally Posted by sandalwood View Post

          Michael,

          Excellent disarming tactic, for two reasons. One, it relaxes them and takes away their very own excuse words. Love it.

          Two, it also makes you stand out from the gaggle of salespeople on the lot or in the store or wherever you are. They look like vultures while you look like their next door neighbor. How good is that, right?

          Have a great day,

          Tom

          You are indeed correct tom. Those are two of the exact reasons I give inm my classes. It creates the begining of instant rapport by being proactive. It also evokes congitve dissasociation and pattern interupt amung other laws of psychology.
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    • Hi Vanquish - Check out my sig there is a free report that may open your eyes as to how to steer the conversation when you are talking with the prospect. These are only examples but might be useful to you.

      Success is Yours!
      Claudine
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      • Profile picture of the author sandalwood
        Originally Posted by Claudine Waskowycz View Post

        Hi Vanquish - Check out my sig there is a free report that may open your eyes as to how to steer the conversation when you are talking with the prospect. These are only examples but might be useful to you.

        Success is Yours!
        Claudine
        Claudine,

        I clicked on the link you mentioned. Unfortunately I didn't download the free report because it wasn't free. I had to like it before I could even read it. I noticed this seems to be the new way to give away books and info.

        Reminds me of a street hustler and happened to be the second such "free" offer presented this morning. To me it is irritating.

        Personally, I never know if I will "like" something before I read or see it so I always pass. I don't understand why I should be forced to like something before I see it.

        This isn't calling anyone names or saying their material isn't of value. It is simply saying I'm being forced to say something that may not be true.

        If I don't like it, I will contact the person privately and offer my reasons or critique. They don't have to do anything about my offerings but at least I've been as honest as I can be in expressing my thank you for the gift.

        I've been the receiver of opinions and reviews over the years and have always appreciated an honest word. It has helped me with several products.

        I don't want to belabor this practice but I certainly hope it fades into the sunset.

        Tom
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      • Profile picture of the author Michael Bucker
        Originally Posted by Claudine Waskowycz View Post

        Hi Vanquish - Check out my sig there is a free report that may open your eyes as to how to steer the conversation when you are talking with the prospect. These are only examples but might be useful to you.

        Success is Yours!
        Claudine
        I clicked as well and it says you have to log into facebook in order to get to it. Not sure why that is a formality. Unless is captures the email. How about you add some of its content here or some of your content here? That would indeed help.
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    • Profile picture of the author Michael Bucker
      Originally Posted by Vanquish View Post

      Hi,

      Thanks for making this thread, I have a prolbem with sales, I can generate tons of clients via cold calling who are interested in getting a website then I even create the sample website for them upfront and when I try to close over the phone they seem to be clueless about websites even after I explain the advantages of them. If you can show me a way to close over the phone selling websites that would be great. Or maybe we can even do a JV where you can close the sales. PM me if you are interested.

      If you can explain in more detail what your facing we can help you tweek the area that is lacking the knowledge you need .
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      • Profile picture of the author mak25
        I'm in Jersey. There's only ONE animal in this state. And it's easy to make them understand you.

        You have to be tough. Otherwise they'll hang up on you or kick you out the door.

        You have to tell them: "Hey stunad, this is what I can do for you, since you can't do it for yourself. You wanna make more money, or let your mamaluke competitors make more"?

        You have to ram it down their throat until they get it. It's harsh. But it's the reality of my area.

        This ain't Kansas Toto. This is whip out your machete time. Sad, but true.
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        • Profile picture of the author John Durham
          Originally Posted by mak25 View Post

          I'm in Jersey. There's only ONE animal in this state. And it's easy to make them understand you.

          You have to be tough. Otherwise they'll hang up on you or kick you out the door.

          You have to tell them: "Hey stunad, this is what I can do for you, since you can't do it for yourself. You wanna make more money, or let your mamaluke competitors make more"?

          You have to ram it down their throat until they get it. It's harsh. But it's the reality of my area.

          This ain't Kansas Toto. This is whip out your machete time. Sad, but true.
          Jersey is okay for me, I have always done well...because I truly DIG talking to them....when you really like talking to a person that energy comes across and helps you make sales.

          The best energy to give a prospect is authentic enthusiasm not synthetic so to speak. Thats why I cherry pick alot...I like to reserve my energy for the person who that connection is there with...it works better, smoother...

          I generally let people go really fast until I get to that person...I dont even TRY to pitch people usually until I get that sense, then its like "Bingo! Here's my Up. The show is on , Elvis is in the building".

          In the beginning you have to pitch as many as possible until you develop a sense of how to recognize your "man".
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    • Profile picture of the author liliaha
      Originally Posted by Vanquish View Post

      Hi,

      Thanks for making this thread, I have a prolbem with sales, I can generate tons of clients via cold calling who are interested in getting a website then I even create the sample website for them upfront and when I try to close over the phone they seem to be clueless about websites even after I explain the advantages of them. If you can show me a way to close over the phone selling websites that would be great. Or maybe we can even do a JV where you can close the sales. PM me if you are interested.
      Working with cold contacts over the phone is very challenging, since it is hard to determine the exact reaction of your potential customer. Have you tried Skype? It might be easier.
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      • Profile picture of the author Jon Patrick
        I can definitely see this approach working on me when I'm browsing in a store. The first thing I always say when approached is that I'm just looking. If the salesperson already seemed to be aware of that possibility, and accepting of it, most of the awkwardness inherent in that situation would be dispelled. And if I was interested in buying at some point, I would want to buy from them.
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  • Profile picture of the author prismkuet
    Every sales is different. Approach to every customer is also different as much as the attitude of customers differ. Every sales person has different tactics as you have;
    I don’t want to do what every other sales person is doing and take their personal space from them.
    A good initiative to share your ideas and appreciable.
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    • Profile picture of the author Michael Bucker
      Originally Posted by prismkuet View Post

      Every sales is different. Approach to every customer is also different as much as the attitude of customers differ. Every sales person has different tactics as you have;

      A good initiative to share your ideas and appreciable.

      Every sale is indeed different and one must be able to adapt, however there are certain laws that are universal and techniques that reaches the majority of people.

      Just winging it without a plan of action does not cut it. With that plan of action there are techniques, techniques exsist because people in gerneral have certain known patterns of thinking.

      Forgive typso on my blackberry today

      If this was not so advertising would not work, there would be no need for closing techniques and psychology would have no laws. So while every person is different there are certain characteristics, patterns of thinking etc that are universal.

      If this were not so I would not have made a living for years as a trainer. However if one believes a certain technique works everytime they are fooling themselves. You need several in your mind and be able to adapt and adjust to use anyone at any given moment.
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      • Profile picture of the author prismkuet
        Originally Posted by Michael Bucker View Post

        Every sale is indeed different and one must be able to adapt, however there are certain laws that are universal and techniques that reaches the majority of people.

        Just winging it without a plan of action does not cut it. With that plan of action there are techniques, techniques exsist because people in gerneral have certain known patterns of thinking.
        Oh! May be my words sound harsh! Sorry for that. I am totally agree with the point that, there are certain laws that are always same. What I wanted to say is, like football match, every match is different to play but the rules are same. And you have to win the game playing differently.
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        • Profile picture of the author Michael Bucker
          Originally Posted by prismkuet View Post

          Oh! May be my words sound harsh! Sorry for that. I am totally agree with the point that, there are certain laws that are always same. What I wanted to say is, like football match, every match is different to play but the rules are same. And you have to win the game playing differently.
          Yes indeed, for example there are 4 major personality types and you need to know how to see the clues of which personality is in front of you.

          Once you know you have to have the ability to adapt to that personality and know what techniques to use. One of sales peoples down falls is they don't know how to adjust their pitch to fit the client.

          You start off with the same pitch one that is open and can be adjusted once moving. However until you know how to adjust them properly as veteran sales people do its best to stick to your script. Then study on how to close different personalities.



          How do you sell to an owl verses a lion for example. If all you have been taught to do is sell to lions you will have a hard time selling to the owl or golden retriever personality.
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  • Profile picture of the author John Durham
    Good learning Mike. Claudine is normally cool, but just for your own knowledge...

    Its not bad to have your sig lead to an optin, but it IS bad form to "point" to your sig and have it lead to an opt in and not to a free file with no catch.

    I say this so you will be sure yourself of how to be tactful when offering a resource at WF. You are picking up well..
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    • Profile picture of the author Michael Bucker
      Originally Posted by John Durham View Post

      Good learning Mike. Claudine is normally cool, but just for your own knowledge...

      Its not bad to have your sig lead to an optin, but it IS bad form to "point" to your sig and have it lead to an opt in and not to a free file with no catch.

      I say this so you will be sure yourself of how to be tactful when offering a resource at WF. You are picking up well..

      See we are already learbing from other warriors. Thanks for the heads up brother, the new wave of warriors don't know such posting negatives until told.
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    • Hey John,

      Well thank you for pointing that out. You learn something new every day.

      Success is yours

      Regards
      Claudine


      Originally Posted by John Durham View Post

      Good learning Mike. Claudine is normally cool, but just for your own knowledge...

      Its not bad to have your sig lead to an optin, but it IS bad form to "point" to your sig and have it lead to an opt in and not to a free file with no catch.

      I say this so you will be sure yourself of how to be tactful when offering a resource at WF. You are picking up well..
      {{ DiscussionBoard.errors[6513107].message }}
  • Profile picture of the author BHeard
    Its great when warriors contribute in practical ways. Thanks for your insight.
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  • Profile picture of the author Baadier Sydow
    Great advice Michael and something that I can apply immedietely. Cheers
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  • Profile picture of the author shortandsave
    for me the easiest way is to put actual specific ROI numbers in their face and do some scare tactics with competitors and last make sure you present yourself as a "business partner" not service guy and they will love you for that
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  • Profile picture of the author rezaafriadi
    It's amazing how warrior keeps helping me with great information.
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  • Profile picture of the author prismkuet
    Agree with your point;
    Once you know you have to have the ability to adapt to that personality and know what techniques to use. One of sales peoples down falls is they don’t know how to adjust their pitch to fit the client.
    When one sales person can able to get the pitch of the client, he will ultimately going for success. Thanks for your very good discussion.
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  • Profile picture of the author prismkuet
    Agree with your point;
    Once you know you have to have the ability to adapt to that personality and know what techniques to use. One of sales peoples down falls is they don't know how to adjust their pitch to fit the client.
    When one sales person can able to get the pitch of the client, he will ultimately going for success. Thanks for your very good discussion.
    Signature

    check out the Pros and Cons of CPA

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  • Profile picture of the author scottgallagher
    Michael,

    Your advice is sound and it appears you have some solid experience in retail sales. I started by sales career 19 years ago selling computers and cell phones through a retail chain.

    After selling to small and medium businesses the service of Local SEO for the last 7 years, and high ticket SMB sales for 6 years prior to that, I've learned a huge difference between retail and B2B sales.

    Your advice is based on consumer sales and consumer psychology. Businesses purchase for very different motivating factors other than personal needs and the buying behavior is complexly different.

    I'm not suggesting your advice isn't sound, in fact a lot of what you suggest applies to basic human motivators and psychology, however your advice seems to be missing some of the biggest challenges in B2B Sales.

    For example, you make claim that 99% of buyers dismiss a sales person by saying 'I'm just looking' and follow up with advice to overcome this challenge.

    Most B2B Sales books will suggest a 30% call-to-contact ratio and 30% contact-to-appointment ratio.

    The biggest objection we've overcome is either
    a) We can't afford it
    b) Call us in 3 months
    c) We're going to try someone else

    Once you hit the proposal stage, you should expect to close one in three.

    I'd like to suggest adding an education channel. While written material works well, recording a webinar works really well.

    Here is a link to the webinar we provide monthly to Local SEO prospect. It's the first video on this page. No opt-in and this video isn't targeting anyone on WF. It's just something we do that works really well.

    For Business Owners | Local Internet Marketing Tips, Tutorials, How To, Step by Step education and services

    I hope this helps!
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    I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

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    • Profile picture of the author Vanquish
      Below I've listed the closing script I created to close over the phone but I'm still having trouble. Can anyone please critique it and give me some advice/feedback.

      Script
      You: Hi this is _____ calling from __________ can I please speak to ________
      Client: Hi this is _____

      You: I'm excited to tell you that we completed the sample site that you requested have you had a chance to take a look at it?

      Client: Yes, it looks great (you have to judge the reaction of the client here as this will prepare you for how much resistance if any you might have to deal with for the rest of the call. Some common answers are...)

      a) Some changes need to be made Response: Yes we can make those changes very shortly and even move your website to a professional .com domain for a very affordable price. Continue with script below

      b) I really like the website!: Continue with script below

      c) I don't know if I can afford the website: Our websites are very affordable and we aim to provide a return on your investment for your purchase. After that continue with script below

      d) No I have not had a chance to take a look at it: Are you close to a computer now? (If yes encourage him to check his e mail, if no proceed below) If you have a couple of minutes right now I think it would be a good time we have a spring special going on which will give you 10% off the purchase price that expires this week. If he still can't get to the computer ask when a convenient time is to call him back when he will be close to a computer.


      You: I don't have to tell you how important having a website is in this day and age to promoting your business, right?
      Client Yes/no (you have to gauge his response here and if he needs help refer to the reasons below)
      Reasons to buy
      You: Of the the many great reasons to have a website is....
      1. Right now over 80% of people begin their search online for your service. By creating and establishing a professional website you are tapping into the fastest growing sector of customers which will create a new stream of leads and result in more sales for your business.

      2. With so many new people searching for your services, we go one step beyond the website and also optimize it so the people searching for _________(service the business provides) in ________(city of clients business)(example painter in florida) can find your business and since they are so targeted they will be calling you creating more sales for you. Right now there are over 1100 people a month searching for your service. Can you imagine how valuable it would be to have a slice of all those extra leads coming in?

      (gauge customers response he will usually say yes and around this time will ask what the cost of the service will be. If he is still hesitant remind him that we offer a 30 day money back guarantee so that he has nothing to lose and the only thing he has to gain is more leads for his business. )

      3. All of our services come complete with a 100% satisfaction 30 day money back guarantee. So you have nothing to lose and the only thing you have to gain is more leads for your business.


      (Remember that you generally want the customer to sell himself and a good indicator will be him asking about the price. We already know he is interested cause he wanted the sample website now we just need to build value in his mind so he sells himself on it and we are just the trustworthy consultant who helps him get their.)

      Client: This sounds good but how much is it going to cost me?

      You: You will be happy to know our services are very affordable and aim to create a return on investment for your business. There is a $100 set up fee and it is $50 dollars per month for hosting and marketing. We like to build trust and gain a lot of clients through word of mouth so we do not lock you into any contracts and you can cancel at anytime.

      Client: That sounds like a good deal/ something I would like to do

      (at this point the client is sold on the deal so proceed to move in for the close and do not offer any more reasoning on why he would buy because he already wants to)

      You: That's great to hear we can process payment two different ways. Either I can send you a payment link to your e mail or we can fax you over our processing form to your fax number, which one would work best for you?

      (at this point you should wait for the clients response, remember the first person who talks loses so stay silent until he gives you a response)

      Client: E mail works best

      You: Great are you close to a computer now? (by now they should be close to the computer a large percent of the time since they are looking at the website)

      Client: Yes/no

      You: Ok please open up the link I just sent this will be what the link and message look like. Once opened please hit the "no paypal use your credit or debit card" part of the screen. This is located in the center of the screen just below where it says password.
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    • Profile picture of the author Michael Bucker
      Originally Posted by scottgallagher View Post

      Michael,

      Your advice is sound and it appears you have some solid experience in retail sales. I started by sales career 19 years ago selling computers and cell phones through a retail chain.

      After selling to small and medium businesses the service of Local SEO for the last 7 years, and high ticket SMB sales for 6 years prior to that, I've learned a huge difference between retail and B2B sales.

      Your advice is based on consumer sales and consumer psychology. Businesses purchase for very different motivating factors other than personal needs and the buying behavior is complexly different.

      I'm not suggesting your advice isn't sound, in fact a lot of what you suggest applies to basic human motivators and psychology, however your advice seems to be missing some of the biggest challenges in B2B Sales.

      For example, you make claim that 99% of buyers dismiss a sales person by saying 'I'm just looking' and follow up with advice to overcome this challenge.

      Most B2B Sales books will suggest a 30% call-to-contact ratio and 30% contact-to-appointment ratio.

      The biggest objection we've overcome is either
      a) We can't afford it
      b) Call us in 3 months
      c) We're going to try someone else

      Once you hit the proposal stage, you should expect to close one in three.

      I'd like to suggest adding an education channel. While written material works well, recording a webinar works really well.

      Here is a link to the webinar we provide monthly to Local SEO prospect. It's the first video on this page. No opt-in and this video isn't targeting anyone on WF. It's just something we do that works really well.

      For Business Owners | Local Internet Marketing Tips, Tutorials, How To, Step by Step education and services

      I hope this helps!


      Very good my friend and thank you for this response. As you will note in my orignal post I was not giving the answer to every situation possible. I was only providing one for a salesperson to the public (in which my numbers are accurate) as merely an example.

      Then I stated to present this thread with other possible problems one is having and let us warrior see what we can do to help.

      I myself have to sell to business owners my services of training the sales staff to sell to the public. Thus I have to deal with both situations. I can tell you this the psychology is "not" different. Often this is the mistake on makes. (that is a whole discussion in itself)

      Your A B and C. I will answer that simply to the fact that if any of those three are said, most likely one or both of the following is happening.

      The person selling their services is asking for business at the wrong time and/or has not provided enough value.

      A way to avoid this is doing two very important steps.

      1. Proactive selling (handling objections in a proactive manner, disarming the potential client)

      2. Asking the right questions. He who asks the most questions wins.

      One can obtain the material for both of the steps above by either recording each sale pitch or directly after the contact is made writing down every objection and every subject (not an objection) brought up by the potential client.
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  • Profile picture of the author sellmesomething
    Awesome thread, thanx for the share.
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  • Profile picture of the author StewartJ
    I wish I had someone to provide me this info back when I was doing sales.... really good stuff Karl!
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  • Profile picture of the author jayspann
    Agreed this is a great thread! However the dealer example... well you would need buy in from the rest of the sales floor for that to ever work in my experience.

    I've sold and been a manager at a dealer group with 14 "roof tops" and if you weren't on top of the "up" before they got out of their car someone else would get the deal.

    Now some dealers to a "round robin" where you take turn with ups. I've never worked at one of those...

    I do agree that you hear "I'm just looking' A LOT and if you could take the time you could defuse the fight or flight syndrome to a much better extent.

    I just taught my guys to run up to them and start talking to them about anything other then cars. "hey can I ask your opinion on something? If I bought my wife/husband/boyfriend/cat an outfit do you think they would be more upset if it was too big or too small?"

    Just anything random that starts a conversation.

    Now I've never tried the above in a B2B situation. They're normally a warm lead before I ever talk to them, so no need to break the ice.

    I might try it one day... Something like, "Any stupid questions before I get started?" LOL
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    • Profile picture of the author Michael Bucker
      Originally Posted by jayspann View Post

      Agreed this is a great thread! However the dealer example... well you would need buy in from the rest of the sales floor for that to ever work in my experience.

      I've sold and been a manager at a dealer group with 14 "roof tops" and if you weren't on top of the "up" before they got out of their car someone else would get the deal.

      Now some dealers to a "round robin" where you take turn with ups. I've never worked at one of those...

      I do agree that you hear "I'm just looking' A LOT and if you could take the time you could defuse the fight or flight syndrome to a much better extent.

      Forgive my typos I'm on my phone replying

      I just taught my guys to run up to them and start talking to them about anything other then cars. "hey can I ask your opinion on something? If I bought my wife/husband/boyfriend/cat an outfit do you think they would be more upset if it was too big or too small?"

      Just anything random that starts a conversation.

      Now I've never tried the above in a B2B situation. They're normally a warm lead before I ever talk to them, so no need to break the ice.

      I might try it one day... Something like, "Any stupid questions before I get started?" LOL
      I understand and respect your experience and in your particlar experience you feel it wouldn't work. Allow me to express my experince as well. I have been in the car business 16 years and ran several lots as gm or sales manager. I have been a sales trainer for a while now.

      I have worked with huge dealer groups as well as small dealers in AR,OK,TN,KS, and MN I have trainer hundereds of sales people with 100 percent success rate with the technique I explained above. Of course I go into more detail in my classes. I survey every dealer and every class.

      However some dealers feel as you stated and don't hire a trainer and they are ahappy with their own results.
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      • Profile picture of the author midasman09
        Banned
        Hey Michael....a few yrs ago I had a buddy who got a job selling cars at a BIG dealership. He was "low-man" on the sales team and asked me for "Help".

        So....before I tell you what I gave to my Car Salesman buddy....here's some background on how MY experience in Marketing came about ;

        Some yrs ago.....my wifee felt she was "ready" to start an Antique Shoppe. She had PLENTY of inventory (and she LOVED Antiques and had the Confidence in her Knowledge of Antiques).......... there was a retail location available on Main St. So....we signed a 1 yr lease and proceeded to "Set Up Our Shop".

        So....we "Open for Business"! We run an ad in the local paper that "We Are NOW Open!"

        People start coming into our Shoppe. I'm busy with my advertising biz and the next week my wifee askes me to "watch the Shoppe for a few hours" while she goes to an auction.

        So....on MY day, I go to our Shoppe...set up the "Open" signs and sit back behind the counter and...wait! In a few minutes, people start coming in.

        With each one...I welcome them and ask if I can "Help Them Find Something!"

        The response was always, "No! We're just BROWSING!"

        After a few hours of this it DAWNED on me that..."There's GOTTA BE A WAY, to CHANGE them from...."Browsers" into "BUYERS"!

        So....when my wifee came back, I went home and got on my PC and created a Coupon I called, "BROWSER BUCK".

        I printed out a few "Browser Bucks"...went back to the Shoppe and started handing them to everyone who entered....saying, "Hi! Welcome to our shop. Here's a FREE Coupon that gives you $1 off ANYTHING in our Shoppe."

        And....WOW! The difference was HUGE! Instead of people coming in, skimming our "Stuff"...and leaving....they NOW, held the Browser Buck UP in their hand...while they INTENTLY STUDIED our stuff.

        So....instead of people just coming in and "browsing", then leaving....they were NOW...seriously looking at our merchandise and....MANY decided to "BUY SOMETHING" using their "FREE Browser Buck"!

        Sales went "THRU THE ROOF"!

        So...back to "my Auto Sales buddy". I went to a local restaurant owner and asked him if he would let me "Hand Out Coupons to Potential Car Buyers, offering "Buy 1, Get 1 Free".

        He agreed. So I printed up 1,000 business card sized "2 for 1 Meals" and gave them to my buddy...who then handed them to every one of his "UPS" (an "UP" in auto dealerships means, "It's YOUR turn, among the Sales Crew, to go talk to the next person on the lot")

        So...granted...these "UPS"....SAW my buddy approaching....they KNEW he was a Sales Guy and...they had their "standard ReBuff" ready.... BUT... when he handed them the Coupon....they "melted"....changed their entire "Wall of Sales Resistance" to that of...."BEING THANKFUL" with a feeling of "Obligation" to at least LISTEN and treat THIS "Car Sales Guy" DIFFERENTLY!

        The result being, my buddy sold the heck out of his "Browsers" and went on to be a TOP sales guy AND Sales Mgr of a BIG Dealership....all from a "simple idea".

        Don Alm
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        • Profile picture of the author Michael Bucker
          Originally Posted by midasman09 View Post

          Hey Michael....a few yrs ago I had a buddy who got a job selling cars at a BIG dealership. He was "low-man" on the sales team and asked me for "Help".

          So....before I tell you what I gave to my Car Salesman buddy....here's some background on how MY experience in Marketing came about ;

          Some yrs ago.....my wifee felt she was "ready" to start an Antique Shoppe. She had PLENTY of inventory (and she LOVED Antiques and had the Confidence in her Knowledge of Antiques).......... there was a retail location available on Main St. So....we signed a 1 yr lease and proceeded to "Set Up Our Shop".

          So....we "Open for Business"! We run an ad in the local paper that "We Are NOW Open!"

          People start coming into our Shoppe. I'm busy with my advertising biz and the next week my wifee askes me to "watch the Shoppe for a few hours" while she goes to an auction.

          So....on MY day, I go to our Shoppe...set up the "Open" signs and sit back behind the counter and...wait! In a few minutes, people start coming in.

          With each one...I welcome them and ask if I can "Help Them Find Something!"

          The response was always, "No! We're just BROWSING!"

          After a few hours of this it DAWNED on me that..."There's GOTTA BE A WAY, to CHANGE them from...."Browsers" into "BUYERS"!

          So....when my wifee came back, I went home and got on my PC and created a Coupon I called, "BROWSER BUCK".

          I printed out a few "Browser Bucks"...went back to the Shoppe and started handing them to everyone who entered....saying, "Hi! Welcome to our shop. Here's a FREE Coupon that gives you $1 off ANYTHING in our Shoppe."

          And....WOW! The difference was HUGE! Instead of people coming in, skimming our "Stuff"...and leaving....they NOW, held the Browser Buck UP in their hand...while they INTENTLY STUDIED our stuff.

          So....instead of people just coming in and "browsing", then leaving....they were NOW...seriously looking at our merchandise and....MANY decided to "BUY SOMETHING" using their "FREE Browser Buck"!

          Sales went "THRU THE ROOF"!

          So...back to "my Auto Sales buddy". I went to a local restaurant owner and asked him if he would let me "Hand Out Coupons to Potential Car Buyers, offering "Buy 1, Get 1 Free".

          He agreed. So I printed up 1,000 business card sized "2 for 1 Meals" and gave them to my buddy...who then handed them to every one of his "UPS" (an "UP" in auto dealerships means, "It's YOUR turn, among the Sales Crew, to go talk to the next person on the lot")

          So...granted...these "UPS"....SAW my buddy approaching....they KNEW he was a Sales Guy and...they had their "standard ReBuff" ready.... BUT... when he handed them the Coupon....they "melted"....changed their entire "Wall of Sales Resistance" to that of...."BEING THANKFUL" with a feeling of "Obligation" to at least LISTEN and treat THIS "Car Sales Guy" DIFFERENTLY!

          The result being, my buddy sold the heck out of his "Browsers" and went on to be a TOP sales guy AND Sales Mgr of a BIG Dealership....all from a "simple idea".

          Don Alm
          Very good my friend, the browser buck is a good technique and I have shared it with a few people myself. One thing about training is undertstanding that there is more than one way to do things and different techniques work for different people and on different people. Thus we must have as many techniques as we can to be a professional at what we do. I like it!

          I hope that this thread does present other questions and answers outside the car biz lol.
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