Mid Week Update!

Rapid Responsiveness

If you’re looking for a way to improve your performance in 2019, try speeding up how quickly you respond to new prospects.  According to InsideSales, 50 percent of sales go to the vendor who responds first.  Technology has made infinite amounts of information immediately available at our fingertips.  The result?  We expect everything NOW.  If you’re waiting 24 hours to call back prospects, you’re in danger of losing them to a more responsive competitor.

Top 10 Ways to Get Involved

There are great benefits that come from being involved in your profession, industry and community.  If you would like to find new prospects through networking, check out my Top 10 Ways to Get Involved:

  1. Professional and Trade Associations
  2. Chambers of Commerce
  3. Philanthropy and Non-Profit Groups
  4. Networking Organizations and Tips Clubs
  5. Service Clubs and Fraternal Organizations
  6. Religious or Spiritual Organizations
  7. Political Parties, Candidate Campaigns or Interest Groups
  8. Youth Organizations
  9. Arts, Sports and Recreation
  10.  Mastermind Groups

It’s Not Easy to Find Prospects & Close Deals

Is your sales team “pretty good” but not necessarily reaching their potential?

If so, check out my Sales Training Menu, which has a couple new courses for 2019.

There are many options when I visit your company: a motivational kickoff message; a half-day sales training program; or a full-day prospecting workshop.  Let’s help your team bring new prospects into their pipeline, increase average deal size and crush their sales goals!

Breaking Down a Bad Sales Voicemail

By Jeff Beals

As a sales consultant, I enjoy analyzing the various voicemail solicitations I receive each week.  Like you, I receive a lot of them.  Here is a transcript of a voicemail I received just yesterday:

“Hi Jeff.  My name is Zach, and I’m with [Company Name].  I hope you’re doing fantastic, man.  Uh, the reason for my reach-out is pretty simple.  My company, [Company Name], has a tool that identifies businesses that visit your website—show you what they look at even if they don’t actually contact you through your contact forms.  I work with a couple clients in your space.  I wanted to see if this was maybe something you wanted to learn more about.  We offer a free trial so you can see how the tool works for yourself.  Give me a call ###-###-####. Thank you.”

Now that you’ve read the transcript, I have one question for you.  Be honest. Would you call this guy back?

I chose not to call him back, not because I wanted to be rude, mean or inconsiderate.  I chose not to call him back, because he gave me no compelling reason to call.  Given that I am overloaded with stuff to do, I’m not going to allocate any precious time to call someone I don’t know, from a company I have never heard of and who gave me no compelling reason to call him.

Let’s break it down – what’s wrong with this voice mail?

1. The wording sounds like every other “salesman” in the world.  I recommend you avoid using terms like “reach-out” and “clients in your space,” because they sound like cheesy corporate speak.

2. Because I don’t know this person, I think it’s a little too informal to refer to me as “man.”  Some people might disagree with me on this.  The guy’s voice sounded very young.

3.  He started talking right away about HIS company and what HIS offering does.  Instead, he should talk about what matters to ME, the prospect.  His message would have been more effective had it started with something like this: “Business owners like you are missing out on countless customers, because you don’t fully understand who is visiting your website and what they are reading.”  See the difference?  Talk about what you believe matters to the prospect and not about yourself.  Frankly, I (and pretty much every other prospect in the world) couldn’t care less about the offerings of a company I’ve never heard of.

4. If you have to mention a free trial in your initial conversations, it means you lack confidence in your offering and/or you have done nothing to establish value.  When someone pushes the free trial too soon, in my mind, it’s code for “the offering is not good.”

Voicemail is a critically important prospecting tool.

The vast majority of prospecting calls go to voicemail.  Some sales pros gripe and grumble when they are automatically routed to a prospect’s voicemail.  They complain, that “nobody ever answers the damned phone!”

It is true that prospects are getting harder to reach.  It is also true that decision makers are more likely to let calls from unrecognized phone numbers go to voicemail.

But don’t consider voicemails to be a bad thing; see them as opportunities, little advertisements that can be customized exactly to each prospect’s unique situation.  Because you are most likely going to get voicemail whenever you call, it makes sense that you put a lot of thought and effort into each voicemail.

The key is to leave a voice mail that captures a prospect’s attention by relating to what truly matters to him or her.  If you leave voice mails about your company or your product’s features and benefits you are almost guaranteed not to get a call back.

Is your company planning a sales kickoff meeting this year?  At most companies, these meetings are filled with product-centric training sessions, boring PowerPoint slides and bleary-eyed sales reps wishing they were somewhere else.

I deliver entertaining kickoff sessions that are filled with ideas your sales team can start using the very next day.  Let’s help your sales team:

  • Bring new prospects into their pipelines
  • Shorten sales cycles
  • Increase average deal size
  • Sell value so they don’t have to compromise on price
  • Get motivated to crush it in 2019

Check out my Sales Training Menu with some new training courses for 2019.  Give me a call at 402-510-7468 to discuss a first-quarter sales training program or simply reply to this email.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

How Do You Cope When the Sales Profession is Rough?

By Jeff Beals

Let’s say you are in the running for a particularly large deal.

You invest countless hours and other resources to win the business. For a while, it looks promising. You build a trusting relationship with the primary decision maker and have demonstrated how your offering perfectly fits their need. The prospect starts using phrases like “When we work together…” and “You will be responsible for…” and “We really need you…” You now consider the decision maker to be a friend.

Then suddenly your main contact starts being vague and evasive and is slow in returning calls. Two weeks later, the decision maker, your new “buddy,” sheepishly tells you they chose a different provider. It makes no sense to you that the other company was chosen, because they don’t provide the things that the prospective client originally told you were the biggest priorities. You feel frustrated, defeated and misled. Worse yet, you were counting on that business and it vanished. You’re incredulous and wonder, “Why did they lie to me?”

If this hasn’t happened to you, consider yourself lucky and know that it will probably happen in the future.  Working in sales can be very frustrating.  One of the most important skills a sales practitioner can possess is the ability to bounce back when life punches you in the gut.

Given all the pressure in this business, here are a few ideas to help you handle stress, avoid burnout and stay motivated: 

1. To cope with the inevitable rejection in a sales career, concentrate on your victories. Celebrate each one of them in your own way. Some people will tell you that if you simply expect success, you don’t need to celebrate victories. I disagree. Appreciate everything.

2. Keep in mind that selling is a noble profession. Without sales activity, the wheels of commerce grind to a halt. Your work creates jobs and feeds families. Sales is the lifeblood of your company. Without you and your colleagues, there would be no company.

3. Remember that character is king. Focus on people – the hopes and dreams of the clients you serve. Draw inspiration and motivation from the people who surround you. When you remember that the things you sell have real impacts on real people, it helps you ride through the rough patches.

4. Embrace the competitive side of sales.  Sales is game. Try to accumulate little (and sometimes big) victories each day. Playing to win removes the drudgery of day-to-day work.

5. Take pride in your resilience. It feels good once you have successfully persevered through difficult times. Remember that feeling anytime you feel hopelessness and then do what it takes to feel that way again.

6. Make it fun. Those who don’t find ways to enjoy their work typically don’t survive long in a brutally competitive industry. Find the joyful and positive aspects of your work and focus on them.

7. Tell the truth even when it hurts. Integrity leads to success. You will be rewarded with high levels of client retention.

8. And finally, as you sell today, imagine what your legacy will be years down the road. Your work in sales literally shapes the future. I’d say that’s rather significant.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“In the three months since Jeff Beals became my sales coach, I have signed over 20 top-tier clients and have positioned myself among the top three sales producers in my company nationwide. Jeff has helped me create a beneficial success plan and ensures, through an accountability process, that I’m actively accomplishing my goals. Not only is Jeff an incredible coach, he’s a true friend, mentor and wonderful human being.” – Carter Green, Vice President of Sales & Marketing, Stratus Building Solutions, Oklahoma City, OK

(402) 637-9300