Tag Archives: prospecting

Are You Getting in Front of Enough Prospects?

By Jeff Beals

Only 24 percent of salespeople exceeded their quotas last year.

That’s according to a report by sales strategist Marc Wayshak entitled, “18 Sales Statistics You Need to Know About Right Now.”  The report summarizes Wayshak’s study of 400 practicing salespeople.  Sales reps like to talk about “crushing it,” but the majority are notcrushing it.

To make matters worse, 54 percent of the respondents said it’s harder to get in front of prospects than it was five years ago.

But there was one statistic in Wayshak’s report that particularly stood out, and it explains why less than a quarter of sales reps exceeded their quotas: “66.7 percent of respondents reached out to fewer than 250 prospects in the past year.”  Furthermore, only 15 percent reached out to more than 1,000 prospects in the past year.

That’s another piece of evidence in my quest to prove how important prospecting is to your sales success.  The majority of today’s sales reps simply are not putting themselves in front of enough prospective clients.

Prospecting is the key.  Prospecting has always been the key.  It’s the reason 20 percent of sales reps do 80 percent of the business, and why in some companies, 10 percent make 90 percent of the sales.  Prospecting separates the great from the good.

If you want to make more money, prospect like your life depends on it.  Consider prospecting to be a mindset, a way of life and a fundamental part of your company’s culture.  When things are going well and you’re closing so many sales you can hardly keep up, you still need to carve out at least a little time for prospecting.

Turn over every rock and scratch the dirt.  Opportunities are often buried layers below the surface.  Keep in mind that every person you meet could potentially lead to business and that prospects can theoretically be found any place you go.

In order to make sure you prospect perpetually, block out a couple periods of time each week that are reserved for prospecting activities: telephone calls, personalized direct emails or showing up at prospects’ offices.  This time should be a non-negotiable calendar commitment not to be interrupted or rescheduled unless it’s an emergency.

When you reach out to new prospects, talk about things you believe they value instead of talking about you or your company.  Research the prospect before contacting them and talk about what they value and then be ready to explain how the outcomes/results of your products and services satisfy those values.

Finally, map out your weekly prospecting plan on Sunday evening or early Monday morning.  Decide who you’re going to contact and research those prospects ahead of time.  That way, when you get to your dedicated prospecting time, you’re focused on communicating instead of digging through websites and looking up LinkedIn profiles.  If you do anything other than communicating during dedicated prospecting time blocks, you’re wasting the prime calling hours.

Ultimately, success or failure in sales comes down to prospecting.  If you prospect perpetually and enthusiastically, you’ll likely succeed.  If you cheat on prospecting, you will likely fail.

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

Are You About to Lose Your Largest Client?

My friend and colleague, Lee Salz, has the #1 sales book on Amazon right now. If you haven’t read it yet, now’s the time to grab your copy: Amazon is selling the Kindle version of Sales Differentiation for only $3.99 in the U.S.

In honor of Lee’s brand-new book I have invited him to be a guest columnist for this week’s Sales Shape-Up.

By Lee B. Salz

For the last five years, a hardware supplier sold screws to a national home building company. Whenever the home builder ordered screws, the supplier delivered them accurately and on-time. If the home builder wanted Philips screws, the supplier delivered them. If they wanted flathead screws, the supplier had those, too. The supplier had screws of all types and sizes which allowed them to serve this national home builder client.

The supplier was proud of its performance, and the home builder was pleased with the customer service responsiveness. Over the years, this client grew to become one of the largest, most profitable clients in the hardware supplier’s portfolio.

One day, everything changed. The home builder stopped buying screws from this supplier. A competitor came along and took the account away.

How could that happen given the performance of the hardware supplier?

The competitor talked with the home builder, not just about the screws. The salesperson inquired about the tools they used to install the screws and the material in which the screws were installed. Interestingly, just like the incumbent supplier, the competitor could provide a comprehensive solution rather than sell a single product. Unfortunately for the incumbent, they never had a conversation about the full solution they could provide. They were complacent with the revenue they had and felt that their customer service would create client loyalty. Unfortunately for them, they were wrong.

They lost this account, and the competitor didn’t win it on price. They used Sales Differentiation strategy to position the value of consolidating suppliers with a comprehensive solution which made a strong business case justifying a change. The incumbent was merely a product-pusher and did nothing to provide meaningful, differentiated value.

This story parallels a dynamic I find in most companies. They have a fragmented client portfolio. They sell a product to a client and don’t develop a strategy to position the full solution they can bring to bear. They may have sold a single product to a company or a full solution to a division or location. In both cases, there is more selling to be done!

The key is to use a selling strategy I refer to as conquering accounts. Your client portfolio represents both opportunities and vulnerabilities which a conquering accounts strategy addresses.

The opportunity you have is to grow revenue with those you presently have a relationship.

The vulnerability comes into play when you don’t have a conquering accounts strategy as a competitor, just like with the hardware supplier, comes along and presents a compelling solution rather than pushing a product.

Have you ever looked at your client portfolio and asked yourself how much untapped revenue it represents? If you haven’t, you should! In my experience with clients, I find their client portfolio looks like a slice of Swiss cheese. There are unnecessary holes in their portfolio where they leave revenue on the table and themselves unnecessarily vulnerable to the competition.

Salespeople are pushed to hunt for new accounts, but who is tasked with going back to the existing clients with a conquering accounts strategy?

The first step in the development of your Conquering Accounts Strategy is to put together a Product Contrast Matrix as described below:

1. List of all of your products in the left-hand column

2. In the second column, identify who the competitors are for each product

3. In the third column, ask yourself who buys this product (market segments and the Decision Influencers within them)

4. In the fourth column, for each product, ask yourself the following question:
If they are buying this product, what other products of ours should be of interest?
(If the hardware supplier had asked themselves that question, they would have identified opportunities on both sides of the screw.)

5. In the fifth column, explain why the other products should be of interest by asking this question:
What is the synergy between the product they are currently buying and the related ones?

6. In the sixth column, list the competitors for the other product(s).

Once completed, contrast the data in this tool with your client portfolio. You will quickly be able to see opportunities and vulnerabilities which you can resolve by conquering the account.

Assign each account to a salesperson to develop a conquering accounts strategy and develop a timeline for execution of the strategy.

Your conquering accounts strategy allows you to play both offense and defense against your competitors. You drive revenue and keep them out of your accounts. Using Sales Differentiation strategy to conquer accounts leads to explosive, profitable growth.

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.

Characteristics of the Most Successful Sales Professionals

By Jeff Beals

You’ve surely heard about the 80/20 rule, which says 20 percent of sales professionals do 80 percent of the business.  I have generally found that to be true.  In fact, at some companies, it’s more of a 90/10 rule.

What does it take to be among the top 10 or 20 percent of producers?

When I look at the top producers with whom I work as a consultant, I see common characteristics that are consistent regardless of industry.  I like to call them “sales success factors.”

Characteristics of Top Producers

1. They are highly goal-oriented and monitor progress throughout the year.

2. They are obsessed with prospecting and disciplined to do it every day.

3. They have balanced personalities: Assertive and competitive but not aggressive or passive. In other words, they have a desire to win but still put clients’ interests first.

4. They tend to be more ethical than mid-level and under-performing reps.  This one might surprise some people, but unethical behavior will eventually bring down an otherwise successful sales practitioner.

5. They are always curious and have amassed extensive knowledge of their local, territory and/or industry marketplaces.  They have deep product knowledge.  They have most key things memorized, but if they’re asked something they don’t know, they can find the answer immediately.

6. They build and maintain relationships with a large, diverse group of people to whom they go for business opportunities, referrals and insider information.

7. They are organized in both their personal and professional lives.  They have a system of good habits.  They treat their time like it’s a precious resource.

8. The have the mindset of success: quickly accept responsibility for their mistakes and graciously accept credit for their successes.  They tend to be me more optimistic than pessimistic.

9. They are unapologetic/unashamed about working in sales and believe that selling is a critically important function in the overall success of the economy.  They are proud of what they do for a living.

10. They’re not afraid to call the question.  When it’s time to close the deal, they don’t hesitate.  They get it done.

As you read through the above list, how do you see yourself?  How many of these 10 success factors describe you?  If you are the leader of a sales team, how many of your reps possess most of the characteristics?

If any of the characteristics are weaknesses for you, now is the time to work on those deficiencies.  It’s never too late to develop better skills, habits and behaviors.  After all, there’s more room at the top than most people think.

IMPROVE YOUR PROSPECTING SKILLS!

Do you sometimes struggle with exactly what to say to get new prospects to engage?

If so, then you absolutely cannot miss our virtual training session on the new sales business language.

Join us, as we share:

  • Exactly what to say to engage a cold prospect
  • How to create value as a though leader
  • The tricks to identify your powerful insights which move clients to engage
  • How to completely differentiate yourself from your competitors.

You do not want to miss this content-heavy webinar on Oct 17th at 10 AM CT, as you will leave with new prospecting business acumen that will get prospects to engage.

You can include your whole sales department for just $99.  You’ll learn the strategies leading-edge companies are using to cut through the commoditization clutter and stand out.

Sign-Up NOW:  Oct 17th at 10 AM CT

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He’s 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.

To discuss booking a presentation, go to JeffBeals.com or send an email to info@jeffbeals.com or call 402-637-9300. 

Happy Selling Season

By Jeff Beals

“Happy Selling Season.”

That’s what I said to members of my mastermind group as we finished our monthly teleconference yesterday.

What’s “Selling Season?”  It’s the period of time between the U.S. holidays of Labor Day (the first Monday in September) and Thanksgiving (the fourth Thursday in November).  It’s autumn, the harvest season.

As a sales practitioner, that two-and-a-half-month period has always been my favorite time of year.

Things get done and business happens during Selling Season.  Children are back in school.  Family vacations are over.  The holidays have not yet started.  People are back at their desks and trying to be productive.  Decision makers are zeroed in on their work and focused on making business decisions during that time.  Selling Season is when hard-working B2B sales pros can “make hay while the sun is shining.”

Upon mentioning Selling Season yesterday, one of my mastermind members asked me if I had any hard data that proves a larger amount of B2B sales happen during Selling Season.  I don’t, but it has always been the case for me.

Over the course of my career, I have basically sold three types of things.  In all three of those professions/industries, I have always been the busiest and had the most success in the early-to-mid fall (the second-best time of year is March through May).

Now that we are at the very beginning of Selling Season, what can you do to make the most of it?

I recommend you go on the offensive.  Selling Season goes by fast, so there’s not a lot of time to sit around and think about what you’re going to do.  Ideally, you prepare for Selling Season during the lazy-hazy-crazy days of summer when things are a little slower.  If you didn’t do that this summer, there’s no use in fretting over it.  Just jump into it and get going.

To maximize this rich time of year, practice of the discipline of “time blocking.”  That means you literally block out times during the week on your calendar during which you will make prospecting calls, direct emails or in-person visits.  Consider your time-blocking periods to be non-negotiable, in that you refuse to do anything but prospect during these protected time periods.

In order to be most efficient during Selling Season, do your prospect research and pre-call preparation during the weekends, evenings or very early morning hours.  Save the prime contact hours for direct communication with prospective clients.

When you go to networking events, go with a purpose in mind.  Too many sales pros miss lead generation opportunities when they don’t maximize networking events.  This is especially important if your clients tend to be geographically concentrated, i.e. you do most of your selling in one metro area.  Remember that you’re not going to networking events to socialize or hang out; you’re going to meet prospects.

Much of your success during Selling Season comes down to attitude, the right mindset.  Autumn is a time for you to go the extra mile.  Because prospects are more available and more focused on their work during the fall, we all need to work a little harder lest we waste an opportunity.

When you’re tired of calling, find the energy to make one more call.  When you’re tired of knocking on doors, stop by one more office.  When you don’t feel like going to an after-hours mixer, suck it up and go meet some prospects.

If you maximize your efforts and intensity during Selling Season, you’ll have a happier holiday season and you’ll likely be in an enviable position heading into 2019.

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.

To discuss booking a presentation, go to JeffBeals.com or send an email to info@jeffbeals.com or call 402-637-9300. 

Harness the Power of Referrals to Make Prospecting Easier

By Jeff Beals

A client of mine once needed help opening a branch office in a different city.  I called a commercial real estate company owner I knew in that town.  The owner connected me with one of his young sales reps who was excited to receive the referral.  The rep thanked me profusely. I thought, “Well, I chose a great guy to do this deal!”

But that turned out to be the last time I heard from him.

Six months later, I ran into the client I had referred, and he told me he ended up doing a deal in that city. I asked how the rep to whom I connected him. My client’s response was troubling: “I actually never heard from him, so I used someone else.”

I was incensed. I called the sales rep and asked what had happened. He stammered a bit and basically told me he let the client “slip through the cracks.”  That was not something I wanted to hear.

The rep should have given my client extra attention simply because it was a client referred by someone. He should have sent me a short email each month during the deal keeping me up to date or at least notifying me each time the deal passed a milestone. I entrusted him with one of my precious clients, and he let me down.

By blowing off a referral, the young sales rep missed out on a golden opportunity, because referrals are one of the most important tools we sales practitioners have in our toolboxes.

You want to know the quickest path to prospecting success?

Use referrals.

It’s getting harder and harder to cut through the clutter and reach influential decision makers. That’s why referrals have never been more valuable than they are today.

In an era when buyers are jealously protective of their time, a referral from a trusted source is your ticket to the show. The higher up a prospect is in a company, the more important referrals are.

Reaching busy decision makers is not the only reason you should ask past/current clients for referrals.  By asking for business leads, you could find out about prospects who otherwise would remain hidden from your view.  There are essentially thousands of prospective clients out there who you do not yet know and who have not heard of you.  A referral is your ice breaker, a chance to know someone who could someday become one of your best clients.

Additionally, referrals can get prospects thinking about making a change even when the thought of changing hadn’t previously entered their minds.

For example, let’s say there’s a client who is marginally happy with their current vendor.  They’re happy enough that they don’t feel compelled to look around but they’re not so satisfied that they wouldn’t consider an unexpected solicitation from someone who referred you.  A referral could be just enough of a catalyst to make them consider a new provider. Referrals are catalysts.

Have No Fear

Despite the power of referrals, some sales professionals are hesitant to ask their current/past clients.  Perhaps they are worried the request will be an unwanted interruption in the client’s busy day.  Perhaps they’re worried they didn’t do a good enough job for the client.  Perhaps they fear “going to the well one too many times” — they already took time from the client when doing the deal, so they feel guilty taking more of the client’s time now.

If you have done a good job of serving the client while at the same time building trust, have no fear or hesitation asking for a referral.  In fact, you could make the argument that the referral actually strengthens your relationship with them.  It’s kind of flattering when a vendor wants me to make referrals on their behalf.  It shows me that I was an important and prestigious client.

Asking for a referral puts you and the client on the “same team” and creates more of a friendship between the two of you.  Furthermore, saying nice things about you to others reinforces and reminds your client why you’re so awesome.

Some clients might actually be a bit offended if you don’t ask for a referral. I once had a client with whom I worked a long time and built a nice friendship. After a couple years, I finally asked for a referral and testimonial.  Her response?  “I was wondering why you never asked me for that!”

Who Should You Ask for Referrals?

  • A person whose name, title and profile make you look impressive
  • Someone who will say great things about you
  • Someone who is very pleased with your product or service
  • Someone with whom you have mutual trust
  • Someone who has a large number of valuable contacts

When Should You Ask?

There’s no set time in the sales process when you are supposed to ask for a referral. That said, it’s probably best right after you have done a great job and your client is basking in your good work. Some sales pros are hesitant to ask a client from long ago.  Don’t fret if time has gone by.

Simply call and say something reminded you of them and how much you enjoyed working with them.  Then ask for a referral.

Referral Process

If prospects agree to give you referral, the best option is to have the referrer connect you directly They could make a coffee or lunch appointment for the three of you or perhaps send an email introducing you (“There’s someone you NEED to meet!”). If this isn’t an option, perhaps the referral giver could arrange a three-way phone call.

The second-best option is for the referral giver to send an email or make a phone call letting the targeted person know you’ll be calling and why they should talk to you.

If the referral giver isn’t willing to do either of the first two options, you will have to initiate the contact with the targeted person mentioning the referral giver’s name.  Before making this call, make sure you have referral giver’s blessing to go ahead and make the call.

Before you talk to referred targets, learn all you can by asking the referral giver about them and by researching them online.

Keep the referral giver informed throughout the sales process. It’s simply a matter of courtesy and is especially important if the referral giver is due a commission or referral fee.

Always be grateful for any referrals you receive. When clients allow you to use their names to seek business from their cherished contacts, they are putting their reputations on the line just to help you.  That means you have an obligation to treat those referrals with the utmost care and respect.  Caring for referrals is a sacred trust in the sales world, so take your job seriously.

New Prospecting Masterclass Will Help You

If you want to get your prospects’ attention, you need compelling language that convinces them you bring relevant value.  That’s what my prospecting masterclass is all about.

If your sales team is not prospecting as effectively as it could, schedule this in-depth masterclass for your office.  It can be a half- or full-day program.  Either way, it will give the sales reps in your company actual language they can use to turn cold prospects into paying clients.

Click HERE for an outline of this interactive prospecting workshop!

  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.

Why Sales Reps Hate Telephone Prospecting and How to Fix It

By Jeff Beals

Earlier this week I made a critical error – I picked up the phone even though I didn’t recognize the number.  It was actually a live human, and he had this to say:

“Good morning, Jeff. I represent an overseas SEO and web-development company. We have a team of 70+ IT professionals and we aim to deliver high-quality services at cost-effective prices and without compromising on client satisfaction. We can work for half the cost of our U.S.-based competitors. Our team handled over 400 SEO projects and obtained 15,000 manually built links in the past year.  I know you’re busy, but I’d love to sit down with you in the next week or two to go over our package and pricing.”

The caller got through that entire text before taking a breath.  I sat there listening partly out of fascination that he could talk so fast and partly because I was amazed that people still start phone conversations that way.  The caller chose the worst possible start to a phone call.  His message

It reminded me of my high school days in the 1980s, when I worked as an outbound telemarketing sales rep.  For five hours each evening, I would call people when they didn’t want to hear from me (usually during dinner) and tried to sell them something they didn’t need.

We telemarketers had a very sophisticated selling strategy:  If you talked fast enough, you might get through your whole script before they hung up on you.  And we had a second strategy: If you barfed up enough features and benefits, the prospect might be so dazzled, they’d buy the crappy service you were peddling.

There’s a reason why most sales reps don’t enjoy telephone prospecting.  They don’t do it properly.  When you sound like a cheesy salesperson, your prospects will do whatever is necessary to get off the phone as quickly as possible.  Here are four things you can do to make telephone prospecting more effective for you:

1. Research your prospects before calling – I try to take an hour or so on Sunday evening each week to do background research on the prospects I plan to call that week.  I look at their personal career paths, study their company and research their industry.  I look for things that are unique about them and try to determine what they value.

2. Lead with value – When you do call the prospect, start the conversation with issues and concerns that the prospect likely has.  You know this because of your pre-call research.

3. Ask questions and listen intently – If the prospect is amenable to chatting, ask probing questions that reveal the prospect’s problems and concerns, the things they value and care about.

4. Focus on outcomes, not features and benefits – Once you know what the prospect values and cares about, only talk about the ways you can satisfy that value specifically and exactly.  When you do talk about your products and services, focus on the outcomes you provide rather than features and benefits.

Would you like to see a couple good ways to start a prospecting call?

Let’s say I sell copier machines, and I call the office manager of an accounting firm:

“In my work with other accounting firms, I have found that office managers like you hate three things about copiers: one-sided lease agreements, ridiculously complicated machines and unresponsive repair techs.  We have a new membership program specifically built from an office manager’s point of view.  Twenty-five of my clients have switched so far. I’d be happy share what this means to you.”

Now, let’s say I’m a Realtor, and I call a homeowner I’d like to represent:

“We’re finding three things holding back homeowners who would like to move to a new house: What if my current house sells too fast; what if the new house is too expensive and what if we have to settle for a house that doesn’t measure up?  Fortunately, I have some ideas that will get rid of those worries for you.”

In both the examples above, the caller catches the prospect’s attention with a compelling statement and then focuses on things he or she believes the prospect cares about.  How does the caller know what the prospect cares about?  Because the caller is an expert in the field and researched the prospect before calling!

How can you tweak your telephone prospecting messages so that they are more compelling and value-based?

Prospecting Help

If you want to get your prospects’ attention, you need compelling language that convinces them you bring relevant value.  That’s what my prospecting masterclass is all about.

If your sales team is not prospecting as effectively as it could, schedule this in-depth masterclass for your office.  It can be a half- or full-day program.  Either way, it will give the sales reps in your company actual language they can use to turn cold prospects into paying clients.

Click HERE for an outline of this interactive prospecting workshop!

What Do Sales Reps Fear the Most?

By Jeff Beals

Which part of the sales process is most difficult for you?  Which part intimidates you?

Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting:

Prospecting 42%

Closing 36%

Qualifying 22%

That is the exact order I would have predicted before I even read the study.  The only thing that surprised me was that prospecting didn’t have an even higher percentage.

When speaking to sales reps, I sometimes like to conduct an unscientific survey of the audience.  With a show of hands, I ask them which part of the process is their least favorite.  “Prospecting,” usually gets 60 to 70 percent of the votes.

Why is prospecting more intimidating and less enjoyed than other parts of the sales process?

Well, to start, let’s look at the definition of prospecting:

“Prospecting is the art of interrupting someone when they don’t expect to hear from you in order to provide them with something they need that they might not yet know.”

The key word in that definition of “interrupting.”  Most people are uncomfortable interrupting someone especially when it’s a stranger who is not expecting to hear from you.

And we know that when you interrupt someone, you are risking rejection, one of humanity’s biggest phobias.  If you research, “top 10 phobias,” the fear of rejection pops up frequently.

Most people HATE being rejected.  As social beings, the avoidance of rejection is a powerful motivation.  It’s hard-wired into our DNA.  It’s a matter of survival, because people need other people to survive. That was especially important in prehistoric times when primitive humans banded together to raise food and protect themselves from external threats.  If you didn’t fit into the tribe, you were left on your own to fend off predators.

Even though we have evolved into sophisticated beings with technology at our fingertips and complicated social structures to protect us, it’s hard to shake our ancient traits.  While a fear of rejection helped us to survive 5,000 years ago, it can hinder us in today’s competitive business environment.

How can you overcome your natural predilection to avoid rejection at all costs and push forward as an effective prospector?

Envision success – Like an athlete preparing for a big game, you have a higher likelihood of succeeding if you picture yourself doing well in advance.

Keep it in perspective – It’s not the end of the world when you get rejected.  It may have meant life and death in primeval times, but in the 21st century, it’s just a speed bump.  You will live to fight another battle.

Externalize it – For most of us, it’s normal to take rejection personally, which means we internalize it.  Try to see the rejection as something outside of you, external to your life and your personality.  A sales rejection is NOT an indictment of your personality.

No self-fulfilling prophecies – Avoid a defeatist attitude.  To avoid being disappointed, some sales practitioners start to assume the prospect won’t pan out before even contacting him.  That can lead to a self-fulfilling prophecy, meaning you’ve lost before you even begin.

Build a big list – Make sure you have a large number of leads in your pipeline, so you’re not too dependent on any one lead or prospect.  Rejection hurts more when you don’t have any other prospects to take the rejector’s place.  Plus, too few leads make you desperate.

The right kind of leads – Study who you have been targeting in the past.  Is it really the right group of people?  Should you be targeting a different prospect profile?

Have a plan – Those sales reps who have a well-developed personal plan for prospecting tend to fear rejection less.  A good plan means you have a dedicated prospecting time and a step-by-step system you follow when engaging new cold prospects.

Persistence – Because most prospects are so busy, it is now taking about 9 attempts to get a cold prospect to return your call or email.  However, most sales reps give up after 2.5 attempts.  If you give up too soon, your pipeline will be too skinny, which makes you too dependent on too few leads.

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

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300

 

 

How to Use the “Farming” Technique in Your Prospecting

By Jeff Beals

There is a long-time real estate sales concept known as “farming” in which residential real estate agents choose a certain geographic area to place particular emphasis. It typically is one neighborhood or subdivision consisting of several hundred houses. This area becomes the real estate agent’s “farm.”

There’s nothing to stop such a real estate agent from doing deals outside her “farm” in a variety of neighborhoods throughout the city, but she places particular prospecting focus on the one neighborhood. She memorizes all the houses in that subdivision and tries to get to know all the current owners. She becomes the specialist or expert in that neighborhood. She makes sure every homeowner in her “farm” has calendars, pens and other tchotchkes with her name and contact information on them. If the neighborhood has a Fourth of July parade or a block party, she’s there.

The hope is that anyone thinking of selling a house in the neighborhood would think of the agent and list the house with that expert agent.

There are other forms of real estate “farming.” Some agents “farm” an organization like Rotary, a school’s PTA or a country club as a way of finding clients. Farms don’t necessarily have to be geographic.

Professionals of any industry can learn a lot from real estate farming not just from a selling perspective but from a personal branding or self-promotion perspective.

While professionals like you and me probably won’t focus on a residential subdivision as we build our personal brands, there is much to be gained by farming your industry or your community.

Real estate agents, as well as salespeople in a variety of other fields, should develop spheres of interest. These would be groups of people they work with, socialize with or share some other common interest. These spheres of interest help salespeople find new clients.

Having a sphere of interest is similarly important for anyone trying to build a bigger and better personal brand, because just like a real estate agent you too are selling. What’s the difference? You’re selling yourself.

So, what’s your “farm?”  How do you define it and who “lives on your farm?”

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

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300

The Bad Words You Should Never Use in a Sales Call

By Jeff Beals

During the summers in high school and college, I worked as an outbound telemarketer.

I hated it, but because I was a good salesperson, it paid a lot more than the typical summer job.

For four hours each evening, I’d sit in a call center with 150 other college kids (and a few adult “lifers”) selling a vacation membership program to unsuspecting people who made the mistake of answering the phone.

There was a catchy little phrase we telemarketers used to say to each other back in those days:

“Smile, dial and push trial.”

What did that mean?  The vacation membership program came with a 30-day trial.  If you were not completely satisfied, you could get your money back as long as you cancelled in the first 30 days.

Our employer didn’t allow us to push trial, instead preferring us to sell the membership on its merits.  From the telemarketers’ point of view, however, it seemed so much easier to make a sale if we could simply say, “Hey, if you don’t like it, you can always cancel it within 30 days!”

Well, our employer was correct.  It’s never good to put a lot of emphasis on free trials.

In fact, a recent Gong study listed the term “free trial” among the worst words you can use in a sales call.  Uttering the words, “free trial,” to your prospective customer decreases your likelihood of securing the next step in the sales process by five percent.

Here are the other taboo sales-call words:

1. “Show you how”

2. “We provide”

3. “Competitor”

4. “Billion”

5. “Discount”

6. “Roadmap”

7. “Contract”

8. “Absolutely” and “perfect”

9. “Implement” and “implementation”

10. “Payment”

11. “However”

12. “For example”

13. (Your company’s name)

As I consider these worst words, a few observations come to mind.

Prospective clients don’t respond well to anything that demands a commitment, comes across as cheesy, makes them feel overwhelmed or is focused on the seller rather than the buyer.

When choosing the words you’ll say in your next sales call, use collaborative words and focus on what your client values rather than what your company offers.

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

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300

Avoiding the Fake Listening Trap

By Jeff Beals

Ask any sales professional about the key to success, and there’s a good chance they’ll say, “You have to listen to your client.”

As a sales strategist, I meet with many successful sales reps, managers and executives.  I always ask them about the secret to successful selling. The answers tend to be similar. One time, after yet another of them mentioned the importance of listening, I responded with a slight tone of frustration in my voice:

“Everyone says that listening to the client is the most important skill a salesperson can have,” I said, “yet few salespeople actually bother to listen! It’s a cliché. Yes, you have to listen to your clients, but most salespeople do a lousy job of it.”

The sales leader responded, “You are right. The key is to listen and TRULY HEAR.”

Salespeople think they are listening but they are really just pretending to listen.  They’re going through the motions and not really comprehending what the client or prospective client is trying to communicate.

The more I pondered this, the more it reminded me of an experience I had back when I was in graduate school and working for the university as a graduate assistant.

An Ear-Opening Experience

Each month, we grad assistants were required to attend professional development sessions. The topic during one of those sessions was “active listening.”  The presenter was some sort of “active listening guru.”

What she said made sense…Stand or sit with an open stance – arms not folded and legs not crossed – and lean slightly toward the person who is talking.  Nod your head and show interest with your eyes and facial expressions.  Make reaffirming noises to assure the speaker that you are actually listening.  And finally, paraphrase back the last few words of each spoken paragraph.

If you do those things, the presenter said, you will be engaged in the conversation and will make the speaker feel understood and appreciated.

At one point, the presenter said it was time for all of us to role-play what we had just learned.  She told us to pair up with another audience member and move our chairs so we were staring at one another. The presenter informed us that we would each take turns speaking and actively listening.

I was paired with a fellow grad student named Sandy.  We agreed that Sandy would talk first and I would actively listen first.  The facilitator blew a whistle to indicate it was time to start.  As Sandy spoke, I monitored my posture and all my non-verbal messages. I nodded.  I showed interest with my facial expressions. I paraphrased back certain words.  I made sure my arms were not folded for even one second.  All in all, I was pretty good at this active listening stuff.

Or so I thought.

As soon as the facilitator blew her whistle indicating it was time to switch roles, it suddenly occurred to me:  I hadn’t the foggiest clue what the hell Sandy had just told me!

How You Can Truly Hear

I was so focused on the mechanics of good listening that I never really HEARD what she had to say.

This happens to so many professionals on an almost daily basis. People intend to listen to their clients, but in the end, they don’t truly hear.

How can you fight this tendency and not fall into the fake-listening trap?

It’s not easy, but here is what works for me.

When I begin a conversation with a prospect, current client, colleague or some other professional who might refer business my way, I set my brain to “listening mode.”  I tell myself that the person in front of me is going to say something that will have a direct impact on my success.  It’s my job to find it.  I try to approach the conversation like a detective who has to keep digging until he finds the right information.  My ears are constantly searching for cues and clues.

That may or may not work for you, but it helps me a great deal.

Whatever technique, you use, the sales experts are right: you DO have to listen and truly hear.  Showing interest in a client helps build a trusting relationship.  Discovering what the prospect values makes it possible for you to do business with them.

The key is to “listening with intention,” not just going through the motions making it look like you are listening.

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

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300