Tag Archives: sales rep

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

Ego Management: How to Make the Smartest People Part of Your Life

By Jeff Beals

You have probably heard the saying, “To be successful, surround yourself with people who are smarter than you are.”

For better or worse, that hasn’t been terribly difficult for me.  I’ve been blessed with many intelligent, talented people in my career – colleagues, bosses, direct reports and friends.  I’m a better person and a more successful professional because of the gifted people in my life.

Whether you’re at work or in your personal life, surround yourself with smart and talented people.  If you are in a leadership position, hire people who are smarter than you.

Of course, that is easier said than done.

Surrounding yourself with more talented people can be very intimidating.  And a blow to the ego.  And even threatening!  Nevertheless, move forward with faith and conviction that you will be better served by teaming up people who are better than you at certain things.

Hiring Talented People

As a leader, have no fear of hiring people you think might pass you up some day.  It is better to be seen as a person who brings in and develops great talent than a person who protects the status quo by hiring mediocre or under-performing people.

Don’t Hide the Light under a Bushel

When you do end up employing an ultra-talented, hardworking individual, don’t try to hide them or prevent them from moving up just because you don’t want to lose them.  Great talent rises to the top.  Let the exceptional person move up.  In the long run, it will benefit you as they will remember and appreciate the role you played in boosting their career.  A former employee who makes it big can become a huge ally for you in the future.

Friends and Colleagues

Regardless of your professional role, identify talented friends and colleagues and build close relationships with them.  Another old saying tells us that you tend to become who you hang out with.  “You become the sum of your five best friends.”  Spending time with exceptional people makes you more exceptional.

Have a Mentor and Become One Too

Mentorship is one of the best professional development tools in existence.  We benefit both by being mentored and by mentoring others.  Find a successful role model and use that person as your mentor.  Some mentors don’t even have to know they are your mentor – just study them and do the things they do.  Other mentor relationships might be more formal.  At that same time, mentor someone yourself.  You actually become better in your work by teaching and coaching junior colleagues.  As I once wrote in a previous article, you don’t know it until you’ve taught it.  Mentorship is a classic win-win situation.

Different Intelligences

Here’s something that might help salve a bruised ego resulting from hanging around smarter people:  There are different kinds of intelligence.

Just because a colleague is smarter than you in one area doesn’t mean he or she is better in another.  Perhaps you struggle with creativity and idea-generation but have superior analytical skills.  Team up with the creative person and together you can accomplish more.  You might not be as quick to pick up operational details as a certain person but maybe you are better at building relationships and navigating institutional politics.

When it comes to intelligence and talent, we all need to identify our top strengths and biggest weaknesses.  You can maximize your strengths and mitigate your weaknesses by joining forces with people whose abilities complement your own.

Accountability

If you hire a team of exceptional people, it will be important to have a culture of accountability in your office.  Top performers expect to be held accountable and they expect that other employees in the company will be too.  Perhaps the most important person to hold accountable is yourself.  If you hold yourself to a high standard as a leader, your talented employees (even the ones more naturally gifted than you) will respect you and hold you in high esteem.

Speaking of “accountability,” I’m offering a webinar on June 5th at 10 a.m. Central Time called “How to Hold Your Sales Team Accountable.”

You’ll learn HOW TO:

1. Use 4 simple metrics that make it impossible for sales reps to hide weekly output and results
2. Implement 11 steps that will create a culture of sales accountability in your company.
3. Get reps to buy in to your accountability plan.

Investing just one hour of your time and only $49 will translate into bigger revenues, less stress and a happier work environment for everyone!

You are not going to want to miss out on this.  Register TODAY!

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.”

(402) 637-9300

Perpetual Prospecting Is the Key to Beating the Sales Cycle

By Jeff Beals

Do you invest in the stock market?

If so, you’re probably aware of the constant waxing and waning that characterizes the life cycle of the stock market. What goes up eventually goes down and what goes down eventually goes up.

If you’re a long-term investor, you tend to wait out the market cycles and instead count on the long-term growth that has always happened in the market over extended periods of time.  If you’re a short-term investor, you may be playing the cycle, hoping to buy or sell at precisely the right time.

Either way, the stock market goes up and down.  When markets are optimistic, investors begin to feel enthusiasm, then exhilaration.  Eventually, it starts to feel like you’re invincible, that every investment you make pays off.  That false belief compels some investors to make reckless decisions and take questionable risks.

Just as the stock market reaches its feverish peak, the bull market ends.  Most people don’t realize it right away, and investors often go through a period of denial.  But eventually pessimism sets in, which leads to panic and then despair: the bear market.  Of course, when people are depressed at the bottom of the trough, that’s when things slowly start to trend upwards, starting the whole cycle over again.

Sales practitioners tend to go through cycles quite analogous to the stock market: highs and lows, peaks and valleys.

At the peak of the prospecting cycle, the “bull market,” you have so many deals to close and so much easy business that you’re tempted to put off prospecting activities.  Of course, that eventually leads to an empty pipeline.  When you realize you have no prospects in the pipe, you prospect like crazy, which eventually leads to another up cycle.

If your personal sales cycle is too volatile, you are putting yourself under a great deal of stress.  There’s one secret to evening out your cycle while keeping your revenue going up each year: perpetual prospecting.

Prospecting is the key. It’s the reason 20 percent of sales reps do 80 percent of the business (In some companies, it might be closer to 10/90).  It’s the reason why some sales reps do well even during a recession.  Prospecting separates the good from the great.

I like to define prospecting as “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.”

As that definition implies, there is one aggressive part of prospecting: “interrupting someone.”  But the rest of the definition implies that sales reps are doing prospects a favor by introducing them to something important: valuable products and services.

If you want to be a better prospector, and consequently make more money, here are five quick pieces of advice:

Prospect Life Your Life Depends on It

Your sales life DOES depend on prospecting.  Ideally, you should 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.

Be an Opportunity Detective

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.

Apply Discipline to Your Prospecting

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.

Be Obsessed with Prospect Value

When you engage cold prospects, you want to talk about things you believe they value instead of talking about you or your company.  For instance, too many sales reps start prospecting messages with statements such as: “We’ve been in business since 1910,” or “We offer a full suite of IT solutions.”  Instead, 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.

Plan Ahead

Nobody plans to fail but sales practitioners regularly fail to plan.  I recommend you 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.

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

Face-to-Face Selling Is Still Powerful in a Virtual World

By Jeff Beals

National associations are famous for holding big conventions each year.  Some conventions are so big they attract tens of thousands of attendees.

As you might imagine, it takes a great deal of work to pull off one of these major events.  Programs need to be planned, speakers booked, volunteers recruited, attendees encouraged to attend and logistics squared away.

One of the biggest decisions is where to have the event. When a meeting planner is looking for a venue for a convention or an industry meeting, they consider a number of factors:

  • Quality of the meeting facilities
  • Nearby attractions
  • Proximity of entertainment and restaurants
  • Ease of transportation

And then there’s the hotel.  Planners prefer a hotel that is either big enough to host the event itself or is right next door to a major convention center.  The hotel must be nice-looking, offer a range of amenities and have an adequate number of rooms.

But there is one thing that is an absolute MUST in order for a convention hotel to make the cut:  it has to have a large, full-service bar.

Yep, that’s right.  A great bar and lounge area in the convention hotel is generally considered a non-negotiable requirement.  Why?  It’s not because convention attendees want to drink more on the road than they do at home (although they typically do).  It’s because of something much more important – an age-old, primitive business practice known as networking.

Isn’t that interesting?  Organizations spend large amounts of time and money making everything just right for a convention, yet one of the most important parts of the experience comes when attendees retire to the bar after the last general session and simply network – build ties and bonds with their colleagues from other cities, states or countries.

They share ideas, refer business and counsel one another.  Despite the many sophisticated and highly valuable things modern business meetings offer, much of the value that comes from the event occurs in the evening in the crowded hotel lobby bar.

We professionals think we are so sophisticated, yet we’re still hopelessly tied to our ancient social instincts.  You know what?  That’s okay.  People make business interesting.  People make business meaningful.  People make business worthwhile.

No matter how sophisticated we become, nothing is as effective as in-person learning and one-on-one networking.  Those companies and professionals that remember this tend to do better and sell more products and services.

We have access to live webinars, digital recordings, interactive online learning programs.  Nevertheless, people still love to experience events in person.  They still benefit from taking continuing education courses in a room full of people from a qualified person standing there in the flesh.

Think about it…We have so many ways to deliver our sales messages to clients via mass media, social media and sophisticated email campaigns.  Nevertheless, sales practitioners still have to call prospects on the phone one at a time or show up at their offices to make a pitch.

It’s easy to say “no” to an advertisement, a tweet or a mass email.  It’s harder to say “no” when someone sits down with you, listens to your needs and wants and personally explains why their product or service will benefit you and your unique situation.

Don’t be misled and lulled to sleep by all the wondrous selling/marketing tools at your disposal.  While those technologies certainly help, you still have to reach out and shake hands if you want to make it big.

The next time you go to a convention, test this out.  Enjoy the speakers, take notes at the break-out sessions, attend the awards banquet, but at about 9:30 p.m., stroll through the hotel lobby bar.  Notice how many people from your convention are there.  Join the conversation and build long-term collegial relationships that can enhance your success for years and years to come.

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. 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 in 2016. 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 in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your 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

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

(402) 637-9300

The 8 Biggest Mistakes Sales Reps Make When Leaving Voicemails

By Jeff Beals

Let’s say it’s Tuesday morning at 7:30, the start of your weekly phone prospecting time.  You did your pre-call research the previous day and have your list of prospects ready to go.  You sit down at your desk, dial the first prospect’s number and…

You get their voicemail, of course.

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.  I know sales reps whose voicemails are so good and so effective, they would RATHER get a prospect’s voicemail than reach him or her on the first attempt.

In order to make your voicemail efforts more fruitful, here are some common voicemail mistakes that every sales rep should studiously avoid:

1. Talking too much

Sales voicemails should be less than 20 seconds.

2. Giving up too soon

It typically takes eight or more voicemails to get a prospect to call you back.  Most people quit after two or three messages, because they’re worried about being pesky or sounding desperate.  I’ll admit it feels weird to carpet bomb a prospect with eight or more voicemails, but if each voicemail highlights something of value, they are really effective.  If you are persistent there’s a good chance they’ll call you back.

3. Touching base

Never say, “I’m calling to touch base,” or “I’m just checking in with you.”  Those are annoying voicemails to receive, because they provide nothing of value to the recipient.

4. Talk about yourself

Never leave a litany of features and benefits on a voicemail.  Never talk about how great you are, how many awards your company has won or the combined years of experience your staff has.  Your prospects only care about how your product or service makes their lives better.

5. “I’m going to be in your area next week and would love to stop by and take just 20 minutes of your time.”

Just because you are coincidentally going to be in a prospect’s city, doesn’t mean that a prospect wants to drop everything she has going on and spend time with you.  Your travel schedule is irrelevant to a prospect if you have failed to catch his imagination in the first place.

6. Trying to say too much

If you only have 20 seconds to leave a voicemail, you only have time for one idea.  If you have more than one burning thing you want to say, save the second thing for the next voicemail.

7. Forget to leave your call-back number

One of the easiest excuses a prospect has to NOT return a voicemail message is if the call-back number is not readily available.  Only 7 percent of sales voicemails are ever returned, which means it’s hard enough to get call backs.  Don’t do anything that lowers the likelihood.

8. Being misleading

Some sales reps like to deceive prospects in their voicemails either by implying that they are returning the recipient’s call (even though the recipient never called them in the first place) or by name-dropping a person they don’t really know. You don’t want to do anything that comes back to embarrass yourself if you do end up getting a meeting.

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. 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

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How to Make Your Sales Pitches More Persuasive

By Jeff Beals

We all know that certain kind of person who is so persuasive, he could “sell sawdust to a lumber mill” or “charm wallpaper off a wall.”

Some people are so persuasive they can seemingly talk anybody into anything.  How do they do that?  It helps to possess charisma, but persuasive people tend to employ certain techniques, things we can all use to make our personal and professional lives more successful.

In the 1930s, Professor Alan Monroe of Purdue University married the art of presentation with the psychology of persuasion.

The result of his scholarly work became known as Monroe’s Motivated Sequence, a concept that is still pertinent for today’s professionals. The concept was originally intended to help orators structure persuasive speeches, but it’s equally applicable for a variety of other purposes – making a sales presentation, pitching a proposal or trying to talk your boss into making a certain decision.

Whether you’re addressing a large group or a pitching a single decision maker, keep Monroe in mind as you plot your sales presentations. Monroe’s Motivated Sequence advises presenters to build their case using five distinct steps completed in exact order.

First comes the attention-getter in which you introduce a problem by jolting the audience with something bold and unexpected—a story, quote, disturbing statistic or a big “bet-you-didn’t-know” statement.

Step two is need. This is where you prove the problem is significant and worthy of the listener’s attention. You also want to cast the need as something that won’t be solved without the right approach by the right person or organization.

Monroe’s third step is known as satisfaction. Here you prove that you have the solution to the previously mentioned problem.

In step four, visualization, you paint a picture of how wonderful life will look in the future if they accept and implement your solution. You also portray how terrible things will be if they ignore your recommendations.

Finally, in step five, you tell the audience what action they should take. This is the big finish, where you powerfully and motivationally tell them to go do it!

Think about the presentations, pitches and proposals you make.  Ask yourself how they fit into Monroe’s outline. Are you skipping a step or two?  Many salespersons start with step three, the solution, without making the case strongly enough that a solution is necessary in the first place. Structure your persuasive pitch in such a way that makes the targeted listener more acquiescent to what you are pitching. Make them yearn for your solution intensely before you tell them about it.

Your pitches and sales presentations must follow a logical format that feels right to the listener and syncs with their sense of order. The approach needs to build a persuasive case efficiently and effectively. Persuasive presentations must conform to human nature, which has remained static for ages. If you use human nature in your favor, the presentation is more likely to be successful. If you fight human nature, you’re engaging in futility.

As the late Zig Ziglar once said, “People do things for their reasons, not yours.” Focus on what the listener values during the presentation and take time to draw them in by asking clarifying questions and tying things back to what they told you during earlier communications.

In the end, being persuasive really isn’t a matter of “selling ice to an Eskimo” or “talking a bird out of a tree,” rather it’s about finding what people value and then using the right techniques to convince them that you’re capable of delivering that value.

By the way, as I was looking up colloquialisms about persuasiveness for this article, my favorite was, “He could talk a dog off a meat wagon.”  Now, that’s persuasive.

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. 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

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How Sales Professionals Can Harness the Power of Persuasion

By Jeff Beals

Some people are blessed with a natural ability to get what they want.

They have an innate ability to influence people, sway opinions and win arguments.  While such “mind powers” are instinctive to some, most of us have to work hard to persuade people to our way of thinking.  Fortunately, persuasion and influence cannot only be learned; they can be mastered.

Have you ever read Robert Cialdini?  He’s the “Godfather of Influence” and the author of Influence: The Psychology of Persuasion, one of the most influential business books of the past 30 years.  More recently, he authored Pre-Suasion: A Revolutionary Way to Influence and Persuade.

Much of Cialdini’s work is focused on helping people master “leadership’s greatest challenge – getting things done through others.”  But the skills employed by accomplished leaders are quite similar to those needed in sales.  Let’s look at Cialdini’s Six Principles of Influence through a sales lens:

Liking

The principle of liking says that people like those who are like them.  You should “uncover real similarities and offer genuine praise.”

Cialdini uses the example of a Tupperware party to illustrate how liking works. The hostess invites friends and family members. Because the attendees like the hostess, they’re far more willing to buy Tupperware products.  For example, my wife finds herself at a handful of parties each year for multi-level marketing products such as Tuppperware.  Inevitably, she ends up buying something just to please her friend (the hostess).

The two most significant factors affecting liking are similarity and praise. People are more apt to like people who are similar to them.  If you praise other people – even if that praise isn’t terribly merited – they are much more likely to like you.

What does that tell us?

Sales managers should sales representatives who have similar interests and backgrounds as the targeted prospects. Sales reps should take time after meeting new prospects to establish common ground.  Find excuses to compliment your prospects on their companies, products, careers and accomplishments.

Reciprocity

According to the principle of reciprocity, people have a tendency to repay in kind.

Do unto others as you would have them do unto you – The Golden Rule has been scientifically proven to be true.  Cialdini says any manager can be the beneficiary of good behavior by displaying the same behavior to others first.

The same applies to sales professionals.

Gift giving is a somewhat primitive example of reciprocity, but I have had success reaching prospects by first sending them a little gift.  Simply because I mailed them a copy of my books or a unique gift that relates to their company, I am much more likely to reach them on the phone.

Social Proof

This is my favorite of Cialdini’s principles because it relates directly to sales: “People follow the lead of similar others.”  We should “use peer power whenever it’s available.”

Cialdini cites a study in which researchers went door-to-door collecting donations for a charity.  When people answered the door, the researchers showed them a list of neighborhood residents who had already donated to the charity. The longer the donor list, the more likely prospective donors were to contribute.

Social proof is why references, testimonials and referrals are so important in sales.  Take time to collect testimonials and make them available to prospective clients.  Get a referral from a respected source before making a prospecting call.  Your success rate should rise dramatically.

Consistency

“People align with their clear commitments,” Cialdini says. “Make their commitments active, public and voluntary.”

Cialdini says if you supervise an employee who should submit reports on time, get that understanding in writing (such as a memo or email); make the commitment public (perhaps by sharing it with people in other affected departments); and link the commitment to the employee’s values (such as the impact of timely reports on team spirit).

This is why winning mini commitments is so effective in selling. If your prospective client agrees to something up front, you are more likely to close a sale with them. Perhaps you could summarize the outcome of a meeting in an email and ask the prospect to email you back confirming that everything you said is accurate.

Authority

The principle of authority says that “people defer to experts,” and Cialdini advises you to “expose your expertise; don’t assume it’s self-evident.”

While it is critically important for sales people to listen more than they talk when sitting in front of prospective clients, you do need to take at least a little bit of time to demonstrate your credentials and backgrounds.

Scarcity

People naturally want more of what they can have less of, Cialdini says, so highlight unique benefits and exclusive information.”

Cialdini writes about a time when wholesale beef buyers’ orders jumped 600 percent when they alone received information on a possible beef shortage.  Provide exclusive information to persuade.  When you tell people they are getting information before everyone else, they are more interested.  If people know they have access to something that is closed to others, they value it more.

Sales professionals might want to make special offers or upgrades available to the best clients first, or in some cases, only to the best clients.

In the end, sales professionals can gain a clear advantage by employing  Cialdini’s six principles, but keep a few things in mind – Trust is one of the most important components to completing a sale especially a complex, high-ticket-price B2B transaction. If you use these principles with an exploitative and manipulative heart, you will hurt your chances of creating a recurring client.

The other key to selling is value. You must discover exactly what prospective clients value and then deliver products and services which deliver that value exactly. If you fail to do that, the principles of influence will ultimately be ineffective.

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. 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 in 2016. 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 in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your 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

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

Book Review: Everything You Need to Know about Sales Prospecting

High Profit Prospecting

By Jeff Beals

Prospecting is not something you do when you don’t have anything else to do. It is not something you do when you suddenly find yourself without enough customers. Prospecting is perpetual.

So says globe-trotting sales expert Mark Hunter in his new book on prospecting set to be released September 20th.

“View prospecting the same way you do taking a shower,” Hunter writes. “You take a shower daily, and you should be prospecting daily. Failing to prospect on a regular basis is putting yourself in a situation where your sales will constantly be in a peak/valley syndrome.”

Whether you’re a rookie salesperson hoping for a head start or a grizzled veteran looking to stay sharp, I highly recommend High-Profit Prospecting. (AMACOM, 2017). I’m a connoisseur of sales books, and this one ranks among the best.

Hunter, known by his epithet, “The Sales Hunter,” defines prospecting as “an activity performed by sales and marketing departments to identify and qualify potential buyers.” It’s the most fundamental task in a salesperson’s job description, but vast numbers of underperforming salespeople are so uncomfortable with prospecting, they dread the thought of it.

Perhaps that’s why so many salespeople fall for snake-oil messages that “prospecting is dead” and “telephone selling is history.” Hunter recalls sitting in the back of a room during an educational conference while a so-called sales expert explained how his social media-based prospecting system had rendered telephone prospecting extinct. The notion was ridiculous but that didn’t stop audience members from being mesmerized, enthusiastically nodding in agreement with everything the charlatan on stage was saying.

Hunter was not surprised that the audience of salespersons was unreservedly lapping up the message; they were tired of being rejected, having phone calls ignored and not being able to generate good prospects. If someone promises a struggling salesperson a panacea, no matter how pie-in-the-sky it might be, the temptation to embrace it can be irresistible.

No doubt prospecting is hard work. It can make you feel uncomfortable, but it has to be done. If prospecting was easy, salespeople wouldn’t be so well compensated. If you make a commitment to prospecting, you will grow as a salesperson and eventually be that person who makes so much money your friends and colleagues marvel at you.

Hunter’s prospecting philosophy essentially boils down to five components:

1.     A Positive Attitude – You need a can-do mentality and a healthy respect for prospecting. Believe you will succeed!

2.     Preparation – Prospecting is inefficient if you don’t do the necessary background work before making the call.

3.     Execution – Top-producing sales professionals are action-oriented. They resist procrastination, the biggest thing separating poor prospectors from good ones.

4.     Discipline – Prospecting is a daily activity. You need to do it even when there are a hundred things you’d rather do and dozens of things that seem more urgent. Prospecting is an investment in your future production.

5.     Time management – Don’t allow your time to be wasted by prospects who will never buy from you.

So what are some of Hunter’s pearls of wisdom? Here are a few:

Making Initial Contact

Ultimately, your prospects really don’t care about you. They care about themselves and their goals. Too many salespeople start the first email or phone call wasting everyone’s time by introducing themselves and their company. As Hunter says, “You can permanently delete the ‘capabilities presentation’ the marketing department built for you five years ago.” Cut to the chase and explain why the two of you need to connect quickly.

Does Anybody Listen to Voicemails?

Voicemail might feel like a black hole, but if you leave the right messages, voicemail is your friend. The key is leave messages that expresses a value you could give the recipient. But you don’t have much time. Hunter says voice mails should never exceed 18 seconds. Twelve seconds is ideal. What’s more, a single voice mail rarely leads to a call-back. Craft a series of voicemails periodically leaving them for prospects over an extended time.

The Lazy Way Out

Sales reps who always choose email instead of picking up the phone are lazy prospectors. Hunter says email is a fine prospecting tool but not if your reason for using it is to avoid having to call someone. Make email one part of your prospecting plan, not your crutch. The same thing applies to social media. It’s a good tool but just one tool. You can’t depend on it exclusively.

Getting Past the Gatekeeper

When your prospects are major decision-makers, you’ll encounter gatekeepers – administrative assistants whose jobs are to protect the boss from interruptions. Hunter recommends you see the gatekeeper as a partner. Ask them the same questions you would ask the boss. That will win their respect, plus if the gatekeeper realizes they don’t have the answer, they just may pass you on to the senior person you seek. Don’t back down too quickly if a gatekeeper puts up barricades. “If it’s hard for you to get in,” Hunter says, “then it’s hard for your competition.”

I could go on and on recounting Hunter’s salient advice, but you’ll have to read the book for yourself.

It’s rare for a book to deliver so much actionable advice chapter after chapter, but that’s exactly what Hunter provides. Similarly, it’s unusual for a content-heavy book to be such a quick-and-easy read.  Upon finishing it, you’ll be ready to roll up your sleeves, pick up the phone and hit the streets.

As Hunter likes to say, “Great selling!”

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. 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 is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your 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

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com