Tag Archives: social selling

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

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