5 Must Have Sales Pro Tools
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5 Must-Have
V
PRO
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Lora UllerichBrand Journalist
@coleinformation
Session Framework
• Stumbling blocks
• Tools for success
• 5 action points
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• $50 Giveaway• Dashboard questions• Get Social:
• @coleinformation• Facebook.com/coleinformation
Housekeeping
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• Cole Information• Published in 1947• Blue Book• Criss-cross directory of addresses
and phone numbers
• Invaluable information for: • Telemarketing• Debt collection• Law enforcement
• Today, web-based lead generation for smallbusiness.
Then & Now
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Sales is vital
• Bigger Budget
• Larger sales team
• More Products/Services
• More flexibility
More Sales = More Opportunity
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Sales is Tough
•Timing: • The ability to deliver an offer when the
consumer is likely to be most interested. •Relevant:
• Respond to the customer’s unique needs, desires, preferences, attitudes, etc.
•Personalized: • Tailor it to your ideal customer.
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Combat the Sales Stigma
Photo by bonkedproducer Flickr Creative Commons License
• Pushy
• Annoying
• Rude
• Dishonest
• Hard to
handle
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Tool Elements
• Inform
•Consult
•Resource
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Photo by Chris Devers Flickr Creative Commons License
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Optimistic MindsetErase
• Negative thoughts
• Doubts words
Replace with • “I can do this”
• “Absolutely”
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Current Lead Source
• Target market
• Marketing lists
• Networking groups
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Social NetworkingBest Practices• Current picture,
experience
• Regular updates
• Join groups,
discussions
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What Should You Post:• Quotes• Fill in the blank• Questions • Pictures
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What Should You Post:• Quotes• Fill in the blank• Questions • Pictures
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• 88% of consumers consult online reviews prior to purchase.
• 88% of consumers trust online reviews as much as personal recommendations.
• 61% will recommend a local business via word of mouth• 37% via Facebook• 12% Twitter• 10 Google+
Source: BrightLocal 2014 Local Consumer Review Survey
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Effective CommunicationBuild Relationships• Listen
• Find Solutions
• Educate
• Get Personal
Action Items• Ask open-ended
questions.• What are you trying to
accomplish? • Not every call is sales-
related.• People buy from people
they like & trust.
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Gain Focus
• Schedule
• CRMs
• Calendars
• Templates
• Voice mail
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Productivity
• “Hi and thanks for calling (your business or service). We
appreciate your message and look forward to meeting
your needs. Right now we are busy providing high quality
service to another customer. We want to provide you with
that same level of service. So please leave your name,
number, a brief reason for your call and most importantly,
your email address as this is the first way we will respond
to your message. Thanks and have a great day.”
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Sell Cupcakes…
•Not the recipe.
• Give high-level facts
• Avoid confusion
• Elevator speech
• :30 customer-focused info
Flickr via zigazou76
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• Takes 42 hours for follow up
• 1.63 call back attempts
• 50% never called/emailed
• Best practice: 6-9 call back attempts
Bonus: Follow Up
Source: Insidesales.com/responseaudit
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Bonus: Follow Through
• Be organized• Make goals
• Daily• Month • Quarterly
• Have a clear vision• Use resources
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Five Action Points
• Attitude check
• Lead source
• Communication
• Productivity
• Presentation