How to Get Your Foot in the Door
Get a Clue!
- Why salespeople are afraid to ask this one question.
- Who makes the quickest decision? The slowest?
- When do you stop calling? What is the magic number?
The Catch-22 Triangle.
- Your approach determines how successful you’ll be.
- Your response determines if you’ll try again.
- The one thing you can’t control.
7 Ways to Find New Business.
- The real reason you were hired: to find new business.
- The way you like best drives your sales manager mad.
- You’ve got to work for referrals.
Gatekeepers.
- The Executive Assistant Technique is for larger companies.
- The Paul Revere technique can get the name.
- The Big Apple technique reaches those who avoid your calls.
Chinese Brainwashing.
- Prospects will comply with your requests.
- Start small, get larger commitments, and get more sales.
- You mom is a master of this technique.
How to Get More Appointments
Blackmail, Threats, and Bribes.
- The Cheese technique always works.
- The Paper Airplane technique gets the word around.
- The Basketball technique can be devastating.
One Ring-y Ding-y.
- Voice clues to tell if to sell with facts or enthusiasm.
- The speed of what’s said will make you more believable.
- Do you have a voice of authority?
Objections.
- How to use them to unsell the competition.
- What to say after you say, “but....”
- Steal their thunder and leave them speechless.
Voicemail Jail Break.
- The Golden Rule of voicemail keeps you in the game.
- Six things people expect to hear in your message.
- The five best uses of voicemail.
Three Easy Scripts.
- Don’t be surprised or hang-up if the principal answers.
- You only have 30 seconds to get 15 minutes of their time.
- How to spin magic.
Every Sales Interview Is a Job Interview
Did I Just Shot Myself in the Foot?
- Should you skip the small talk?
- Ask for the business.
- Don’t do stupid things.
Face Reading.
- Eyebrows tell if to sell with facts or pictures.
- Lips tell if to sell with enthusiasm and excitement.
- Ears tell if they don’t accept what you’re saying.
Rude! Pansy! Egotistical! Boring!
- Personalities: why Drivers can’t sell to Analyticals.
- How to sell to the blunt and unemotional prospect.
- The pictures on their desk speak volumes.
The Body’s Language Can’t Lie.
- Hand her a drink to tell if she’s buying.
- Is he telling the truth? Really? Really.
- How to tell if you should ask for the order.
Networking.
- Why don’t they teach this at networking functions?
- The best question you can ask when networking.
- 90% of people are uncomfortable networking – even when it’s a networking event.
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