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If You Don’t Care – Don’t Ask.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 22, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

If You Don’t Care – Don’t Ask.

“How are you today?”

 

Sounds good – doesn’t it? If the person asking really cares, it’s great. However, I bet if you keep track of the number of people who ask you this question over a period of time, you’ll find that they may not care about your response.

 

This topic has always been intriguing to me. I believe most people feel uncomfortable answering this question honestly when they don’t know the person who’s asking. It’s considered personal, inappropriate or not relevant to the topic at hand. (When we know the person, and have a relationship with them, this may be very relevant and appropriate.) It’s a “cheesy” way to break the ice when the caller is looking for an answer of “fine” and then hoping to move on to the next topic.

 

My goal is to make sure that people really care when they ask – or that they just don’t use this approach to start a conversation. As a salesperson, please think about this point when you don’t have an existing relationship with the contact.

 

When I receive calls from people I don’t know, and am asked this question – I answer them honestly and with details. They may be looking for a “fine”, but they may get a lengthy answer. For example… Question: “How are you today?” Answer: “Great. I got up early extra this morning, had a great workout at the gym. Then, I stopped by Starbucks and got some coffee. Normally, I have a grande size of their bold coffee of the day, but since they had Sumatra, I had a venti size (large). It was so good; I ordered a second one for the road. Then, on the way to the office…” You get the idea.

 

Another option would be “busy” - which can instantly kill a call.

 

Or, I may say “terrible” and give them some details. This normally will also kill a call; however, you may be surprised at the number of times this response gets no answer at all, or an answer like “great”. In either case, it’s obvious that the person either doesn’t care or isn’t listening. Try one of these answers next time you’re asked “How are you today?” from someone you don’t know (live or on the phone).

 

If you’re looking for an ice breaker, consider making a statement, like “I hope you’re having a great day” or just go into “the purpose of my call is…”

 

In either case, please keep this blog in mind before you ask “how are you today?”

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Just one call a day!

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 1, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Just one call a day!

 

That’s approximately 250 calls per year. Good things will happen when you make 250 new prospecting calls per year (even better is 2 per day = 500 per year, and so on).

 

I have a client that no matter how busy they with their current clients, makes 1 ice-cold prospecting call per day. She calls it her “Random Call of the Day” and it usually is at about 9:30 every morning (when it’s time to refill her coffee). So far for the year, she has converted 18% of these calls to clients, and another 13% are in the current pipeline. That’s nearly one third of her total calls resulting in sales or future potential. These are excellent results for prospecting calls! The secret to her success is that she has no fear whatsoever making 1 call. She truly believes that the worse thing that can happen is that they say “no” or don’t return her call. That’s okay with her, because the answer was already “no” before she made the call. “Anything I get is a bonus” she says.

 

In the words of Col. Hannibal Smith of the A-Team, “I love it when a plan comes together!”

 

Have a great week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Top Traits of Successful Sales People

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, March 28, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Top Traits of Successful Sales People

 

Guest Blog from Charlie Ferrell, National Sales Manager – RB Insurance Group

 

1.    Set and achieve goals

 

2.    Continue to learn

 

3.    Stay focused and be positive

 

4.    Have passion for what you do

 

5.    Learn from your mistakes (and don’t be afraid to make them)

 

6.    Be persistent, follow-up and stay in touch (even if you didn’t make the original sale)

 

7.    Always be prospecting

 

Charlie developed this list for successful insurance agents, but I believe it applies to all sales professionals. Thanks Charlie! Learn more about RB Insurance Group, please visit www.rbi-group.com 

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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What Sales People Can Learn From 1st Responders.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, February 27, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

What Sales People Can Learn From 1st Responders.

 

1st Responders (Police, Fire, and EMT) spend countless hours training and preparing, so they can calmly and professionally handle situations as they arise. Sales professionals can utilize a similar approach to improve sales situations. Consider the steps below to assist your efforts:

 

1. Be prepared at all timesHave your “sales tools” accessible with you in the field. Consider using a check-list to make sure you have extra business cards, sales collateral pads of paper & pens, and any product samples with you (or in your car).

 

2. Always assess the situation before you reactGather information and avoid knee-jerk reactions. Understand the emotional climate of the customer and realize that timing is everything.

 

3. Rely on your training, react accordingly and follow protocolMost situations have some common denominator that you have either seen, or prepared for in the past. Always listen first and then follow your plan or process. This will help eliminate operating on emotion or adrenaline.

 

4. Stabilize the situation and escalate or call for back-up as appropriate - Escalate to a Subject Matter Expert or member of your management team for additional support (don’t wing it). An alternative would be to let the customer know you will find the answer for them and will contact them within a specific timeframe.

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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Watch What You Say and Where You Say It

Posted By Mike Leeds, Pro Sales Coaching, LLC, Friday, December 15, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Watch What You Say and Where You Say It

Note: I had another topic planned for this blog post, but had to delay it since I wanted to share this afternoon's observance with you in a timely fashion.

Today, I was at the Doctor's office waiting for my appointment. A medical supply sales representative and her manager came into the office a few minutes later and loudly made their presence known. The sales rep hovered around the desk while a patient was signing in (not cool), and then made her pitch to see her prospect.

While waiting for the Practice Administrator (Office Manager) in the waiting area, the rep and her manager openly discussed their strategy for the sales call. During this conversation, there were periods of laughter, updates on company gossip, as well as re-caps and opinions from the other Doctors they had visited.

None of the patients in the waiting area were amused by this humor and we weren’t interested in the inappropriate stories, gossip, and opinions of other Doctors. One thing was for sure – everyone in the room knew who they worked for, and probably had formed an opinion of their company. (If any of us knew the people they were discussing, it could've created additional issues.)

I've also witnessed and overheard very specific conversations in restaurants/coffee shops. For situations like these, I recommend you keep your voices down, keep your conversations general, and be careful with company names or contact last names. Better yet, some of these conversations should probably occur in private – or in some cases - not at all. As with life in general – be aware of your surroundings. We’ve all probably heard of people being burned in (or by) careless situations like these.

Prepare to be accountable for your actions – at a company as well as personal level. Always take the high road!

I hope you have a successful day!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Management  Sales People  Sales Professionals  Sales Results  Sales Skills 

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Call Me After the Holidays

Posted By Mike Leeds, Pro Sales Coaching, LLC, Thursday, November 30, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Call Me After the Holidays

If you haven’t heard this comment from a prospect or customer yet, you soon will.

They may not want to see you until January; however, you certainly can try to set an appointment now for a future time in January.

Next time you hear this comment, instead of just calling back in January, consider a response like… “I certainly understand. Can we schedule a time now for a meeting after the holidays?”

Having appointments set up for the first couple of weeks in January will help you start the year strong. Otherwise, you may not be able to see these people until late January or even February – losing valuable time. If you sell a product or service with a recurring, repetitive, or a trailing revenue stream, getting a fast start to your year is critical. Mathematically, the first quarter of the year can be worth as much as 42% of your annual revenue opportunity or potential.

Lay the foundation now for a great 2018!

Have a great sales week & enjoy the holiday season!

Tags:  Customer Service  Data Gathering  Increasing Sales  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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The Importance of the Fourth Quarter

Posted By Mike Leeds, Pro Sales Coaching, LLC, Monday, September 25, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

The Importance of the Fourth Quarter

I believe the most important sales quarter of the calendar year is the fourth quarter.

In football, the fourth quarter is the quarter you need to keep your foot on the accelerator, and not let your competitor get back in the game. In sales, the fourth quarter is the one that may determine if you attain bonus levels of your commission plan as you end the year on a high note. Additionally, successful fourth quarter activities help establish the ground work for a fast start to the new year (in the first quarter).

Q - So what's my second favorite quarter?

A - The first quarter (just by a slim margin).

Start strong, and end stronger!

Happy Selling!

Tags:  improve sales  sales  sales commission  small business 

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Are you focused on “Base Hits?”

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, August 29, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Baseball coaches will consistently tell you that base hits win baseball games. Home runs are nice when then happen, and they look great on the highlight films. However, statistically speaking, they are much harder to hit. If you’re trying to hit a home run, you have a greater chance of striking out or flying out. Part of this is mental, but physically the baseball swing is also altered to hit the ball over the fence.

Base hits by comparison are easier to obtain, and multiple base hits in an inning tend to result in runs being scored. Coaches refer to this as “putting the ball in play” (line drive or ground ball). Fielders will also tell you that it’s easier to catch a fly ball then it is to catch a line drive or ground ball.

Converting this topic to sales has tremendous merit as well. Many smaller sales can equal a large sale. In my experience as a sales coach and sales manager, I have seen countless sales people struggle with this concept. They put “all their eggs in one basket” hoping for the “big one” to come through. If it does, they are rock stars. If not, they have nothing to show for their efforts. Concentrate on a balanced sales pipeline with all sizes of sales opportunities, but dominated by small and mid-sized opportunities. There are a lot more “base hit” sales out there, and the sales cycle may be considerably shorter than with larger opportunities. Additionally, building loyalty with these customers may lead to additional sales over time (both large and small). Some larger sales develop as a result of several smaller sales. The “home run” sales will come (sometimes when you least expect them), but don’t count on them to “make” or “break” your sales year.

Have a great sales week!

Read more sales tips here.

Tags:  Communication  Increasing Sales  Perception  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Performance  Sales Professionals  Sales Quotas  Sales Results  Sales Skills 

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What Sales People Can Learn from Kicking a Field Goal

Posted By Mike Leeds, Pro Sales Coaching, LLC, Monday, September 12, 2016

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What Sales People can learn from Kicking a Field Goal

A lot of moving parts are involved with kicking a field goal in football. As fans, many times we take short field goals for granted, calling them “chip shots” – and think & say “just take the easy 3 points.” It’s simple for us to say this as fans.

In addition to the offensive line providing exceptional blocking, 3 additional important steps must be executed perfectly to ensure success:

1.     The Snap

2.     The Hold

3.     The Kick

The same overall mechanics are involved with kicking a 20-yard field goal as compared with a 50-yard field goal. The only modification is how the kicker connects with the ball (adjusting the connection point with the ball for kick distance and height).

If any of these steps are not executed perfectly, you may miss the kick. In some cases, this missed kick can cost your team the game.

In sales, we need to make sure we don’t take any short cuts or miss any steps with our sales process. Please don’t take anything for granted, and execute all steps of your sales plan perfectly to close the sale – the outcome of the “game” may depend on it!

Happy Selling!

 

 Attached Thumbnails:

Tags:  Communication  Increasing Sales  Perception  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Performance  Sales Process  Sales Professionals  Sales Quotas  Sales Results  Sales Skills 

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Prebuilt Recipes to Help Automate Your Business

Posted By Gabe Salcido, Dogstar Host - Website Design Services and Domains, Wednesday, August 10, 2016
Updated: Thursday, August 11, 2016

ActiveCampaign announces “recipes” — automation workflows you use as a starting point to build automated sales and marketing processes. It’s a huge time-saver and makes building automations easier than ever.

But, wouldn’t it be even better if you could:

  • Import a “done-for-you” follow-up sequence that’s created and optimized by an experienced marketing expert?
  • Leverage the same tested, proven automation workflows that the marketing automation authorities are using?
  • Get an automation built by the developer of an integration that fully leverages the features of both platforms so you don’t have to wonder if you’ve set it up right?

Announcing the ActiveCampaign Marketplace…

Now you can browse a directory of done-for-you automations created by:

  • Leading marketing automation experts
  • Experienced email marketing authorities and
  • The developers of apps that integrate with ActiveCampaign.

Using the Marketplace…

 

The pre-built automations in the Marketplace are categorized by your business goals:

Clicking into a product listing will bring up more detailed information including an overview of what it does and what its benefits are.

If you have a question about an automation, you can ask its creator in the comments section below each product listing.

Many of the products are available to you free of charge. If you see a free automation or template you’d like to use, you can add it to your account with a single click using the “Add to your account” button.

All automations you have purchased or added through the Marketplace will appear in the “Purchased” category of the Automation Recipe modal that appears when you click “New Automation.”

To import an automation you’ve added to your account through the Marketplace, select it by clicking it and then click “Create.” The Automation Import Wizard will begin taking you through the steps of customizing the automation to match the settings of your account.

 

As you go through the wizard, you’ll see notes that the creator has added to give you guidance. There is additional product documentation you can access by clicking on “My Purchases” (when you are logged into the Marketplace). From this page, you can also rate automations that you have purchased.

Next week we’ll have a post highlighting many of these automations and their creators. Until then, please feel free to browse the Marketplace and import any automations that seem useful. The creators have put a lot of work into them and we’re very impressed by the quality and usefulness of this first batch of automations.

The Marketplace is another example of how we are making powerful marketing and sales automation processes as accessible and simple as possible.

Now, you have access to a growing, categorized library of automation workflows built by experts. You can import any of these automations with a single click and quickly accomplish specific, measurable results in your business — from increasing revenue to automatically managing contacts.

We’ll continue to find new and innovative ways to make it even easier to use email marketing, marketing automation, and sales automation to make running an efficient, growing business.

Check out the Marketplace now and let us know what you think in the comments!

Tags:  automation  crm  email  marketing  sales  small business  social media 

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