Business Performance International - Sales Rev

Sales Rev December 2009

Merry Christmas and Happy New Year to all our subscribers, customers and followers. Have fun and be safe during the break.
  • Five Quick Articles
  • Reading Time - 6 minutes
  • Do it now, you know it makes sense.
Rob Hartnett

1. The Annoying Question that Ruins the Sale

Have you ever asked a prospect the following question?

"What can I do to get you to sign today?"

Maybe not quite in those words, but as the reality of the third quarter sets in, the stress to reach a quota can be easily transferred onto a potential customer – and they don't respond well to pressure. Keep in mind the things that do resonate with prospects:
  1. Their pain points: Your contacts are likely under pressure too. How can your product or service help them achieve their goals? Find out what would motivate them to act sooner rather than later and how you can position yourself as a partner that can help them get there.

  2. How they process information: Do they prefer reviewing all pros and cons of a situation themselves, or do they prefer to move forward only after having consulted with others they trust? Concentrating on how the information is presented can improve its reception.
    3. How they view your solution: If your organization's solution looks exactly like the competitor's, the prospect turns to price as the key differentiator. Determine how your company's service is unique, from your prospect's perspective, to position yourself closer to success.

    From Miller Heiman Sales Performance Tips

    2. Want to achieve your goals faster?

    One of the fastest ways to get what you want is to make people feel important. Ken Blanchard in the The One Minute Manager says to give "one-minute praising" at every opportunity. Psychological tests show that when children are praised by people they look up to, their energy levels rise, their heart rates and respiratory rates increase, and they feel happier about themselves overall. So give genuine and honest approval to people for their accomplishments, large and small and you will be amazed at how much more people will like you and be willing to help you achieve your goals.

    3. Internet & New Media Tools still Growing

    China, India and Japan fuel rapid growth in internet users in Asia Pacific.
    The Asia-Pacific region has seen significant growth in the past year, increasing 22% to nearly half a billion visitors to internet sites, with most individual countries in the region experiencing double-digit growth rates, according to comScore. And according to New Media Trend Watch:
    • Over half of the European population is now online.
    • Traveller's are starting to make buying decisions based on their Twitter conversations...
    • Nearly half of UK online leisure and unmanaged business travel is booked online...
    • Mexico tourism board to use social media to combat negative publicity

    4. "The Most Helpful and Inexpensive Marketing Companion You Could Get!"

    Colleague Ben Angel has written a controversially titled marketing book called "Sleeping Your Way to The Top". It is a great read with some fantastic tips along the way. So if your planning on getting your marketing to work and not sure exactly what you need to do to generate 'real' results, you're in luck! Ben's book may just be the answer you need. It is also an easy read with some very funny stories.
    Grab Your Copy Today for Only $24.95...

    5. Events

    Win Complex Sales Faster I will be running a Miller Heiman Strategic Selling two day workshop on January 28th and 29th 2010 in Melbourne in the CBD. Great way to kick off 2010 with a workshop that is guaranteed to drive your sales opportunities forward. "The finest high level program I've seen. Its efficient, professional, a mini MBA on how to sell."
     Senior Vice President Food Services Industry

    For more information on this course email me at rob@sellingstrategies.com.au or Shane at scoppin@millerheiman.com

    Facebook Events Page
    All upcoming Miller Heiman Sales Performance Workshops and Selling Strategies Events are now listed on our new Facebook Page

    Where's Rob?

    You can always find out where I am and what I am up to at http://www.twitter.com/robhartnett if you have a Twitter account (and if not why not?) make sure you follow me and I will follow you back.

    Blog
    My Sales Performance Blog is located at http://www.robhartnett.com/robs-blog and is updated frequently when I have something useful to say.

    Facebook
    http://www.facebook.com/SellingStrategies

    Contact: www.sellingstrategies.com.au | www.robhartnett.com
    Email: rob@sellingstrategies.com.au
    Office: 61 3 9560 1188