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Link: http://systemsnews.com/newsletter/2008/Nltr01-01-08.pdf

Dealing With "NO"

One of the hardest things for a sales person to deal with is a flat refusal, which is perhaps why cold calling is one of the most disliked activities. If, however, you can turn a refusal into an interesting and valuable experience, then your job can become much more interesting!

Don’t take it personally

It's easy to think, but If you take this position, you are going to be a very sad person. Sales is full of rejections. You need at least to learn to put failures behind you. Look forward. There are many more people out there who are desperate for what you are selling.

Be objective. Separate the problem from the person, just as you might when you are selling. In fact you can sell to yourself the benefits of (this time) not completing the sale.

Leave the door open

Thank the person for their time and for listening. Appreciate their situation and why they are not ready to take things further today (note the assumption that they may be ready another day).

Never take revenge, even with little snide remarks, because that will mean that at minimum they will never buy from you or your company again and maybe they will take revenge on your revenge, such as calling your boss or complaining about aggravation.

Learn from it

Take the opportunity to learn from what happened. Think about the conversation, what was said and how it flowed. Think about the body language and voice tone. Were there any key moments when things went awry? How might it have been different? How might another person act and talk, perhaps a sales person you admire?

After telling them that you accept they are not ready now, you may also ask them for feedback on how you performed as a sales person and how you can be more effective. This can be effective sometimes for re-opening the door as they realize you are a concerned person.

Link: http://systemsnews.com/newsletter/2008/Nltr01-07-08.pdf

How Do You See This Year?

What will be different in your sales world at the end of 2008 from where you are now?

Will you talk less and listen more? Will you be more attentive, invested and involved in the efforts of your sales team and your current customers?

What will you deliberately set as your top 3 priorities that'll help you and your team hit your targets?

Three priorities. Any more and it becomes difficult to focus on even one. If you need only two, then formally establish two. Complete them in writing. Absorb them with commitment. Move forward.

Link: http://systemsnews.com/newsletter/2008/Nltr01-14-08.pdf

The Sale Seems to be Driven by the Customer

Great sales people give so much apparent control to customers that the customer seem to sell the products to themselves.

They do this by being incredibly sensitive to the customer's situation and state of mind, then nudging gently with the right questions such that the customer realizes their need and ends up asking for the product.

They have turned causal conversation into an art, persuading by subtle inference and influence rather than more overt presentation and persuasive talk.

How sensitive and subtle are you when it comes to the customer?

Link: http://systemsnews.com/newsletter/2008/Nltr01-21-08.pdf

Out with the Old, in with the New?

According to Harvard Business Review, it is 6 to 7 times more expensive to gain a new customer that to sell to a current one. Losing customers can be very costly!

Things You might want to ask yourself when considering your customers:
1. What are we doing to maintain our clients?

2. What is the general opinion among our previous or current clients about our business?

3. Depending on your industry, how much emphasis is put on new customers versus cultivating the ones already there?

4. What can be done to make sure you dont lose your customers for repeat business?

Link: http://systemsnews.com/newsletter/2008/Nltr01-28-08.pdf

Will You Pass the Flinch Test?

Part One

When the Time comes to submit your pricing, often times many hours are spend formulating some glorious proposal. Despite any efforts, however, most clients will flip right to the pricing page and say something like ―gosh, I didn't think it would be this expensive!

The Key to passing the Flinch Test is to respond with confidence in your price. One would hope that you have integrity so why present something you don't believe in?

Some responses that cause you to fail include: What Price Were You Looking For? I’ll Ask my Manager if we can do Better… How about if I take 10% off?