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  • Category Archives Ask the Sales Experts
  • FREE Sales Training TONIGHT!

    Do you have difficulty remembering customer’s names?

    Do you have the perfect answer for an objection, but can’t remember it?

    HELP IS HERE – Tips to improve your ability to remember the names of your customers, people you meet and general techniques to creating a “steel-trap” memory.

    Our ASK THE SALES EXPERTS teleseminar TONIGHT – THURSDAY, December 8th at 7:00PM CT.

    Amanda Johns – The Importance of Visual Images

    Gary Michels – The Stellar 6 Ideas to Memorize & Use the Things You’ve Learned

    Rory Vaden – The 7 “tions” of Remembering People’s Names

    Ron Marks – Super Charge Your Memory Through Proper Nutrition

    Dustin Hillis – Maximizing Technology to Help You Remember

    Emmie Young – Memorizing Scripts in Your Natural Learning Style

     

    THURSDAY, DECEMBER 8 AT 7:00PM CT

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CT – Join us for LIVE Q & A during teleseminar


  • Top Producer’s Tips Navigating Buying Behaviors

    Does your sales style work well for Prospect A, but bombs with Prospect B? Our Top Producer Training Professionals will share tips on how to NAVIGATE BUYING BEHAVIORS of the 4 different types of buyers.

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, November 10th at 7:00PM CST, will help guide you through the various buying styles.


    NAVIGATE: SELLING THE WAY PEOPLE LIKE TO BUY

    THURSDAY, NOVEMBER 10TH AT 7:00PM CST

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CST – Join us for LIVE Q & A during teleseminar

     

    Gary Michels – How to Identify Behavioral Styles and Quickly Adapt
    Ron Marks – Managing More Effectively Through the Behavioral Styles
    Dustin Hillis  – Navigate Appointments: Modifying Your Sales Approach to Match Your Prospects Buying Behavior Style
    Emmie Young – Why Navigate? The Reasons You Don’t Sell to Everyone the Same Way
    Rory Vaden – 6 Keys to R.E.V.E.A.L. the Potential in the 4 Types of People Around You 
    Amanda Johns – Identifying the Different Sales Behavioral Styles Over the Phone

     

            ONE FULL HOUR OF PURE CONTENT   

                                        


  • Sales Tip of the Day – DAY 1

    Leaving messages and not getting calls back? Here is a script for those folks who are not returning your voicemails:

    “Hi Mary, this is Shelly Blume over at BBI. I’ve got to tell you, you are a tough person to get hold of, but you know what? I consider that a good thing. It tells me you’re working hard and you’re making things happen and you’re the type of person I like to work with. So I’ve got an idea since the phone is not working so well. I’ll plan on coming out to your house on Friday between 3 and 3:30 to drop off the guide. Now if you can do me a favor, it’s about a 40 minute drive out there, if that time does not work for you, please give me a call and suggest a better time that works for you, that would be great. Otherwise if I don’t hear back from you I will assume that Friday between 3 and 3:30 works for you and I will plan on introducing myself to you then. Again, this is Shelly from BBI and my number is xxx-xxx-xxxx. I look forward to meeting you on Friday!”

     

    If you are wondering if this really works . . . here is how it worked for a current SWC coaching client:

    Just wanted to drop you a note regarding using this script.   It is fabulous.  I’ve used it on four calls and I’m thrilled with the results.  It definitely was a shot in the arm that I needed.  The first couple was today at 2:00 p.m. and they didn’t call to cancel but were at home waiting for me.   This was a couple I had been calling since April and never got anywhere with them.  The second call was for an appt on Friday, she did call and cancel but asked me to call her back with another day and time.  The next was an appt for next week and he called to confirm.  And the last one I haven’t heard from.

    Thanks again for your sharing this script.   Can’t wait to get going with our first meeting.

    Kathy Kemper, Community Service Counselor
    Olinger Crown Hill Mortuary & Cemetery

     

    Looking forward to your results – please comment below


  • SECRETS WEAPONS OF TOP PRODUCERS

      JOIN US FOR OUR MONTHLY SALES TRAINING TELESEMINAR THURSDAY, OCTOBER 13, 2011 

    Take control of your own success.

    Develop super sales skills. 

    The Southwestern Consulting™ Top Producers share tips that will give you the edge over your competitors – the TOP PRODUCER’S EDGE! 

    DIAL IN:  712-432-0404 (code 555575#)

     SECRET WEAPONS OF TOP PRODUCERS

    THURSDAY, OCTOBER 13, 2011

    7:00 PM CDT

    (8:00 PM EDT, 6:00 PM MDT,5:00 PM PDT)

    DIAL IN:  712-432-0404 (code 555575#)

    LIVE Q&A DURING CALL ON  FACEBOOK FANPAGE

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, AUGUST 11TH

    at 7:00PM CDT, will help guide you through some successful

    and new techniques to collections.

    Rory Vaden – The Leverage Point

    Amanda Johns – Preventing Objections by Asking the Right Questions

    Ron Marks – The SPIN Cycle – Digging Deeper into Client’s Needs

    Gary Michels – Sizzling Tips for Building Rapport Quickly

    Dustin Hillis  – 3 Steps to Eliminating Distractions & Creating a Buying Atmosphere

    Emmie Young – Uncovering a Deeper Level of Need


    For more information on our Sales Experts, Click Here

    To submit questions for the upcoming conference call, please send an email to SuccessStartsWeekly@southwesternconsulting.com 

    ALSO join us on our Facebook Fan page for LIVE Q & A

    during the call at www.facebook.com/southwesternconsulting

    The dial in phone number is 712-432-0404 (enter code 555575#)

    Limited to the first 100 callers!


  • Top Producer’s Tips for Successful Cash Collections

    You worked so hard to close the sale – are you now having difficulty collecting the payment?

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, AUGUST 11TH at 7:00PM CDT, will help guide you through some successful and new techniques to collections.

    Rory Vaden – Square Up: Next Generation Credit Card Processing

    Amanda Johns – The Mindset Behind the Money

    Gary Michels – Handling Payment Concerns Before & After the Sale with Ease

    Emmie Young – The World Renowned CREW Method to Retain Clients

    Ron Marks – Developing Your Closing Instinct

    Dustin Hillis – How to Create a compelling Price Comparison in an Emotional Close

    THURSDAY, AUGUST 11TH AT 7:00PM CDT

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CDT – Join us for LIVE Q & A during teleseminar


  • LINKEDIN is Now #2 Social Networking Site

    Are you even using LinkedIn?

    Can you be found on the internet by prospects?

    Are you using social media and other technology to increase your sales?

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, JULY 14TH at 7:00PM CDT, will help guide you through some of the tools to use on your social media sites and other tools to increase your sales, your presence and your success!

    Technological Tips for Increasing Efficiency & Improving Sales Performance

    Dustin Hillis  – The Smart Phone is Everything You Need

    Emmie Young – Using Technology to Save Time and Maximize Every Second of Your Day

    Amanda Johns – The Best LinkedIn Strategies of Our Time

    Gary Michels – Effectively Using Power Points, Testimonial Letters and Videos

    Rory Vaden – Organizing Your Friends for Fabulous Follow Up

    THURSDAY, JULY 14TH AT 7:00PM

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CDT – Join us for LIVE Q & A during teleseminar

     


  • Getting Your Prospect’s Attention Over the Phone

    Considering your focus is an outbound call with the intent to schedule an appointment, the scripting I am suggesting would be used whether the call was answered live or if you leave a voicemail. It would be the same opening statement. The call objective is to schedule an appointment.

    The first thing you want to do is create a “headline” opening statement. You want to create something that is catchy and grabs the attention through proposing benefit to the prospect.

    Three major components of your effective opening monologue:

    1. Pleasantry

    Capture their attention with their full name.

    Use a pleasantry different from, “How are you, today?”

    Don’t use your company name in the opening statement?

    2. Benefit focused statement

    Who is your “Decision Maker” and why should they choose to do business with you?

    Think and speak “Benefits”!

    – Specific

                – Measurable

                – Time Phased

    – Results-oriented

    Hit the “bull’s eye” to get the interest of the caller. The ultimate objective is to get the person to listen to you by connecting at the highest level. The key is to get closer to the bulls eye which is referral specific.

                –  Generalized

                – “Companies in your city…”

                 – “Other groups in your industry…”

                   – Referral Specific

    – “ABC Insurance has increased sales activity and suggested I contact you…”

     – “Mary James was able to improve first time closing ratio by 23% through our unique method…”

    3. Transitional Question

    Require a minor “yes” decision to help move the dialogue forward.

    Deliver further benefits, and then end with a question that asks for an appointment.

    Use the take away technique.

     

    Review of the Outline of Your Effective Opening Statement:

    Step One: Use their full name

    Step Two: Pleasantry. Don’t ask “How are you today” because it telegraphs you are a salesperson. Simply say “Thanks for taking my call”, pause for a brief second and move on. Do not ask if you have caught them at a good time, because there never s a good time. If you have caught them at a bad time, they can tell you.

    Step Three: Bridge (links communication to become conversational)     

    “Last week…”

    “Recently…”

    Step Four: Benefit focused Statement

    Step Five: Transitional Question

    Here is an example of how this may work for either the initial call or the voicemail message:

    Voicemail

    “Hi, my name is _________from Scottsdale, Arizona. Thanks for taking my call. I trust I have not caught you at a bad time (slight pause) the purpose of my call and I will be brief, I have been talking to a number of sales managers in your area and they seem to be challenged with getting their sales people to do all the necessary activity to meet their sales goals. I am sure that is something that frustrates you as well. We have a unique solution; I am not sure if it would work for you, but if we can invest a few seconds I am sure you could tell if it would work. Recently Joe Smith of ABC Insurance was able to increase sales activity by nearly 30% with our solution within 30 days of implementing it. I can not really tell you right, or show you wrong. Please call me at 800-486-7586 and we can take a quick look. My name again is_____________800-486-7586

     Opening statement on initial call

    “Hi, my name is _________from Scottsdale, Arizona. Thanks for taking my call. I trust I have not caught you at a bad time (slight pause) the purpose of my call and I will be brief, I have been talking to a number of sales managers in your area and they seem to be challenged with getting their sales people to do all the necessary activity to meet their sales goals. Is that something that frustrates you as well? We have a unique solution; I am not sure if it would work for you, but if we can invest a few seconds I am sure you could tell if it would work. Recently Joe Smith of ABC Insurance was able to increase sales activity by nearly 30%with our solution within 30 days of implementing it. I can not really tell you right, or show you wrong. How many sales people do you have on your team?

     Ron Marks


  • FREE Teleseminar Tonight at 7pm CT

    CLOSING TECHNIQUES OF TOP PRODUCERS

                        

    Not closing all of the sales you want to?

    Is it getting harder and harder to close the deal?

     

    WE INVITE YOU TO JOIN IN OUR FREE TELESEMINAR TONIGHT FOR CLOSING TIPS

     FREE MONTHLY SALES TRAINING

    Closing Techniques of Top Producers

    TELESEMINAR TODAY THURS. AUGUST 26

    7:00pm CT (8:00pm ET, 6:00pm MT,5:00pm PT)

    DIAL IN:  712-432-0404 (code 555575#)

    “Ask the Sales Experts” Presents: 

    CLOSING Techniques of Top Producers

    The Southwestern ConsultingTM Team really brings the heat with exceptional, usable value for all our listeners.  We will be sharing our field-tested best tips & processes.

    Emmie Young – Listening Your Way to Commitment

    Ron Marks – How to Develop Your Closing Instinct

    Dustin Hillis – Navigate Closing “How to Close the 4 Buying Behavioral Styles”

    Amanda John – Asking the Right Questions Up Front to Set up Your Closing Questions for the End

    Rory Vaden – Closing on the Minor for the Major

    For more information on the Sales Experts, Click Here

    To submit questions for the upcoming conference call, please send an email to SuccessStartsWeekly@southwesternconsulting.com

    The dial in phone number is 712-432-0404 (enter code 555575#) Limited to the first 100 callers!