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  • Category Archives Sales Tips
  • 2 Steps Forward And 3 Steps Back Part 1

    Guest Post By: Kitty Barrow

    Depressed business woman

    Do you ever have little annoyances in your business that aren’t bad but they bring business to a halt? It is often worse because it’s something that is a little frustrating and you think it will go away but it keeps coming back over and over again?

    –          Maybe someone at the office is driving you mad?

    –          Or people aren’t doing things the way you know they need to be done?

    –          Or something or people are slipping through the cracks?

    –          Or maybe it’s that next ‘great idea’ that will be the next big thing that will revolutionize your world?

    If not, are your breathing? It happens to all of us!

    Usually what happens is that we live in this little world where small frustrations are the norm and we’ve just learned to ignore them.

    Before too long we find ourselves years later in almost the same place we were before, often frustrated and losing hope that anything will ever be different! Overwhelmed and/or annoyed is our new normal and we keep going!

    –          We’re stuck. We know it….but we don’t KNOW it. Instead of dealing with that harsh reality we’re either too busy to give it much deep thought often find ourselves saying, “when the kids get older”, “when my company does ‘this’”, “this is how it’s always been done and it just won’t change”, “I’ve tried that before and I know it won’t work”, “I’m doing good enough”, “the poor man just can’t get ahead”…

    –          Arrgghh!

    What is it for you? What right now, at work, is driving you nuts? Write it down because we’re about to have some fun!

    5 steps to EASY, Stress-LESS, getting things done:

    1.  Consider the impact of not getting it done.

    Yes, sit and think of just one of the things that keeps stressing you out and work and consider the IMPACT of not getting a resolution to this? Maybe at first, it doesn’t seem to matter. You haven’t done anything and business is still getting done. OR IS IT? Is business getting done or are you settling for MEDIOCRITY?

    Recently, I hadn’t taken the time to be fully understood by my amazing assistant as to what should be categorized a VERY important email, an IMPORTANT email and an email that can wait. Because of my lack of finding a minute to better discuss it with her, emails that were VERY important were getting marked as ‘not that important’ and I was losing SALES! Yet, because I was making a lot of other sales, meeting with her wasn’t a priority until I almost lost a BIG sale.

    What are you waiting to get ‘taken care of’ and what is the possible impact of you not getting it done?

    Stayed tuned for step #2…

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • How Important Is Your Tone and Posture?

    Guest Post By Emmie Brown

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    As a coach, we begin every call with our coaching clients following up on actions items from the previous week. On a call with one of my clients, Josh, I asked him about using the cell phone technique. I was fully expecting to hear some enthusiasm and excitement from his experience. He wasn’t excited. Instead, Josh said he hated it! He said it was so awkward, he didn’t get referrals, and he didn’t like the technique at all.

    I was slightly shocked! The cell phone technique works, and it’s a good one! So, I asked him to role play with me. I wanted to find out just how he used the technique and how he was going about interacting with his prospects. He had the right words down. He is meticulous and always pays attention, so I knew something little was off.

    I proceeded to ask him how he was sitting in his chair. Was he leaning forward or backward? He said forward. This was a red flag indicator. I advised him to use the exact same wording, but lean back. Relax and allow the other person across from him to feel comfortable, and not overpowered by his presence. Guess what, two weeks later when he had tried that and I asked him again, he got more referrals! Welcome them!

    Our voice and our posture will make such a big difference in the sales process.

    In a study done by General Electric, body language makes up for 58% of our communication, 37% of communication is our tone of voice, and only 5% of our communication are the words we use. In sales, we spend so much time focusing on learning the right words, but we don’t really focus on how to deliver those words.

    In the sales process, there’s always initial contact, then after that initial contact, there’s always a part of the process where we are asking questions to identify our customers’ needs. We find out how we can serve them.

    After that, we present a solution to those needs. In this part, we want to find a need for a product of service. We need to show that we are actively listening. We don’t need to be too comfortable leaning back, or too assertive and excited where we are leaning forward. We just sit up straight in our chair. Our tone and speed of voice should be slow and low as we are really listening with sincerity.

    In the next part of the presentation, this is where we want to increase the enthusiasm, show them how excited we are about our product. We want to sell the sizzle! Our voice needs to speed up and get louder, convey the interest, and lean forward as we are talking about all the benefits of our product and what it can do for our prospect.

    Finally, we close for a decision and answer objections to get them moving forward. Here we switch gears again. We will lean back, and speak low and slow with our prospect.

    We need to change our tone and speed of voice and posture as we move through the sales process.  Our voice and body language changes as we try to get a point across.

    As a sales trainer, when I go into someone’s office, I want them to see me as someone who is confident and enthusiast. I want to bring the heat! I have to walk in the room like that! My tone of voice needs to be loud and fast and I need to be assertive. I will have body language that is forward and reaching out toward them. Unlike when asking for referrals. I need to lean into that conversation because that shows enthusiasm.

    When I sold educational books door-to-door, I needed to get something totally different across. I needed to appear none threatening. To do that, I would turn sideways as I waited for them to open the door so they would see my whole profile, and not think I was threatening as someone head on would be. My voice was low and slow for this presentation.

    To become better at sales, we shouldn’t just focus on the words we use, rather pay attention to our voice tone and speed, as well as our posture. These simple tips can make a world of difference in your presentation and interactions with the people you are doing business with.

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • Activity

    Guest Post By: Brent Widman

    phone

    Activity is the root of what drives our business. Without activity in the sales world, we don’t have a business. What this truly comes down to is making phone calls. Making those dials that you don’t always want to make, but you know you have to. This isn’t busy being busy. This is being planned, prepped and prepared about who you are going to talk to.

    1. Stop calling the same people over and over again. Don’t hold onto this false sense of hope that someone might do business with you.
    2. You build your business through new people. Where do those new people come from? Referrals, Linked In, Past Clients, Current Clients, etc, etc.
    3. Set up a plan. Know the first 5, 10 or 20+ people you know you are going to call. Have it done the night before or in the morning. It will get you in the right mind set.
    4. Practice. It takes 2 minutes. Practice in the car, working out, in the morning, at night, take a walk, whatever it takes. Take that little bit of time to know what you are going to say. It will get you past the call reluctance
    5. It’s just one call, to them. To you, it’s 10, 20, 30 or 100 calls. But to them, it’s just one call. Don’t overthink it.
    6. If you are truly trying to help people you won’t think about getting rejected. They might say yes, they might say no, so what. You are helping them either way. It’s hard to be nervous when your heart is on service.
    7. Have fun. Phoning and activity does not have to be hard. Stand up, sit down, dance, laugh, say something off the wall. It doesn’t always have to be straight to the point and serious.
    8. The people on the other end of the phone are people just like you. You aren’t going to close everyone, but you can still have a conversation. That will go a long way to calling them in the future.
    9. In most cases, no means “not right now.” Set them out a year, two years or even three. That’s okay, keep them in your system and in your pipeline for the future.
    10. Get after it. When you do the activity it will breed results. When you make excuses it will not. You can’t get mad at the results if you aren’t putting in the activity.

    I hear so many people feel that they are above calling. They get away from what makes them successful. I was coaching a Managing Director the other day and he flat out said, “These are all the things I know I should be doing but I’m not, it’s like I’m a new rep again.” All that means… we can’t get away from what got us there in the first place. It doesn’t have to be the 50 dials a day, maybe for

    All that means is that we can’t get away from what got us there in the first place. It doesn’t have to be the 50 dials a day, maybe for you, it’s 10. It will get you the results you are looking for.

    Stay true to your activity. It only makes you better.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • The Two Biggest Scheduling Mistakes That Ruin Productivity – Part 2

    Guest Post By: Kitty Barrow

    In my last post we talked about my client who was struggling with productivity and as a result, his sales were suffering. After analyzing his schedule I discovered that he was making two very common scheduling mistakes that were ruining his productivity. In the first blog, we covered his first mistake; his schedule wasn’t ‘real’.

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    In this post, we are going to talk about his second big mistake.

    He wasn’t setting aside time for ramping up or ramping down.

    Our brains like to do as little thinking as possible. When we make our brains do a lot of heavy thinking all day long, we find that we are typically EXHAUSTED at the end of every day.

    Ramp-up time is an amazing cure for exhaustion! It will also help you to come across as a well prepared professional.

    What is Ramp-up time?

    It is 30 minutes to an hour that you SCHEDULE into the beginning of your day. (I typically do my Ramp-up time beginning at 7 or 7:30 AM). During this time, you look at the appointments you have for the day and prepare for them mentally and physically.

    ♦ Prospecting time set?

    • Then you prepare the list of everyone you will call for the day (PERK if you go ahead and put them in the order that you would like to call them)

    ♦ Look at your appointments

    • Prepare any information you will need to have with you. Review your notes from the last meeting so you can plan out any information that will need to be top of mind.
    • Think of any questions you need answered and plan how you would like the end of the meeting to go.
    • Is there anyone who needs to be included or updated about this meeting?
    • Is there information that you still need from someone else in order to be prepared for this meeting?

    As a Coach, what I typically see instead are a lot of sales people and leaders who are running from event to event. They aren’t prepared because they haven’t taken the time to thoroughly think through their day. This can result in our prospects and team members thinking we don’t care about them or their business and we don’t truly know what we are doing.

    Are you wondering why your prospects/clients aren’t calling you back? Are you wondering why people are canceling meetings on you? Are you wondering why you lost a big deal that you thought was in the bag? Can you look back and know that you have been fully prepared and thus fully present for these people? Everyone wants to feel important. Are you showing your people that they are important by being completely prepared?

    What is Ramp-down time?

    It is the 30 minutes you take to clear off your ‘to-do’ list before you head out the door.

    ♦  During the day, when someone is trying to distract me, then I do 1 of 3 things:

    •  Start an email to the appropriate person and enter enough in the subject line so that I will remember what I wanted to email          them about. Hit ‘save’ and then minimize it
    • Jot down a note on my daily ‘to-do’ list
    • If it is something that I want to remember to discuss with someone who I have an appointment with on my Outlook calendar or cover/discuss at a meeting that is coming up in my Outlook calendar, then I open a calendar appointment NEXT to the appropriate appointment and make a note of what I want to remember to cover/discuss, hit save and close it. Now, when I am doing my ramp-up time, it will be easy for me to remember anything important for those meetings.

    ♦  For Ramp-down time, at the end of the day, I:

    • Open up my minimized emails one at a time, finish the email and send it
    • Handle what can be immediately handled off of my ‘to-do’ list
    • Anything that can’t be handled immediately, then I will find a place in my Outlook schedule when I will handle it, create a calendar appointment for it, save and close. (As my business Partner Sales Coach Dew likes to say, if it isn’t important enough to be in your calendar, then it isn’t important enough to do.

    Once your mind is prepared through Ramp-up time and cleared through Ramp-down time, you are equipped to handle your day and whatever it may throw at you. You are giving your brain a break because it isn’t working so hard to stay in ‘reaction’ mode all day. This means at the end of the day you are energized and ready to be present with your family and friends, thus enjoying your life a whole lot more.

    Don’t forget to go back and read about mistake number one if you haven’t already. Then try applying these two solutions to your schedule every week and let me know what kind of a difference it makes for you!

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • The Secret of Being Enthusiastic

    Guest Post By: Dave Brown

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    In 6th grade I did my first ever speech competition. I did it because of Mrs. Bridges. She signed me up, without me knowing, and said, “Dave, you’re going to be phenomenal at it.”

    The speech I was doing was titled, “How The Camel Got It’s Hump.” I remember it was my first year in middle school down in Texas and I was competing with 7th and 8th graders who had already done this. I was scared! But Mrs. Bridges told me I had a “secret.” She was sure I was going to beat them with that secret.  She was going to teach me how to have enthusiasm.

    She knew that if I showed the energy and my enthusiastic nature I would catch the judges and win first place. So, that is what I will talk to you about today, because I still use that each day!

    Enthusiasm is contagious. It makes the improbable, probable. Do you think I won that speech competition?!

    WELL OF COURSE I DID!!! I took a first place win as a 6th grader, and the first one at that age level to do so!

    I used what Mrs. Bridges taught me from there and it stuck with me. I got into sports and every chance I had, I was getting my team powered up! I had better experiences and let that carry throughout my college career as an athlete. It’s so important!

    It’s also so important in the sales environment. People pick up on it! Whenever you have enthusiasm in place, you can do anything!

    Here is something I keep on me from Frank Bettger’s book, “How I Raised Myself from Failure to Success in Selling.”

    “Force yourself to act enthusiastic, and you will become enthusiastic. Make a high and holy resolve that you will double the amount of enthusiasm you have put out in your life and in your work. If you carry out that resolve you will probably double your income and double your happiness.”

    Your prospects will catch your enthusiasm! Show it, put it out there! Tell me about your scenarios and how you’ve seen a difference in your work and life by using this secret. Tweet me @davebrown_swc, comment here, or connect on LinkedIn.

    GO OUT THERE AND BE AWESOME YA’LL … (in my most enthusiastic voice!)

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Permission to Proceed

    Guest Post By: Dave Brown

    Screen-Shot-2016-04-26-at-10.17.31-AMThis is something that is overlooked quite a bit. It’s one that I take the time to really look at this when I’m helping other people grow in prospecting.

    You know when you’re having that rocky conversation with someone at first. You haven’t had a chance to set up that cadence. You may be talking over each other, or have long awkward pauses, it’s really just no fun at all. Are you looking for a solution for that? Here it is…

    Ask for permission to proceed!

    Literally, you ask them to grant you permission to proceed in the conversation on your phone call. Right up front, after you’ve done the names and connected, and you’re about to give the prospecting buying atmosphere, you have to have this question in there. It’s basically asking for a specified amount of time, and you get them to confirm they are able to give you that time so they are open and receptive with you.

    Example, “Hey John, this is Dave, I’ve been doing some work with Beth over at Zee Company. They’ve been doing a lot of great things, so I just wanted to run this by you. It’s a good one, do you have a few minutes?”

    Connect with the names, ask to run something by them, confirm some time, then go right in to your prospecting and buying atmosphere.

    Some more ways to ask, “Can you talk for 3 minutes? Did I catch you at a good time to run something by you? Do you have like 97 seconds for this? Are you ready for my audition?”

    Whatever it may be, get creative, just ask for that time. It may be 5 minutes, it may be 2, but let them grant you permission to proceed. Don’t look by this, and when they try to speed you up, that is when you ask to confirm a few minutes. Come up with your special way to get prospects to allow you to spend time with them.

    The more you prospect the more you realize the short term hurt turns in to the long term easy. It’s going to hurt a little each day while you are prospecting, but it will get better as you constantly do it and turn it in to a long term easy.

    Go get it today! Set some appointments and prospect your heart out!

    Comment here, tweet me, or connect with me on Linkedin and let me know!

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Being Decisive

    Guest Post By: Dustin Hillis

    What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a “yes” or it’s a “no”. Opportunities are lost every day from not making a decision.

    What is there to think about? Most of the time if we have to think about something, it’s because we don’t have a clear vision for what we really want. People are so focused on the day-to-day minutiae of life, that they cannot set their sights down the road on the bigger prize. It’s interesting to ask people the question “what do you want?” Most people respond with something generic like “happiness”, “make a lot of money”, “world peace”, etc. If someone asked you “what do you want?”, could you answer the question? Knowing what you want is the first step in being a decisive decision maker.

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    Considering your priorities and reorganizing priorities based on what is going to get you another step closer to your goal every day is a skill. We are all busy being busy. Nobody on the planet thinks they aren’t “busy”.

    Why do so few people exceed their goals in life? They have their priorities out of order. If your priority is to become the number one producer, become financially independent and build wealth, then why are you spending so much time checking email, reading up on current events and chit-chatting with your co-workers by the coffee machine? You should spend 90-95% of your time doing things that only you can do with your unique skills and talents. Understanding your priorities will help you to stay focused on the things that only you can do.

    All that is left now that you know what you want and you’ve got your priorities reorganized daily is to take action. Stop thinking. Pick up the phone. Book the trip. Ask the girl of your dreams out on a date.

    Stop thinking and start doing. Make decisions. Be decisive. If 90% of your decisions are right, then the 10% that are wrong will be made up from making more positive decisions.

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Control What You Can: Attitude and Effort

    Guest Post By: Emmie Brown

    attitudeOften we get frustrated in life when we try to control things that we actually have no control over.

    We get frustrated when the traffic is bad and we are late to work.

    We get frustrated when somebody doesn’t buy from us, or they don’t show up for an appointment.

    We get frustrated all day long with little things that are happening, that we forget that we cannot actually control some of those things.

    What can we do to keep from feeling this way?

    There are only two things each day that you actually can control. Only two things!

    They are your attitude and your effort. That’s it!

    When something bad happens you control how you react to that something. You can control what attitude you choose to put on. Choose to put on a good one!

    You can also control how hard you work. How many hours you put in. You control how hard you work during those hours, how many phone calls you make, if you pick up the phone and dial again and again and again.

    There are things that you can influence, like how well you have a conversation. You can influence if somebody buys or not, but you can’t really control the outcome at all.

    You can control a lot of what you do in terms of how many appointments you set, etc. You can have a great amount of control over that. Two things we can work on controlling is how hard we work and our attitude.

    If you focus on controlling the “controllables,” controlling what you actually can control, and just surrender the rest, you will have a lot less frustration and a whole lot more peace!

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • Your Forward 40

    Guest Post By: Dave Brown

    This is a technique you can use forever. This is how I’ve become a prospecting genius and what I have learned to master over the years. The Forward 40.

    When it gets time to make those calls, and you don’t know who to call, your momentum gets squashed. To keep things from falling apart, make sure you stay in a positive mindset and always allow yourself to continue to grow. It can be done with one 15 minute day-defining task!

    Focus on getting YOUR FORWARD 40.

    What is this? It’s the 40 people you make a note of to call the next day. At the end of the day, plan your day with those 40 people you need to contact or see the next day.  That list will be the first 40 people you will reach out to. Put it in a spreadsheet or write it down, so when you get up to start your day your mind is already aware of who you’ll be talking to and what it will be about.

    40

    Now, don’t be thinking 40 is just way too many. Say you only get to 10 of those calls and were really successful, you already have 30 for the next day on your list. There’s an upside! Say you’re even more brilliant and do get to all 40, wrap up that day by making another list of 40 people, and continue that momentum and positivity in prospecting the next day. Set yourself up for success! This is an incredible way to keep your head in the right place and get to as many people as possible.

    Your prospecting nugget for today:

    With prospecting, every day you have a choice, to either make an excuse or find a way.

    The best of us will find a way. So many excuses exist that try to keep us from finding a way. When you have your Forward 40 in gear, you will not have an excuse. Find a way, go get on that phone, get to prospecting, and go be as great as you know you can be!

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • An Easy Fix To Help You Close More Sales

    Guest Post By: Kitty Barrow

    One of my coaching clients (we’ll call him Bob), was completely frustrated with his closing percentage. He was doing his 5-step Introduction as we had scripted it out. He was building trust and rapport a lot quicker. He was able to modify how he presented based on why they said they would buy in the Introduction.  Yet his closing percentage hadn’t increased much and he couldn’t figure out why.k1

     

    Because Bob is a great student of his game, he recorded his presentation for us to review. As we listened together, within 10 minutes we were able to figure out where he was losing the sale.

    Does this ever happen to you? Do you ever sit down with a prospect. You know they need your product/service. They say that they need your product/service. You still aren’t able to get them to move forward at the end of your conversation? Do they end it with things like, ‘let me think about it’ or ‘call me in 6 months’? When this happens, does it drive you nuts?!?

     

    Screen Shot 2015-10-26 at 8.53.25 PMWhat we discovered when listening to Bob’s recording was that he was making one of the most COMMON mistakes of all sales people.

    What is that?

    When asking them about what they needed to ‘alter or change’ about their current situation, often they would speak of their pain. Then Bob responded like most sales people. He said, ‘Ok’ and moved on to the next question. ALL HE SAID was ‘Ok’ and moved on!!  Bob didn’t dig deeper into the pain of their current situation. Bob admitted that since they spoke of their pain, then he thought they understood their pain. Plus, he is a sales person and like most sales people, Bob wants people to like him.  He thought that if he got them to speak of their pain, then they wouldn’t like him.

     

    Here are 2 important rules that you MUST understand when asking your prospect about their pain:

    1. You must get them to talk more about how this pain is negatively affecting their life until they have some emotion tied to it.  They will NOT change their situation without the emotion.
    2. You did not cause their pain! You did not cause their pain so why would you think that digging into a pain that they have would cause them to not like you?!? If anything, once you help them realize how much it is costing them to stay in that situation and you offer a solution, you are going to be their savior. Think of it like being a ‘doctor of selling’. If you go in the doctor’s office and they ask, ‘where does it hurt?’, are you upset with the doctor that they want to know all about the pain and where and when and how? Of course you aren’t!

     

    The good news is that Bob was able to start digging into the pain revealed by his prospects and his closing percentage soared! Bob was making more money in LESS time. This is just one of the cool ways that we are able to help our Top Producers Edge Coaching Clients with their Time Management.

     

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    A couple of questions that you can try the next time your prospect shares what they would like to alter/change with their current situation:

    • Mmmmmmm….. (just respond with a deep ‘mmmmmm’ letting them know that you feel their pain and they will often keep elaborating more)
    • Tell me more….
    • Is that frustrating?…..
    • Wow, what is the cost of that?….
    • How is that affecting you?….

    STAY HERE with your prospect until you are sure that they FEEL the frustration of their current situation before offering the remedy. And OF COURSE, the remedy is your product/service!

    After trying this out, please email or comment below with your results!

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate