Integrity in Sales and Sales Leadership

Getting Past the Gatekeeper - Using Sales Rebuttals

Integrity In Leadership - How We Treat Those Closest To Us

Recently, during a conversation with friends, someone wondered aloud why we are often more polite and patient with strangers than with those closest to us.

It really is a great question, and one, I am sure, many of us can relate to.

Perhaps familiarity does bread contempt, perhaps we feel too comfortable with our loved ones, perhaps it is a necessary skill that enables us show our best qualities to strangers so we attract more friends, perhaps we take our loved ones for granted.

Perhaps, knowing why it happens is not as important as knowing it does happen and trying to change the behavior.

If that is the case, it appears one author has provided us with an incredible tool to help us change:

Love is patient, love is kind. It does not envy, it does not boast, it is not proud. It is not rude, it is not self-seeking, it is not easily angered, it keeps no record of wrongs. Love does not delight in evil but rejoices with the truth. It always protects, always trusts, always hopes, always perseveres.

Now re-read those words, but this time replace the word "love" with your name, and replace "it" with he/she.

Louis is patient, Louis is kind. He does not envy, he does not boast, he is not proud. He is not rude, he is not self-seeking, he is not easily angered, he keeps no record of wrongs. Louis does not delight in evil but rejoices with the truth. He always protects, always trusts, always hopes, always perseveres.

Reading this, at least for me, is quite embarrassing because I realize how infrequently I exhibit any of the qualities listed. So, a goal of mine is to read this every day until I can add my name without blushing.

I would recommend you try to do the same.

Leading Effective Sales-Team Meetings

It is possible to influence your employees simply by how you conduct a sales meeting - this is a much subtler method of coaching, as subliminal messages are to advertising and - if done correctly - as effective.

The structure, poise, professionalism and candor required for a great sales appointment must also be present in a great sales meeting. So, by running great meetings you are providing your team with a real-life example of how to run great appointments.

Your ability to create an environment that is receptive to this type of meeting is the first step in your team's growth.

The general rules for a successful meeting are:

Be consistent - with time, place and content.

Be prepared - spend time developing the content of the meeting and use an agenda.

Be concise - Be selective in your agenda items, if you can accomplish your goals in thirty minutes then do so.

Be respectful - avoid last minute changes, last minute cancelations or not being prepared. Never keep them waiting for you.

Be creative - Bring new ideas to the table as often as possible.

Be empowering - Give your employees opportunities to develop content and/or present to the group.

Be demanding - Demand that each member of the team becomes fully engaged in the meeting, to be prepared, to be on time, to know their business and to be positive.

In the second article on this subject we will review using meetings to increase your team's knowledge and confidence.

Telemarketing tips for Telemarketing Scripts

In my opinion, a good script can be a brilliant tool for both inside and outside sales. Sometimes it will work because of the specific buzz words being used, on other occasions the structure it provides is the key reason for its success.

But, do not make the mistake of believing a good script is the answer to your appointment-setting problems. Even the best scripts need to be updated and refreshed on a regular basis. We all become too familiar with certain lines and phrases, which leads to a loss of the freshness and enthusiasm that gained us appointments in the first place.

Here are some examples of scripts that could work for you.

When referred by an existing customer

Hello, May I please speak with (prospects name). Good morning (use name) my name is Jessica Graves and I was referred to you by (use the name of the person that referred you).

Q1 Did they mention I would be calling?

If No to Q1 then use

Q2 - Oh, well I apologize I thought you were expecting my call. Would it be ok if I briefly explain why (use referring parties name) thought you and I should speak?

If Yes to Q1 use

Q3 - Did he explain what we have been working on together and how it has helped (use referrers company name) (detail specific benefit afforded to referring company)?

If Yes to Q2 use

Q4 - Ok, well by utilizing (your product or service) they were able to (present case study). Would you like to see whether it would also be a good fit for your company? "Yes" great, lets book a time to meet.

If No to Q2 use

Q5 - (Find out why he does not want to speak to you - time constraints or just not interested etc). Try - how about if I send you a brief email with the details and then you can check me out with (referring party)? Could I have your email address please?

If Yes to Q3 use

Q6 - Would you like to see whether it would also be a good fit for your company? "Yes" great, lets book a time to meet.

If No to Q3 find out why, start again and qualify.

Calling on companies in the same industry as your existing clients

Good morning, this is JG from (company name). We have helped (competitor of prospect) to (use case study and benefit statement from that customer - for example, to reduce overtime expenditure ilby 32%). I wanted to get a chance to meet with you to see if you would be interested in seeing whether we could provide a similar benefit to (use prospect's company name.)

True cold call

Good morning (prospects name), this is JG from (company name). I am calling to try and arrange a time to come in and introduce myself and my company's products to you.

Good morning (prospects name), this is JG from (company name). I have an appointment with (the name of the person and company in their building or business-park) tomorrow and wanted your permission to stop by your office to introduce myself afterwards.

Good morning (prospects name), this is Jessica Graves from (company name). I just read on your website about the new offices you are opening and wanted to see whether we could meet to discuss how we have helped (list customer names) with their new facilities.

Good morning (prospects name), this is JG from (company name). Could I come by this week to meet you in person and show you some of our products?

Good morning (prospects name), this is JG from (company name). We would like to bid on your business, are the right person for me to discuss that with?

Good morning (prospects name), this is JG from (company name). I wanted to gain your permission to add you to an email distribution I send out once each month.

• Previous Posts:

• Getting Past the Gatekeeper - Using Sales Rebuttals
• Integrity In Leadership - How We Treat Those Closest To Us
• Leading Effective Sales-Team Meetings
• Telemarketing tips for Telemarketing Scripts
• Sales Rebuttals for Sales Objections

• Related Posts:

• Sales Force Opinion Surveys Boost Sales Performance & Reduce Sales Force Turnover
• Increase Your Sales with Actionable Emails
• C-Level Selling Tip 10 - Executives Are too Busy and/or Have No Reason to See You
• C-Level Selling Tip 9 - Overcoming Executive Intimidation
• C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers
• Can Personal Branding help Salespeople Increase Sales?
• C-level Selling Tip 7 Leveraging Your Golden Network
• C- Level Selling -- Subtleties Make Big Differences in C-Level Selling