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Archive for June 2014

Does SELL MORE help Real Estate agents?

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Faye just handed in her homework for this month with the SELL MORE Program. How’d you’d like to give your clients homework that includes them sharing how they feel about you? It’s been pretty fun. But there is a purpose to it that helps their business dramatically. By the way if you’ve ever wondered if SELL MORE can help Real Estate agents you’ll be interested in Faye’s video.

 

 

SELL MORE June Edition is now available.

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Pleased to announce the June edition of the SELL MORE Newsletter. To read the balance of these articles and find copies of previous issues go to http://www.TheSalestrainer.com

SELL MORE newsletter June

SELL MORE newsletter June

Closing is not where you get the deal.

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Always Be Closing

Always Be Closing

Closing is not where you get the deal

By Douglas Vermeeren, The Sales Trainer  www.TheSalesTrainer.com

Here are a few simple thoughts on better closing. This is not an article. Just some random thoughts I was having as I thought about the subject this morning over breakfast. Yes, I am constantly thinking about sales. I encourage you to do the same. Where we invest our mental energy is where we begin to unlock our brilliance. What we learn affects what we earn. So take some time and think about these things.

By the way one of my hobbies is certainly something that a lot of people would think is weird. Some people collect baseball cards, bottle caps, comic books etc. I actually collect sales closes. That’s right. I said Sales closes. Every time I see one, hear one, read about one I write it down. I currently have just over 2000 sales closes. Now I want to point out that I didn’t say that they are all brilliant. In fact, I have some good, bad and ugly. Some are absolutely hilarious. Some are downright embarrassing and terrible. But many are brilliant. The thing I also like about having so many closes are that some are better suited to my selling style and some are not. With so many to choose from I certainly have several that work for me.

Often I have shared these with my students and many that would never work for me have worked incredibly well for them. I encourage you to start keeping your own collection. You don’t have to collect tot he extent that I have, but at least try to find a handful of closes that you really like an work well for you. Try and memorize them and have them ready to use.

By the way I have had a ton of requests for my “close collection” over the years, maybe one day I will publish it. What do you think would anyone be interested in having it? (By the way that question is a form of a close.)

Anyways, here are a few morning thoughts on closing.

A great close at the end is not where the deal is finalized. A prospect has often made their decision long before you ask for the deal. A close is where that decision is declared. The decision has been made in incremental steps along the way as you have successfully demonstrated value, solved their problem and connected with their specific wants and needs.

Closing doesn’t get you the deal it confirms the deal. The conversion of your customer is not an event, but a process.So you remember earlier when I talked about collecting closes? Make sure that you are collecting closes that can be used through out the sales process, not just at the end.

The final close is where it becomes clear whether you’ve done your job sharing the value or not. It is the time when you shift from the emotion of the sale to the logistics of delivery and terms. This is also what makes it difficult for most people to close. The #1 challenge that I have seen entrepreneurs and sales people experience is asking for the deal or asking for the money. The reason why is generally the haven’t properly prepared the prospect or they don’t know how to make the transition from the emotional, value driven part of the sale to the logistical transaction part of the sale. I call this the transition and unless you understand how to do it it can be stressful and cost you the sale.

These things should be done and confirmed through out the sales process. That’s why the popular phrase Always Be Closing (every sales needs ABC) is one of the biggest truths in sales. If you close early, often and even on the little things you will see a higher percentage of your prospects become customers. Very few prospects will ever be turned into a customer from one big close. But as they commit in degrees or identify the value for themselves in little steps they are pulled towards the sale.

Well, I guess that’s enough for today. I’m sure I’ll touch on closes again in the future. It is such an important part of the sales process and there is so much to say. I doubt if a thousand articles could finish the subject. Hope today was useful and I look forward to next time.

Doug

For more on successful closing go to http://www.TheSalesTrainer.com

The Sales Trainer

The Sales Trainer

Does SELL MORE get a passing grade?

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As part of our training in the SELL MORE program we give homework. Yes, you heard that right – Homework! Sometimes it can be kind of tough too – easy doesn’t always equal results. Part of our homework this week was for our students to simply report back their experiences with the program so far. I was a little worried. I mean aren’t we always when we collect our own report card? So I guess this weeks assignment could have been the hardest for me – that is if I hadn’t been doing my job. Listen to what Mike had to say about the program so far and tell me if you think I got a passing grade:

 

Julie & Diana share their thoughts on the SELL MORE Seminar recently in Montreal Canada

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Have you got a new business and struggle to get more sales? Here’s Bob’s answer

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Have you got a sales team to train? You might want to hear about a secret tool Brian found.

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Written by douglasvermeeren

June 11, 2014 at 3:27 am

When do you quit contacting your prospect?

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The Sales Trainer

The Sales Trainer

 

 

 

 

 

 

 

When do you quit contacting your prospect?
By Douglas Vermeeren, The Sales trainer www.TheSalesTrainer.com http://www.DouglasVermeeren.com

Are you prospecting long enough?

Are you prospecting long enough?

It has often been said that the difference between success and failure is often found in how far you are willing to go. Most often the most successful sales people are not the brightest, fastest or most polished. Most often they are simply those individuals who keep going after everyone else has decided to quit.

Sometimes it is not easy to know when to quit. It is easy to assume that since a prospect has not returned your call or has reached out to you as promised that they may not be interested in your offers. Research dictates that this may not be the case. In fact, when surveyed a group of prospects that were difficult to reach and meet with, but later purchased, identified the following 5 reasons for the break in contact:

1. Just got busy and forgot
2. Overloaded with other information and forgot
3. Lost information to continue the contact
4. Didn’t recognize the need at the time
5. Wanted to compare a few options before making a commitment and needed time

Of the above reasons I found it interesting to note that not one of the responses stated they were not interested or prepared to purchase the solution presented to them.

It is easy to get lost among all of the things a person is responsible for from day to day. Generally the reason a prospect may have lost contact is not because they aren’t interested – it’s because life gets us busy. When a sales person neglects to follow up they are losing money and sales that could have been theirs.

The following research reveals some interesting opportunities on contacting prospects that could give you an advantage:

48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of Sales people make more than three contacts
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are on the fourth contact
80% of sales are made on the fifth to twelfth contact

While you are planning your week and interacting with prospects make a plan on how many future contacts you will have with them. Be sure to make this plan specific and clear as to when you will reach out to them and how. This isn’t necessarily a plan you need to share with the prospect, but sometimes it is a good idea to ask permission to touch base with them in the near future. Even when they seem disinterested it is worth scheduling or considering future visits. Most prospects won’t turn away the opportunity for updates, information or tools regarding your products or services that might be useful for them.

In my personal experience I have found that regular contact is a strong way to establish yourself as a credible expert and trusted resource. When the prospect is ready to make a decision or to purchase they will think of those who they feel are the trusted experts in what they’re looking for first.

HINT from The Sales Trainer: Regular contact doesn’t always mean that you have to pitch, present or sell. It should be about adding value and may be followed up by a call to action. I find most effectively the call to action should be something that allows the prospect to experience value in your product, service or information firsthand.

Challenge: I challenge you to take a look at the prospects that are currently in your sales funnel and begin to map out how and when you will contact them. Make a plan to contact them at least 6 times before letting them slip off your ‘hot prospect’ list. Remember in the table above 80% of sales are made between the 5th and 12th contact.

INTERESTING THOUGHT: I have often asked sales people to share with me the list of the current prospects they are working with and then ask them how many contacts they have had with each individual. You’d be surprised how many people do not know how many specific contacts they have had with their prospects. If you get some clarity and then systematize your contacting you will begin to see more predictable results in your selling activities.

http://www.TheSalesTrainer.com http://www.DouglasVermeeren.com

Written by douglasvermeeren

June 3, 2014 at 10:55 pm