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4 Steps to Objection Handling
Posted by: In: Sales Managers, Sales Training, Uncategorized 27 Apr 2023 0 comments Tags: , , ,

red-diceThe knee-jerk reaction when you’re hit with an objection is to quickly and deftly handle it. Many of us take pride in our ability to explain why an objection isn’t valid. Unfortunately, regardless of how logical your explanation is, you will get nowhere without stepping back and doing the following steps first.

Agree with the prospect as to the validity of the objection. Assure him that it is a good objection or question. This is called “disarming”. Don’t – I repeat – don’t disagree with him which is the natural reaction for most people. Humans by nature are very stubborn and don’t like to be told they’re wrong. If you jump at him and immediately tell him he’s wrong, it very likely is going to turn into a battle of who’s right & who’s wrong. Ego, emotion & self-esteem will enter into the equation. On the other hand, if you agree that his point is a good one, he will be much more likely to remain calm and open minded enough to listen to your explanation.

Confirm & isolate the objection. This is called “sharp angling”. Make sure that it is the only objection, and make sure that the prospect knows that it is his only objection. If there are other objections, get them out of the way so that you can deal with each one separately.
Obtain a commitment from the prospect. I.e. “If it were not for (the objection) you would want to go ahead?” “You’re comfortable with the rest of the recommendations?” Without the commitment, you may just be gaining another objection. Then you’ll become involved in a game called, “Can I make up more objections than you can overcome”. Salespeople almost always lose this game. Why? They don’t shut up!

Drill down on the objection. In other words, ask gentle probes such as, “what causes you to feel that our price is not competitive?” or “could you help me understand by expanding on your concern about x?” Truly empathize. Put yourself in their shoes to attempt to understand why they think such-and-such is the case. Often, it will be that the prospect simply doesn’t understand the issue fully and your job will be to help them understand in a helpful, non-confrontational manner.

Next time you’re hit with an objection, stay calm, follow these steps and you’ll move onto a sale more often.

5 Ways to Make Scripted Prospecting Calls Sound More Natural
Posted by: In: Sales Coaching, Sales Training, Uncategorized 19 Apr 2023 0 comments Tags: , , , ,

Prospecting Calls

Scripted calls don’t have to sound awful.

I’m not going to mince words — scripting is the way to go for prospecting calls.  When I state this at one of our “Connecting to the Big Cheese” prospecting workshops, I often hear comments such as, “I don’t want to sound fake!” or “I want to sound natural.”  The paradox with sales is that the best salespeople are scripted in many areas.  People on the receiving end of their prospecting calls (and face-to-face meetings too) don’t realize that they are practiced and scripted.  Why?  Because they are skilled in sounding natural!

How do they do this?  Here are the 5 ways to sound as good as they do:

  1. Turn it down to 1 and up to 10.  When you speak naturally, your volume gets soft sometimes and LOUD other times. You need to do the same when you are using scripted language
  2. Use your range.  Most people vary their pitch or tone when they’re talking. When they are really excited, they’re voice goes up.  When serious, it goes down.  Do the same but be careful not to go up and down too much and turn it into a yodel!
  3. Use the gas pedal and the brake.  Nobody (except the most boring speakers) talks at the same speed all the time.  When people speak naturally, their speed varies.  Make sure yours does too.Think of your voice as a roller coaster.  They go fast.  They go slow.  They go quiet.  They get loud.  They make low sounds.  They make high sounds.
  4. Avoid being too polished.  When people are in a conversation with others, they take time to form their thoughts and this time often comes out as “ah’s” and “um’s” and “you know’s” along with other “fillers.”  Sometimes, if we get too good at delivering our script, it comes out as being too perfect and becomes different from how we would talk in a regular conversation.  Don’t be afraid to put some fillers in.
  5. Practice, practice, practice.  We all understand and accept that practice is paramount for success in sports — how many of us would question the value of practicing our golf swing for hours — but salespeople seem to develop an allergic reaction to role practice when growing their essential career skills.  Some of the highest paid people in society, professional actors, rehearse their lines for months to ensure that they deliver them just right.  Why would we treat our sales careers with any less commitment to excellence?  You will need to practice your delivery of your scripted phone calls and voicemails not ten times, not twenty times but literally, hundreds of times to get them perfect.  The best way to practice is to choose a practice partner — someone who will give you straight feedback on what you’re doing well and where you need to improve.  If you make mistakes with them, while it might cost you a bit of time and create some ego bruising, it’s a lot cheaper than making mistakes in the field, where it can cost you big dollars in lost sales!

Getting to be great at prospecting calls involves a lot more than reading a script.  However, if you dedicate yourself to constant practice, reflection and incremental improvements, you will master this essential skill over a few months.  It’s an investment that will pay dividends for a lifetime in your sales career.

For more information on Northbound’s “Connecting to the Big Cheese” prospecting workshop, contact Craig Brandys, Vice President Sales at [email protected] or (647) 677-5611.

How to Use “I’m giving up!” in Prospecting
Posted by: In: Sales Coaching, Sales Executives, Sales Managers, Sales Training, Salespeople, Training, Uncategorized 13 Apr 2023 0 comments Tags: , ,

giving upBeing honest with your prospect that you’re giving up actually helps increase call-backs. 

 

Salespeople generally give up far too early when attempting to contact a customer in the prospecting phase.  But to make things worse, they don’t even let the prospect know that they are giving up.  This is a mistake.

 

After you’ve made several attempts to connect to a prospect through different means such as voicemail and email, sending a “final approach” message can be very effective in prompting a response.

 

 

Tell them this is your last message.

 

Your voicemail might sound something like this:

“Hi John.  As you know, I’ve left several messages for you over the last few weeks and haven’t been able to connect.  It’s hard for me to tell whether that’s because you’re just crazy busy or that you’re maybe not interested in learning how we might be able to BENEFIT and BENEFIT you.  Either way, I don’t want to become voicemail spam so I’m going to give up for now.  If you think it would make sense for us to talk, I’m at 416.555.1212.  Thanks.”

 

Sound harsh?  Yes, it is direct but it’s the absolute truth and the feedback we receive from our clients is that it has produced callbacks from prospects that salespeople were convinced they would never hear back from.  Let’s face it – you weren’t having any luck up to this point so what do you have to lose?

 

Do we know exactly why this technique works so well?  Not exactly.  We don’t know whether it creates a sense of responsibility from the prospect and makes them think, “Gee, I really should at least get back to this person.” or that it maybe forces prospects to realize that if they don’t return the message that they are going to miss an opportunity.  Maybe it’s human psychology that people often want things more when they think they might not be able to have them!  Whatever the reason, the important thing is that it works!

 

Inject some humour.
Some of our clients have had success using a little sarcastic humour in the final approach.  This message might sound something like, “I don’t know if this means that you’re not interested in how we might BENEFIT and BENEFIT you or that you’re so busy putting out fires that you can’t even get to your phone.”  This method is admittedly a bit cheeky and needs to done with a slightly defeated but cheerful tone to be effective.  Again, what have you got to lose?

 

These techniques are not a surefire way to get all prospects to call you back.  Aside from pretending that you’re calling from the lottery winnings office, nothing will guarantee this.  What this will do, however, is increase your callbacks. And incremental improvements in several areas adds up to big improvements overall.  A bigger problem is that salespeople just don’t try hard enough before they give up but that’s a topic for another post!

 

4 Biggest Time Wasters for Salespeople
Posted by: In: Sales Coaching, Sales Executives, Sales Managers, Sales Training, Salespeople, Training, Uncategorized 30 Mar 2023 0 comments Tags: , , , ,

Wasting TimeGain up to 30 minutes extra productivity per day by eliminating these.

Show me a sales professional in the top 10% of their industry and I’ll show you a person who is in the top 10% at time management.

Unfortunately, as salespeople, we are hard wired to be poor at juggling priorities and tasks. Studies show that most salespeople fall into the high “Influence” category of personality (from the D.I.S.C. profiling system), meaning that we are very good at influencing, communicating and adapting to change. Time management isn’t one of our strong points however. I’m often asked what biggest mistakes salespeople make are and poor time management ranks in the top 3. As you might expect, when working with sales teams, I have found that while they want to learn new presentation or objection handling techniques, growing their goal and time management capabilities provides the biggest & quickest performance gains.
In my experience, here is where most of us lose massive amounts of selling capacity:

Time Waster Number One—No Plan
We start the month with no specifics on what we want to accomplish. “If you don’t know where you want to go, any road will take you there.” You should take the 30 minutes at the end of one month to review and plan for the next in all important areas. Similarly you will greatly benefit from planning your week before you set out. Sunday evening is a great time to take 20 minutes and map out your goals/priorities for the week. Time management is largely a result of good priority management.  Planning allows you to get the “big picture” and prioritize by comparing the urgency and importance of your goals for the week.  Monday morning is OK but is more risky in that you might get distracted and caught up in “doing” before you are finished your “planning”. It is almost impossible to plan and implement at the same time. Below is an example of what a weekly plan might look like:
Business:

B – do 50 prospecting calls Tuesday, Wednesday and Thursday from 8:30–11:00

B – make follow-up calls on all outstanding proposals from last month

A – prepare for proposal presentations with HugeCo and Willbuy Inc.

B – check in with production on delivery of orders

B – practice new voicemail technique and ask Bob for feedback

A – get monthly expenses report in

Personal:

A – run 3x for 30 min each in the morning Mon, Wed, Fri.

B – do rough plan for new deck in backyard

A – get anniversary gift

B – get to bed earlier. By 10:30 at least 4 weeknights.

An “A” priority means that it’s “important and urgent” for the week while a “B” means that while important, it doesn’t necessarily have to be done this week.
Your days should start with a plan too of course, using the same A & B prioritization. Research shows that 10 minutes spent planning your day will give you approximately 60 minutes of increased productivity. That’s a 6:1 R.O.T.I. (return on time invested)!  With better time management, many graduates of our “Goal Aligned Time™” program report these results commonly.  Done for a week, that will give you the time to make about 25 more prospecting calls. Run that number through your sales funnel stats and you will be astonished by what this means in hard dollars.
Mark Twain famously said, “Eat a frog first thing in the morning and everything else you have to do in the day will seem easy.”  Eat your “frog” – do your toughest things that require the most focus – first thing.
Time Waster Number Two—The Email Black Hole
Just like a black hole, the gravitational attraction of email can suck you in just like a planet and once you’re in, there’s no turning back! Email is a very powerful communication tool but overused and often used improperly too. Don’t start your day with email. Start with a plan instead. You don’t need to respond to emails when they come in. Let them stack up and return them in batches at certain intervals in the day. Your average time/message will drop significantly! Low urgency emails can be left to clear at the end of day or even a couple of times/week. Be ruthless with deletion. I often delete messages without looking at them based on the subject and sender. The average person can speak at 120 words/minute yet only type at 30 words/minute.
Time Waster Number Three—Busy But Not Productive
You have three main tasks. Prospect, present and close. If you’re not doing one of these, then you’re not growing your sales. Do a time log for one week, noting your actual use of time in 1 hour blocks. At the end of the week note what activities were directly related to sales, admin and nonsense. You will be amazed where your time is actually going and as a bonus, your productivity will jump as you gain an awareness of this.
Time Waster Number Four—Interruptions
Whether it’s someone walking in to discuss last night’s “American Idol” or your email ringing each time you get a message, you lose much more than the time to chat or listen to the bell. Studies show that the average person, when interrupted, takes 6 minutes to get back to the same level of concentration prior to the interruption. Do the math: If you get interrupted just 5 times in an hour, you are operating at 50% effectiveness. Think about that next time you grab your smart (a misnomer in many ways) phone to check your most recent tweet!

If you or your sales team would like to get better at time management, check out Northbound’s workshop, “Goal Aligned Time™.”  For more details or pricing, contact Michael Caron at [email protected] or 416.456.1440.

Do You Procrastinate? Don’t Put Off Reading This Article!
Posted by: In: Sales Coaching, Sales Executives, Sales Managers, Sales Training, Salespeople, Training, Uncategorized 15 Mar 2023 0 comments Tags: , , , , , ,

procrastinateBy Michael Caron, President, Northbound Sales

Congratulations for reading this! Procrastination has been appropriately called the “silent killer of careers” yet few people have ever had formal training on how to overcome this immensely costly habit. All of us procrastinate to some extent but while managing this problem is a constant challenge to me, I have learned some strategies over the years that have worked very well.

Urgency versus Importance: The first step in overcoming procrastination is to understand that by definition, urgent activities are done before non-urgent. On the surface, this seems to make sense until you take into account the additional factor of importance. In Northbound’s “Goal Aligned Time™” workshop, we train people on how to place every activity in their personal and business life on a quadrant with these two variables before they decide what to put on their plan. Important tasks are often not urgent and so get pushed off the agenda. Unfortunately these are also frequently “growth” activities such as prospecting and skills development on the career side and on the personal side, might be things such as exercise and building stronger relationships. Have the discipline to schedule these activities so they get done and start saying “No” to low value, urgent activities that are screaming for your attention.

The 15 Minute Strategy: Psychologist David Burns recommends simply making a promise with yourself that you will give some task you’ve been putting off just 15 minutes of effort. His point is that we often become overwhelmed by the sheer size of a task and talk ourselves out of it. We might tell ourselves, “It’s going to take soooo long” or “It’s too big to do now. I’ll leave it until I can really focus on it”. Instead, talk back and say, “OK, I’ll just give it 15 minutes and then I can stop”. How hard can 15 minutes of anything be? Once you get started, you will have broken that psychological barrier. Most often, you’ll find that it’s not nearly as hard as you thought it was going to be and you’ll either keep going or not fear it so much next time.

Think of the End Result: Instead of thinking of how difficult the process may be to accomplish something, think rather on the end result and all the great things that it will mean to you. Turn thoughts of “I hate cold calling. It’s not much fun” into, “If I make 2 hours of calls, I’ll probably book one meeting. I usually close one out of two meetings so I’m 50% towards a sale if I make some calls!” Once your brain clearly connects the doing of a task with major benefits, you’ll be unstoppable!

You and your team can learn dozens of other proven time management strategies with Northbound’s Goal Aligned Time™ workshop. Graduates report an average productivity increase of 12%! For more information or pricing, contact Michael Caron at [email protected], 416.456.1440

The Power of Testimonials
Posted by: In: Sales Managers, Sales Training, Salespeople, Uncategorized 16 Feb 2023 0 comments Tags: , , , , ,
Customer TestimonialHaving a salesperson say your company is good is very different than someone else saying it.

Most companies vastly underutilize testimonials.  It’s a big mistake because the fact is that they are very powerful in building credibility and trust in your product.  Just as importantly, they provide proof of performance.  A study by Yahoo revealed just how powerful they are.  They found that if a salesperson makes a claim as to the capability of a company or product, it is only believed by 23% of people.  That’s right, 4 out of 5 people think salespeople exaggerate or in some cases, outright lie.  However, if the exact same claim of capability is made by a third party, over 80% of people believe it to be true.  Do the math and you’ll see that by having a testimonial speak to your ability to deliver, it is 4 times more convincing!  Northbound’s U.S. based partners, Corporate Sales Coaches, note below how to get a testimonial and how to use one in your selling process.

By Len D’Innocenzo and Jack Cullen, Authors of, The Agile Manager’s Guide to Customer Focused Selling
One of the problems we hear most often at our sales seminars is, “How can I prove how good I am to someone who doesn’t know me?” This is a real obstacle when approaching an account you never have sold to.
The power of a testimonial letter can be an excellent solution. A testimonial is a written communication from a customer that talks about the value added benefits your company and you provide. It is tangible, written evidence that says you are not just another sales rep trying to make a pitch. It allows you the opportunity to showcase the specific reasons you are different from your competition. Testimonials enable the smart sales rep to cement relationship with the author of the letter.

I’m sure most of you have been asked to give a reference or two when you applied for a new job. What was the purpose of providing a reference? Obviously, to show your new boss that you are as good as you said you were. You provide a personal reference to vouch for your competence and to attest to your qualifications. Most employers require at least three professional references and one personal reference before you can start working.
Doesn’t it make sense that a new sales organization should also provide references to a prospective customer? Why should a prospect spend money with you if you can’t prove it? Sales people can greatly increase their effectiveness by asking for and using testimonial letters. An example of the type of services you have provided and the benefits received by your customer will increase your credibility.

How to get one

How do you get testimonial letters? First of all, you need to have a base of customers that are satisfied with the products and support you and your firm deliver. These accounts must be living, breathing references to your value added service.
Who are your best customers? How many have you serviced that are really satisfied with your work? Everyone that has been in sales for a year or more should have at least one or two. If they haven’t sent you an unsolicited letter of thanks, solicit one on your own!
Yes, call them up and ask them to send you a letter that talks about why you are different. A letter that says you helped them save money, time or anything else of value. A letter that says you helped them increase or improve efficiency, throughput, control or anything else of value.
Why mention you helped them save, increase or improve? Because that is how a benefit is described. Benefits help people save, reduce, control and decrease costs or expenses. Benefits help people increase, improve, enhance or gain money, efficiency or time.
People want to know what’s in it for them when you approach them. A good testimonial letter will help you to tell your story. It also will show that you know something about a specific market, industry or business.

How to get verbal into written

How many times have you heard a customer say, “This system is great! We’re able to use your system to cut our order processing time.” Or, “Your system has saved us a lot of time and money! We love our new system! We’re very pleased with your service and support. You really saved our butt!”

If you’ve only heard it, if you delivered what you promised to a customer, ask for a letter. The more you do for an account, the stronger your relationship should be. If you have a strong relationship, capitalize on it. Get a letter that says you deliver what you promise, (not everyone does), that you’re good and your company is good (not everyone is), that you help people save money or time and that you are someone that. people should talk to! These are powerful words that you deserve and that you can use!
If your customers love you but have not had the time to write you a testimonial letter, write it for them. Yes, you write your own testimonial letter. Type up a “draft” for their review and approval. Ask them if this letter is a fair statement of what you’ve done for them. If they want to make any changes they can. If they change it at all, they will usually make your letter even stronger. Most of the time they just type it on their letterhead and sign it. It is that easy.
Don’t wait for that extra special person who goes above and beyond and sends you a letter unsolicited. Take control of your own destiny and draft your own testimonial. Besides, when you do it, you can say what you want to say. When they do it, you never know if the right message comes through.
Make this idea a reality. Give yourself a deadline before this month ends, and get a note from your best accounts. When you get one, share it with your associates. Any sales manager reading this article should collect testimonials from each sales rep.  Email them around to every rep. A testimonial from one customer can be used for almost any prospect.

How to use one

What can you use testimonial for? Lots of things. Use them for approaching new accounts. If you did a good job for one business in your area, let other businesses know about it. Send a copy of a good testimonial letter to the same level (or higher) at another company. It doesn’t even have to be the same industry. The point is that you and your company are good. You can deliver what you promise. Someone also has checked you out.

(If you’ve ever gotten an email from me, you’ll see a testimonial in my signature on every one – Michael)

You can also use testimonial with your proposals. Put them at the end to serve as proof that you are worth the investment. Encourage your prospects to call and check your references. Make sure you call, before they do. There is nothing more damaging than providing a bad reference on yourself A testimonial will also improve self esteem. There is nothing more satisfying than seeing your name in a letter from a happy customer. Well, I’ll admit it would be more satisfying to see your name in a letter that came in unsolicited but who can wait for things to just happen? Make things happen!

3 Ways to Get Prospects to Call You Back
Posted by: In: Sales Coaching, Sales Executives, Sales Managers, Sales Training, Salespeople, Uncategorized 09 Feb 2023 0 comments Tags: , , , ,

Voicemail

If you use these 3 strategies, more prospects will actually return your voicemail!

You’ve left a couple of voicemail messages in the last week or two and haven’t had a return call from your prospect.  What can you do?  Here are some tips that work:

ONE – Script and master your voicemail message

Your voicemail should follow this rough outline (this isn’t the verbiage you’d use of course):

  • Here’s who I am
  • Here’s what company I’m calling from
  • This is what we do
  • This is how we’ve helped other organizations similar to yours (noting measurable results)
  • Here’s an example
  • “I don’t know if we can do the same for you or not.”
  • “Can I ask you a couple of quick questions to see?”

Your message should be around 45 seconds and 60 seconds max.  While this might seem long, it’s important that you get your “elevator pitch” out in a clear, concise, compelling and complete manner (the 4 C’s) and this can’t be done in much less time.  Most prospects will listen to the first voicemail message in it’s entirety and this underscores why it needs to be absolutely great.  If you’re not happy with it, don’t panic.  Hit the # button and most voicemail systems will allow you to re-record it.

TWO – Take the pressure off

An important rule in sales is that — Yes’s make you money.  No’s make you money (because you can move onto more Yes’s) but Maybes cost you money because they eat up your time.  It’s far better to get a fast no than a slow one.  Sometimes prospects are reluctant to return prospecting voicemails because they feel that they are going to be subjected to a high pressure sales pitch.  The fact is that with many salespeople, their fear is warranted!  Let them know that this isn’t the case with you.  You could say something in your second or third voicemail such as, “We’ve been able to help other companies accomplish X solution to problem and Y solution to problem but I don’t know if there’s a fit between your organization and ours or not.  I was hoping to have a brief phone conversation to see and if not, that’s OK.”

Sometimes I get pushback on this language from people in my workshops who feel this type of language in a voicemail is weak.  They say, “We should be totally confident that we can help them.”  The paradox is that, by allowing that there might not be a fit, you’ll get callbacks more often and if you ask the right questions, will often find that there is a fit.  Another reason not to claim that you know you can help them is that, in most cases, it’s simply not true.  Until you have the opportunity to fully understand their current situation, their problems, preferences and goals, how can you know you can help?  An added bonus is that it builds rapport and trust because of your openness.

THREE – Use professional persistence

Recent research finds that it takes on average 7 contact attempts to connect to a prospect.  The same research shows that most salespeople give up after 2.  See the problem here?  Worse, most sellers leave far too much time between contact attempts.  They’re fearful that they will annoy the buyer to the point that it hurts their chance of connecting.  Sure, there’s a fine line between persistence and stalking!  Most sellers are nowhere near that line however.  Think of what you would do if you got 5 voicemails from someone spaced 1 or 2 weeks apart.  Now think of what you would do if you got the same 5 voicemails spaced a couple of days apart.  Would you be more likely to put a return call on your to-do list in the second case.  I bet you would!  At the end of your voicemail, say something like, “If you don’t get a chance to give me a call back in the next couple of days, I’ll try you again on DAY.”

With the recent anti-spam legislation in place, many salespeople who have relied on email to prospect will now have an added dependence on effective phone prospecting.  These three strategies will help you connect more often with prospects and maximize your efforts.  The percentage of prospects who call you back will still be low, but these tips will bump the number up for certain.

Six Steps to Negotiation Success
Posted by: In: Sales Coaching, Sales Executives, Sales Managers, Sales Training, Salespeople, Training, Uncategorized 01 Feb 2023 0 comments Tags: , , , , ,
Joined in businessIf you stay cool and follow these steps, your negotiations will produce agreements that last.

Contrary to what some think, negotiation isn’t something that only takes place at the end of the selling process. We are actually negotiating and laying the groundwork for further negotiation throughout the sale. When the customer has agreed that your solution fits with their needs but there is not agreement on variables such as delivery, terms and, of course price, good negotiating skills will bring the sale to successful completion. Here are six essentials:

One – Plan:

Never go into a negotiation without a plan. Do your homework. What do you know about the individual you are negotiating with? What is their personality style? How can you adjust your style to be more effective with them? What information do you want to disclose or keep confidential? What is the time frame for this negotiation? Go through some of the other points below and write this information down.

Two – Have a collaboration mindset:

Most negotiations involve parties with which you want to have a long term, mutually profitable relationship with. You will only be able to protect and nurture this relationship if an agreement is reached that is truly win win. Enter the negotiation with this in mind and test the commitment of the other party to a win win, collaborative solution. If both parties agree that an agreement will be easier to reach if creativity, openness and collaboration prevail, the negotiation will have a much greater chance of delivering a successful deal.

Three – Make a concession list:

Make a list of all the things that you could give up and all the things they could give up in the negotiation. Then put two columns beside each, one for cost and the for value. By doing this, you will be better able to give up concessions that cost you little (but have high value to the customer) while accepting concessions in return that have high value to you.

Four – Uncover goals: 

Make a list of goals from your point of view and the other party’s point of view. These should include objective and subjective goals along with business and personal. If you’re not sure of some of the goals of the other party, make an educated guess for now and attempt to confirm them during the negotiation.

Five – Don’t counter immediately:

When an offer is made, resist the urge to make a counter offer immediately. A person’s resistance to another person’s idea is the greatest immediately after they’ve given their own. Instead, explore it with the other party. Ask questions like, “Why do you think this might make sense for both of us? How exactly would that work in this area?” Probe for this solution meeting the win win criteria and show that you are truly considering it. If it doesn’t meet win win, state why it doesn’t work and then slowly come back by saying something like, “Something such as (terms) might work because . . .”

Six – Know your walk away point:

The goal of the negotiation is not just to produce an agreement. It’s to produce an agreement that works for both parties and protects the relationship. Know what the minimum terms are for you to accept an agreement. Understand that no agreement might be the best alternative. We call this your “BATNA” or the Best Alternative To a Negotiated Agreement. By knowing your BATNA, you will prevent being driven into a deal that works for the customer but not for you.

You or your team can learn how to master these steps plus learn many more strategies to successful negotiation in Northbound’s “Goal Aligned™ Negotiations“.

Are Your 2023 New Year’s Resolutions Being Met?
Posted by: In: Sales Coaching, Sales Executives, Sales Managers, Sales Training, Salespeople, Training, Uncategorized 19 Jan 2023 0 comments Tags: , , , , , ,
Setting Goals & ExpectationsChecking your progress is critical for success!

You might be thinking, “Why is he asking me how I’m doing on my New Year’s resolutions when it’s only January?”  The reason is that 1 in 4 people don’t even make it through the first week on their resolutions or goals, whatever you want to call them!  If you don’t get off to a good start, there’s little chance of you hitting your goals by the end of the year.  Goals can be the source of motivation and drive yet they can also represent endless frustration if we fail to reach them.

Everyone knows that goals make a difference, an incredible difference in fact. We all know (and maybe even secretly envy!) our friends and colleagues who set and reach their goals. High achievers will rarely be heard saying things like, “I don’t know how I did so well. It just sort of happened!” Rather, they use a process that others don’t.

If goals are so powerful, why do only 5% of the population set clear goals for their career and their life? The biggest reason is the dreaded F.O.F.—Fear of Failure—an enemy I was first introduced to many years ago in training as a summer student manager for College Pro Painters. The thinking seems to be “If I don’t have goals, I certainly can’t fail reaching them can I?” Of course, this is skewed logic leading to failure.
What these people might not realize is that failure is fundamental to growth and higher performance in the future. Further, research proves that having goals almost always leads to greater results than not having them — even if you fail to reach them!

Reaching goals is something you can learn

The second most common reason for not setting goals is not knowing how. Setting & reaching goals is more complex than many people may think. It is a process that needs to be taught. Strangely, most people have little to no training on this powerful skill. If you are one of the few who took the time to write down some goals for 2023, congratulations. You’ve taken an important first step! Now let’s check to see if you have some of the other components that will lead to success. Effective goal management needs to be S.M.A.R.T. That is:
SPECIFIC. The more specific, the better. Saying, “I’d like to sell more this year,” isn’t good enough. How many more sales exactly? At what margin?
MEASURABLE. As the saying goes, “You can’t manage what you can’t measure.” You need to know if you’re winning or losing and you can’t tell if you’re not keeping score. It’s best to have major goals broken down into mini-goals that you can measure along the way.
ACTIONABLE. Hope doesn’t cut it. You need to have a massive action plan designed. And you need to be ready to change. How many more calls am I going to do each month, each week, each day? Are they scheduled in your agenda? Are you planning on increasing your selling skills? How? When?
REALISTIC. Goals need to be a delicate balance between too hard and too easy. Too hard and you’ll give up when you see it being out of reach. Too easy and you’ll feel like you haven’t really accomplished anything. R also stands for REVIEW. Reviewing your progress along the way allows you to adjust your tactics accordingly.
TIME PHASED. If there is no time frame, there is no goal. Would you really be happy if you finally hit your sales target in your last year before retirement? Of course not. Attach dates to everything. Pull out your goals regularly and “keep your eye on the prize”. Don’t allow yourself to be overwhelmed by some of the uncomfortable steps along the way. Keep your focus on how amazing you’re going to feel when you’ve reached your objective.

A great thing about training and developing sales teams is that I get to work with salespeople who, by nature, are goal oriented and high achievers. If you would like to learn more about improving your skills in reaching goals, Northbound offers “Bulls Eye!”, a workshop dedicated to helping sales professionals get what they want out of their career and their life.

3 Reasons Why You Should Be Using a Phone Script
Posted by: In: Sales Coaching, Sales Training, Salespeople, Uncategorized 05 Jan 2023 0 comments Tags: , , , ,

phone prospecting image

Using a well practiced script for prospecting is a key to success.

In my prospecting workshops, I sometimes get push-back when I recommend the use of a phone script.  The objections often come in the form of, “I don’t want to sound fake” or “You never know what the prospect is going to say, so a phone script won’t work.”

There are 3 strong reasons why you need one:

Reason #1: The words will be more powerful.

You’ve only got a few seconds to get the listener to want to keep talking.  In fact, one study found that a listener will start deciding whether they want to continue a phone conversation or not in the first 8 seconds!  Having a script allows you to craft the message in a clear, concise & compelling manner.  In my experience, salespeople who try to “wing-it” end up in convoluted, weak conversations that end in failure.  Rather, when you put the time in, you can craft a message that gets to the point – a point that will resonate with your prospect.

Reason #2: You can perfect your delivery.

Just like a professional performer, your delivery will get better and better when you know what you’re going to say and you practice it until it’s smooth.  Can you imagine a performer who tries to do things differently every night?  Most people’s experience with salespeople who are obviously using a script is usually negative.  Why?  Because they usually are hired, given a script and told to simply read it to the customer.  Of course it sounds fake because they are reading it and haven’t practised it until it’s great.  The irony is that the more practiced you are, the more natural you sound!  You will never know that someone who is good is using a script because it sounds so natural.

Reason #3: You will have more confidence.

Prospecting can be nerve-wracking but when you know how you’re going to approach a prospect and have it well practiced, you’re confidence will multiply.  And your increased confidence will benefit you in two ways:  The confidence will come through in your voice and you’ll be less fearful of making more calls!

Northbound’s workshop, “Connecting to the Big Cheese” covers all the critical parts of prospecting skills including script development.  For more info, click here or contact Michael at [email protected] or 416.456.1440.

Happy Selling!