I love sales. You know this by now if you’ve been following my best business coach blog for a while. In addition to coaching clients, I double as the 13 point assessment caller for the Thrivetime Show. You can see why I love sales so much. You can see why it’s my favorite subject.
Every once in a while, I come in with another sales-subject-focus for my weekly blog and it’s safe to say, it’s always my go-to when I want to give you guys some of the best stuff. Here’s a scenario combining my notes from Clay’s sales training meeting this week, along with an actual situation with a client.
I have the best business coach client that is close to their goal. Although already in growth mode, there is a market close to an area they already service that is full of the ideal and likely buyer they are looking for, and they will pay a premium price! If you refer back to a previous blog about when it’s time for a second location, this is an ideal scenario in a new market that you can infiltrate. Besides Google reviews, which you know if you follow our podcast or these blogs, what else can you do? COLD CALL!
If you are needing to get good at cold calling fast, I can give you four excellent sales training tips from the wizard himself. If you think these three small tips can’t make a HUGE difference in your sales, you underestimate the power in the details, and that’s a grave mistake.
4 Practical DOMINATION Sales Tips from Clay Clark
- Be the Energy Everyone Wants To Be
Everyone is looking for positivity. Everyone is looking for an interaction that stands out in their day. Be the energy everyone wishes they could be. Be positive when the world is negative. Be funny when the room is tense. Be energy and light that people need in their life. That’s great customer service and people will pay for that. If you’ve ever read Soft Selling in a Hard World by Jerry Vass, you know that rapport is the first step in the sales flow, followed by needs, benefits, and finally, the close or call to action. The best way to build rapport is to be the energy that breaks up the monotony of most people’s day.
- Let Them Talk About Themselves
Let people talk. Be a good listener. People like that. In How to Win Friends and Influence People, Dale Carnegie talks about how people’s favorite topic is themselves. Ironically, one of the best ways to build rapport is to listen when people talk about themselves. How do you do that? Get people talking by asking great questions. Don’t ask yes or no questions. Ask probing questions that get people talking.
- Always Use Your Name and Their Name
YOU are important. Use your name, maybe even your last name. I do. Clay does as the best business coach. You are important, so act like it. Additionally, use their name. Use their name as often as you would in a casual conversation with a friend. Using their name in every sentence may be a little much, but using it several times during a call is not abnormal. This brings me to my next point.
- Do Not Make Them Feel Marginalized
One of the best ways to keep rapport and even establish rapport is to not make people feel marginalized. Just don’t make people feel like another number and that alone is great customer service these days. For one, you can’t sound like you are reading from a script, even if you are. That makes people quickly put their guard up and it makes them feel marginalized. On a sales call, it’s not enough to be listening. You have to work harder to let them know you are listening because they can’t see you. Repeat what your customer or prospect is saying. Write it down and repeat it. This makes them know you truly are interested in what they are telling you.
Start small with these quick tips straight from the Thrivetime Show. You will be amazed at what a few quick changes can do to your sales calls. You will also be amazed at the results in your business and the extra layer of security you get from sales calls!